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There are a handful of authors whom I suggest business leaders read everything they write: Jim Collins, Pat Lencioni, Malcolm Gladwell, and Steven Berlin Johnson – the latter likely the lesser known of the group.
In fact, it is one of my best-read mentors, Reade Fahs, who first turned me on to Johnson’s work, hammering me for not having read Steven Johnson’s earlier book Emergence: The Connected Lives of Ants, Brains, Cities and Software.
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For a myriad of reasons (economic recovery, increased global competition, or simply tired of sluggish growth), there has been a renewed focus on cranking up the sales side of the business with frequent requests for recommendations on effective sales training and techniques.
So, in the spirit that it takes a “village of gurus” to help a company, I have recommended several books and techniques, which when woven together, will give your firm a comprehensive upgrade to your existing sales approach.
