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Marketing, Channels/Partnership & Sales Execs [This Network is not currently active and cannot accept new posts] | | Topics
Reading list recommendationsViews: 568
Mar 29, 2005 8:42 pm re: re: Reading list recommendations

John Lang
Neil Rackman's "Spin Selling"--provides a well defined outline of how to clearly identify your prospect's needs and how to postition your services/products as the best solution. I've used his methodology to help sales teams transition to client focused solution sales approaches. Our teams have had great success with this methodology of inquiry and positioning.

Jim Collins' "Built to Last"--Outlines how some of the best companies have developed their organizations to preserve their core values and stimulate progress. I recommend this to all companies that are ready to take the next step in their growth/strategy.

Jim McCarthy's "Dynamics of Software Development"-- although McCarthy focuses on software product developmnent, this book is good for anyone who is trying to understand group dynamics in focused team settings.

http://www.marketingsherpa.com --gives regular insights and case studies that discuss how different industries are approaching marketing strategies.

Crossing the Chasm is also one of my favorites. Way to go, Irene.

Private Reply to John Lang (new win)

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