Archive for the ‘Book of the Month’ Category

Book of the Month: The 11 Laws of Likability

by Michelle Tillis Lederman

In a big company, the ‘unlikables’ can stay hidden and never have any interaction with customers.

But if you’re the company, your personality becomes the brand. And if you’re not considered likable, it will hurt your sales.

Now this book doesn’t tell you to become something that you’re not, because authenticity is key. You’re instructed to emphasize the positive. And through the tips and tools, you’ll discover what character traits you already have that are likable and be taught to bring these to the forefront in all interactions.

FROM THE BOOK JACKET:
We all know that networking is important, and that forming relationships with others is a vital part of success. But sometimes it seems like networking removes all emotions from the equation and focuses only on immediate goals… whereas the kind of relationships that have true staying power, give us joy, and support us in the long run are founded on simply liking each other.
This book, featuring activities, self-assessment quizzes, and real-life anecdotes from professional and social settings, shows readers how to identify what’s likable in themselves and create honest, authentic interactions that become “wins” for all parties involved. Readers will discover how to:
* Start conversations and keep them going with ease
* Convert acquaintances into friends
* Uncover people’s preferences and tweak their own personal style to enable engaging, reciprocal interactions
* Create follow-up and stay in others’ minds long after the initial meeting
The worst thing we can do when trying to establish a personal bond with someone is to come across as manipulative or self-serving. Authentic connections go much deeper — and feel much easier — than trying to hit self-imposed business card collection quotas. This book presents a new paradigm that shows how even the most networking-averse can network… and like it.

ABOUT THE AUTHOR:
Michelle Tillis Lederman (South Orange, NJ) is founder and CEO of Executive Essentials, which provides customized communication and leadership programs. She is also an Adjunct Professor at NYU’s Stern School of Business and a faculty member of the American Management Association. She specializes in enhancing interpersonal communications and has delivered seminars internationally for corporations, universities, and nonprofit organizations.

Posted by Ashley in Book of the Month on January 16th, 2012

, , , , , , ,
1 comment | Share

Book of the Month: SHiFT!

By Craig Elias and Tibor Shanto

From the Book Jacket:

There is a silver bullet in sales – when you get to highly-motivated decision makers at exactly the right time: After they experience a ‘Trigger Event’ and before they call your competition. When you have the right timing the sale almost happens by itself – there are few challenges getting to the prospect,understanding their dissatisfaction,presenting a solution, or closing the sale. By luck or sheer numbers you’ve had timing happen before, now it’s time to make it happen again, and again and again.

Excerpt from the Book

1.12 Do the Right Thing

When you start interacting with prospects, you’re going to notice that something very interesting is happening. You’ll notice that, just like you, buyers have something called Selective Perception.

Most of the time, the buyer’s Selective Perception is looking for evidence to stick with what’s already working. That’s just the way human beings are programmed. We don’t usually go around trying to change systems and habits that aren’t giving us a problem. We operate on the assumption that there’s no real problem, and we look for evidence to support the idea that there’s no real problem.

Most people you talk to are looking for evidence that they don’t really have a problem. In these cases, Selective Perception is operating on behalf of your true competition in the sales cycle – Path Dependency. As we’ve seen, this is the routine that has already been built up – the sheer force of habit – that connects to sticking with an existing vendor (or no vendor at all).

This book teaches you to harness the Trigger Events that turn prospects into customers -  taking all-important  human nature into account.

About the Authors

Craig Elias is the creator of Trigger Event Selling and the Chief Catalyst of SHiFT Selling, Inc.

Craig Elias’ Trigger Event strategies have

  • Won him a $1,000,000 price in a global “Billion-Dollar Idea” pitch competition
  • Made him a top perform at every company he has worked for – including WorldCom where he was named #1 within 6 months of joining the company
  • Earned his last company, the distinction as one of Dow Jones’ 50 most promising companies in North America

Tibor Shanto is a 20-year veteran of the information, content management and financial sectors. He has developed an insider’s perspective on how information can be used to shorten sales cycles, increase close ratios and create double digit growth. Mr..Shanto is a director and contributor to The Sales Bloggers Union.

Posted by Ashley in Book of the Month on November 18th, 2011

, , , , , ,
1 comment | Share

Book of the Month: The No Asshole Rule

By Robert I. Sutton

It’s summer and the reading is easy–or should at least be humorous. That’s why the title of this book in the business section caught my eye.

“THE NO ASSHOLE RULE” was first published in 2007, but was re-released last year with a new chapter.

The book cover says it all, “The definitive guide to working with–and surviving–bullies, creeps, jerks, tyrants, tormentors, despots, backstabbers, egomaniacs, and all the other assholes who do their best to destroy you at work.”

And sure, the book tells tales about big business jerks–how to recognize and deal with them; how to distinguish the temporary assholes (people who are simply having a bad day) from the certified assholes (persistently nasty destructive jerks); and how to eliminate asshole tendencies in your own personality… Let’s be honest, we’ve all been jerks at one time or another. Some people or situations are like cold water to a fever–they draw out our inner jerk. And occasionally, we need to be jerks to get the action that achieves what we truly need.

There’s even a chapter on residual damage, and factors to consider when calculating the total cost of the impact of assholes (TCA) on your organization.

But, I believe, knowing how to recognize an asshole becomes even more important in a smaller organization. A jerk can blaze a more toxic trail and be harder to ignore in a company with a small number of employees.

There’s even a self-test to see if YOU are a certified asshole–signs that your inner jerk has been rearing it’s ugly head. You can try this test online. Here’s the link:

http://electricpulp.com/guykawasaki/arse <http://electricpulp.com/guykawasaki/arse

About the Author

Robert I. Sutton, PhD is a professor of management science and engineering at Stanford University and the author of “Good Boss, Bad Boss,” the New York Times, Wall Street Journal, and Business Week bestseller. The “No Asshole Rule, and Weird Ideas That Work,” was selected by the Harvard Business Review as one of the top ten books of the year. Sutton is also the coauthor of “Hard Facts, Dangerous Half-Truths and Total Nonsense” and “The Knowing-Doing Gap; How Smart Companies Turn Knowledge into Action.” He lives in Menlo Park California.

Posted by Ashley in Book of the Month on August 17th, 2011

, ,
0 comments | Share

Book of the Month: Just Tell Me More

By Eric Gilboord

ISBN 978-0-9868932-0-9 / 275 pages
Copyright 2011 Eric Gilboord Publishing
Available in e-book or paperback formats

From the book jacket: 

Take the mystery out of marketing and grow your business.

I’ve written this book especially for entrepreneurs with little or no marketing experience. Regardless of your size or industry, this book will work for you.

If you’re a start-up or start-down (selling your business) or simply a hard-working business owner/operator with a passion to take your established business to the next level, this book is for you.

Just Tell Me More is marketing focused and filled with stories, tips, advice, checklists and ideas in plain language. You’ll get comfortable with traditional and new media marketing, sales, customer service, management, idea generation, business growth and more.

This is a guidebook. Read the stories and apply the tips daily.

The truth is, there are no shortcuts to marketing your business. No get-rich-quick, silver bullet answers. It’s about a lot of small wins that, when added up, become a big win based on an investment of time and consistent effort.

Start with one little win and grow from there. Take your business where you always knew it could be and then some.

Click here to read an excerpt: http://www.ericgilboord.com/book.html

About the author: Eric Gilboord is a specialist in making marketing easy for business owners/operators and any staff with sales or marketing responsibility. He demystifies marketing so they can use it to generate sales today and grow their businesses faster. Eric believes in blending traditional marketing with new media/social media. ROI is a must. Eric is a popular speaker, coach, columnist and author of many articles and books on moving a business up to the next level. The Expert Business Calls for Marketing Advice… That’s Easy to Understand. For more information, call 416-686-2466. To sign up for his marketing tips newsletter and to read his blog please visit: www.EricGilboord.com

Posted by Ashley in Book of the Month on July 13th, 2011

, , , , , ,
0 comments | Share

Group Genius: The Creative Power of Collaboration

by Keith Sawyer
 
From the book jacket:
 
Creativity has long been thought to be an individual gift, best pursued alone; schools, organizations, and whole industries are built on this idea. But what if the most common beliefs about creativity are wrong?

In this authoritative and fascinating new book, Keith Sawyer, a psychologist at Washington University, tears down some of the most popular myths about creativity and erects new principles in their place. He reveals that creativity is always collaborative—even when you’re alone. Sawyer’s book is filled with compelling stories about the inventions that changed our world: the ATM, the mountain bike, and open source operating systems, among others. In each case, Sawyer shows the true story of innovation: in spite of the “lone genius” myths that always spring up after an invention’s success, these important inventions always originate in collaboration.
 
To understand the hidden collaborations that drive exceptional creativity, Sawyer spent fifteen years studying jazz groups and theater ensembles, small businesses and large corporations. In “Group Genius,” he distills the essence of this acclaimed research and shows us how to be more creative in collaborative group settings, how to change our organizations for the better, and how to tap into our own reserves of creativity. The empowering message is that all of us have the potential to be more creative; we just need to learn the secrets of group genius.

And if you’re wondering how you do this when you’re a one-man or one-woman show, that’s what associations are for. Don’t belong one? Get together with friends. Sometimes bouncing an idea off others who may or may not understand your business gives you the opportunity to look at it from a whole new perspective and takes you places where you may never have gone on your own.

Keith Sawyer is Associate Professor of Education and of Psychology at Washington University in St. Louis. He is the author of “Explaining Creativity: The Science of Human Innovation,” has designed video games for Atari, and lectures frequently to both academic and business audiences. He lives in St. Louis, Missouri.

Posted by Jameel in Book of the Month on June 10th, 2011

, , ,
0 comments | Share

Featured Book: “Present Your Way to the Top”

By David J Dempsey 
Published by McGraw-Hill   ISBN: 9780071739948
Copyright © 2010 by David J Dempsey

If you want to learn how to give the best presentation of your life and get noticed by those in charge, you should learn from the best. David Dempsey is just that—an executive presentation skills coach and global consultant who has worked with some of the most powerful CEOs in the world. In his book, he reveals his famous eight-step program, a complete step-by-step system that will help dramatically improve your speaking skills, build your personal confidence, capture the attention of the higher-ups, and achieve your professional goals.

He’ll also teach you how to tailor and target your speech for any audience in any situation and incorporate personal stories to make your ideas come alive. Dempsey’s book brilliantly addresses every single aspect of the presentation process—from early research and planning to last-minute preparations, and from onstage performance to post-speech Q&As.

It’s all there: the tools, techniques, and tricks of the trade top-level professionals will expect you to have to move up the ladder. It’s everything you need to step up, stand, and speak with confidence and conviction… every time!

Excerpt:

“There is nothing mysterious about learning to speak with confidence.  It is a craft that anyone – even you steely naysayers – can master with initiative, tenacity, and this step by step blueprint for success. 

I have also learned that the notion of someone being a “born speaker” is a myth.  Not even the most renowned speakers – Barack Obama, Ronald Reagan, Bill Clinton – fit into that category.  Gifted speakers make it look effortless, but it never is.  Speaking is an art that you develop and constantly hone.”

ABOUT THE AUTHOR: David J. Dempsey, JD, is the president and CEO of Neon Zebra, LLC, an executive presentation skills coaching and consulting company. He is a veteran of the courtroom, as well as a business executive, a university professor, an acclaimed author, an award-winning speaker, and a presentation skills consultant for senior leaders at global and Fortune 500 companies. He is the author of Legally Speaking: 40 Powerful Presentation Principles Lawyers Need to Know, and he lives in Atlanta, GA.

Posted by Jameel in Book of the Month on May 4th, 2011

, , , , ,
0 comments | Share

Pay Attention!: How to Listen, Respond and Profit from Customer Feedback

By Ann Thomas and Jill Applegate
Published by John Wiley & Sons ISBN: 9780470563557
Copyright (c) 2010 by Ann Thomas
From the Book Jacket

Your customers are talking about you. Are you listening? Whether they use social networks, online tools, or a myriad of other media, your customers are reviewing you, rating you, and ranting about you to friends, peers, and perfect strangers. Disappoint your customers with poor service and they won’t take it quietly. Give them a great experience and they will become powerful and loyal advocates, pointing others your way. Customer interaction today is a whole new ballgame; are you prepared to play and win? Pay Attention! enables you to successfully navigate today’s customer feedback landscape and turn that feedback into your competitive edge. By outlining the complete Pay Attention system, this up-to-the-minute guide gives you a practical, step-by-step toolbox you can use immediately to achieve topnotch customer interactions. The fundamental customer-business relationship is changing. Companies that understand and adapt to the new rules will beat the competition and gain market share. Pay Attention! offers a proven system you can use to revitalize the way you approach your customers and customer service, while gaining major business insights in the process. The next level of customer interaction, acquisition, and retention awaits you; all you need is to Pay Attention!

Brief Excerpt

The Power of Online Megaphones

Long gone are the days when customers made their voices heard only through 800 numbers, email messages, or face-to-face interactions, or by telling neighbors over the back fence how horrible–or surprisingly wonderful–was the service they received at the dry cleaner, local restaurant, bank, or website. Now they more commonly speak through the virtual megaphones known as Twitter, Facebook, MySpace and other social networking sites, as well as by posting reviews of businesses they frequent on sites like Yelp or CitySearch. Many more make their voices heard through discussion boards and dedicated product review areas on company websites. Although accurate user numbers are hard to come by, it’s safe to say many millions of people are using these tools on a daily basis. “An entire generation is growing up that will never dial a 1-800 number to reach customer care,” says Amanda Mooney, a digital media strategist with Edelman Digital, a division of Edelman Public Relations. But it isn’t just teenagers or twenty-somethings using social media. According to a 2009 study from Pew Internet and the American Life Project, the median age of Facebook users is now 33, up from 26 in May 2008; the median age of Twitter users is 31 and LinkedIn users is 39. Businesses of all sizes also have become regular users of social networks to market products, keep tabs on consumer opinions and engage customers on the turf where they feel most comfortable.

When today’s customers are upset by customer service experiences, the first place many turn to vent their frustrations is the Web. A 2008 study by TARP Worldwide Inc., an Arlington, Virginia-based customer service research firm, found, for example, that twelve percent of dissatisfied online customers told their “buddy lists” about the experience–lists that average more than sixty persons. On average, four times more people on the Web hear about negative experiences than positive ones, according to TARP research.

 About the Authors

Ann Thomas is coauthor of 101 Activities for Delivering Knock Your Socks Off Service, and the senior consultant and lead facilitator with Performance Research Associates (PRA) since 1999. Her work focuses on improving service quality, diversity awareness, generational differences, sales, performance management, and professional development. Ann brings nearly thirty years’ experience in consulting and training to each of her clients, including Marriott ExecuStay, Accenture, the Securities and Exchange Commission, and many others. Ann is also a member of the faculty for the American Management Association and is a regular presenter for Progressive Business Conferences. Jill Applegate is project manager and client coordinator with Performance Research Associates. She served as right hand to the late Ron Zemke for nearly fifteen years and takes seriously the responsibility of wowing customers. Jill works closely with PRA clients to ensure that their efforts hit the mark. She is also a coauthor of 101 Activities for Delivering Knock Your Socks Off Service.

 

Posted by Jameel in Book of the Month on April 13th, 2011

, , , , , , , , , ,
0 comments | Share

168 Hours: You Have More Time Than You Think

By Laura Vanderkam
Published by Portfolio
ISBN: 9781591843313
Copyright © 2010 by Laura Vanderkam

From the book jacket: It’s an unquestioned truth of modern life: we are starved for time. With the rise of two-income families, extreme jobs, and 24/7 connectivity, life is so frenzied we can barely find time to breathe. We tell ourselves we’d like to read more, get to the gym regularly, try new hobbies, and accomplish all kinds of goals. But then we give up because there just aren’t enough hours to do it all.

Or else, if we don’t make excuses, we make sacrifices. To get ahead at work, we spend less time with our spouses. To carve out more family time, we put off getting in shape. To train for a marathon, we cut back on sleep. There has to be a better way—and Laura Vanderkam has found one.

It’s not always easy, but the payoff is enormous. Vanderkam shows that it really is possible to sleep eight hours a night, exercise five days a week, take piano lessons, and write a novel without giving up quality time for work, family, and other things that really matter. The key is to start with a blank slate and to fill up your 168 hours only with things that deserve your time.
Brief Excerpt:
Tuesday, July 14, 2009, was a good day.

I opened my apartment door around seven a.m. to find my Wall Street Journal delivered, with my byline in it. My two-year-old son, Jasper, woke up around the same time. We played with puzzles and had breakfast before I put him in the stroller at eight and walked in the easy sunshine to his preschool two blocks away. I spent the next 4 hours writing. Then I logged 45 minutes on the stationary bike, reading a book I needed to review to make the most of that time. After, I wrote for 3 more hours. I packed snacks for Jasper and picked him up shortly after four p.m., intending to take him to an exhibit I’d read about at the Museum of Modern Art. Alas, the museum was closed, as it is every Tuesday, so we had to regroup, buy a pretzel from a street vendor, and admire the more realist “art” of the Fifth Avenue bustle. At least during the expedition we found the new pair of sneakers he’d needed. We got home at 5:30 and played until the babysitter came an hour later. Then I zoomed out to Brooklyn to run a long-range planning meeting for the Young New Yorkers’ Chorus, for which I serve as president. My board talked about how to commission new music, how to improve our musical craft, and how to make people feel at home in this grand city. I zipped home and spent 45 minutes talking with my husband, Michael, about our projects and potential names for the second son we were expecting in two months. It was roughly a 17-hour day by the time I went to sleep, with 8 spent working (0.75 of those also spent exercising), 4 spent interacting with family, 3 spent on my volunteer work, and a few transitions and other things in between.

It was a busy day, devoid of disasters, though devoid of spectacular triumphs, too. So why was it “good”?

Much has been written about the good life what it means to be happy or successful, in our own minds at least, and how people become that way. I am as much a student of these books as anyone else, and I have always been drawn to the stories of people who love what they do, who live full lives and have grand aspirations. As a journalist, I have interviewed many such people, and I often daydream about what I’d like to get out of life as well.

Over the years, those daydreams have taken on some shape and substance. Since I was a child, I’ve wanted to be a writer. I also wanted to be a mom. Growing up near the cornfields of Indiana, I wanted to live in a big city for at least a while when I was young enough not to mind the grit and noise. I love music, and I love to help create new things, be they songs or books. I love having health and energy.

But all these things are abstractions. All are ideas people think about in phrases such as “when I grow up” or “someday,” or broadly as our identities and values.

A few years ago, though, I had a realization: while we think of our lives in grand abstractions, a life is actually lived in hours. If you want to be a writer, you must dedicate hours to putting words on a page. To be a mindful parent, you must spend time with your child, teaching him that even though he loves the new shoes he picked out, he has to take them off so mommy can pay for them. A solid marriage requires conversation and intimacy and a focus on family projects. If you want to sing well in a functioning chorus, you must show up to rehearsals and practice on your own in addition to setting goals and attending to any administrative duties. If you want to be healthy, you must exercise and get enough sleep. In short, if you want to do something or become something—and you want to do it well—it takes time.

What made that particular Tuesday a good day was the high proportion of hours I spent on things that relate to my life goals. For instance, I wanted to be a writer, and I am. That is what I spent big chunks of my time doing…

 

About the author: Laura Vanderkam is the author of Grindhopping: Build a Rewarding Career Without Paying Your Dues. Her journalism has appeared in The Huffington Post,USA Today, The Wall Street Journal, Scientific American, and Reader’s Digestamong other publications. She lives in New York City with her husband and their two young children.

Posted by Jameel in Book of the Month, Getting Organized on March 21st, 2011

, , , , , , ,
0 comments | Share

Book of the Month: WHAT’S TIME TO A PIG?

Author: Douglas A. Stewart

Well we’re well on our way to month #3 of the new year. And I’ve got to think there are many of us who are wallowing in the guilt of falling off the resolution rodeo. And let’s be honest staying on that bronco is no easy feat.

I, for one, have a confession to make – I haven’t found the time to read a book for the book of the month.

Find time! Create Time! Make Time. That was my 2011 Resolution.

Time is of the essence – so I decided to take the time to search some solutions for time management online.

And lo and behold, I came across these 7 Habits for Time Management:

  1. Establish clear goals for what you want to accomplish
  2. Expect to fail.
  3. Be persistent. Don’t give up.
  4. Keep trying different ways to achieve your goals, until you find the one that works for you.
  5. Be committed to your goals.
  6. Get a coach or trainer, verbalize your goals, share your challenges.
  7. Then, as Nike says, “Just do it”.

Doug Stewart created this list and has written the book, ‘What’s Time to a Pig’, that will help you unclutter your life.  This Markham, Ont.-based consultant offers advice on time management – getting organized, managing your calendar, avoiding over-commitment and ensuring better work-life balance.

In a recent interview, Mr. Stewart said “Many people tell me they work best under the pressure of a deadline. The anxiety that occurs from an impending deadline can be the only way that some people can get motivated to act. This can be very debilitating, however,and can affect the way we work with others. We all know those people who we have to bug and chase to get things done that we are waiting for. Leaving things to the lat minute also reduces creativity. If we leave something to the last minute, we will not have time to inject creativity, innovation or quality.”

Well, I think Mr. S has put me in my place - I’m ordering his book and have put a book on hold at the library for next month’s review.

And, in the meantime, dear readers if you are in the same boat as me and think that Time Management is something you need to work on, let us know and we’ll find a Time Management Expert who’s willing to contribute tips to do just that.

Mr. Stewart, if you’re available to be our resident expert, please drop us a line.

Posted by Lynnette in Book of the Month on February 16th, 2011

, , , ,
0 comments | Share

Book of the Month: WHEN GROWTH STALLS How It Happens, Why You’re Stuck, and What to Do About it

by Steve McKee

Growth means life—but inevitably, in almost every company’s history, growth stalls.

In ‘When Growth Stalls’, Steve McKee provides practical, hands-on advice to businesses (big and small) struggling with stalled growth or hoping to prevent it. Stalled growth, he says, is the rule, not the exception, even for the best-managed companies. Especially in today’s economic environment.

In his book, you’ll discover that most of the time, sluggish growth is the result of natural market forces and widespread destructive internal dynamics—and often unrecognized. In the research conducted by Steve McKee’s company, they found no statistically significant differences in stall rates between the biggest and smallest companies. And what struck them the most was the high correlation between stalled revenue growth and unhealthy internal dynamics. As outlined in chapter two, issues involve trust and respect, the inability to make lasting decisions, a paralyzing lack of confidence, a tendency to overthink things, and in a strange dichotomy, a propensity to either resist change or switch directions too frequently.

You will learn how these highly destructive internal factors conspire to keep companies down: a lack of consensus among the management team, a loss of nerve, loss of focus, and marketing inconsistency. Conquering these, McKee’s research shows, is the real key to overcoming stalled growth.

Steve McKee lived this growth stall challenge after his company had been recognized as one of the fastest-growing private businesses in America. His hands-on guide is authentic, tried-and-true advice.

Read it and prepare to grow, grow, grow your business.

Steve McKee is a columnist for BusinessWeek.com and president and co-founder of McKee Wallwork Cleveland Advertising. He has held executive positions at several internationally respected advertising agencies, including NW Ayer, Della Femina Travisano & Partners, Strascina & Partners, and Phillips-Ramsey, a division of McCann-Erickson Worldwide.

Posted by Lynnette in Book of the Month on January 12th, 2011

, , , , ,
0 comments | Share