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
17 Oct, 2009
Power of 2: How to Make the Most of Your Partnerships at Work and in Life by Rodd Wagner and Gale Muller
Want to scale Everest? It takes 2: Tenzing and Hillary. There are many sports examples like Malone and Stockton, Jordan and Pippen. These are the legendary ones, but many never go anywhere. What do the great examples teach us? That’s where Rodd and Gale and Gallup research come in. They look at the traits that successful partnerships have so we can work them into the partnerships we have.
More about the book at gmj.gallup.com.com
5 Oct, 2009
I Love You More Than My Dog by Jeanne Bliss
We read and hear the stories people tell about Zappos, Trader Joe’s and other companies that don’t just have customers, they have fans. These are beloved companies, as Jeanne calls them. They have created a connection with their customers by how they’ve chosen to interact with them. This book looks at the 5 key decisions they make, and challenges you to find your way to join the ranks.
I talk with Jeanne about trusting your customer, what these decisions are and more.
More about Jeanne at CustomerBliss.com
