Doug Fletcher: How to Win Client Business
How to sell consulting business and become a rainmaker
Doug Strycharczyk, Peter Clough, John Perry: Develop mental toughness
Mental toughness as framework with four areas: control, commitment, challenge and confidence. How to recognize it and how to develop it.
The opening is the new closing
Why you don't need negotiations if you do your job in the sales process and you can create a value.
Anthony W. Ulwick: Jobs to be done; Theory to Practice
Jobs to be done theory is about how to use outcome driven innovation process to cover unmeet needs of a customer.
Alexander Osterwalder, Yves Pigneur, Gregory Bernards, Alan Smith: Value Proposition Design
When we think about how to place a product or service on the market, building a value proposition based on customer gains, pains and jobs could be a good starting point.
Zakaj je digitalna transformacija tako težka?
Zakaj je digitalna transformacija tako težka? Ker današnje vodstvo, težko vidi skozi očala prihodnosti, ki so grajena na tehnologiji.
Joan Magretta: What Management Is
Management practices are constantly developing, but on the other hand their main element are stabile for quite some time. This is a book about what they are.
Rutger Bregman: Utopia for Realists
In the Land of Plenty: Universal basic income, Fifteen hour work week, borderless world and global tax; should not be Utopia.
Ralph L. Keeney: Give Yourself a Nudge
Decision quality is not the same as decision outcome. Make value-based decisions and improve your decision opportunities.
Janis Varufakis: Globalni Minotaver
Globalni minotaver je Varufakisev izraz za globalni ekonomski sistem na čelu z ZDA, ki se je pojavil po letu 1971 in je vodil do krize 2008.
Alenka Kepic Mohar: Nevidna moč knjig; Branje in učenje v digitalni dobi
Knjiga v dgiitalni dobi ni več le tisti fizični predmet, ki te lahko ponese v drug svet. Toda ali je digitalna knjiga res knjiga v njenem "posebnem" pomenu?
Sanjay Sharma: Industrial Consultancy; Operational Focus
Industrial consultancy is an approach that can help companies from manufacturing to services improve their operational performance and made them competitive.
A Kingdom for an “ownership competence”…
Why taking ownership is the most important competence for deciding with whom to "tango in the moonlight" in everything.
Darius Lahoutifard: Always be qualifying; MEDDIC
MEDDIC is a sales opportunity qualifying methodology, that helps seller be more efficient in their daily job. Follow the steps to do it right.
Jacco Van der Kooij, Fernando Pizzaro: Blueprints for a SaaS Sales Organization
Selling in traditional solution world is not the same as high velocity, recurring transactions SaaS sales model. If you want to get it right and understand Millennials check the book.
Enamul Haque: The Ultimate Modern Guide to Artificial Intelligence
AI is umbrella concept, Machine learning is a part of it and Deep Learning is promising a bright future. Nice overview about what AI is all about.
Bernard Garrete, Corvey Phelps, Olivier Sibony: Cracked it!
The most important business competence is your ability to solve problems. In Cracked It, you can learn problem solving and how to master that skill.
War on talent
LinkedIn Global Talent Trends 2022 report is giving as a view how we as a companies should find a way to live with The Great Reshuffle.
Kristina Safarova: Succeeding as a Management Consultant
Being a consultant is not a reward, it is a hard and demanding job. You get reward after consulting is done and you get next best job. A great book about what it means to be consultant.
Kris Vos i Tal Raz: Ne pristajte na manje
How to negotiate like your life depends on it. FBI guy Chris Voss knows what he is talking about. Never split the difference.
Alec Ross: The Industries of the Future
The Industries of the Future like genomics, robots, data management and cybersecurity, will be global and digital.
Jace An: 77 building bloks of digital transformation
Digital transformation in the most structured way from Jace An. List of 77 digital capabilities and how to measure them.
Boštjan Videmšek: Plan B
Prihodnost si je potrebno zaslužiti. Knjiga Boštjana Videmška je njegov opis, kako lahko tudi posamezniki ali skupnosti pokažejo pravo pot.
Susan Cain: Tihi; Moč introvertnih ljudi v svetu, ki ne zna molčati
Ocena introvert in ekstravert je nekaj, kar danes ljudje uporabijo hitro. Avtorica pa pokaže, da v tej dvojici ni vse le črno in belo.
Mahan Khalasa, Randy Illig: Let’s get real or let’s not play
No is a good outcome if identified early. Great book about sales methodology and how to build value for a customer.
How to make a career decisions
When you are making a career decision, check three frameworks: YOU, A COMPANY and A MARKET. If you find an intersection, you are on a right path.
Alan Weiss: The Consulting Bible
The consulting business is a very challenging endeavor and Alan Weiss is giving an insight look on how to build a seven digit business.
Justin Michael and Tony Hughes: Tech-Powered Sales
Future of sales is tech-powered sales and with 33% of sales rep gone, SE platform augmented with human insight will be the future.
Yanis Varoufakis, Arthur Brooks, Katrina Vanden Heuvel, David Brooks: Is Capitalism broken?
Four authors, two sides, talking about today's capitalism and his potential for survival. Munk Debates conversation in Toronto about capitalism dilemma.
Carlo M. Cippola: The Basic Laws of Human Stupidity
Human stupidity is about people who causes losses to another persons and not gaining anything for themselves. Cippola writes about that.
Jurgen Martschukat: The Age of Fitness
We live in the age of fitness, concept that supports notion that fit body is a sign of self-regulated, independent individual.
Fred Geyer, Joerg Niessing: The Definitive Guide to B2B Digital Transformation
Every B2B company will soon face the same challenge as B2C companies, they will need to raise their digital game. The book is about how to do that.
Rick Stollmeyer: Building a Wellness Business That Lasts
How to build a successful Wellness business that will last described by Rick Stollmeyer from Mindbody. 1.9 billion reasons to listen to him.
Milan Zarić: Fitnes preduzetnik
Kako uči u fitnes industriju i postaviti fitnes klub, koji če se održati dulje od jedne sezone.
Ethan M. Raisel: The McKinsey Way
Solving the problems like the best company in the world - the insight view from McKinsey.
Džefri Gitomer: Mala crvena knjiga prodaje
Mala crvena knjiga prodaje je skupaj ideja i pogleda, koje je Džefri Gitomer skupio u svojoj karijeri, koje mogu pomoči svakom prodavcu.
Sunil Gupta: Driving Digital Strategy
Driving digital strategy is about your business model, your value chain, your customers and your organization. Digital transition is never easy.
Norberto Bobbio: Desnica in Levica
V časih, ko se besedi enakost za vse in svoboda odločanja velikokrat uporabljata, je razmišljanje o delitvi desnica in levica, lahko spet aktualno.
Benedict Carey: Kako se učimo
Zakaj naš učni sistem ne deluje? Avtor v svoji knjigi opisuje elemente, ki nam pomagajo pri učenju, spominu in razumevanju. In ti niso elementi, ki jih podpira naša šola.
Morgan Housel: The Psychology of Money
Psychology of money. How to manage you investment time horizont. How to distinguish wealth and rich. It is all about compounding.
Brad Stone: Amazon Unbound
A book from Brad Stone about Amazon took over of modern business and his CEO moving from business superstar into public person of interest.
Stephan Kaiser, Max Josef Ringlstetter: Strategic Management of Professional Service Firms
This book is a great overview of what counts in management of Professional services companies. From how to manage people to how to manage business.
Harley Manning, Kerry Bodine: Outside in; The Power of Putting Customers at the Center of your Business
How to build sustainable practices to maximize Customer experience. This book is all about that.
Adam Grant: Think again
Rethinking is a book from Adam Grant about how we should base our identity not on opinions but on values and we should rethink more.
Daron Acemoglu, James A. Robinson: Ožina svoboščin; Ravnotežje moči med državo in družbo
V današnjih časih kot poteka boj med družbo in državo na vseh koncih je Ožina svoboščin kazalo kako je ta boj lahko uspešen.
Eisha Tierney Armstrong: Productize
Productize services. If professional services companies want to move from customized services to product sales, this is a book for them.
Mike Walsh: The Algorithmic Leader; How to Be Smart When Machines Are Smarter Than You
The Algorithmic Leader is new bread of leaders that can lead in the times of uncertainty and can use new approach to problem solving and decision making.
Shosana Zuboff: The Age of Surveillance Capitalism
Surveillance capitalism is potential development of our society if development of technology is not regulated. Good book from good author.
Thomas Piketty: Ekonomija neenakosti
Piketty-jev uvod ali zaključek Kapitala v 21. stoletju je poskus osvetlitve neenakosti v svetu preko analize dohodkov iz kapitala in dela in potencialnih modelov redistribucije.
Arun Arora, Peter Dahlstrom, Klemens Hjartar, Florian Wunderlich: Fast Times; How Digital Winners Set Directions, Learn and Adapt
Success requires the ambidexterity to be both fast and slow — and knowing when to be which. Running in the wrong direction is worse than standing still. Since a digital transformation is so complex, it’s also important to take some time to determine what you want your operating model to be — essentially, how it’s... Read More
Mark Petruzzi, Paul Melchiorre: Selling the Cloud
All great salespeople consciously develop five qualities that all begin with the letter “C”. Curiosity Creativity Credibility Communication Courage Passion and Mindset Rather than being associated with disingenuous tactics, sales is increasingly associated with drive, determination and high emotional intelligence levels. Success in sales requires a certain level of natural inclination, resilience and — perhaps... Read More
Martin Kihn, Cristopher B. O’Hara: Customer Data Platform
Evolution of CDP – Customer data platform Conversion rates on e-commerce websites rise an average 15 – 20 % and engagement rates rise 30 % after implementing better personalization. Personalized emails have at least a 6 % higher open rate. Defining concepts like “personalization” and “1:1” is not as easy as it seems. But it... Read More
Tim Champman, Lynn Pickford, Tony Smith: Coaching winning sales teams
Coaching introduced Great sales coaching positively impacts individual, team and organizational performance. Coaching is a two-way street and both parties need to believe in the merits and be open to the process. A professional generally goes through the journey of study, practice, learning, graduation and from then on into work. From then onwards, a professional... Read More
Kurjenje vžigalic – kaj imajo skupnega kolesarstvo, posel in jutrišnji jaz?
Pristranskost akcije Prebiranje knjige Amazon Unbound, ki jo je spisal Brad Stone, ob bučanju valov morja na hrvaški obali in misel se utrne. Kako poskrbeti, da ohranimo dobre zaposlene, da tečejo maratone in ne sprinte. Knjiga poskuša balansirati Bezosov model managementa, ki je dobro poznan skozi 14 Amazonovih načel vodenja (kdor jih ne pozna si... Read More
Katie Mack: Konec vsega (Gledano astrofizikalno)
Eshatolgija je izraz za proučevanje poslednjih reči oziroma konca vsega. Večinoma ga najdemo v religijah, ker jim omogoča, da svoj nauk postavijo v širši okvir. Morebitne prihodnosti našega kozmosa so zarisane, izračunane in statistično razvrščene po verjetnosti na podlagi najboljših razpoložljivih podatkov. Pravijo, da se astronavti iz vesolja vrnejo s spremenjenim pogledom na svet. Temu... Read More
Seth Earley: The AI-Powered Enterprise
What AI can and can’t do Ontology meaning used in this book is a set of concepts and categories in a subject area or domain that shows their properties and the relations between them. There is no AI without IA, where IA is information architecture – another term for ontology. The book describes a bottom-up,... Read More
Matt Ridley: Kako inovacije spreminjajo svet
Inovacije spreminjajo Inovacije so tako kot evolucija proces nenehnega odkrivanja novih načinov preurejanja sveta v oblike, ki ne bi mogle nastati naključno – in ki se izkažejo za koristne. Rezultati tega procesa so nasprotje entropije. Inovacija je veliko več od izuma, kajti inovacija vključuje razvoj izuma do točke, ko se uveljavi, ko se »prime«, ker... Read More
Philip Squire: Transformed Selling; Develop the sales values which deliver competitive advantage
Sales is a profession worth investing a lifetime in. Sales is a link between strategy and frontline execution. Transformation requires a complete mindset change. In 1879 a first book about selling was issued – How ‘Tis Done. In 1966 Knowledge Era starts. In 1970s CRM starts. History of sales Globalization could be sources to the... Read More
Lewis Dartnell: Izvori
Zakaj je svet takšen, kakršen je? Vsaka kultura je razvila svojo lastno zgodbo o izvoru vse od »sanjskega časa« avstralskih aboridžinov pa do zulujskega mita o stvarjenju. Stvarjenje Človeška veja evolucijskega drevesa, imenovana homini, je del širše živalske skupine primatov. Vse velike spremembe v evoluciji homininov so se dogajale v Vzhodni Afriki. Ta predel sveta... Read More
David Perry: Game of Sales; Lessons Learned Working at Adobe, Amazon, Google and IBM
Sales as profession I soon realized that companies of all types and sizes in all industries are on the sales table. It’s a profession that provides ultimate marketability. A career in sales means much more than having a highly marketable skillset. It also means that you’re going to have access to some of the most... Read More
Bill Schmarzo: The Economics of Data, Analytics and Digital transformation
Digital transformation Improving decisions in a world of constant change will only happen if we create a culture of continuous exploring, learning and adapting. Only when the learnings gleaned from detailed data can be quickly codified, disseminated and assimilated will we drive more accurate and more relevant policy and operational decisions. But data without analytics... Read More
David Epstein: Razpon
Specializacija ali generalizem Nešteto je del o specialnem razvoji, ki kažejo, da namenjajo elitni športniki znotraj vadbenega tedna tehnično zahtevni, usmerjeni vadbi več časa kot športniki, ki dosežejo svoj plafon na nižji ravni. Usmerjena vadba je danes popularna tudi zaradi pravila deset tisoč ur do perfekcije. Teženje k zgodnjemu in ozkemu osredotočenju je opazno tudi... Read More
Scott Galloway: Post Corona
What we experience is change, not time. Aristotle observed that time does not exist without change, because what we call time is simply our measurement of the difference between “before” and “after”. The pandemic’s primary effect has been to accelerate dynamics already present in society. Many of the trends the pandemic accelerates are negative and... Read More
Pripravljeni!
Scott Galloway v svoji novi knjigi Post Corona, začne razmišljanje o današnjem času z mislijo, da to kar doživljamo ni čas, temveč spremembe. Galloway opozori na Aristotelovo idejo o tem, da čas ne obstaja neodvisno od spremembe. To kar imenujemo čas je le naša ocena spremembe med tistim, kar je bilo prej in tem, kar... Read More
Marvin Minsky: The Emotion Machine
Whenever our usual way to think fail, we can start to think about our own thoughts and this is reflective thinking, that can help us develop new way of thinking. A typical brain contains a great many parts that we’ll call resources. We will try to describe mental activities like anger, love or embarrassment as... Read More
Marc Benioff, Carlye Adler: Behind the Cloud
SaaS model By igniting the SaaS industry and then offering its Platform-as-a-Service, salesforce.com has spawned an ecosystem of countless new companies. It has offered large companies (such as Dell) and smaller companies just starting out valuable insights on how to innovate and succeed in the future. Many of my colleagues were leaving Oracle to lead... Read More