Sales Illustrated™

68 Sales Lessons from Everyday Life
by John Carroll
(Hobcaw Point Research Press, 2000, 71 pages, soft cover)

In professional selling, you either get the sale or get a lesson. Now you can get both. Take a walk through life and find valuable lessons on effective lessons along the way. You can complicate the selling process, or you can look at these no-nonsense ideas on taking your sales results to the next level.

"John Carroll is a master at providing you with substance and style, strategies and tactics, macro concepts and micro ideas – all designed to propel your career for massive advancement. Read this book and enrich your life!"

Nido R. Qubein
Chairman, Creative Services, Inc.
Past President, National Speakers Association

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Million Dollar Consulting

The Professional's Guide to Growing A Practice
by Alan Weiss
(McGraw-Hill: 1992, 1998, 292 pages, soft cover)

The definitive work on dramatically growing a consulting business. For the single practitioner, small firm principal, or aspiring consultant. The section on fee-setting alone is worth the price of the book. Main selection of the Fortune and Business Week Book Clubs. Specially requested by McGraw-Hill.

"Alan Weiss is both the first and final word in cutting-edge consulting. His focus on client objectives and outcomes is second to none, helping to lift the profession of consulting to a new level."

John Carroll
President, Unlimited Performance
Consultant, speaker, author


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 Raving Fans

A Revolutionary Approach to Customer Service
by Kenneth H. Blanchard and Sheldon Bowles
(William Morrow & Co. 1993, 137 pages, hardcover)

This is the first of the business success trilogy from Blanchard and Bowles. You'll find simple and inspiring systems to make customer service your company's competitive advantage.

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 Gung Ho!

Turn on the People in Any Organization
by Kenneth H. Blanchard and Sheldon Bowles
(William Morrow & Co., 1998, 187 pages, hard cover)

Here’s the second in the trilogy, the Blanchard/Bowles take on teamwork and organizational synergy. Again, a short, quick read that is both enjoyable and enlightening.

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 Big Bucks!

How to Make Serious Money for Both You and Your Company
by Ken Blanchard and Sheldon Bowles
(William Morrow & Co., 2000, 196 pages, hard cover)

In this final book of the trilogy, Blanchard and Bowles take the mystery out of making money at any level of the organization, not just for the business owner. This is the book I recommend that every owner read and have on hand for those who approach wanting to make more money. If they’re serious about it, have them read this and then discuss it with them. If they’re still serious, you may see a huge return on your investment in the book.

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 Who Moved My Cheese?

An Amazing Way to Deal With Change in Your Work and in Your Life
by Spencer Johnson, M.D.
(Putnam 1998, 94 pages, Hardcover)

This is the best 94-page business book available. You’ll likely see yourself and others as you read this account of dealing with changing environments and what constitutes a risk. It has changed lives and entire organizations. If you find yourself in a bit of a rut, read this in your next available hour and put it to use immediately.

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 The Great Game of Business

by Jack Stack with Bo Burlingham
(Currency Doubleday, 1994, 252 pages, paperback)

The seminal work on open-book management from the man credited with starting a grass-roots business movement. The author chronicles the rise of business literacy in his company, from a single profit center corporate division to a profitable private company controlling its own fate. You’ll find powerful examples of what people are capable of doing when they’re given the tools to make business decisions and given a reason to want to play the game.

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 Open-Book Management

by John Case
(Harper Business, 1996, 224 pages, paperback)

Former Inc. magazine senior writer John Case explains the concepts and illustrates practical ideas for using open-book management. Examples are taken from manufacturing and service organizations, large and small, to show clearly the extraordinary power of this simple approach to business.

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 The Open-Book Experience

by John Case
(Addison Wesley, 1999, 256 pages, paperback)

The subtitle says it all: Lessons from Over 100 Companies Who Successfully Transformed Themselves. Example after example of what, how, and why they did it.

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 The Leadership Challenge

by James Kouzes and Barry Posner
(Jossey-Bass, 1995, 91 pages, paperback)

A modern-day classic on leadership issues and opportunities, this book lists dozens of practical ideas which can be used immediately to improve a leader’s positive impact on the organization. Any leader or aspiring leader would be well advised to read and act on what is read.

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 The Psychology of Sales Call Reluctance®

Earning What You're Worth
by George Dudley and Shannon Goodson
(BSRP, 1986, 1992, paperback)

The definitive work on the topic of fear of self-promotion and its specific manifestation in selling, sales call reluctance®. This is by far the single most limiting factor in a sales professional’s ability to succeed. The authors have created a research-based, measurable method for assessing and addressing critical areas of sales call reluctance®. Just reading this book can help someone overcome otherwise mysterious, self-defeating tendencies and thought processes.

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 Taming the Office Tiger

by Barbara Hemphill
(Kiplinger, 1996)

Tip after tip for getting and staying organized around your top priorities. The author maintains you can win the war against paper, manage your calendar and travel in a more organized fashion and outlines steps to help the reader do just that.

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 The Artist’s Way at Work

by Mark Bryan with Julia Cameron and Catherine Allen
(Morrow, 1998)

Subtitled Twelve Weeks to Creative Freedom, this book applies the principles of its predecessor, The Artist’s Way by Julia Cameron, to the workplace. The book is filled with specific examples taken from the world of work, talking to the reader rather than at her/him. By following the 12-week prescription, the reader is sure to discover some things that were formerly hidden and sorely needed.

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 Don’t Sweat the Small Stuff at Work

by Richard Carlson, Ph.D.
(Hyperion, 1998)

The at-work companion to the original Don’t Sweat the Small Stuff, Carlson offers 100 ways to change it, accept it, enjoy it or observe it without judgment. Tips such as "become less self absorbed," "accept the fact that there’s almost always going to be someone mad at you" and "being dead is bad for business" all help to put your work and career in perspective. The author also reinforces the fact that there’s nothing innately noble about being busy all of the time.

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