“Linchpin: Are You Indispensable?” by Seth Godin

Recommended to me by: Seth Godin’s blog

Seth Godin brings together several of his ideas about how to survive in our changed economy. His main premise is that non-thinking “factory” work is no longer the road to security. “Factory” is in quotes because he uses it to include any job which involves following the […]

“Integrity Selling for the 21st Century” by Ron Willingham

Recommended to me by: Bob Poole

A highly structured analysis of how to sell with integrity. The sales process is divided into Approach, Interview, Demonstration, Validation, Negotiation, and Close, creatively abbreviated “AID, Inc.”

Selling skillls are broken down into goal clarity, achievement drive, emotional intelligence, and social skills.

Building relationships, listening, and caring are […]

“Purple Cow: Transform Your Business by Being Remarkable” by Seth Godin

Recommended to me by: Tshombe Brown

Seth Godin specializes in pithy marketing advice for this new era of marketing with permission rather than blanket advertising. In fact, he created the phrase “permission-based marketing,” and Purple Cow‘s mission is to convince marketers that the era of blanket advertising is over.

Seth Godin’s points:

In the […]

“Attracting Perfect Customers – The Power of Strategic Synchronicity” by Stacey Hall & Jan Brogniez

The guiding metaphor of this book is a lighthouse, which is most effective when it is standing firm in one place shining a light for ships at sea, but would wreck navigational havoc if it were running up and down the beach looking for ships.

In the same way, Hall and Brogniez propose that […]

“Selling the Invisible – A Field Guide to Modern Marketing” by Harry Beckwith

Recommended to me by: Jessie Upp, Biznik comment

Harry Beckwith, head of a marketing firm for 23 years, explains how marketing a service differs from marketing a product, and why it matters.

This book was published in 1997, so some of its claims to modernity ring hollow in 2008, but it still has a […]