The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
For anyone involved in leading sales teams or interested in growing as a sales professional, this research-based book offers some important ideas on how buyer behaviors have changed in the post-crash world and how effective salespeople are adapting to these new approaches. Whether you are a sales manager or an aspiring sales professional involved in complex sales, understanding what it means to Teach, Tailor and Take Control is priceless! Click here to buy the book.
Beyond Performance-How Great Organizations Build Ultimate Competitive Advantage by Scott Keller and Colin Price
Backed by one of the most exhaustive research-studies to date, Keller and Price suggest a causal relationship (not just correlation) to their version of Organizational Health and financial performance. This is by far one of the most substantive studies and books, and Keller and Price do a great job not only summarizing the findings, but offering ideas for managers striving to build competitive advantage. Click here to buy the book.
Good Strategy/Bad Strategy-The Difference and Why it Matters by George Rumelt
Far and away the best book Ive consumed on strategy, Rumelts experience-based perspective on the difference between good and bad strategy and his practical advice on how to move towards simplicity in pursuit of the strategy kernel, is one to own in hardback and to carry with you on the e-reader. Click here to buy the book.