One of our Core Values is an Insatiable Desire to Improve. We attend conferences, and we read. A lot. This list is what we view to be the “A list” of most helpful books we recommend to our clients. If you are interested in the book, click on the title and you will be redirected to Amazon.
Extreme Ownership: How U.S. Navy SEALs Lead and Win, Willink & Babin An excellent outline of how taking accountability to the extreme creates a superior leadership culture. Written by Navy Seals whose leadership skills had literal life-or-death consequences, the book provides a number of theses, supported by military combat examples, then provides an interpretation of how each applies to the business world.
Love ‘Em or Lose ‘Em: Getting Good People to Stay, Kaye & Jordan-Evans Your employees should be a differentiating advantage over your competition. How to create a positive relationship between management and employees, reduce turnover, and increase happiness and productivity.
Who, Street & Smart PhD This book takes Topgrading to a higher level. It lays out a plan to attract far more A player candidates. Then it recommends a very structured, very deep interview process that ensures hiring managers attain a true picture of each candidate. Short and easy read.
Be Unique or Be Ignored: The CEO’s Guide to Branding, Rudov Traditional marketing has often focused on gaining the attention of a target market. Rudov argues that this approach misses the point. EVERY buying decision is emotional, not rational. Therefore, we shouldn’t be focused on getting attention — mindshare — but rather in gaining gutshare — an emotional connection with our target market. Not just theory, but good suggestions for how to implement.
Growing Sales, Merritt Written by one of our firm’s principals, this is a concise outline of how to build better processes in marketing, sales, sales leadership, and client service.
Five Minutes With VITO, Mattson & ParinelloOne of the biggest pitfalls of selling is engaging with a person who does not have decision-making power. But it’s tough to get access to “the big guy.” This book describes how to connect with, and then communicate appropriately with, that Very Important Top Officer who has decision-making authority.
The SPEED of TRUST: The One Thing That Changes Everything, Covey No interaction can occur until a certain threshold of trust is established. While the trust required to purchase a pencil may be lower than the trust required to hire a financial advisor, trust is a necessary factor in both decisions. This detailed book explains that trust-building is a process that can be accelerated.