We recommend these books to provide valuable insight into the fundamentals of marketing, sales, and general business principles. They cover topics including strategy development, online marketing, influence and persuasion, powerful communications, permission-based marketing, positioning, and consultative selling.
Blue Ocean Strategy
W. Chan Kim and Renee Mauborgne – Your company will succeed not by battling competitors, but by creating “blue oceans” of uncontested space. Based on a study of 150 strategic moves in business history, the authors of Blue Ocean Strategy contend that in order to create profitable long-term growth, companies must find uncontested market space that is poised for growth with large numbers of customers ready to adopt an alternative.
This book also provides a framework to develop a “blue ocean” strategy. When developing a dominant strategic marketing plan for your business, Blue Ocean Strategy can help challenge your thinking to go beyond your traditional competitive markets.
Good To Great: Why Some Companies Make The Leap And Others Don’t
Jim Collins – The findings from this book are the result of five years of research to discover if successful companies that have far outperformed their peers and endured the test of time share certain qualities that led to their success. The findings are clear and remarkable.
E-Myth Revisited: Why Most Small Business Don’t Work And What To Do About It
Micheal Gerber – In his E-Myth book series (“E” stands for Entrepreneur), Gerber explains why businesses must become “systems” so that you can effectively and profitably grow your business over time.
Permission Marketing: Turning Strangers Into Friends And Friends Into Customers
Seth Godin – Consumers see about 3000 marketing messages per day. So how do you cut through the clutter and get the right type of prospects to pay attention? According to Godin, “every marketing campaign gets better when an element of permission is added.”
Interruption Marketing fails because it is unable to get enough attention. Permission Marketing works by taking advantage of this fact. The principles offered in this book are for those willing to work hard at building a loyal customer base for the long-term.
Influence: The Psychology Of Persuasion
Robert Cialdini – Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you’re a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing.
Robert B. Miller and Stephen E. Heiman – A book that explains the Miller-Heiman sales methodology for successfully winning in complex sales situations.
Never Cold Call Again
Frank J. Rumbauskas – The premise of this book is that cold calling no longer works, and that salespeople must use more efficient and effective techniques to generate qualified prospects. The approach leverages today’s readily available technology tools: email, websites, blogs, etc.
Getting To VITO
Anthony Parinello – This book provides a 10 step plan for getting appointments with Very Important Top Officers (VITO). Parinello provides strategies and planning tools to get through to “C” level executives, get face time with them, and positioning your offerings in terms that are important to them.
How To Get Your Competitor Fired
Randy Schwantz – Based on the “wedge” methodology, this book provides an approach to winning new business by driving a wedge between prospects and the incumbent supplier. It offers a technique that helps you find the strongest possible competitive advantage and the most powerful way to communicate it – without knocking the competition.
Patrick Renvoise & Christophe Morin – How does your brain make decisions? This book stipulates that twenty-first century consumers have less control over their rational choices and decisions than they may think. The authors explain the interactions between our “new brain” and “old brain”, and how our old brain has retained a remarkable grip over our everyday lives in spite of our evolved and rational new brain. Based on these findings, the book provides a detailed methodology to connect with and influence the old brain, ultimately influencing the decisions of our prospects.
Kevin Daley – This book describes a selling approach called the “Socratic Method”, which is a method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions which inevitably lead the answerer to a logical conclusion. This results in salespeople building value-based relationships with prospects and being better positioned to close the sale.