Duck and (re)Cover

Steven S. Little
How can you ensure that your company’s in a position to prevail during tough economic times? Author Steven Little suggests “ducking” — stepping back and objectively assessing what areas of your operation are in most need of your attention, from improving cash flow to tweaking your pricing strategies. Duck & (re)Cover offers readers practical advice on essential survival strategies, from retaining customers to becoming a stronger leader. The next time you find yourself in the midst of a storm created by forces beyond your control, “ducking” could just be the key to a faster recovery.

Real Leaders Don't Do PowerPoint

Christopher Witt
Picture for a minute Martin Luther King, Jr.’s seminal “I Have a Dream” speech. Would it have resonated as strongly with its audience, and gone down in history as any more important, had King used PowerPoint? That’s the distinction between speaking to transmit information and speaking to influence and inspire, according to Real Leaders Don’t Do PowerPoint. Leaders speak for one of three reasons — to identify, to influence, or to inspire. But PowerPoint's purpose is to transmit information, and that’s precisely why leaders want little to do with it.

212: The Extra Degree

Sam Parker and Mac Anderson
Raise the temperature of water by just one degree and you suddenly have enough force to power a machine. What a wonderfully uncomplicated metaphor for the rewards to be had when one goes the extra mile. In 212, authors Parker and Anderson tout the rewards of incremental effort — going one step beyond the norm. “Success in anything has one fundamental aspect — effort. To achieve exponential results requires additional effort.” Consider this: from 1980-2004, the average margin of victory among professional golf’s four annual majors was less than three strokes. More impressively, the winner pocketed an average of 76% more in prize dollars than the second-place finisher. Ready to turn up the heat? Find out what a difference a single degree can make.

The 360° Leader

John C. Maxwell
Top-down leadership is a bit of a misnomer. If you think about it, there are only so many slots at the head of an organization, but countless more opportunities to lead from within the ranks. In fact, 99 percent of all leadership occurs from the middle of an organization, according to author John C. Maxwell in The 360° Leader: Developing Your Influence from Anywhere in the Organization. So, if you're stuck working under an average-at-best leader, don't despair - there are still plenty of ways you can exercise your leadership skills and make a contribution.

The secret, according to Maxwell, is learning to develop your influence from wherever you happen to be in your organization, learning to lead not only the members of your own team, but people at every level of the organization.

Sell the Feeling

Larry Pinci and Phil Glosserman
Ask a room full of people to recall a negative sales experience, and nearly every hand is guaranteed to shoot up. It's not only consumers who are filled with negative emotions surrounding the sales process - it's also the salespeople themselves. According to authors Larry Pinci and Phil Glosserman, the majority of salespeople are simply selling the wrong thing. In Sell the Feeling, Pinci and Glosserman attempt to dispel the negative beliefs about selling that prevent too many salespeople from finding success. Using an engaging parable format, Sell the Feeling reminds us that the processes of selling and buying operate on the emotional level. Your sales process may be highly rational and analytical, but the process of buying definitely isn't. Simple adjustments can help eliminate the mental barriers to sales success. Remember…nothing's a tough sell when you're selling the right thing.

Twitter Power: How to Dominate Your Market One Tweet at a Time

Joel Comm
What can you possibly say in 140 characters that’s worth reading, never mind using as a marketing tool? Plenty, says Joel Comm, a leading Internet marketer and author of Twitter Power. Though the basics of Twitter are pretty straightforward, mastering them can seem intimidating at first. Twitter Power offers novices clear-cut guidance on choosing a name, creating a profile, and sending tweets. Comm then takes readers into more sophisticated territory — building a following, tweet etiquette, and leveraging the service as both a communication tool and a brand builder.

 

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