Recommended Reading

Michael Gerber’s The E-Myth Revisited should be required listening for anyone thinking about starting a business or for those who have already taken that fateful step. The title refers to the author’s belief that entrepreneurs–typically brimming with good but distracting ideas–make poor businesspeople.

The Great Game of Business started a business revolution by introducing the world to open-book management, a new way of running a business that created unprecedented profit and employee engagement.

“Client Builder Selling” is a selling process tailor-made for businesses that sell solutions to problems, regardless of whether those solutions come in the form of products or services. It’s also a selling system that recognizes the realities of doing business in today’s highly competitive, hyperactive economy.

The Challenge: Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the very beginning.

How to Win Friends and Influence People is just as useful today as it was when it was first published, because Dale Carnegie had an understanding of human nature that will never be outdated. Financial success, Carnegie believed, is due 15 percent to professional knowledge and 85 percent to “the ability to express ideas, to assume leadership, and to arouse enthusiasm among people.”

A master motivator who guided Notre Dame to the 1988 national college football championship, Lou Holtz knows how to win big on and off the gridiron. For business leaders, for recent college graduates struggling on their first job, or for just about anyone who wants to get ahead, Holtz devises a game plan for success: dream, believe, and achieve. “Write down everything you hope to achieve in life,” Holtz writes. “Then make sure you do something every day to realize one of your dreams. You are going to encounter adversity but you will also … take big, satisfying bites out of life.”

Global forces, unleashed by the application of the microchip, have caused an entrepreneurial revolution in every society on the planet. The most successful entrepreneurs are taking advantage of new capabilities to create greater wealth and autonomy for themselves, while providing new income and employment opportunities for millions of others.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today’s more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today’s more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

A six-step plan for driving a wedge between the competition and the customer
For sales people, convincing a potential customer to choose them over the competition is no easy task, and especially when the competition already has the account.

In his more than twenty years coaching the Blue Devils, Coach Mike Krzyzewski has made his program the most admired in the nation, with back-to-back national championships in ’91, ’92, and again in 2001, and ten Final Four appearances since 1986. Now, in Leading with the Heart, Coach K talks about leadership-how you earn it, how you practice it, and how you use it to move your organization to the top.

`Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.”Jeffrey M. Fisher, Vice President, Symix Computer Systems.

The son of Italian immigrants, Lee Iacocca rose spectacularly through the ranks of Ford Motor Company to become its president, only to be toppled eight years later in a power play that should have shattered him. But Lee Iacocca didn’t get mad, he got even. He led a battle for Chrysler’s survival that made his name a symbol of integrity, know-how, and guts for millions of Americans.

Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it’s also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak’s proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.