My read list – business only (July 2012 to July 2013)

August 11, 2013

Rainmaking Conversations – Mike Schultz…….reading now

To Sell is Human – Daniel Pink…..a good narative on how sales tactics and behaviors are part of the human condition

Pitch Anything – Oren Klaff…VERY GOOD
The Greatest Salesman in the world – Og Mandino….short read, inspirational
Leadership & Self Deception – The Arbinger Institute….great teaching on how to get along with others in business environments
Secrets of Closing the Sale (Unabridged) – Zig Ziglar…..long but great in depth book on many aspects of selling
Good to Great – Jim Collins….good for anyone wanting to learn what makes companies great
Negotiation Genious – Max Bzerman, Deepak……The bible on how to negotiate effectively
New Sales Speak – Terri Sjodin…..good to hear about how be yourself with customers
Meatier Marketing Copy – Marcia Yudkin…..good for writing better emails
Winning Friends and Influencing People – Dale Carnegie……basics on how to treat prospects, the bible on how to be the best sales person any customer will ever meet
Emotional Intelligence for Sales Success – Colleen Stanley…..teaches you how to weave emotional energy into your sales process
Getting to Yes – William Ury, Rodger Fisher….how to get around objections with ease
The Art of Closing the Sale – Brian Tracy…..good closing techniques
The Hypnotic Salesman II – Craig Beck
Revenue Disruption: Game-Changing Sales – Phil Fernandez…Interesting tactics, worth a read
Spin Selling – Neil Rackham….sales structure tied to stages in the sale, good for anyone new to sales
The Maverick Selling Method – Brian Burns……selling method, good for new people in sales (better than SPIN but different)
Hi Trust Selling – Todd Duncan….focus on building trust during the sale process, relationship based sales tactics
The Art of the Sale – Philip Broughton…..basic sales tactics, ok for new salespeople
SNAP Selling – Jill Konrath…..sales tactics methodology for making complex sales more structured, good for new and experienced salespeople
The Challenger Sale – Matthew Dixon…..Sales tactics method and sales person types, offers tactics focused on adding more value to the selling process from the buyer’s POV
The New Strategic Selling….old standard on complex B2B selling, worth reading for all reps
Selling to VITO……old standard on how to sell to economic and CxO decision makers

Rich Dad Advisors: Sales Dogs – Blair Singer….looks at catagorizing reps on their behaviros and how motivate each type

Sales Related, but not sales specifically:

Predictably Irrational – Dan Ariely….focus on why we make different decisions when emotional, and how these decisions are also predictable

The Magic of Thinking Big – David Schwarts……how our own frames cause us to see things in a limited sense and how to get past them

Blue Ocean Strategy – Chan Kim…….How to find areas of need in the market that nobody is addressing

The Advantage – Patrick Lencioni

Good to Great – Jim Collins…..focus on moving to better performance across all aspects of business

Primal Leadership – Daniel Goleman…….Good primar on leadship tactics

Strengths Based Leadership – Tom Rath……focus on leadship with a eye on just what we do well and making those areas better

The Five Dysfunctions of a Team – Patrick Lencioni….good book on the areas where team break done

The Dale Carnegie Leadership Mastery Course – Dale……very good deep dive into the aspects of good leadership

Quite Leadership – David Rock…..a good book on adding value only when you have something to add, and how to stay quite when you don’t

What Every Body is Saying – Joe Navarro…..body language and how to read it

12 Elements of Great Management – Rodd Wagner….good book on management principles

The Accidental Sales Manager – Chris Lytle…..Ok book on sales manager principles and tactics

The 21 Irrefutable Laws of Leadership – John Maxwell…..this guy’s the master of leadership, a great read

Multipliers – Liz Wiseman….how to improve your business performance, ok book

Words Can Change Your Brain – Mark Waldman….good principles on the ideas you feed your brain

All Marketers Are Liars – Seth Godin….how marketing’s job is to pain pictures in the heads of listerners

Social Engineering: The Art of Human Hacking – Paul Wilson……a great read on what’s possible today when you are trying to get inside the head of your prospects

Exraordinary Leadership – Robin Sharma…..a good overall book on leadership principles

Exceptional Sales Management – Mike Le Put…..good book on sales management principles

Coaching Salespeople into Sales Champions – Keith Rosen….another good book on sales managmenet

Thinking Fast and Slow – Daniel Kahnerman…..teaches you how people make conscious and subconscious decisions and when they choose wrong and make errors, great for seeing what makes people tic

The Ultimate Question 2.0 – Rob Markey…..Ever woundered what the NPS (Net Promoter Score) is?  This book explains it all


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