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booktag: c-suite book club

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.

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!

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.

Mareen Thomas Cherian

Managing Modern Brands: Cult Theory and Psychology is a succinct work that explores the emotional connect that brand managers crave to establish between their brands and consumers. The book embodies a step-by-step methodology for creating a brand with values that are required to generate a cult-like following and knit an eternal sense of belonging. It introduces its readers to the theory of cult brands and also takes them through another exclusive theory known as the Snowball Upshot.

For higher education / executive education students who are pursuing courses in marketing and management studies, this book will provide a distinct and modern perspective on managing brands and help in understanding the concept of cult brands and their worth in contemporary times. This book will be equally beneficial for advertising agencies, brand strategists, academicians and researchers who can t./ake cues from the case studies, brand stories, marketing strategies and history of various cult brands mentioned in the book.

The contents of the book include cult philosophy, managing cult brands through storytelling, role of psychology in cult branding, marketing strategies, growth and future of cult brands. The structure of this book has been developed akin to carving a chef-d’oeuvre with attention to every detail and thoughtful presentation, so that those who dive into it can take a leaf from it.

Joel G. Block

This is a special book with a special agenda that I reveal in just a moment. But before I do that, let me give you the lay of the land. First of all, this book is all about business. At its core, this book teaches business thinking for business people in all industries. No matter what your field is, try to think broadly when reading this material in order to absorb and apply it to your life in the best possible way. Secondly, the material in this book is generally geared towards advanced (meaning more financially successful) professionals because those are the people with existing momentum who can use this material to propel themselves to the next level—but again, all professionals at any level can highly benefit from the tips and tricks in this book. All are welcome here! This book is made up of 101+ “tricks of the trade”, grouped into sections based on the concepts and principles I have used throughout my career for building businesses. Each of these insights is a piece of business wisdom – some of which I use every day. Some insights help me regularly, while some are strategies that I put to use only when I start a new, substantial endeavor, which does not happen too often. Each insight could be a white paper or even a stand-alone book, but the purpose of this collection is simply to create an awareness of the many principles, best practices, methods, mindsets, and tricks of the trade available to you as you build your own “money-making machine”. My goal is not to take a deep dive into the details of each element because either alone or through collaboration with others, you will figure it out. That is what resourceful people do. Warning: Do not try to implement all of these insights at once. Pick a few and work on them first. Then, over time, add a few more. This is not designed to be quick and easy. You are going to have to work on it to gain mastery. But the effort will be worthwhile.

Jamie Crosbie

At Last, a book for sales managers built on real world sales experience. This book offers a fresh, up to date perspective on sales organization fundamentals.

Whether you are a sales manager or an up-and-coming sales rep, this book offers practical advice on sales organization, relational selling and authentic leadership that works.

This book can help you learn how to:

  • Creating client and sales organization win-wins
  • Properly structure to create an exceptional sales team
  • Increase your closing rate while boosting client satisfaction
  • Improve sales and build long-term success
  • Keep your sales reps motivated and happy

Darren Taylor & Mark Schreiber

The emergence of digital technologies has democratized branding from the province of marketing professionals to any teenager with an Instagram account. Brands can be institutional or personal, profitable or playful, but the environment they compete in has expanded to the global arena, where change is the only constant.

In Rebranding Branding Darren Taylor, founder of 10-year-old brand agency Taylor & Grace, and Mark Schreiber, an award-winning novelist, tell the story of branding from the British East India Company to Brexit, and argue that branding must no longer be viewed as a discretionary budget item, a stepchild to marketing, but as a lighthouse for all business strategy, an always-on beacon to illuminate your organization’s course.

Imbued with humor, history, and personal insights from the front lines of the branding business, the authors show companies how our global, digital society has made brand strategy crucial to their bottom line, and urge fellow brand strategists to promote branding as more than just a logo.

http://www.rebrandingbranding.com.au

Richard Marker

This collection of essays is both timely and timeless. They cut through the clutter of popular jargon and fads in philanthropy to provide a series of thought-provoking and instructive essays of interest to all who do or are contemplating giving money for charitable purposes. Written over time in response to questions which have come from his students, clients, and colleagues in the grant making field, it addresses real issues, respects individual needs and family legacies, and doesn’t shy away from controversial topics. Marker’s experience has taught him that “it may be hard to say ‘no’ graciously, but it is even harder to say ‘yes’ wisely.” Whether you give $25 or $25 million each year, this collection will help any funder be more thoughtful about when, why and how to say ‘yes’ to the abundant requests we all receive.