4 Feb, 2010
Repositioning by Jack Trout
No doubt many of you own and recall the classic Positioning book written some thirty years ago. Inside was a chapter about repositioning aimed at how to reposition your competition. Fast forward to today when there is so much competition (how many brands of toothpaste, cars, soda, electronics are there?) placing your stake in the ground is a different challenge than it was back then. Jack returns to lay a course again and navigate through the competition, change, and crisis that is at every turn.
I talk with Jack about Diet Coke, how to find out what your position is, how to pull off having a sale when times are lean and more.
More about the book at TroutandPartners.com
18 Jan, 2010
Unfolding the Napkin by Dan Roam
Yes, we know. You’ve got a problem. And instead of talking about it, how about using a picture to describe it instead. Dan finds you can engage your audience in a way you just can’t do with words alone. Plus you can “see” things you wouldn’t otherwise.
I talk with Dan about the person who can’t draw (his #1 question), how this helps you brainstorm and more.
More about the book at TheBackoftheNapkin.com
10 Jan, 2010
Go-Givers Sell More by Bob Burg and John David Mann
Building on The Go-Giver, Bob and John return to dispense the practical side of focusing on generosity. Rather than taking every opportunity to close a sale, they have found that its far better to establish a relationship and build trust. They’ve found salespeople who have the heart have more long-term success.
I talk to Bob about how bringing the heart back into sales changes the process, what we do with the sales techniques we’ve been taught, ways to establish a relationship and more.
More about the book at Go-GiversSellMore.com
And more about Bob at Burg.com
2 Dec, 2009
Awesomely Simple by John Spence
In our complex business world, Spence wants you to be Awesomely Simple. That means examining your business in six areas and learning how to excel at the fundamentals:
Vivid Vision
Best People
A Performance-Oriented Culture
Robust Communication
A Sense of Urgency
Extreme Customer Focus
I talk with John about creating a mission statement, listening, hiring and more.
More about the book at AwesomelySimple.com
9 Nov, 2009
Getting to Plan B: Breaking Through to a Better Business Model by John Mullins & Randy Komisar
Behold the 5-year business plan worked through by sweat and toil. The entrepreneur begins the journey to see this vision become reality. Instead of marching through fire and ice to see it come true, realize that Plan A can’t be right, and that another plan will emerge. And another and another and another, until the vision becomes reality. The authors look at how to reduce your risk by gathering data on that “leap of faith” that your business model has.
I talk with Randy about reducing the risk, how Amazon did it, and how to keep cash king.
More about the book at Getting-To-Plan-B.com
