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Hardcover
165 pages
ISBN 9780470237908 Published Aug. 2008
John Wiley & Sons
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Posted Dec. 4, 2008 2:44 p.m. by 800-ceo-read
In Book Awards - 800 CEO Read Blog
The books on our 2008 shortlist for the Sales Category are:
- The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
by Michael Port and Elizabeth Marshall (Wiley, August 2008)
Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it.
- Making the Number: How to Use Sales Benchmarking to Drive Performance
by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008)
Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. Making the Number brings a practiced feature in other business functions, and shows how to apply the discipline of benchmarking to sales.
- Perfect Selling: Open The Door. Close the Deal
by Linda Richardson (McGraw-Hill, June 2008)
Selling requires searching out and gaining knowledge to be successful. Linda Richardson details five steps apply to becoming your own coach and developing
better relationships with customers through the "perfect" sales call, using valuable checkpoints for any sales person to improve the lines of communication with
potential customers
- Selling to Zebras: How to Close 90% of the Business You Pursue Faster, More Easily, and More Profitably
by Jeff Koser and Chad Koser (Greenleaf Book Group, October 2008)
Most sales people spend 85% of their time with prospects who aren’t going to buy. Figuring out who your ideal customer really is will save sales organizations thousands of hours by making the decision not to pursue prospects with a low likelihood of success. Jeff Koser and Chad Koser show readers how to make
the Zebra way part of their sales operation.
- What the Customer Wants You to Know: How Everybody Needs to Think Differently about Sales
by Ram Charan (Portfolio, January 2008)
In his standard, down-to earth approach, management guru Ram Charan defines
new approaches to thinking differently about sales, and shows that sales is about everyone in an organization, not just the sales force. Packed with practical applications
and simple solutions to common problems, the book draws focus on who is the most important party in the sales process: the customer.
Amazon's Best of 2008
Posted Nov. 5, 2008 2:58 a.m. by dylan
In Uncategorized - 800 CEO Read Blog
Amazon has posted its editors' picks for 2008. In the Business & Investing category, they chose:
- The Snowball: Warren Buffett and the Business of Life by Alice Schroeder, Bantam
- A Sense of Urgency by John P. Kotter, Harvard Business School Press (Jack Covert Selects)
- The Brand Bubble: The Looming Crisis in Brand Value and How to Avoid It by John Gerzema, Jossey-Bass
- The Momentum Effect: How to Ignite Exceptional Growth by J.C. Larreche, Wharton School Publishing
- The Back of the Napkin: Solving Problems and Selling Ideas with Pictures by Dan Roam, Portfolio (Jack Covert Selects)
- The Gone Fishin' Portfolio: Get Wise, Get Wealthy...and Get on With Your Life by Alexander Green, John Wiley & Sons
- The Illusions of Entrepreneurship: The Costly Myths That Entrepreneurs, Investors, and Policy Makers Live By by Scott A. Shane, Yale University Press
- Groundswell: Winning in a World Transformed by Social Technologies by Charlene Li, Harvard Business School Press
- The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port, John wiley & Sons
- Reality Check: The Irreverent Guide to Outsmarting, Outmanaging, and Outmarketing Your Competition by Guy Kawasaki, Portfolio (Jack Covert Selects)
The Snowball was also #5 on the Biographies and Memoirs list, Thomas Friedman's Hot, Flat & Crowded was #1 on the Audiobooks list, and The Drunkard's Walk by Leonard Mlodinow was #6 on the Science list.
Amazon did something rather interesting this year, releasing their "customer favorites," otherwise known as their best-sellers, alongside their editors' picks. The Business & Investing list was:
- Predictably Irrational: The Hidden Forces That Shape Our Decisions by Dan Ariely, HarperCollins (Jack Covert Selects)
- The Snowball: Warren Buffett and the Business of Life by Alice Schroeder, Bantam
- Presentation Zen: Simple Ideas on Presentation Design and Delivery by Garr Reynolds, New Riders Publishing
- Nudge; Improving Decisions About Health, Wealth, and Happiness by Richard Thaler & Cass Sunstein, Yale University Press (Jack Covert Selects)
- The New Paradigm for Financial Markets: The Credit Crisis of 2008 and What It Means by George Soros, PublicAffairs
- Economic Facts and Fallacies by Thomas Sowell, Basic Books
- Bad Money: The Global Crisis of American Capitalism by Kevin Phillips, Viking Press
- The Back of the Napkin: Solving Problems and Selling Ideas with Pictures by Dan Roam, Portfolio (Jack Covert Selects)
- The Trillion Dollar Meltdown: Easy Money, High Rollers, and the Great Credit Crash by Charles R. Morris, PublicAffairs
- Six Disciplines® Execution Revolution: Solving the One Business Problem That Makes Solving All Other Problems Easier by Gary Harpst, Six Disciplines Publishing
