March 17, 2017

Books to Help You Sell. With Bridget Gleason. #408

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS
[:52] The topic is books! The first is Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind, by Dan Roam. Dan was on Episode 387 of Accelerate! The book tells how to describe ideas using stick figures and shapes.
[3:12] One of Bridget’s clients consults businesses for conflict resolution, by visualizing with Legos. Visualization works!
[5:11] Dan Roam has found that his conversion rate on proposals improved substantially by using drawing, and by involving the prospect in the presentation, to co-create value.
[6:45] Search Inside Yourself: The Unexpected Path to Achieving Success, Happiness (and World Peace), by Chade-Meng Tan, teaches internal conditions for success, and to reduce stress.
[9:36] Everydata: The Misinformation Hidden in the Little Data You Consume Every Day, by John H. Johnson, is about the common misuse of statistics and data. This affects sales metrics. Don’t confuse correlation with causation! John is an upcoming guest!
[12:47] Shoe Dog: A Memoir by the Creator of Nike, by Phil Knight. This reveals the perseverance, courage, and resilience of the founder behind the iconic brand. The rise wasn’t easy!
[14:59] The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, by David Hoffeld, an upcoming guest, summarizing research on the mind, influence, and sales, into a methodology for prospecting.
[17:22] The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever, by Michael Bungay Stanier is about behavior change, through the science of the way habits are formed.
[19:56] How To Sell On LinkedIn: 30 Tips in 30 Days, by
Erik Qualman tells about good selling behaviors on LinkedIn. It is one of the better books on the topic that Andy has read.
[22:04] Historical fiction! Bernard Cornwell has written several series, including the Saxon Tales, starting with The Last Kingdom, in 9th Century England, which sets the stage for the unification of England.