A friend of mine, Jake Kostan, sent me a question asking: What is your number 1 must read book of 2016 in each category for sales & marketing, business and culture?
That’s really tough question, I read more than 100 business books this year (not all of them were written this year), many of them very good, but if I had to list just one in each one of those categories, here they are…
“The Only Sales Guide You’ll Ever Need” by Anthony Iannarino
**Also in sales, if you have not read these two books, go read them right away**
“SPIN selling” by Neil Rackham
“Let’s Get Real or Let’s Not Play – transforming the buyer/seller relationship” by Mahan Khalsa and Randy Illig
“Marketing: A Love Story – how to matter to your customers” by Bernadette Jiwa
“Extreme Ownership – how US Navy SEALs lead and win” by Jacko Willink and Leif Babin
“It’s My Pleasure – the impact of extraordinary talent and compelling culture” by Dee Ann Turner
I could easily list another two dozen, and this was especially hard because many of my friends wrote excellent books this year, so I put links below to all of my recommendations over 2016.
If you read something that you thought was extremely valuable, please add it to the comments for all the rest of us.
Thanks so much and I hope that 2017 is your best year ever!!! Love, John
My book recommendations from 2016
I have just returned from three weeks on the road, including 10 days on a speaking tour across Poland as a guest of the United States Consulate General in Krakow. I had a lot of time on airplanes and read several books but there are two that I would especially like to recommend.
The first is called “BOOKSMART – hundreds of real-world lessons for success and happiness,” by my friend Frank Sonnenberg. This is an absolutely fantastic book of wisdom and sage advice that is presented in a very user-friendly way, with lots of lists of things to think about and apply. The book covers numerous topics around business, family, success, financial health, marriage and other critical issues. The chapters are short but powerful. I have already reread this book twice and have applied several of the ideas to my business and life. This is one of those books I plan to come back to often as a reminder of what I should be focusing on and how to build a happy, joyful and highly successful life. This book would be a wonderful Christmas present for anyone you know that enjoy books on self-improvement or business improvement.
The other book I’d like to recommend to you is called, “The Leaders Mindset – how to win in the age of disruption,” by Terence Mauri. In this book Terence describes three major leadership mindsets:
- Think Big Mindset (Future Shaper)
- Act Bold Mindset (Risk Taker)
- Learn Fast Mindset (Knowledge Seeker)
He then goes on to describe how to integrate all three of these mindsets in order to be an effective and successful leader. I underlined a lot of this book, and I’ve recommended it to several of my clients. It’s a good, solid book that will help you take a new look at how you lead in your organization. One of the reasons I love this book so much, is that it aligned very strongly with what I have been studying for years about great leaders and great organizations. It was reassuring to read such focused and detailed ideas and descriptions that match so closely with my strongly held beliefs about what makes a real leader. If you are interested in a book that will help you examine the way you think about leadership and the actions you take as a leader, you will definitely enjoy this book.
I have just a little bit of downtime around the Christmas holidays, so I will have a few more books to recommend at the start of the new year. If you have recently read a great business or self-help book, please comment on it here so that my followers and I can pick it up and learn from your recommendations.
I hope you find these books of great value – take good care – John
During a cross-country flight today I read a REALLY good book. I got an advance copy of Anthony Iannarino’s “The Only Sales Guide You’ll Ever Need” and I loved it. If you want to be a good salesperson, no need to read this book… however, if you want to be an awesome salesperson this should be your new sales Bible.
It doesn’t focus on a bunch of tricks or techniques, instead what Anthony does is lay out very specifically exactly what it takes to be a high-level consultative salesperson who is seen as a trusted adviser and has the ability to generate lots of prospects and close big deals. Anthony is one of the top sales trainers in the world and I would consider this among the best sales books I’ve ever read, and I have read hundreds.
Here are a few chapter titles to give you a flavor for what he covers in the book:
Mindset: the beliefs and behaviors of sales success
Self-discipline: the art of “me management”
Persistence: breaking through resistance
Communication: listening and connecting
Accountability: owning the outcomes you sell
Closing: asking for and obtaining commitments
Business acumen: understanding business and creating value
These are only a few of the many key sales topics that Anthony explains in a simple, straightforward and brutally honest way. Believe me, he does not pull any punches. If you really want to be the very best you can be as a salesperson, I highly recommend this book.
The book does not come out until October, but if you pre-order it Anthony is offering several deals.
*** By the way, I do NOT get any money for promoting the book or if you buy a copy – I am simply writing this review because I think it is a super valuable book.
Click HERE to learn more about my new Consultative Sales training course and use promo code 45OFF to get a 45% discount!!
Because I read so many business books, people often ask me how I retain everything I am reading. Here is how I do it…