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    03 999TOSGYENReadingListv1

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    Andrei Cojocaru
    This document provides a list of recommended reading books organized into 19 chapters on various business and sales topics. The chapters include self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, accountability, mindset, closing, prospecting, storytelling, diagnosing, negotiating, business acumen, change management, leadership, and skill-set. Numerous books are recommended for each chapter to help readers further their knowledge on each respective topic.

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    03 999TOSGYENReadingListv1

    Uploaded by

    Andrei Cojocaru
    575 views7 pages
    This document provides a list of recommended reading books organized into 19 chapters on various business and sales topics. The chapters include self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, accountability, mindset, closing, prospecting, storytelling, diagnosing, negotiating, business acumen, change management, leadership, and skill-set. Numerous books are recommended for each chapter to help readers further their knowledge on each respective topic.

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    03-999TOSGYENReadingListv1

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    This document provides a list of recommended reading books organized into 19 chapters on various business and sales topics. The chapters include self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, accountability, mindset, closing, prospecting, storytelling, diagnosing, negotiating, business acumen, change management, leadership, and skill-set. Numerous books are recommended for each chapter to help readers further their knowledge on each respective topic.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    575 views7 pages

    03 999TOSGYENReadingListv1

    Uploaded by

    Andrei Cojocaru
    This document provides a list of recommended reading books organized into 19 chapters on various business and sales topics. The chapters include self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, accountability, mindset, closing, prospecting, storytelling, diagnosing, negotiating, business acumen, change management, leadership, and skill-set. Numerous books are recommended for each chapter to help readers further their knowledge on each respective topic.

    Copyright:

    © All Rights Reserved
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    Download as pdf or txt
    of 7

    Recommended Reading

    Recommended Reading
    Chapter One — Self Discipline:
    Getting Things Done: The Art of Stress-Free Productivity
    David Allen
    New York: Penguin Group USA, 2015

    First Things First


    Steven R. Covey, Roger A. Merrill, and Rebecca R. Merrill.
    West Valley City, UT: Franklin Covey, 2015

    Mastery: The Keys to Success and Long-Term Fulfillment


    George Leonard
    New York: Penguin Group USA, 1992

    Chapter Two — Optimism:


    The Happiness Advantage: The Seven Principles of Positive
    Psychology That Fuel Success and Performance at Work
    Shawn Achor
    New York: Crown Business, 2010

    Man’s Search for Meaning


    Viktor Frankl
    Boston: Beacon Press, 2006

    The Rational Optimist: How Prosperity Evolves


    Matt Ridley
    New York: HarperCollins, 2010

    Chapter Three — Caring:


    Trust-Based Selling: Using Customer Focus and Collaboration to
    Build Long-Term Relationships
    Charles H. Green
    New York: McGraw-Hill Education, 2005

    The Little Big Things: 163 Ways to Pursue Excellence


    Tom Peters
    New York: HarperStudio, 2010

    Love Is the Killer App: How to Win Business and Influence Friends
    Tim Sanders
    New York: Crown Business, 2002

    Chapter Four — Competitiveness:


    If You’re Not First, You’re Last: Sales Strategies to Dominate Your
    Market and Beat our Competition
    Grant Cardone
    Hoboken, NJ: Wiley, 2010
    The Discipline of Market Leaders: Choose Your Customers, Narrow
    Your Focus, Dominate Your Market
    Michael Treacy and Fred Wiersema
    New York: Basic Books, 2007

    Winning: The Ultimate Business How-To Book


    Jack Welch and Suzy Welch
    New York: HarperCollins, 2009

    Chapter Five — Resourcefulness:


    How to Get Ideas
    Jack Foster
    San Francisco: Berrett-Koehler Publishers, 2007

    Dealstorming: The Secret Weapon That Can Solve Your Toughest


    Sales Challenges
    Tim Sanders
    New York: Portfolio, 2016

    “The Idea Guy.” 100-Whats of Creativity


    Don Snyder
    www.100whatsbook.com, 2009

    A Whack on the Side of the Head: How You Can Be More Creative
    Roger Von Oech
    Menlo Park, CA: Creative Think, 2011

    Chapter Six — Initiative:


    First Things First
    Stephen R. Covey, Roger A. Merrill, and Rebecca R. Merrill
    West Valley City, UT: Franklin Covey, 2015

    Chapter Seven — Persistance:


    To Sell Is Human: The Surprising Truth about Moving Others
    Daniel H. Pink
    New York: Riverhead, 2012

    EDGY Conversations: How Ordinary People Can Achieve Outrageous


    Success
    Dan Waldschmidt
    South Jordan, UT: Next Century Publishing, 2014

    Chapter Eight — Communication:


    Just Listen: Discover the Secret to Getting through to Absolutely
    Anyone
    Mark Goulston
    New York: American Management Association, 2010
    Thinking, Fast and Slow
    Daniel Kahneman
    New York: Farrar, Straus and Giroux, 2011

    Crucial Conversations: Tools for Talking When the Stakes Are High
    Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzler
    New York: McGraw-Hill, 2012

    Chapter Nine — Accountability:


    Execution: The Discipline of Getting Things Done
    Larry Bossidy, Ram Charan, and Charles Burck
    New York: Crown Business, 2002

    QBQ! The Question behind the Question: Practicing Personal


    Accountability in Business and in Life
    John G. Miller
    New York: Penguin Putnam, 2004

    Chapter Ten — Mind-Set:


    How to Win Friends and Influence People
    Dale Carnegie
    New York: Simon and Schuster, 1936

    Influence: The Psychology of Persuasion


    Robert B. Cialdini
    New York: Harper Business, 2006

    Becoming a Person of Influence: How to Positively Impact the Lives


    of Others
    John C. Maxwell and Jim Dornan
    Nashville, TN: T. Nelson, 1997

    Be Bold and Win the Sale: Get out of Your Comfort Zone and Boost
    Your Performance
    Jeff Shore
    New York: McGraw-Hill, 2014

    Chapter Eleven — Closing:


    No Books to Recommend

    Chapter Twelve — Prospecting:


    Fanatical Prospecting: The Ultimate Guide to Opening
    Conversations and Filling the Pipeline by Leveraging Social Selling,
    Telephone, E-Mail, Text, and Cold Calling
    Jeb Blount
    Hoboken, NJ: Wiley, 2015
    SNAP Selling: Speed up Sales and Win More Business with Today’s
    Frazzled Customers
    Jill Konrath
    New York: Portfolio, 2010

    New Sales. Simplified. The Essential Handbook for Prospecting and


    New Business Development
    Mike Weinberg
    New York: American Management Association, 2013

    Chapter Thirteen — Storytelling:


    Resonate: Present Visual Stories That Transform Audiences
    Nancy Duarte
    Hoboken, NJ: Wiley, 2013

    Tell to Win: Connect, Persuade, and Triumph with the Hidden Power
    of Story
    Peter Guber
    New York: Crown Business, 2011

    Steal the Show: From Speeches to Job Interviews to Deal-


    Closing Pitches, How to Guarantee a Standing Ovation for All the
    Performances in Your life
    Michael Port
    Boston: Houghton Mifflin Harcourt, 2015

    Chapter Fourteen — Diagnosing:


    Amp Up Your Sales: Powerful Strategies That Move Customers to
    Make Fast, Favorable Decisions
    Andy Paul
    New York: AMACOM, 2014

    Major Account Sales Strategy


    Neil Rackham
    New York: McGraw-Hill, 1989

    SPIN Selling
    Neil Rackham
    New York: McGraw-Hill, 1988

    Mastering the Complex Sale: How to Compete and Win When the
    Stakes Are High!
    Jeff Thull
    Hoboken, NJ: Wiley, 2010

    Chapter Fifteen — Negotiating:


    Sell or Be Sold: How to Get Your Way in Business and in Life
    Grant Cardone
    Austin, TX: Greenleaf Book Group Press, 2012
    Getting to Yes: Negotiating Agreement without Giving In
    Roger Fisher and William L. Ury
    New York: Penguin Books, 2011

    High-Profit Selling: Win the Sale without Compromising on Price


    Mark Hunter
    New York: American Management Association, 2012

    Negotiation Genius: How to Overcome Obstacles and Achieve


    Brilliant Results at the Bargaining Table and Beyond
    Deepak Malhotra and Max H. Bazerman
    New York: Bantam, 2007

    Chapter Sixteen — Business Acumen:


    The Challenger Sale: Taking Control of the Customer Conversation
    Matthew Dixon and Brent Adamson
    New York: Portfolio, 2011

    The Joshua Principle: Leadership Secrets of Selling


    Tony J. Hughes
    Portland, OR: BookBaby, 2013

    The Personal MBA: Master the Art of Business


    Josh Kaufman
    New York: Portfolio, 2010

    Bottom-Line Selling: The Sales Professional’s Guide to Improving


    Customer Profits
    Jack Malcolm
    Seattle: Booktrope, 2011

    Awesomely Simple: Essential Business Strategies for Turning Ideas


    into Action
    John Spence
    San Francisco: Jossey-Bass, 2009

    Chapter Seventeen — Change Management:


    The Challenger Customer: Selling to the Hidden Influencer Who Can
    Multiply Your Results
    Brent Adamson and Matthew Dixon
    New York: Portfolio, 2015

    Switch: How to Change Things When Change Is Hard


    Chip Heath and Dan Heath
    Waterville, ME: Thorndike, 2011

    Leading Change
    John P. Kotter
    Boston: Harvard Business Review Press, 2012
    Chapter Eighteen — Leadership:
    Leadership and Self-Deception: Getting Out of the Box
    Arbinger Institute
    San Francisco: Berrett-Koehler Publishers, 2002

    Leadership Secrets of Attila the Hun


    Wess Roberts
    New York: Grand Central Publishing, 2007

    Start with Why: How Great Leaders Inspire Everyone to Take Action
    Simon Sinek
    New York: Portfolio, 2011

    Chapter Nineteen — Skill-Set:


    Collapse of Distinction: Stand out and Move up While Your
    Competition Fails
    Scott McKain
    Nashville, TN: Thomas Nelson, 2010

    Zag: The Number-One Strategy of High-Performance Brands: A


    Whiteboard Overview
    Marty Neumeier
    Berkeley, CA: AIGA, 2007

    Differentiate or Die: Survival in Our Era of Killer Competition


    Jack Trout
    Hoboken, NJ: Wiley, 2010

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