"Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies" by Robert B. Miller and Stephen E. Heiman is a seminal work that introduces a systematic and strategic approach to sales, emphasising thorough research, planning, and a customer-focused methodology. Originally published in the 1980s, the book has become a classic in the field of sales and is widely regarded as a foundational resource for sales professionals seeking to enhance their strategic selling capabilities.
“Bribery Law and Practice” is a comprehensive guide to the laws and practices related to bribery in the UK. The book is authored by Monty Raphael QC, a leading criminal defence barrister with extensive experience in representing clients in high-profile corruption cases. The book is designed to be a practical guide for lawyers, businesses, and individuals dealing with bribery and corruption issues.
Spencer Johnson's "Who Moved My Cheese?" is a short, insightful, and allegorical business fable that offers valuable lessons on dealing with change and adapting to life's challenges. Published in 1998, the book has become a timeless classic in the realm of personal development and change management.
Delegate: Learn How to Let Go with Confidence and Get More Done by Kate Keenan is a practical guide that offers insights and strategies for effective delegation. Recognising that many individuals struggle to delegate tasks due to a fear of losing control or a lack of trust in others, Keenan provides step-by-step advice to overcome these barriers and leverage delegation as a tool for increased productivity and personal growth.
Employee Engagement 2.0: How to Motivate Your Team for High Performance by Kevin Kruse is a comprehensive guide that offers practical strategies for leaders to drive employee engagement and foster a high-performance work culture. Kruse draws from extensive research and interviews with top leaders to provide actionable insights on how to create an environment that motivates employees and maximises their potential.
The Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese is a comprehensive guide that explores the power of asking effective questions in the sales process. Freese argues that questions are the most powerful tool for engaging prospects, uncovering their needs, and ultimately closing deals. Through practical strategies and real-life examples, Freese demonstrates how question-based selling can significantly enhance sales performance.