The art of the sale : learning from the masters about the business of life / Philip Delves Broughton.
“Unlike books that teach marketing principles and how to sell, this one focuses on the art rather than the science of selling. It’s a loosely structured compilation of stories of how a variety of people in diverse industries, of various cultures, and with different educational backgrounds get customers to buy. Readers can learn proven sales techniques employed by some of the world’s best salespeople, like the successful, self-taught Moroccan merchant Magid, who listens well and uses patience and psychology to assess customers and their motivations in order to close a sale. The message is this: there is no one right way to sell. From famous international infomercial pitchman Tony Sullivan, to Mrs. Shibata (top insurance salesperson at Japan’s Dai-ichi Life), to the popular Dale Carnegie, to the unconventional sales trainer Jeffrey Gitomer, their unique personal styles and techniques are effective. Given that sales are such a vital function of business, Broughton highlights the absence of sales curricula at business schools and makes the case that sales education should be included in academia.–Kryszak, Cindy Copyright 2010 BooklistFrom Booklist, Copyright (c) American Library Association. Used with permission.” (Booklist)
Running lean : iterate from plan A to a plan that works / Ash Maurya.“Perfect balance of theory and practice…This book has a great balance of theory and practice. It’s a very useful starting point for would-be entrepreneurs (or intra-preneurs trying to innovate at an established company). As others mention, this book inherits the principles outlined by Eric Ries, Steve Blank, and the Business Model Canvas. Great synthesis and expansion of the source materials and a solid contribution on top of that. ” (Amazon reviewer)
Visual teams : graphic tools for commitment, innovation, & high performance / David Sibbet.““Making Teams MORE than the Sum of their Parts….
I’ve spent more than 30 years working with teams and facilitating meetings. Graphic tools from David Sibbet and his colleagues are my GO TO resources and I’m thrilled to have so many available between two covers in this book. Using these strategies helps you get teams on the same page – literally – by making critical processes explicit and visible to the members. These days everyone is talking about engagement. VISUAL TEAMS is packed with frameworks, illustrations and HOW TOs that you can use to take engagement out of the conceptual realm and into action. Better yet, it’s accessible so that people at all levels of organizations can pick it up and use it to make a difference in their team’s performance. Lisa Kimball, President, Plexus Institute” (Amazon reviewer)
The power of presence : unlock your potential to influence and engage others / Kristi Hedges
“According to executive coach Hedges, having a stronger presence, or charisma, can transform an average person into a leader who can create and communicate a vision for others. Hedges sets forth the I-Presence model (Intentional, Individual, and Inspirational) to help readers create a persuasive and powerful self. Through exercises, readers are taught to battle negativity by developing a pregame ritual, establish trust through being reliable and credible, and inspire others by focusing on solutions instead of problems. Hedges also shares suggestions for making presentations and leading meetings, for instance, to think from the listener’s point view and to share only visions that are active and alive. Above all, she advises readers to pay attention, maintain a sense of humor, go easy on themselves, and look people in the eye.