1. In The Collaborative Sale, Keith M. Eades and Timothy T. Sullivan provide a wake-up call to sellers of all types. Gone are the days when a clever sales pitch or double-talk results in sales success. With a more savvy and educated consumer base, sellers must involve the new buyer, termed Buyer 2.0 by the authors, in the sales process. To survive in a world of global economic uncertainties, sellers must, more than ever, engage and incorporate the customer into the sales process. High-pressure sales must be replaced by high-level knowledge and a positive attitude. Buyers must be seen as equal peers, not as lesser beings that can be cajoled or persuaded.

    http://www.bizsum.com/summaries/collaborative-sale

     
  2. Most people who dream of becoming self-employed desire the freedom and flexibility that comes with not having to work for someone else. While they most likely love what they do and may start out with some solid boundaries for work-life balance, the responsibilities that come with running a growing business can erode that freedom and flexibility. When people put their hearts and souls into building their businesses, it can be a very difficult transition to trust employees to be left alone to do what they have been hired to do. In The Liberated CEO, Scott A. Leonard provides a guide for business owners and CEOs to help them balance work with life.

     
  3. While healthy, communicative relationships are the key to personal and professional success, few people know how to build them. In The Power of Understanding People, Dave Mitchell proposes that the secret to forging long-lasting relationships is the ability to understand and fulfill the intrinsic needs of others. Mitchell demonstrates that people can be understood through their interactive styles. He provides readers a detailed guide to successfully working with each of the four main interactive styles to achieve increased sales, customer satisfaction, and enduring friendships.

     
  4. Being able to read the patterns of human experience and then act on them with compassion is the essence of wisdom. In Lead with Wisdom, Mark Strom explores wisdom as the central tenet of great leadership. He argues that language defines reality because people connect with one another through language, deeper knowledge flows from words woven into stories, and honoring old stories builds the trust that allows leaders to create the new stories that generate lasting change. An organization’s or community’s stories are not invented by a leader and recited in monologue; instead, they arise from the collaborative creation of meaning through conversation.

     
  5. Lead generation is the little-noticed engine behind marketing efforts. The goal of lead generation is to uncover potential customers and develop them into leads that will ultimately result in sales. Many marketing managers use the same one or two lead-generation tactics that they have always used, when they could be using a combination of the best tactics for top results. In The New Rules of Lead Generation, David T. Scott explores the best seven lead-generation tactics, including search engine marketing, social media advertising, display advertising, e-mail marketing, direct mail marketing, cold calling, and trade shows. Scott explains how marketers can strategically apply multiple tactics, test their effectiveness, and reap the greatest number of actionable leads.

     
  6. In The Soft Edge, Rich Karlgaard puts forth a strong argument for the importance of often overlooked values in the business world. The soft edge is comprised of these values, and Karlgaard not only explains their importance in the 21st century workplace but also uses decades of research materials and historical examples to show how these values are wired into the human mind.

     
  7. While increasing numbers of organizations are investing in social media technology, few are successfully using it to create value through mass collaboration. In Harvard Business School Publishing title The Social Organization, social media experts Anthony Bradley and Mark McDonald explain how firms can leverage these tools to innovate and solve problems faster and better than traditional companies. The authors provide frameworks and proven techniques that any manager can apply to rally people around a collective purpose; launch an effective collaborative environment; guide collaboration toward meaningful goals; and adapt internal culture and systems to support collaboration as it evolves and helps the organization outperform the competition.

     
  8. In Build, Borrow, or Buy, INSEAD’s Laurence Capron and Will Mitchell reveal that the more developed an organization’s process is for choosing resource pathways for growth, the more likely it will succeed. The authors provide readers with the Resource Pathways Framework, a roadmap to determining whether the build, borrow, or buy resource pathway for growth is best suited to an organization’s needs. By adhering to the framework, leaders can successfully grow their organizations without wasting time or resources.

     
  9. In Being Global, Ángel Cabrera and Gregory Unruh describe the complexities of being a global business leader today and the competencies needed to succeed. Global leaders share three common characteristics: they have global mindsets that facilitate connecting across boundaries, they are global entrepreneurs inspired to devise new solutions and grasp opportunities, and they are global citizens dedicated to contributing to the communities they reach. They have a natural curiosity about the world and a sincere interest in people who are different from themselves. They also commit themselves to creating value for all parties involved in business transactions rather than trying to exploit some for the benefit of others.Being Global sets out the challenges and opportunities that face the global business leader and offers the tools and guidance needed to develop the leadership skills required for success.

     
  10. China’s current successes in infrastructure development, financial growth international status, and global trade would indicate the country has a very bright future. However, the very entity that has propelled China to this point, the Chinese Communist Party, may well stand in the way of further substantial advancement. The Party has pushed through institutional changes that have resulted in today’s successes, but these changes may have set China on an unsustainable, unstable growth path. In Can China Lead?, Regina M. Abrami, William C. Kirby, and F. Warren McFarlan explore China’s future prospects in light of how the country got to where it is today.