C-Suite Network™

Joshua Spodek

If you want to attract and inspire people to get the job done with loyalty, dedication, quality, and to enjoy the process, you don’t need another book telling you that you need grit, integrity, or any other skill that everyone knows helps.

You want those skills!

… but reading about integrity doesn’t give you integrity.

Leadership Step by Step is the first book to give you exercises to develop the skills of effective leaders—to develop your vision, speak authentically, attract talent, build teams, inspire people, and support them so they want you to lead them again, and more. You don’t learn basketball by reading about basketball. You learn by practicing the basics and playing.

Leadership Step by Step gives you the leadership equivalent of layups and jump shots: a series of exercises from basic to advanced. Step by step, you will develop the skills of great leaders, though experience, what leadership guru Marshall Goldsmith calls

a once-in-a-lifetime game-changing advance in our field everyone else will follow. It’s better than business school courses.

Dave Kurlan

Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are “not interested”. They’ll sell at higher margins by using the “Rule of Ratios”. Their closing percentages will improve dramatically as they implement the simple Inoffensive Close”. Salespeople selling commodities, struggling to differentiate themselves, will love “Commodity Busters” and every salesperson will be able to shorten their sell cycle by “Taking a Lead”. Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the “sales bases” without over-complicating the process.

James P. Ware, PhD

Are you frustrated by unfocused, boring meetings? Is your organization stuck in an unproductive meeting trap? Do you and your staff waste precious hours at work sitting in meetings that don’t matter?

It is common to feel that corporate meetings are a waste of time. Time that could be better spent getting “real work” done. But it doesn’t have to be that way. This book is dedicated to the proposition that meetings can be meaningful, productive, and even fun—all at the same time.

We need to bring business meetings into the digital age in the same way that we have reinvented business planning and written communication. The current form of corporate meetings is bent and broken; it just doesn’t fit the realities of the global, technology-rich world that we live in today.

Making Meetings Matter is all about reinventing the business meeting. It offers advice and guidance for streamlining and strengthening all kinds of corporate conversations; but it focuses where it should, on the formal meetings that fill up over 50 percent of most managers’ calendars.

Danielle DiMartino Booth

After correctly predicting the housing crash of 2008 and quitting her high-ranking Wall Street job, Danielle DiMartino Booth was surprised to find herself recruited as an analyst at the Federal Reserve Bank of Dallas, one of the regional centers of our complicated and widely misunderstood Federal Reserve System. She was shocked to discover just how much tunnel vision, arrogance, liberal dogma, and abuse of power drove the core policies of the Fed.

DiMartino Booth found a cabal of unelected academics who made decisions without the slightest understanding of the real world, just a slavish devo­tion to their theoretical models. Over the next nine years, she and her boss, Richard Fisher, tried to speak up about the dangers of Fed policies such as quanti­tative easing and deeply depressed interest rates. But as she puts it, “In a world rendered unsafe by banks that were too big to fail, we came to understand that the Fed was simply too big to fight.”

Now DiMartino Booth explains what really happened to our economy after the fateful date of December 8, 2008, when the Federal Open Market Committee approved a grand and unprecedented ex­periment: lowering interest rates to zero and flooding America with easy money. As she feared, millions of individuals, small businesses, and major corporations made rational choices that didn’t line up with the Fed’s “wealth effect” models. The result: eight years and counting of a sluggish “recovery” that barely feels like a recovery at all.

While easy money has kept Wall Street and the wealthy afloat and thriving, Main Street isn’t doing so well. Nearly half of men eighteen to thirty-four live with their parents, the highest level since the end of the Great Depression. Incomes are barely increasing for anyone not in the top ten percent of earners. And for those approaching or already in retirement, extremely low interest rates have caused their savings to stagnate. Millions have been left vulnerable and afraid.
Perhaps worst of all, when the next financial crisis arrives, the Fed will have no tools left for managing the panic that ensues. And then what?

DiMartino Booth pulls no punches in this exposé of the officials who run the Fed and the toxic culture they created. She blends her firsthand experiences with what she’s learned from dozens of high-powered market players, reams of financial data, and Fed docu­ments such as transcripts of FOMC meetings.

Whether you’ve been suspicious of the Fed for decades or barely know anything about it, as DiMartino Booth writes, “Every American must understand this extraordinarily powerful institution and how it affects his or her everyday life, and fight back.”

Graham Hawkins

B2B sales is harder than ever before. Product life-cycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are increasingly educated, doing most of their research online before they even call you. Then, when you finally get the meeting, the buyers only seem interested in finding out your best price.

Despite all of this, your manager keeps asking for more – more calls, more meetings, faster, faster, faster! You’re stuck between a rock and a hard place – a more challenging sales environment than ever before on one side, and ever-increasing quotas and expectations on the other. How will you respond? Wait and see how it all unfolds? Or fight for your career and your livelihood?

In The Future of the Sales Profession, sales leader Graham Hawkins shares the cold, hard truths about the new realities facing the sales profession, as well as what you can do to protect and enhance your career. Nearly 25% of B2B sales professionals will lose their jobs to self-service eCommerce by 2020. Will you be one of them?

Lou Diamond

Making key connections in your life can launch your business, your sales, even your personal life and send them soaring to unforeseen levels.The connections you make can have a domino effect in spawning so many incredible opportunities to achieve your goals and dreams. Yet, many people are unaware how important and powerful connections can be or they don’t know how to get started creating connections. Lou Diamond has taught the art of making great connections all over the world. Let Lou show you how to establish deep, powerful connections that can be essential to success in your career, in your business and even in your personal life. “Master the Art of Connecting” will inspire you to begin now to channel your short term efforts into long-term returns. Lou Diamond’s approach to establishing and maintaining connections is practical, easy to implement and has a history of success.

Steve Rizzo

MOTIVATE THIS! is filled with Rizzo’s unique brand of humor, insightful stories and mind-altering strategies that can elevate your overall degree of motivation, regardless of your circumstances. It’s an indispensable tool for maximizing your personal and professional success and happiness.
One of the biggest challenges we face today in business and in life is staying optimistic and motivated to be at our best for more than just a few days. Well…no need to fear, MOTIVATE THIS! is here! According to Steve Rizzo, if you implement his Common Sense Success Strategies, you will discover Increased Productivity, Greater Enthusiasm and New Levels of Success.

“We go through the course of our lives and allow circumstances, events, situations and people to suck the energy right out of us,” says Rizzo. “With the right strategies, all of us have the ability to bounce back, take control and forge ahead.”

This book is filled with Rizzo’s unique brand of humor, insightful stories and mind-altering strategies that can elevate your overall degree of motivation, regardless of your circumstances. It’s an indispensable tool for maximizing your personal and professional success and happiness.

Steve Napolitan

Get the proven 3-step process to attract more leads, gain more clients and, most importantly, increase revenue.  This book will show you how the proper art of selling, done with care and appreciation–leads to greater personal and business fulfillment.

No matter what area of business you are in, this will enhance your ability to influence results across all facets of your business; sales, negotiation, leadership, and/or joint business ventures. In this book, you will learn:

  • How to simplify marketing, while maximizing your effort.
  • How to build your business with the right message, so that you capture your perfect client.
  • How to share your business, so you can consistently attract clients.

Mitch Axelrod

Sales master Mitch Axelrod has boiled down 75,000 hours of selling and business experience into one succinct playbook that shows you to win the sales game in any industry and in any economy.

The NEW Game of Selling™ is about serving people and solving problems, rather than focusing on your products and company profits. The NEW Game of Selling playbook changes the playing field, and contains five key plays to win the NEW Game:

  • Attract people who are searching for what you sell and are ready to buy it now, without ever having to make a cold call again
  • Qualify a person as ready or getting ready in 5 to 10 minutes and know who best to spend your time with
  • Convert browsers into buyers and transform expensive marketing into profitable sales and income
  • Keep existing customers coming back and buying more with a service model that also reactivates past buyers
  • Multiply your ROI with three strategies that increase customer value and boost your bottom-line profits

The NEW Game of Selling represents sales strategies that have proven profitable for 35 years, created billions of dollars of new revenue for thousands of companies, and elevated the game of hundreds of thousands of professionals.

This book is short – you can read it in about an hour. This book is deep – you can use it for the rest of your life. The NEW Game of Selling just may be the last sales book you’ll ever need.

 

Lee Bartlett, The No.1 Best Seller

What does it take to be a Top Salesperson? Many books claim to have the answer, but few show you, first hand, exactly how it is achieved.

The No.1 Best Seller is a masterclass in professional selling, as seen through the eyes of a top salesman. Reflecting on an exemplary sales career, predominantly spent selling financial technology to the C-Suite and Investment Banking community, Lee Bartlett shares the mindset and methodology that have allowed him to consistently win the largest mandates in his industry.

The book is split neatly into four sections, which build upon each other to conclude with the full methodology. The focus is not on sales techniques but on the extra-curricular detail, employed by only the best that is often omitted from the following key areas:

– Successful product selection

– Sales execution: forward planning, engraining effective sales processes, working efficiently, client  communication,        pitch preparation, invisible revenue, networking, embracing your ego and recovering lost  sales

– Navigating the various political and emotional obstacles that hinder sales success

– Negotiating a sales-based employment contract

The landscape of professional selling is constantly evolving to suit modern-day buyer habits, but core sales principles will always hold true. This fascinating autobiographical account provides an eye-opening insight into the level of detail and discipline that a top salesperson employs – not only to gain an edge over their competition but, ultimately, to close more business.

This book is a valuable resource for anyone new to the sales industry, or for those wishing to broaden or benchmark their sales knowledge and ability.