NEW BOOK
“Killing the Sale: The 10 Fatal Mistakes Salespeople Make and How to Avoid Them,” by Todd Duncan, Thomas Nelson Publishers, $22.99.
What you’ll learn: In the work world, everybody sells. Some sell to external customers, but most sell to internal customers like the boss or other departments. Regardless of your customer, it helps to learn what not to do to avoid self-set, sale-killing traps.
Posing–playing a salesperson by improvising a pitch that really needs to be a thoughtful, step-by-step process–is one of the 10 fatal mistakes outlined in this book that applies directly to killing the internal sale.
–Jim Pawlak, BizBooks
NEW BOOK
“The Myth of Leadership: Creating Leaderless Organizations,” by Jeffrey Nielsen, Davies-Black Publishing, $24.95.
What you’ll learn: Peer-based thinking and decision-making organizations are more effective than rank-based, bureaucratic firms. Why? Those closest to the work make better decisions faster. Peer-based organizations share knowledge. They are more open to change and, therefore, more creative. The self-directed teams of peer-based firms are rooted in collaboration and cooperation.
A peer-based organization still requires an effective management team to manage staff input and make decisions and resource allocation based upon that input. Its four key functions: set the general direction of the firm, act as consultants, ensure the right questions are asked and set the context for success.
–Jim Pawlak, BizBooks
