Recommended Reading

The average sales warrior will read his product specs, the above average warrior will read his prospect’s annual report.

To that end, below is the recommended reading list for all Sales Warriors out there:

Highly Recommended

The No Asshole Rule: Building a Civilized Workplace and Surviving One That Isn’t

Robert Sutton

From Publishers Weekly
This meticulously researched book, which grew from a much buzzed-about article in the Harvard Business Review, puts into plain language an undeniable fact: the modern workplace is beset with assholes. Sutton (Weird Ideas that Work), a professor of management science at Stanford University, argues that assholes—those who deliberately make co-workers feel bad about themselves and who focus their aggression on the less powerful—poison the work environment, decrease productivity, induce qualified employees to quit and therefore are detrimental to businesses, regardless of their individual effectiveness. He also makes the solution plain: they have to go. Direct and punchy, Sutton uses accessible language and a bevy of examples to make his case, providing tests to determine if you are an asshole (and if so, advice for how to self-correct), a how-to guide to surviving environments where assholes freely roam and a carefully calibrated measure, the “Total Cost of Assholes,” by which corporations can assess the damage. Although occasionally campy and glib, Sutton’s work is sure to generate discussions at watercoolers around the country and deserves influence in corporate hiring and firing strategies.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

Buy It From Amazon.com 

New Ideas from Dead CEOs: Lasting Lessons from the Corner Office

Todd G. Buchholz

New Ideas from Dead CEOs uncovers the secrets of success of great CEOs by giving readers an intimate look at their professional and personal lives. Why did Ray Kroc’s plan for McDonald’s thrive when many burger joints failed? And how, decades later, did Krispy Kreme fail to heed Kroc’s hard-won lessons? How did Walt Disney’s most dismal day as a young cartoonist radically change his career? When Estée Lauder was a child in Queens, New York, the average American spent $8 a year on toiletries. Why did she spot an opportunity in selling high-priced cosmetics, and why did she pound on Saks’s doors? How did Thomas Watson Jr. decide to roll the dice and put all of IBM’s chips on computing, when his father thought it could be a losing idea? We learn about these CEOs’ greatest challenges and failures, and how they successfully rode the waves of demographic and technological change.

New Ideas from Dead CEOs not only gives us fascinating insights into these CEOs’ lives, but also shows how we can apply their ideas to the present-day triumphs and struggles of Sony, Dell, Costco, Carnival Cruises, Time Warner, and numerous other companies trying to figure out how to stay on top or climb back up.

Todd G. Buchholz’s New Ideas from Dead CEOs is a truly enjoyable and fun—yet serious and realistic—look at what we still have to learn and absorb from these decomposing CEOs. (Amazon.com)

The Fundamentals

1. Wall Street Journal

2. Business Week

3. The Entrepreneurial Thought Leadership Series at Stanford

The Classics

So why should read some of these books? Some of them are damn near 20 years old. The simple reason is that the odds are reasonably high that the CEO of your prospect has read them.

Barbarians at the Gate

Bryan Burrough and John Helyar

From Library Journal
The leveraged buyout of the RJR Nabisco Corporation for $25 billion is a landmark in American business history, a story of avarice on an epic scale. Two versions of the fierce competition for the largest buyout ever consummated are presented by skilled journalists with contrasting styles. Burrough and Helyar are clearly fascinated with the personalities of the players in the deal and with the trappings of corporate wealth. The restless, flamboyant personality of Ross Johnson, CEO of RJR Nabisco, is portrayed as the key to the events that were to unfold. The colorful description of all of the players and the events will likely have broad appeal. Lampert signals the complexity of her story by introducing her narrative with a three-page cast of characters. Her focus on the strategy of the players and on the fast-paced action provides a more concise description of a deal big enough to augment the wealth of many rich people. Business libraries will want both versions of this story of capitalism drawn to the extreme, but students, looking for a more comprehensive treatment, will favor Lampert’s version.

- Joseph Barth, U.S. Military Acad. Lib., West Point, N.Y.
Copyright 1990 Reed Business Information, Inc.

Den of Thieves

James Stewart

From Library Journal
Michael Milken, Ivan Boesky, Martin Siegel, and Dennis Levine will long be remembered for the Wall Street insider trading scandals of the 1980s. Stewart, a Pulitzer Prize-winning Wall Street Jour nal reporter who covered the various scandals, has used his reportage as well as an exhaustive culling of court documents, testimony, and interviews with all of the participants to fashion an authoritative account of what happened. Stewart has done a thorough job in assembling the facts and has made connections that may surprise some readers. For example, Milken, the Drexel Burnham Lambert junk bond king who convinced many savings institutions and insurance companies to buy these bonds in large quantities, may have indirectly contributed not only to the bailout of various thrifts but also to the insolvency of some insurance companies. While this is a well-researched and highly readable work, there is such an abundance of financial details that a glossary of terms and related Wall Street jargon would have been helpful. This minor caveat aside, Stewart’s contemporary morality tale is recommended for all business collections in public, special, and academic libraries. (Index not seen.) Previewed in Prepub Alert, LJ 5/15/91.

- Richard Drezen, Merrill Lynch Lib. , New York
Copyright 1991 Reed Business Information, Inc.

Smartest Guys in the Room

Bethany McLean and Peter Elkind

Amazon.com
Like its subject, The Smartest Guys in the Room is ambitious, grand in scope, and ruthless in its dealings. Unlike Enron, the Texas-based energy giant that has come to represent the post-millennium collapse of 1990s go-go corporate culture, it’s also ultimately successful. Penned by Fortune scribes Bethany McLean and Peter Elkind, the 400-page-plus chronicle of the scandal digs deep inside the numbers while, wisely, maintaining focus on the “smart guys” deep-frying the books. The likes of paternal but disengaged CEO Ken Lay (dubbed “Kenny Boy” by George W. Bush, one of many prominent public figures with whom he rubbed shoulders), cutthroat man-behind-the-curtain Jeff Skilling, and ethically blind numbers whiz Andy Fastow vividly come to life as they make a mockery of conventional accounting practices and grow increasingly arrogant and bind to their collective hubris. They’re not a likable lot, and the writers find it difficult to suppress their astonishment and revulsion with the crew who rapidly went from golden boys and girls of the financial world to pariahs when the bill finally came due. The authors’ unrepressed sarcasms are more than often unnecessarily given the scope of the outrage. Enron’s leading lights were or a time celebrated for their ability to concoct nearly unfathomable business schemes to hide mounting shortfalls and keeping track on their machinations can be a chore, but, by sticking hard to the story behind the fall, McLean and Elkind have reported and written the definitive account of the Enron debacle.

–Steven Stolder

Sales Books

Solution Selling

Michael T. Boswell

Gorshi, Dan Sales Manager, AT&T Global Business Communications Systems : “Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I’ve seen for placing emphasis on business issues rather than product.”

Fisher, Jeffrey M. Vice President, Symix Computer Systems : “Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.”

Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy

Bill Stinnett

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers “just don’t understand our business.” In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.

Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company’s organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

In addition, you receive:

• Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
• Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers