Jacco Van Der Kooij, Fernando Pizzaro, Dominique Levin, Dan Smith, Winning by Design: The SaaS Sales Method; Sales as a Science
The SaaS sales method is more about science than superstars. Following the process and checking new metrics will enable a sales organization to follow new market demand in SaaS world.
Reid Hoffman, Ben Casnocha, Chris Yeh: The Alliance
The new model of employment must address new reality with new employment contract called The Alliance, where both employee and employer will benefit.
Tim Bottke: Digital Transformation Payday
Digital Transformation Payday. How to assess the value of digital transformation and how to make sure that it will bring value. Author of this book went through an extensive research to provide this answer.
Michael J. Maubossin: The Success Equation; Untangling Skill and Luck in Business, Sports, and Investing
How to deal with luck and skill equation. How to define if outcome is based on skill or luck. A great book to help us raise the fog on this subject.
So dobri prodajalci srečni ali sposobni?
Prodaja - sreča ali sposobnost. So dobri prodajalci srečni ali sposobni in kako to ločiti. In ali je to sploh pomembno. Razmišljanje o 100 milijonskem vprašanju.
Dave McKinsey: Strategic Storytelling; How to Create Persuasive Business Presentation
Preparing a great business presentation must follow some best practices and ground rules. A book about how it is done, based on USPS case from McKinsey, BCG and Accenture.
Amy Webb: The Big Nine
AI technology could change our world. The Big Nine, six US and three China companies are at the forefront of its development now. What will happen in the future.
Kit Yates: Matematika med življenjem in smrtjo; Zakaj je matematika skoraj vse
Razumevanje matematike nam lahko olajša življenje in nam ponudi več možnosti za razumevanje dogajanja okoli nas, predvsem pa nas obvaruje pred manipulacijo 'strokovnjakov', ki radi uporabljajo številke za argumentacijo.
Peter Oliver: Consulting Frameworks
It is easier to approach a problem solving as consultant if you are aware of some standard consulting frameworks you can use. Book provides some of them.
Joost Minnaar, Pim de Morree: Corporate Rebels; Make work more fun
Corporate Rebels is a book about new way of working. On how to bring fun to work and how to change a management view from previous century and make it into progressive one.
Robert Skrob: Retention Point
Selling membership is not easy. Retention is even harder. Get as much of your members to retention point and get them as quick as possible.
Katie King: AI Strategy for Sales and Marketing; Connecting Marketing, Sales and Customer Experience
AI for Sales and Marketing is a book about usage of AI in different use cases and scenarios around all industries from financial, retail, manufacturing and telecommunications.
Vaclav Smil: How the World Really Works
Vaclav Slim is giving us fact based view on How the World Really Works. From realistic view on energy consumption, to food production and sustainability. The future is somewhere between apocalypse and singularity.
Roger Crowley: Conquerors; How Portugal forged the first global empire
Small Portugal becoming a global force due to its strong fleet. The quest for India opened a way for a one of the greatest empire in the world. Exploration and conquest working hand in hand.
Jonah Berger: The Catalyst; How to Change Anyone’s Mind
How to change anyone's mind? The author advice is not to push, but to use the catalyst and REDUCE the roadblocks. And the path to change will be easier.
Vodenje – biti ali delati?
Biti ali delati je lahko tudi dilema funkcija ali moč delovanja. Za katero pot se bo odločil, je odvisno od vodje, toda izbira bo imela veliko vlogo pri njegove razvoju.
The Boston Consulting Group on Strategy
Boston Consulting Group collection of articles in connection with strategy is always a good idea. Not the most recent perspectives but still very valid ones.
Danilo Zatta: The Pricing Model Revolution
New pricing. With the rise of technology, big data, new marketing practice and new ecosystems, the business world is ready for new pricing models based on different criteria than markup. A great book about ten of them.
Paul Strathern: Mendeleyev’s Dream; The Quest for the Elements
The Periodic Table is one of the most known element in our world. But Mendeleyev only finished a discovery that started all the way back in Egipt. A book is a story of this journey.
Rory Sutherland: Alchemy
Alchemy of human behavior is not based on logic. Author is explaining us why marketing works best, when it uses magical and logical elements of human behavior.
Jeanne M. Brett, Tyree D. Mitchell: Searching for Trust in the Global Economy
Different cultures have different approach to estimating trust in business. This is a great book about how four different cultures search for Trust in Global Economy.
Is buying a business application a date with potential happy ending or a honeymoon of the long-term relationship?
Why buying a business application is not a finite decision but an infinite one and why you should set your RFP in this way.
Jon Cruddas: The Dignity of Labour
Dignity of work as the main cause of the New Left is what author is talking about. Showing how Labour in UK had lost its clear purpose, author is calling for renewal of it, based on "the main role that work has in people's identity".
Walter Isaacson: Leonardo Da Vinci; The Biography
Leonardo was one of true genius in human history, Isaacson beautifully captured his genius in this great biography.
Michael E. Raynor: The Strategy Paradox
The Strategy Paradox: strategies with the greatest possibility of success also have the greatest possibility of failure. How to have Strategic Flexibility and accept Requisite Uncertainty.
Petra Škarja: Franc Jager
Franc Jager je ustanovitelj trgovin Jager in uspešen slovenski podjetnik, ki ljubi svoje delo: trgovino in gradbeništvo. Petra Škarja je zapisala njegovo zgodbo.
Philip Tetlock, Dan Gardner: Superforecasting
Is good forecasting a skill that can be learnt a competence with which you are born or simply a factor of luck. Tetlock and Gardner tried to answer that in their Superforcasting.
Russel Ward: High Performance Sales Strategies; Powerful Ways to Win New Business
How to objectively measure sales efficiency is always a challenge in sales management. What you do in the Critical Hour with your prospect counts. This is a book about what to look for when measuring sales capability.
David Meerman Scott: The New Rules of Sales and Service
The New Rules of Sales and Service should be applied in order to address the need for real-time agile social selling and customer service.
Prodaja v Sloveniji
V Sloveniji imamo potencial, potencial se imenuje prodaja in zakaj ga ne bi izkoristili?
Frank V. Cespedes: Sales Management That Works
Sales management in the new realities need to adjust or it will not be efficient. Author gives us a view on people, processes, pricing, partners and productivity as sales management areas to focus on.
Joe Heapy, Oliver King, James Samperi: Customer-driven Transformation
Customer experience design is a must in a digital economy. In order to build a customer-driven transformation of the business you need customer insight and knowledge of design.
Herb Koen: O svemu se može pregovarati; Kako da dobijete ono što želite
Pregovarati možemo o svemu. Glavni elementi su vreme, moć i informacija. Pisac nam da neke savjete kako postati bolji pregovarač.
Graham Yemm: The Sales Book
Graham Yemm's The Sales Book is one of the most structured overviews about what sales and sales management is all about and what do they include and how they can be tackled.
John Warrillow: The Automatic Customer; Creating a Subscription Business in Any Industry
Every business could become subscription business, since subscribers are better than customers. Why? The book explains it.
Marko Jevtić, Milovan Dekić: De-sign think-ing; Kako stvarate proizvode koje ljudi žele
Avtori knjige o dizajn razmišljanju nam žele o ovoj knjigi ponuditi detaljan uvid u to, kako da dobro izvesti ovaj pristup rješavanja kompleksnih izazova kroz korisnički pogled.
Henrik Broman Larsson, Markus Ejenas, Peter Siljerud: Supertrends; Facts and insights to future proof your sales and marketing
Supertrends are changing sales and marketing and if people involved should be successful, they should adjust to supertrends.
Walter A. Friedman: Birth of a Salesman; The Transformation of Selling in America
Selling in America has transformed a lot in the last two centuries and Friedman's book is a great overview about how that happened. From a peddler to a sales science.
Roger Fisher, William Ury, Bruce Patton: Kako doseči dogovor; Umetnost pogajanja
Večina teorije o pogajanjih je izšla iz Hardvarske šole, ki jo predstavljajo avtorji, ki so sodeloval v Harvard Negotiation Project. To je knjiga o Harvardski teoriji pogajanj.
Daniel H. Pink: To Sell is Human
We are all in selling business, when we try to move others to do something. Daniel H. Pink story is about modern selling.
Paola Subacchi: The Cost of Free Money
The global financial order is under big pressure after the decline of Bretton Woods rules and institutions. Can China fill the gap and how will others, especially US react to it.
Paul Leinwand, Mahadeva Matt Mani: Beyond Digital
Leadership is the most important factor of success for a companies in the beyond digital world. If you want to use digital transformation for company transformation, you need to go beyond digital.
Mihaly Csikszentmihalyi: Zanos, Psihologija optimalnega izkustva
Zanos je knjiga o tem, kako ljudje lahko občutijo zadovoljstvo, ne glede na okoliščine, ki jih obdajajo. Napredek v okoliščinah, ki so dovolj izzivalne, je formula za zadovoljstvo.
Paul Hague: The Business Models Handbook
The Business Model Handbook is the structured overview of all important theories that can be used for improving companies business models.
Raphael Amit, Cristoph Zott: Business Model Innovation Strategy
Business model innovation is different than product innovation. But it is business model innovation that could bring enormous value in digital world.
Ken Coleman: The Proximity Principle
The Proximity Principle is about getting closer to your dream/goal and improve your chances to succeed. The Proximity is about people, places and practices.
Dominique Levin, Jacco van der Kooij: The SaaS Sales Method for Customer Success & Account Managers
SaaS sales is different than traditional B2B solution selling. New and important roles in this process are Customer Success & Account Managers.
Robert B. Miller, Stephen E. Heiman, Tad Tuleja: The New Strategic Selling
The New Strategic Selling is classic B2B selling methodology developed by Miller and Heiman and it is an approach that improve reliability of your sales success.
Rober Plomin: Osnovi načrt; Kako nas DNK oblikuje v to, kar smo
Geni so glavna sistematična sila v otrokovem razvoju. DNK je naš osnovni načrt za to kaj lahko dosežemo. Teža je povezana z DNK.
Marshall Wilson Reavis III: Insurance Concepts & Coverage
Author of this book is leading us through Insurance in USA with explanations of main concepts and coverage models for different areas of insurance industry.
Peter F. Drucker: Učinkoviti vodja
Učinkoviti vodja je klasika Petra Druckerja o tem, kako upravljati čas in sprejemati učinkovite odločitve, za doseganje potrebnih rezultatov.
Aaron Ross, Jason Lemkin: From Impossible to Inevitable
Aaron Ross is giving us another (after Predictable revenue) insight into how to build high-growth sales machine, this time with additional views from others.
Boško Praštalo: Mreženje
Knjiga o Mreženju, prva v slovenščini, ne ponuja "magične palčke" za uspeh, da pa veliko idej, kako izboljšati svoje možnosti na tem področju.
Lutkar
Lutkar je knjiga avtorja, ki se ne želi ali ne upa predstaviti, knjiga ki želi služiti kot opis tega kaj je narobe v današnji družbi in kako jo spremeniti na bolje.
Oliver Gassmann, Karolin Frankenberger: The Business Model Navigator
In today's world, you don't change the product or service, you change your business model. With business model navigator and 55 business models list, you can do it easier.
Matt Alder, Mervyn Dinnen: Digital Talent
Digital talent is a book about how to prepare for new future of work, where war for digital talents is maybe the only fight companies will fight.
Stephen K. Reed: Cognitive skills you need for the 21st Century
What does new century demands in terms of cognitive abilities of people. Author address some of the needed cognitive skills for 21st century in his book.
Dr. Eric Berne: Katero igro igraš?
Igre so medprostor med klepetom in intimnostjo. Imamo tri nivoje igralcev. Odrasli, Starš in Otrok. Tansakcijska analiza iger nam lahko da veliko odgovorov.
Prof. Dr. Vujica Lazović, Dr. Tamara Đuričković: Digitalna ekonomija
Kako sagledati tako veliko područje, kakvo je digitalna ekonomija. Ova knjiga je jedan od pokušaja.
Viktor E. Frankl: Kljub vsemu reči življenju da
Kako si osmisliti življenje, ko ti le-to ne ponuja ničesar, razen žviljenja samega. A vendar je človek tisti, ki ima vedno možnost.
Clayton M. Christensen, Karen Dillon, Taddy Hall, David S. Duncan: Competing Against Luck
Innovation is not competing against the luck if you know what is job that innovation is doing for your customers. Christensen knows that.
Red Hastings, Erin Meyer: No Rule Rules; Netflix and the Culture of Reinvention
If you want innovation, you need to let go of control. Talent density, freedom and responsibility, this is how Netflix culture was built.
Alistair Brownlee: Relentless; Secrets of The Sporting Elite
What drives the sporting elite, athletes that can win day in and day out and they keep redefining the borders of human abilities.
Chip Heath and Dan Heath: Switch
Knowledge does not change behavior. To change behavior, you’ve got to direct the Rider, motivate the Elephant, and shape the Path.
Thomas M. Siebel: Digital Transformation; Survive and Thrive in and Era of Mass Extinction
Digital transformation could be extinction level event for a lot of companies in next decades, Tom Siebel is talking about how digital transformation is changing our landscape.
John Doerr: Measure What Matters
OKR stands for Objective and Key Results. If you want to get things done in business you should have Committed and Aspirational Goals and a metrics to measure them.