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bookcategory: Must Read Home

C. Lee Smith

In sales, there’s a lot of talk about qualifying the buyer. What’s the lead scoring say? Are they a marketing-qualified lead or a sales-qualified lead? Do they fit our ideal customer profile?

This is exactly BACKWARDS. Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller. What determines who they invite to compete for the business?

Who do they call or email back? And who they share sensitive business information with?

This is the importance of Sales Credibility – the quality all salespeople must have before you can ever “earn trust” and become a “trusted advisor.”

This book reveals how salespeople build (and lose) credibility with the things you say and do every day. You’ll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.

SalesCred(TM) introduces the Hierarchy of Sales Credibility(TM) which is a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.

This book also enlightens sales managers on the new definition of credibility, the role it plays in sales, and how they can improve their team’s credibility for higher performance.

David A. Paterson

“I have had this desire my whole life to prove people wrong, to show them I could do things they didn’t think I could do.”—David Paterson

A title that hits you between the eyes is second only to a Governor put in office by a prostitution scandal. Scandals aside, David Paterson overcame severe disability and racial prejudice to become a state senator, lieutenant governor, and—unexpectedly—governor of New York.

Paterson is well known for his remarkable vision. In a rising climate of denial and with fiscal crisis looming, Paterson appeared—seemingly from the wilderness—to sound the alarm about the impending crisis after being in service for only a few months. But his leadership extends well beyond reducing a 21.3-billion-dollar budget deficit during the worst economic downturn in recent history. From standing in protest outside Amazon against Kindle accessibility for the blind, to advocating the overthrow of a corrupt Trinidadian government, he made his mark during his three-year tenure. He made procedural changes that resulted in no state budget being late since his departure from office. He fought for same-sex marriage and against disability discrimination. When he appeared on an episode of Saturday Night Live, he even quipped, “You guys spent so much time talking about my blindness that I forgot I was black.”

Paterson was the first and only blind governor—other than a man who held the title for eleven days in 1975—and the fourth person of African descent to hold the office of governor in American history. Paterson may also be the only governor in history to have been arrested outside the governor’s office prior to his service. You will want to read about that one.

His candid admissions, even while serving as governor, are refreshing in this era where the truth and public servants are rarely mentioned in the same sentence.

This book is at times hilarious, shocking, heartfelt, and then—when you least expect it—soulful, passionate, irreverent, and extraordinary. This is a self-help book encapsulated from the memories of one who continues to help himself through his service to others, the credo of public life.

Since leaving office, the former governor has flourished as a talk show host, consultant to industry, Chair of the NY State Democratic Party, Director of Investments with the Moldaver Paterson Lee Group at Stifel Investment Bank, and now Senior Vice President & Special Advisor to the President of the Las Vegas Sands Corporation.

What’s next for David Paterson? The governor stated in one of his lighter moments in the journey of Black, Blind and In Charge: “I may take a run at the Presidency, or, better still, the Vice Presidency and another scandal.”

Beverly D. Flaxington

If you’re an entrepreneur, if you own a business, or if you plan to start one-you’re a salesperson, whether you identify as one or not. That can be a scary idea, particularly if you associate the idea of sales with being pushy or aggressive. But the bottom line is that you or someone on your team must sell effectively, in order to take your business to the next level. Sales permeates every aspect of your business, and happens every time you remind a customer why they should do business with you. It involves strategy, focus, and repeatable tactics for success. The Essential Guide to Selling for Entrepreneurs and Small Business Owners are here to help. Veteran coach and consultant Beverly Flaxington shows you that selling is about meeting needs, developing relationships, and leveraging those relationships to build and grow your business. You’ll learn how to sell in a comfortable, professional manner to both meet and exceed your current goals. “Another fantastic guide for those of us on the unique journey of entrepreneurship. What works for me is the step-by-step process. This allows me to see where I am in the process and what I’m missing. Bev is a great coach in person and in print. If you want to move toward success, this book is a must read!” -Dr. Kimberly Besuden

David Oualaalou

As the debate surrounding Iran’s nuclear agreement with the West becomes increasingly contentious, US allies in the deal: UK, Russia, China, France, and Germany are pursuing lucrative multi-billion dollar contract bids with Iran, the largest economy in the Middle East. In the book Volatile State: Iran in the Nuclear Age, global affairs consultant and speaker, Dr. David Oualaalou explores the link between the new geopolitical landscape and the attractive business opportunities that await international corporations. Industries include telecommunication, defense, aviation, energy, and many more. From British Petroleum (BP) and Total to China National Petroleum Corp (CNPC) and Russia’s Gazprom examples, Dr. Oualaalou provides a fresh perspective not only on current and future political relations among the US and its allies, but also the business outlook for future strategies in Iran and the Middle East writ large. Volatile State… is important in helping the business community understand the geopolitical landscape, economic implications, and future trends with positive global economic impacts.

Jack Myers

In Jack Myers prescient book, TheFuture of Men: Men on Trial, he predicted the current wave of exposure of male harassment, indecency and shame. He also uncovers the subtle and less exposed ways men suffer from the addiction of the negative patriarchy, passed down from generation to generation. He explains how this addiction has manifest it self through destructive relationships, abuse of power, deteriorating educational pursuit, political backlash and the tearing away at the very fabric of society. Myers pulls no punches as he “outs” men’s secret truths, sets an agenda for men’s recovery from the destructive patterns of the past, and prepares young men for the new gender realities confronting them in the future.If you care about the healthy fathering of future generations of boys and girls, you’ll read The Future of Men:Men on Trial.

“Once again, Jack Myers has his fingers on the pulse of the very latest. Myers has clearly done his homework, and the result is this superb book.” ―Ken Burns, documentary filmmaker of The Roosevelts and The Civil War

After being told all their lives to “be a man” and “man up,” men are now rejecting the macho stereotype and instead developing empathy, getting in touch with their emotions, and becoming more sensitive in their relationships. Women are gaining ground in business, culture, education, relationships, and politics as traditional male and female roles disappear.

The Future of Men: Masculinity in the Twenty-First Century prepares men and women for this shift in gender norms. As the definition of a “real man” evolves, understanding the future of men in business, politics, sports, education, relationships, and parenting will be essential for men to maintain psychological well-being, strengthen their self-esteem and sexual self-confidence, and rewire their emotional lives. The Future of Men provides tools to help men, and especially younger men, recognize and embrace new behaviors that are required for health and happiness at work, at home, and in their relationships.

Andrew Bryant

Get greater control of your life and career with this easy to read, and yet profound handbook.

Explore your Self-awareness, expand your Self-Confidence, build your Self-Efficacy, whilst you learn to set your intention for greater influence and impact.

The author is a Global Expert on Self Leadership & Leading Cultures and has coached everyone from at-risk teenagers to Fortune 500 CEO’s. Results from working with Andrew have included; positive changes in organization culture and people’s mindsets, increased sales, productivity and teamwork with reduced negative conflict.

With Dr. Ana Kazan Ph.D. he wrote the book ‘Self-Leadership: How to Become a More Successful, Efficient and Effective Leader from the Inside Out’ (McGraw-Hill 2012). This book is a guide to personal power as well as being used on MBA programs to teach how to influence employees to take ownership and be accountable for results.

Evan Sanchez

Lack of sales results and performance gaps are typically addressed with more skills training, more product or service knowledge, and perhaps the latest customer relationship management (CRM) system. While these are important, it is not enough. If it was, we would not see such a wide gap between the top performers and the core. Sixty percent of all sales are made by the top 10% in sales. Evan Sanchez delivers the winning mindsets, insights and solutions he uses to raise performance at some of the most successful companies in the world. The book’s modular format allows readers to grab quick insights to springboard performance. Readers will benefit from the many tools, assessments, and coaching tips for direct application. The winning mindset will provide transformational steps to develop and sustain high levels of confidence and ambition through positive beliefs, attitudes, and behaviors. Evan Sanchez teaches company leaders, sales representatives and even non-sales oriented professionals how to thrive in business as they build the mindset for success in life and in business. Sell like a Champ will soon be a must-read for high-performance individuals and teams and put the smack down on sales chumps!

Stu Heinecke

Sales and marketing teams are told to fill the funnel, increase revenues, and move the needle on market share—then left to their own devices to penetrate their assigned accounts and prospects.  It’s a gap in many companies’ go-to-market strategies that is easily filled with “Contact Marketing,” a concept introduced by Stu Heinecke, best-selling author of How to Get a Meeting with Anyone.  In the book, Heinecke details twenty categories of Contact Marketing campaign types that have generated response rates as high as 100% and ROI figures in the tens, even hundreds of thousands of percent.  Heinecke, a hall of fame-nominated marketer and one of The Wall Street Journal cartoonists, has used his cartoons for years to break through to presidents, prime ministers, celebrities and countless C-level executives and top decision makers.  Others have used pigeons, social media, research, swords, personalized videos, contact letters run as full-page ads in The Wall Street Journal, media exposure and so much more.  Thousands have reported great leaps in sales productivity from reading How to Get a Meeting with Anyone.  Now it’s your turn to join the movement and expand your scale.

Dr. Terri Levine

This book is a guide to doing business with heart and being authentic and transparent with employees, vendors, prospects, and clients. Follow the process in this book and you can become the leading expert in your niche and have qualified prospects flocking to you. You can also find yourself working a lot less while enjoying the work you do more and making a significant amount of money. This process works and has turbocharged the businesses of others and can do the same for your business.

Deirdre Breakenridge

Answers for Modern Communicators, A Guide to Effective Business Communication, provides professionals with practical answers to important career and communication questions, helping them to communicate successfully in a business setting. PR and Marketing strategist, Deirdre Breakenridge examines the ways in which professionals can make the most of their careers in a fast-changing media landscape, offering advice on how organizations can utilize, adapt and create impact with the latest modes of communication. The easy to follow question-answer format walks readers through the most pressing, confusing and frequently asked questions about successful communication with plenty of advice and examples for a better learning experience. Covering traditional business communication topics like partnerships, media and storytelling, the book also includes material on digital and social media channels as well as a chapter on measuring your communication success.