Interesting Reading

"Solution Selling "Michael T Bosworth	Successful selling is at the heart of any business. The IT industry has changed where now customers buy solutions to business needs not technology per se. Successful salesmen are now adopting a more consultative Solutions approach. "Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.'' Jeffrey M. Fisher, Vice President, Symix Computer Systems. Click for Amazon.co.uk
"Crossing the Chasm"Geoffrey Moore	Geoffrey Moore, the leading high-tech guru, throws out old marketing ideas to clear space for the special realities of the high-tech market. Geoffrey Moore makes the case that high-tech products require unique marketing strategies. His chasm theory describes how high-tech products initially sell well, mainly to a technically literate customer base, but then hit a lull as marketing professionals try to reach mainstream buyers. This pattern, says Moore, is unique to the high-tech industry. Click for Amazon.co.uk
"The Sales Operator"Brian J Bieler	Great salesmanship comes from competence. There is no simple formula or tried-and-true method for sales success. The way to stay ahead of the sales game is to become a non-stop learner. This book is a resource how to develop personal confidence and create a winning edge by exploiting individual talents. More than a refresher course in sales, it's up-to-date principles for beginners and old pros alike. Click for Amazon.co.uk
"Customer Centric Selling"Michael T Bosworth	From the author of "Solution Selling", this book explains how companies can "clone" the best salespeople; by replicating their skills. It helps transform sales calls into interactive conversations; position products or services in relation to buyer needs; facilitate a more consistent customer experience; achieve shorter sales cycles; and integrate sales and marketing into a cooperative team. Click for Amazon.co.uk
"The Fall of Advertising & the Rise of PR"Al Ries & Laura Ries.	This book paints a convincing argument that advertising is starting a slow death, while PR is becoming more and more important. It reveals a shift in marketing trends from advertising to publicity, citing the successes of such top brands as the Body Shop, Starbucks, and Wal-Mart while sharing strategies on establishing credibility and implementing a slow PR build. Click for Amazon.co.uk
"Public Relations Kit for Dummies"Eric Yaverbaum	No matter what size your business, publicity affects your image and your profitability. This book is a resource for learning how to produce positive word-of-mouth that gets results for your organization. It discusses how to organize and orchestrate PR from budgets, to coordinating various media, to tying into advertising and marketing campaigns. Including how to promote via the latest technology from the Internet to special events. Click for Amazon.co.uk
"Leadership Master Course"Dale Carnegie	The principles that made "How to Win Friends and Influence People" one of the best-selling books of all time are now updated for a twenty-first century course in leadership- one of today's most elusive of skills. Those who have mastered it gain total control of their lives and learn to make dreams a reality, as they move their careers onto the fast track and enjoy high levels of prestige. This unique audiobook helps listeners gain the respect and admiration of others using the secrets of America's most successful leaders. Click for Amazon.co.uk
"In his own words"Sir John Harvey-Jones	The late Sir John Harvey-Jones was one of Britain's best-known and most respected business leaders. From being Chairman of ICI he shot to fame as the star of the BBC TV series 'Troubleshooter'. In this audio programme he talks in depth about his life and career, and reveals key advice for today's business leaders. Click for Amazon.co.uk
"The IT Value Stack: A Boardroom Guide to IT Leadership"Ade McCormack	Successful IT value realisation is a cloudy subject. This in part contributes to the overall dissatisfaction many organisations have with IT. This book tackles the subject of IT value realisation head on. Most importantly it provides a model to help CIOs and business leaders maximize the return on their IT investment. Click for Amazon.co.uk
"Four Men in a Boat"Tim Foster	Take the best four British rowers, put them in a boat at the Olympics and a gold medal should follow. It was a formula that seemed to work brilliantly four years previously. The British crew, with Steve Redgrave on board going for his fifth successive Olympic title and watched by millions on TV, just held on to record a thrilling win. For all professionals in whatever field it's a master class in achieving elite performance. Click for Amazon.co.uk
Standard Industry Classification codesSIC Codes	SIC or Standard Industry Classification codes were defined by the US Government to categorise different businesses by the vertical sector they reside in. Most good sources of direct mail lists now offer the option of selecting companies based on their SIC code. The secret of targeting using SIC codes is to be selective by sector thus grouping companies in the same industry.

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