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Marketing, Channels/Partnership & Sales Execs
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Reading list recommendationsViews: 3642
Feb 26, 2005 1:57 pmReading list recommendations#

Mark Buckshon
Could you share the name of your most influential sales/marketing books and articles -- the ones that reshaped or drastically influenced the way you do things?
My most influential reading came from the late Walt Hailey in Hunt, Texas. "Breaking the 'No' Barrier" outlined his concept of supplier-based referral marketing, and had profound impact on the way we sell our services. Simply put, his argument is that your best source of sales referrals are from the existing clients of the people you want to reach. These referrals carry 'clout' because they are linked to the prospect's current and real source of income. (The book is very easy to read.)
We developed Hailey's concepts within our own framework and built a viable business. However, I know quite well there are other powerful methodologies and ideas out there, and will truly appreciate your insights.

Private Reply to Mark Buckshon

Mar 26, 2005 10:30 amre: Reading list recommendations#

Billy Connelly
Zyman, "The End of Marketing As We Know It"; Ries & Trout, "The 22 Immutable Laws of Marketing"; Kotler, "Principles of Marketing"

Private Reply to Billy Connelly

Mar 27, 2005 10:43 pmre: Reading list recommendations#

Douglas Karr
eVolve by Rosabeth Moss Kanter - a great book that held it's own during the dot com bust. She was right on target!

The Tipping Point by Malcolm Gladwell - although a Database Marketer... I think his discussion is on target. I'm not as impressed with Blink, his second book.

Permission Marketing by Seth Godin - I differed with Mr. Godin on this 'revolutionary premise' and thought the print industry were the inventors of Permission Marketing. But the premise is right on. His latest, Purple Cow, is dead on. I also had the honor of seeing Mr. Godin speak at an eMarketing Seminar... it was, by far, the best presentations I've ever seen.

There are others... especially with regard to Database Marketing.

Private Reply to Douglas Karr

Mar 28, 2005 2:28 amre: re: Reading list recommendations#

Sanjeev Kumar Vyas
The site has some good advisers (for Free) and loads of articles that are very helpful especially for online marketers.

Private Reply to Sanjeev Kumar Vyas

Mar 28, 2005 2:29 amre: re: Reading list recommendations#

Sanjeev Kumar Vyas
The site has some good advisors (for Free) and loads of articles that are very helpful especially for online marketers.

Private Reply to Sanjeev Kumar Vyas

Mar 28, 2005 6:34 amre: re: re: Reading list recommendations#

Mahesh Deshmukh
I just read Goal II (Part 2) by liyahu M. Goldratt. It is really inspiring & giving some specific process to think out of box for a given problem.

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Mar 28, 2005 9:48 pmre: Reading list recommendations#

Akira Hirai
"What Clients Love" by Harry Beckwith
"How to Become a Rainmaker" by Jeffrey Fox
"The Tipping Point" - mentioned above
Various books by Harvey MacKay

Private Reply to Akira Hirai

Mar 29, 2005 6:44 amre: re: Reading list recommendations#

Edgar Valdmanis
Personally I like www.guerrillaconsulting.com (and the book)and it's twin site www.managementconsultingnews.com .
Even if you're not working as a consultant, there's plenty of good wisdom to pick up here. Both sites offer a monthly newsletter, well worth reading.
MarketingProfs is already mentioned above. Also look up Marcia Yudkin's newsletter and if you're considering writing marketing material check out Debbie Weill's www.wordbiz.com.
I don't know if any of these have "drastically altered" things that I do, but they definitely influence my thinking and give me great ideas regularly.
Edgar Valdmanis

Private Reply to Edgar Valdmanis

Mar 29, 2005 2:45 pmre: Reading list recommendations#

Irene Brooks
Crossing The Chasm - Geofrey A. Moore (make sure it is the updated version)great for marketing hi-tech products.

Hope that helps!


Private Reply to Irene Brooks

Mar 29, 2005 8:42 pmre: 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

Mar 30, 2005 6:20 amre: re: Reading list recommendations#

Edgar Valdmanis
Another one, I just received the latest edition of Fortune magazine. It contains a list of 75 essential books about business, neatly sorted by cathegory.
Also business advice from Warren Buffett, jack Welch and a looong list of other gurus,
I realise this is the Euro edition of Fortune, so it might be a challenge to get at it for all of you, but it's well worth a try.

Private Reply to Edgar Valdmanis

Mar 30, 2005 6:31 amre: Reading list recommendations#

Arun N. Nair
Of the many marketing books I have come across recently, few can put it down in words that even an amateur can incoporate and put to effective implementation.
Kotler's Marketing Insights A-Z is one of them. This is a book that anybody can use, starting from an amateur to a professional who could use it as a refresher. As usual, Kotler encapsulates his marketing know-how through this book.

Highly recommended

Private Reply to Arun N. Nair

May 09, 2005 10:59 pmre: Reading list recommendations#

Dan B
Every book has something useful and we waste hundreds of hours in our cars sitting in traffic. Subscribe to a "books on tape" club so you can play and replay every book available while you're in your car. Most libraries will have a good selection too. Some will stink -- some you will listen to 10 times and tell your Mom about they're so good.

Private Reply to Dan B

May 16, 2005 5:08 amre: re: Reading list recommendations#

* Tino Buntic *
Anybody read Innumeracy or Buyer-Approved Selling? These are 2 of my favorite books.

Private Reply to * Tino Buntic *

Jul 22, 2005 2:35 amre: re: re: Reading list recommendations#

John Anghelache
The "Father of Direct Response Marketing" wrote
a book entitled "Scientific Advertising". It's in
the public domain now and marketing guru Jay Abraham
attributes at least one million dollars in earnings
for himeself due to reading it. And, by the way, Jay
charges $5,000 PER HOUR! And gets it. This was certainly
the most no-nonsense book on direct marketing I've
ever read. Even though it was written in the late
1920's much of it is still applicable.

John Anghelache

Private Reply to John Anghelache

Oct 03, 2005 8:13 amre: re: re: re: Reading list recommendations#

John B
"Scientific Advertising" was written by Claude Hopkins and is considered one of the classics in the direct marketing world. Since it's in the public domain, you can find it for free on the internet (40 page pdf document).

I read Jay's books before Scientific Advertising and was fascinated at how much it influenced his thinking. Jay based his pricing strategy on one of the chapters in the book (people judge things based on price). He includes the "$5,000 an hour consultant" line in all his communication for a reason. Works very well!

Another great book is "Influence: The Psychology of Persuasion" by Dr Cialdini. It discusses the 6 primary tools of influence.

Al Ries' book "Positioning" is great as well.

Private Reply to John B

Oct 05, 2005 4:20 amre: re: re: re: re: Reading list recommendations#

Philip Liebman
I've worked directly with Jay Abraham in the past - as a speaker and a "master mind" coach. I will say that beyond the marketing insights that Jay has gleaned from others, including Claude Hopkins, Trout & Reis, Jay Conrad Levinson and multitude of accomplished marketers - and from working with as many clients as he has, the greatest single thing Jay has working for him is his "chutzpah." Not to take anything away from him - but his notion of pre-eminence as it pertains to his own positioning is uncanny and unyielding. I think as marketers, one take away from Jay is clearly that marketing is not a humble, gentlemanly sport - it is jungle fighting, action adventure and at its best requires both a stomach for taking risks and the patients to learn all you can to mimimize those risks. Cialdini's book is a brilliant, insightful "must read" for anyone in business - especially in marketing - and speaks to why Jay Abrahams approach to both marketing himself - and what he offers others is so effective.\\ My advise, be bold, be open to learning new things and always remember that marketing at its best is a matter of adding value to products and services by providing the opportunity for potential customers to learn about and benefit from superior products! That's my two cents - er - I mean two million bucks!

Phil Liebman

Private Reply to Philip Liebman

Oct 11, 2005 7:17 pmre: Reading list recommendations#

Matt Miller
I thoroughly enjoyed “Question Based Selling.” Being a seller of extremely flexible yet very complex solutions, the method makes it much easier to provide an effective solution to clients.

Private Reply to Matt Miller

Jan 21, 2007 6:39 pmre: Reading list recommendations#

Kim Nelms - 678-267-2868
Waiting For Your Cat To Bark? Persuading Customers When They Ignore Marketing

by Bryan & Jeffrey Eisenberg

= = =


Private Reply to Kim Nelms - 678-267-2868

Feb 03, 2007 9:35 pmre: Reading list recommendations#

Maria Marsala
I would say for me it was reading the Emyth Revisted by Micheal Gerber. Although the book gets very monotomous at times, it was an eye opener for me regarding setting up systems.

Another book that influenced me is the One Page Business Plan by Jim Horan. Again another create a systems book.

Maria Marsala
What's your next step?

Private Reply to Maria Marsala

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