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strategy

20 books

Traction: How Any Start-Up Can Achieve

Explosive Customer Growth

Authors: Gabriel Weinberg & Justin Mares    

240 pages      

published: 2015

Amazon Bestseller Ranking:

#28 Marketing For Small Businesses (Books)

#34 in Starting A Business

#40 in Small Business

Gabriel Weinberg and Justin Mares highlight the reason most startups fail — not lack of product, but lack of customers. With simple language and actionable advice, the authors provide solutions. They've written one of the best strategy books for gaining traction.As the title suggests, this book provides strategies for finding more customers and a great list of business hacks for your business. It covers all of the available marketing channels, both traditional and digital, as well as how to choose the right channels for your business.hacktheentrepreneur.com

In Traction, serial entrepreneurs Gabriel Weinberg and Justin Mares give startups the tools for generating explosive customer growth 'Anyone trying to break through to new customers can use this smart, ambitious book' Eric Ries, author of The Lean Startup Most startups don't fail because they can't build a product. Most startups fail because they can't get traction. Building a successful company is hard. Smart entrepreneurs know that the key to 

success isn't the originality of your offering, the brilliance of your team, or how much money you raise. It's how consistently you can grow and acquire new customers. Traction will teach you the nineteen channels you can use to build a customer base, and offers a three-step framework to figure out which ones will work best for your business. No matter how you apply them, the lessons and examples in Traction will help you create and sustain the growth your business desperately needs. 'Here is the inside scoop, the latest, most specific tactics from the red-hot centre of the Internet marketing universe. From someone who has done it. Twice' Seth Godin, author of Linchpin. amazon.com

In Traction, serial entrepreneurs Gabriel Weinberg and Justin Mares give startups the tools for generating explosive customer growth'Anyone trying to break through to new customers can use this smart, ambitious book'Eric Ries, author of The Lean StartupMost startups don't fail because they can't build a product. ... Google Books

Most startups end in failure. Almost every failed startup has a product. What failed startups don't have are enough customers.Founders and employees fail to spend time thinking about (and working on) traction in the same way they work on building a product. This shortsighted approach has startups trying random tactics - some ads, a blog post or two - in an unstructured way that's guaranteed to fail. This book changes that. Traction Book provides startup founders and employees with the framework successful companies have used to get traction. It allows you to think about which marketing channels make sense for you, given your industry and company stage. This framework has been used by founders like Jimmy Wales (Wikipedia), Alexis Ohanian (Reddit), Paul English (Kayak.com), and Alex Pachikov (Evernote) to build some of the biggest companies and organizations in the world. We interviewed each of the above founders - along with 35+ others - and pulled out the repeatable tactics and strategies they used to get traction. We then cover every possible marketing channel you can use to get traction, and show you which channels will be your key to growth. This book shows you how to grow at a time when getting traction is more important than ever. Below are the channels we cover in the book:
Viral Marketing , Public Relations (PR) , Unconventional PR , Search Engine Marketing (SEM) , Social and Display Ads . Offline Ads , Search Engine Optimization (SEO) , Content Marketing , Email Marketing , Engineering as Marketing , Target Market Blogs , Business Development (BD) , Sales , Affiliate Programs , Existing Platforms , Trade Shows , Offline Events , Speaking Engagements , Community Building
This book draws on interviews with the following individuals: 
Jimmy Wales, Co-founder of Wikipedia , Alexis Ohanian, Co-founder of reddit , Eric Ries, Author of The Lean Startup , Rand Fishkin, Founder of SEOmoz , Noah Kagan, Founder of AppSumo , Patrick McKenzie, CEO of Bingo Card Creator, Sam Yagan, Co-founder of OkCupid , Andrew Chen, Investor at 500 Startups , Justin Kan, Founder of Justin.tv , Mark Cramer, CEO of SurfCanyon , Colin Nederkoorn, CEO of Customer.io 
Jason Cohen, Founder of WP Engine , Chris Fralic, Partner at First Round , Paul English, CEO of Kayak.com , Rob Walling, Founder of MicroConf , Brian Riley, Co-founder of SlidePad , Steve Welch, Co-founder of DreamIt,   Jason Kincaid, Blogger at TechCrunch , Nikhil Sethi, Founder of Adaptly , Rick Perreault, CEO of Unbounce , Alex Pachikov, Co-founder of Evernote , David Skok, Partner at Matrix , Ashish Kundra, CEO of myZamana , David Hauser, Founder of Grasshopper 
Matt Monahan, CEO of Inflection , Jeff Atwood, Co-founder of Discourse , Dan Martell, CEO of Clarity.fm , Chris McCann, Founder of StartupDigest , Ryan Holiday, Exec at American Apparel , Todd Vollmer, Enterprise Sales Veteran , Sandi MacPherson, Founder of Quibb , Andrew Warner, Founder of Mixergy , Sean Murphy, Founder of SKMurphy , Satish Dharmaraj, Partner at Redpoint , Garry Tan, Partner at Y Combinator , Steve Barsh, CEO of Packlate , Michael Bodekaer, Co-founder of Smart Launch , Zack Linford, Founder of Optimozo 

goodreads.com

This should be in every startup's library. I'm a young entrepreneur/designer very involved in the startup community where I'm at, with experience going through accelerators, working with startup companies, partnered in a couple myself, so I've seen the landscape and where the challenges are. This book is so helpful at just cutting right to one of the core challenges in starting a company - growth. It delivers on exactly what it says - defining how you can get traction. It almost seems simple after reading this book. The amount of clarity and actionable guidance in this book is incredible. Very motivating to me, especially being in a couple startups. One of the great things about it is their whole approach to this challenge - there's no one-size-fits-all solution to this problem. The framework outlined in the book really helps you figure out what the right traction channel is for YOU. It's really a moving target and I've never seen it more clearly defined than in this book. The amount of research and interviews is impressive. I highly recommend it and would say every accelerator, university, startup needs to have this book in their library and reference it often. Nolawill on amazon.com

Built To Last: Successful Habits Of Visionary Companies

Author: Jim Collins & Jerry I. Porras

368 pages

published:2004

Amazon Bestseller Ranking:

#2 in Sustainable Business Development

#5 in Total Quality Management (Books)

#6 in Environmental Economics (Books)

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Built to Last is an impeccably researched business book that is bound to open your mind to new astounding ideas about companies. By comparing visionary companies, Collins and Porras portray that the same ideas won't guarantee you success unless you possess specific characteristics. The astounding yet scary part is that there is no right or wrong – all that matters is your purpose, passion, vision, and values.

Built to Last is full of detailed examples that are meticulously organized to form a framework of real-world concepts. This book serves as a blueprint that can be easily applied by entrepreneurs and managers.

This is one of the best leadership books you can read to help you accelerate towards your dreams. hacktheentrepreneur.com

Fundamentally altering the way executives think about long-term success, Built to Last has become a bible among CEOs and managers at prestigious corporations the world over. Using examples from such 

companies as Wal-Mart, 3M, P&G, and Johnson & Johnson, two professors at the Stanford Graduate School of Business conclude that vision is endemic to anorganization's success. Comparisons with a list of also-rans-Pfizer, Ames, Norton, Colgate, Bristol Meyers, and Zenith-helped the authors to prove their central idea: visionary companies can stimulate progress while preserving their core businesses; they can sustain a sense of cultism, create BHAGs (big, hairy, audacious goals), and use unplanned progress to be successful year after year. aThis new edition features an introduction by the authors, describing what they've learned since the original publication about how their findings apply to international settings, nonprofits, corporations in need of transformation, and making predictions for the future. amazon.com

This is a Summary of Jim Collins and Jerry Porras' Built To Last: Successful Habits of Visionary Companies

Drawing upon a six-year research project at the Stanford University Graduate School of Business, James C. Collins and Jerry I. Porras took eighteen truly exceptional and long-lasting companies and studied each in direct comparison to one of its top competitors. They examined the companies from their very beginnings to the present day -- as start-ups, as midsize companies, and as large corporations. Throughout, the authors asked: "What makes the truly exceptional companies different from the comparison companies and what were the common practices these enduringly great companies followed throughout their history?"

Organized into a coherent framework of practical concepts that can be applied by managers and entrepreneurs at all levels, Built to Last provides a master blueprint for building organizations that will prosper long into the 21st century and beyond.

Available in a variety of formats, this summary is aimed for those who want to capture the gist of the book but don't have the current time to devour all 368 pages. You get the main summary along with all of the benefits and lessons the actual book has to offer. This summary is not intended to be used without reference to the original book. kobo.com

The Built to Last companies

The list of visionary companies was determined based on the results of a survey of 1,000 CEOs. The authors ensured representation across all industries and various sized organizations by sampling from Fortune 500 industrial companies, Fortune 500 service companies, Inc. 500 private companies and Inc. 100 public companies. The survey yielded a 23% response rate with 3.2 companies listed per response. An important caveat the authors express is the fact that through their research, they can claim a correlation, not a causal link between their findings and the success of companies.The list of eighteen companies identified as visionary (each had a supposedly lesser comparison company, in parentheses here, 3e p.3): 

  1. 3M; (Norton Abrasives)

  2. American Express; (Wells Fargo)

  3. Boeing; (McDonnell Douglas)

  4. Citicorp (now Citigroup); (Chase Manhattan now Chase Bank))

  5. Disney; (Columbia Pictures)

  6. Ford; (General Motors)

  7. General Electric; (Westinghouse)

  8. Hewlett Packard; (Texas Instruments)

  9. IBM; (Burroughs Corporation)

  10. Johnson & Johnson; (Bristol-Myers Squibb)

  11. Marriott; (Howard Johnson's)

  12. Merck; (Pfizer)

  13. Motorola; (Zenith Electronics)

  14. Nordstrom; (Melville Corporation)

  15. Philip Morris (now Altria); (RJR Nabisco)

  16. Procter & Gamble; (Colgate-Palmolive)

  17. Sony; (Kenwood Corporation)

  18. Wal-Mart; (Ames)

These companies have taken leadership roles in their industries, offering innovative products and services and consistently outsmarting rivals. What made the research particularly useful and interesting is that Collins and Porras compared and contrasted these visionary companies with a control set of rivals. For instance, Boeing was compared and contrasted with Douglas Aircraft, Marriott was compared and contrasted with Howard Johnson's, and Merck was compared and contrasted with Pfizer. The findings are based on what the visionary companies do that is different than close competitors who have achieved a high level of success, but not to the extent of the visionary companies. From 1926 through 1990 the comparison companies outperformed the general stock market by 2 times whereas the visionary companies outperformed the market by 15 times. Wikipedia

"This is not a book about charismatic visionary leaders. It is not about visionary product concepts or visionary products or visionary market insights. Nor is it about just having a corporate vision. This is a book about something far more important, enduring, and substantial. This is a book about visionary companies." So write Jim Collins and Jerry Porras in this groundbreaking book that shatters myths, provides new insights, and gives practical guidance to those who would like to build landmark companies that stand the test of time.Drawing upon a six-year research project at the Stanford University Graduate School of Business, Collins and Porras took eighteen truly exceptional and long-lasting companies -- they have an average age of nearly one hundred years and have outperformed the general stock market by a factor of fifteen since 1926 -- and studied each company in direct comparison to one of its top competitors. They examined the companies from their very beginnings to the present day -- as start-ups, as midsize companies, and as large corporations. Throughout, the authors asked: "What makes the truly exceptional companies different from other companies?"
What separates General Electric, 3M, Merck, Wal-Mart, Hewlett-Packard, Walt Disney, and Philip Morris from their rivals? How, for example, did Procter & Gamble, which began life substantially behind rival Colgate, eventually prevail as the premier institution in its industry? How was Motorola able to move from a humble battery repair business into integrated circuits and cellular communications, while Zenith never became dominant in anything other than TVs? How did Boeing unseat McDonnell Douglas as the world's best commercial aircraft company -- what did Boeing have that McDonnell Douglas lacked? By answering such questions, Collins and Porras go beyond the incessant barrage of management buzzwords and fads of the day to discover timeless qualities that have consistently distinguished out-standing companies. They also provide inspiration to all executives and entrepreneurs by destroying the false but widely accepted idea that only charismatic visionary leaders can build visionary companies.Filled with hundreds of specific examples and organized into a coherent framework of practical concepts that can be applied by managers and entrepreneurs at all levels, Built to Last provides a master blueprint for building organizations that will prosper long into the twenty-first century and beyond. goodreads.com

#1 International Bestseller

2 million  copies sold worldwide

Good To Great:Why some Companies Make The Leap...

And Others Don't

Author: Jim Collins

300 pages

published 2005

Amazon Bestseller Ranking:

#1 in Strategic Business Planning

#2 in Business Operations Research (Books)

#5 in Company Business Profiles (Books)

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To find the keys to greatness, Collins's 21-person research team read and coded 6,000 articles, generated more than 2,000 pages of interview transcripts and created 384 megabytes of computer data in a five-year project. The findings will surprise many readers and, quite frankly, upset others.
The Challenge
Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the very beginning. But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness? 
The Study
For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and convert long-term mediocrity or worse into long-term superiority? And if so, what are the universal distinguishing characteristics that cause a company to go from good to great?

The Standards

Using tough benchmarks, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies generated cumulative stock returns that beat the general stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world's greatest companies, including Coca-Cola, Intel, General Electric, and Merck. 

The Comparisons

The research team contrasted the good-to-great companies with a carefully selected set of comparison companies that failed to make the leap from good to great. What was different? Why did one set of companies become truly great performers while the other set remained only good? 

The Findings

The findings of the Good to Great study will surprise many readers and shed light on virtually every area of management strategy and practice. The findings include:

Level 5 Leaders: The research team was shocked to discover the type of leadership required to achieve greatness.The Hedgehog Concept (Simplicity within the Three Circles): To go from good to great requires transcending the curse of competence.

A Culture of Discipline: When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results. Technology Accelerators: Good-to-great companies think differently about the role of technology.

The Flywheel and the Doom Loop: Those who launch radical change programs and wrenching restructurings will almost certainly fail to make the leap goodreads.com

#1 International Bestseller

Over 1 million copies sold worldwide!

The Personal MBA: Master The Art Of Business

Author: Josh Kaufman

446 pages

published: 2012

Bestseller Ranking:

#1 in Business Training on Amazon

#1 IN Study Guides & TestPreparation

#1 in Business Management on Amazon

#3 in Business zschool Guides (Books)

#4 in Graduate School Guides (Books)

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Master the fundamentals, hone your business instincts, and save a fortune in tuition.he consensus is clear: MBA programs are a waste of time and money. Even the elite schools offer outdated assembly-line educations about profit-and-loss statements and PowerPoint presentations. After two years poring over sanitized case studies, students are shuffled off into middle management to find out how business really works.Josh Kaufman has made a business out of distilling the core principles of business and delivering them quickly and concisely to people at all stages of their careers. His blog has introduced hundreds of thousands of readers to the best business books and most powerful business concepts of all time. In The Personal MBA, he shares the essentials of sales, marketing, negotiation, strategy, and much more.

True leaders aren't made by business schools-they make themselves, and in one week you will learn the principles it takes most people a lifetime to master.  amazon.com out the knowledge, skills, and 

experiences they need to succeed. Read this book and in one week you will learn the principles it takes most people a lifetime to master.  amazon.com

A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work. thepersonalmba.com

Getting an MBA is an expensive choice-one almost impossible to justify regardless of the state of the economy. Even the elite schools like Harvard and Wharton offer outdated, assembly-line programs that teach you more about PowerPoint presentations and unnecessary financial models than what it takes to run a real business. You can get better results (and save hundreds of thousands of dollars) by skipping business school altogether. Josh Kaufman founded PersonalMBA.com as an alternative to the business school boondoggle. His blog has introduced hundreds of thousands of readers to the best business books and most powerful business concepts of all time. Now, he shares the essentials of entrepreneurship, marketing, sales, negotiation, operations, productivity, systems design, and much more, in one comprehensive volume. The Personal MBA distills the most valuable business lessons into simple, memorable mental models that can be applied to real-world challenges. The Personal MBA explains concepts such as: 

  • The Iron Law of the Market: Why every business is limited by the size and quality of the market it attempts to serve-and how to find large, hungry markets. 

  • The 12 Forms of Value: Products and services are only two of the twelve ways you can create value for your customers. 

  • The Pricing Uncertainty Principle: All prices are malleable. Raising your prices is the best way to dramatically increase profitability - if you know how to support the price you're asking. 

  • 4 Methods to Increase Revenue: There are only four ways a business can bring in more money. Do you know what they are? 

True leaders aren't made by business schools - they make themselves, seeking out the knowledge, skills, and experience they need to succeed. Read this book and you will learn the principles it takes most business professionals a lifetime of trial and error to master.   amazon.com

This book’s title is perfect in the sense that it’s a great mixture of truth and marketing. Obviously the book is not comparable with an MBA…….. but somehow in a way it is. That statement, however, gives more of an incite into top business schools than the book itself.

Josh Kaufman, the author starts off by explaining something that most entrepreneurial people know to be true, that you do NOT need to attend business school to learn how to do, or build a successful business. Business has quite a few very important ideas and principles, learn these and partner them with common sense then you’re good to at least go and start making a name for yourself. As entrepreneurs, we also know that business schools (and universities in general) are stale, old institutions that don’t provide the value that the claim to.Attending one of the top three Business schools will leave you in around $150,000 worth of debt, but also according to this financial times article, you’ll also lose $100,000 due to loss of salary or opportunity costs. The reason for this ridiculous price tag is simple, all the top companies hire out of the top business schools. Therefore, it’s an investment, put in some time and $150k, recieve a very good paying job for many years, sounds great right?But what if you don’t want the debt, or the job, or the outdated education? The alternative, which most entrepreneurs understand, is to go out, create a business, learn on the job and spend a ton of time consuming knowledge. The reason this book has done so well is due to two things, it’s overall comprehension of modern business and the fact that Josh already had a massive audience through his website, that had given value to over 1.6 million unique visitors.In the author’s words “The Personal MBA is an introductory business primer. Its purpose is to give you a clear, comprehensive overview of the most important concepts in as little time as possible”. Josh’s background was a fortunate one, he was able to participate in the Carl H. Lindner Honors-PLUS program, which was essentially an MBA at the undergraduate level, so he received the education, but not the crippling debt due to it being generously funded via scholarships. Afterwards, he landed a job and worked at the fortune 500 company Procter & Gamble for a few years. Josh had always been a avid reader and could consume and distill large amounts of info. He started a blog with key concepts of business based off of the books he read. Seth Godin gave his blog a shout out and the rest they say, is history.The book covers a huge array of different concepts, topics and key terms. It does not, however, gone into a huge amount of detail, but that’s not what the book was designed for. The concepts are clear, based in common sense, extremely practical but also very specific. If you want to read more into each subheading, the author has a link to the specific content and for a large portion of the book, he gives further reading book recommendations.

Overall this book is hugely valuable to anyone who wants to brush up on any weaknesses, strengthen their business knowledge and key concepts and for those who want to branch out to learn new skills. This is book you can easily navigate and jump in and out of because of the way it is divided up. This book should be in arms length of any entrepreneur, small business owner or manager.I hope you have found this review interesting and useful. Let us know in the comments below whether you would like to read the whole book.medium.com

The Hard Thing About Hard Things: Building A Business Where

There Are No Easy Answers

Author: Ben Horowitz

304 pages

published: 2014

Amazon Bestseller Ranking:

#7 in Venture Capital (Books)

#10 in New Business Enterprises (Books)

#30 in Business Decision Making

Ben Horowitz, cofounder of Andreessen Horowitz and one of Silicon Valley's most respected and experienced entrepreneurs, offers essential advice on building and running a startup—practical wisdom for managing the toughest problems business school doesn’t cover, based on his popular ben’s blog.While many people talk about how great it is to start a business, very few are honest about how difficult it is to run one. Ben Horowitz analyzes the problems that confront leaders every day, sharing the insights he’s gained developing, managing, selling, buying, investing in, and supervising technology companies. A lifelong rap fanatic, he amplifies business lessons with lyrics from his favorite songs, telling it straight about everything from firing friends to poaching, cultivating and sustaining a CEO mentality to knowing the right time to cash in.

Filled with his trademark humor and straight talk, The Hard Thing About Hard Things is invaluable for veteran entrepreneurs as well as those aspiring to their own new ventures, drawing from Horowitz's personal and often humbling experiences.

A lot of people talk about how great it is to start a business, but only Ben Horowitz is brutally honest about how hard it is to run one.In The Hard Thing About Hard Things, Ben Horowitz, cofounder of Andreessen Horowitz and one of Silicon Valley's most respected and experienced entrepreneurs, draws on his own story of founding, running, selling, buying, managing, and investing in technology companies to offer essential advice and practical wisdom for navigating the toughest problems business schools don't cover. His blog has garnered a devoted following of millions of readers who have come to rely on him to help them run their businesses. A lifelong rap fan, Horowitz amplifies business lessons with lyrics from his favorite songs and tells it straight about everything from firing friends to poaching competitors, from cultivating and sustaining a CEO mentality to knowing the right time to cash in.His advice is grounded in anecdotes from his own hard-earned rise—from cofounding the early cloud service provider Loudcloud to building the phenomenally successful Andreessen Horowitz venture capital firm, both with fellow tech superstar Marc Andreessen (inventor of Mosaic, the Internet's first popular Web browser). This is no polished victory lap; he analyzes issues with no easy answers through his trials, including demoting (or firing) a loyal friend;
whether you should incorporate titles and promotions, and how to handle them;
if it's OK to hire people from your friend's company;
how to manage your own psychology, while the whole company is relying on you;
what to do when smart people are bad employees;
why Andreessen Horowitz prefers founder CEOs, and how to become one;
whether you should sell your company, and how to do it.
Filled with Horowitz's trademark humor and straight talk, and drawing from his personal and often humbling experiences, The Hard Thing About Hard Things is invaluable for veteran entrepreneurs as well as those aspiring to their own new ventures.  goodreads.com

No B.S. Direct Marketing: The Ultimate No Holds Barred Kick Butt Take No Prisoners Direct Marketing For Non-Direct Marketing Businesses

Author: Dan Kennedy

240 pages

published: 2018

Amazon Bestseller Ranking:

#39 in Antique & Collectible Advertising (Books)

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Dan Kennedy is a serial entrepreneur, who has built multiple businesses through direct response marketing. In this book, he reveals the secrets he used to create mail-order, infomercial, and direct mail sales campaigns, and shows you how to apply them to any business.Kennedy has written the best small business books to help entrepreneurs take control of their sales process. As he says in the title, Kennedy teaches the principles of bold marketing, directly to customers – that's how to create and sell online courses. These fundamentals can be applied in any medium — making this a timeless must-read for marketing professionals and entrepreneurs alike.

hacktheentrepreneur.com

Dan S. Kennedy dares marketers to dramatically simplify their marketing, refocusing on what works. Updated to address the newest media and marketing methods, this marketing masterplan delivers a short list of radically different, little-known, profit-proven direct mail strategies for ANY business. Strategies are illustrated by case history 

examples from an elite team of consultants―all phenomenally successful at borrowing direct marketing strategies from the world of online sales, infomercials, etc., to use in ’ordinary’ businesses including retail stores, restaurants, and sales.   amazon.com

Wow. This book kept me so engaged I completed it in two sittings within a 24 hour period. This is the fourth book in the No B.S. series I have read. While it is not his best, I still think the book is worth reading.This book is about how all types of businesses can use direct marketing as one of their marketing strategies. The book is divided into three sections, The Foundation, Case Studies and Resources.In typical no B.S. Dan Kennedy fashion, the author lays out direct marketing rules and fundamentals in the first section. The case studies were written by business owners who successfully used direct marketing tactics to grow their business. The section is divided into the retail, restaurant, professional practice, sales and service sectors, with one or more chapters devoted to each sector. As I read each case study, I reflected on how I might utilize, in my own setting, the strategies and tactics being presented. While most of the case studies offered value and were worth reading, there was at least one where I felt the chapter was nothing more than a pitch fest for the author's direct marketing system.  William McPeck on amazon.com

Go behind the scenes and cash in on the undisclosed, off-the-record strategies of today’s top direct marketers. These high-profile techniques can be applied to your non-direct marketing business with amazing results and direct marketing guru Dan Kennedy can take you there. Dan and his elite team of consultants – all phenomenally successful at borrowing direct marketing strategies from the world of mail-order, TV infomercials, etc. to use in ‘ordinary’ businesses including retail stores, restaurants, sales careers – reveal their radically different, super profitable methods and share actual advertising and marketing examples from their businesses! Also, sit in on a discussion of the hottest marketing techniques on the audio CD inside. Discover customer-getting, sales-boosting tactics you never new existed!    goodreads.com

No B.S. Sales Success in The New Economy: The  Ultimate No Holds Barred Take No Prisoners Direct Marketing For Non-Direct Marketing Businesses

Dan Kennedy

250 pages

published. 2010

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Dan Kennedy presents keys to transform your sales strategies and help you attract more customers in a crowded global marketplace.

The book delves into direct sales tactics and copywriting details, essential in today’s economy. It also talks about preparing for adverse outcomes to increase resilience.Many of the ideologies laid out are applicable even outside the business world. Since trust is in short supply and competition is higher than ever, Kennedy teaches how to build trust, and stand out hacktheentrepreneur.com

This book is about getting rich by becoming far better at the selling process that your competitors. What it is NOT is the kind of warmed-over, cliché-ridden advice you find replicated in a jillion other books on selling. Dan Kennedy would never have it that way.

He offers a set of No B.S. strategies for overcoming obstacles to success, many of them self-imposed. Provocative, sarcastic, and irreverent, the book reads like the seminars Kennedy conducts around the world - events that cause a stampede to the back of the hall for his materials after he

finishes his presentation.

Learn:

  • Dan's 13 Eternal Truths About Selling

  • The Surprising reasons you should "position" instead of prospect for sales

  • How to structure a sale in six simple steps

  • The secrets to becoming a true master at the art of persuasion.   amazon.com

Mr. Kennedy had provided us with three main points. Research and design your marketing to be directed at a small subset of people. No general marketing or brand building. Keep track of the response and all responses to determine if the marketing is working or not working. Be original and make sure to ask for the sell or response to the advertising. The examples looked pretty stale within the book. I still need to go to website and download more information he wanted to provide me.    sakesa.com

Dotcom Secrets: Your Underground Playbook

For Growing Your Company Online

Author: Russell Brunson

274 pages

published: 2015

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In a brilliantly packaged book, Brunson explains why low traffic and conversions may not be the real problem with your online presence. He reveals how to use sales funnels to turn followers into loyal customers and in turn, grow your business. Dotcom Secrets is among the best business strategy books about digital marketing. The book puts together business advice and real-life examples of what works and what does not. While the online space is flooded with products similar to yours, this book explains how to make your message different.If you are struggling to create convincing and persuasive marketing content, this book is precisely what you need.

hacktheentrepreneur.com

Russell has spent over a decade successfully starting and scaling companies online. This book takes the best of what he’s discovered from over 1,000 unique split tests, tens of millions of visitors online and broken it down into a simple process that ANY company can use to 

geometrically improve their traffic, conversions and sales online.” -- Anthony Robbins

“Russell is not a ‘pretend’ expert, but someone who has actually built one of the most successful businesses I know teaching entrepreneurs how to employ online marketing in their business that achieve exceptional results.” -- Bill Glazier

“I sit now, as infrequently as possible, in meetings with young online marketing people demonstrably devoid of any disciplined thinking. They are full of opinion and youthful hubris but very short on facts. I do not want to share a foxhole with them or depend on them. I would risk it with Russell.” -- Dan Kennedy

“I can say, without a second's hesitation, that Russell Brunson's "DOTCOM Secrets" book trumps all of them. -- Allan Tutt, Amazon Customer

If you want to know how to prime a customer for a purchase and un- derstand how to get people to sell themselves on your product, then this is the book.” -- Linda Leon, Amazon Customer

“Russell shares amazing insights into what makes a dotcom business succeed, if you don't follow these principles you'll surely struggle.” -- Dan, Amazon Customer

There is nothing to not like! The explanations are so clear. Combined with ExpertSecrets you can learn all you need to skyrocket your business success beyond your wildest imagination.” -- Stan, Anderton

The Underground Playbook For Growing Your Company Online

Founder of Click Funnels, Russell Brunson, shares the secrets that he’s learned about driving online sales from helping 10,000’s of en- trepreneurs sell millions of dollars of products, and services

What is DotcomSecrets?

It is NOT just another “how to” book on Internet Marketing.

It is NOT about getting more traffic to your website - yet these secrets will help you to get exponentially MORE traffic than you’ve ever experienced before.

It is NOT about increasing your conversion - yet these secrets will increase your conversion MORE than any headline tweak or split test ever could.

In Russell Brunson's experience, after working with hundreds of thousands of businesses he realized that low traffic or conversions are symptoms of a much greater problem that’s a little harder to see (that’s the bad news), but a lot easier to fix (that’s the good news).

Inside this book will find the actual playbook we created after running thou- sands of tests and perfecting what works online. You now have access to all of the processes, funnels and scripts that we used to scale companies online.

DotComSecrets will give you the marketing funnels and the sales scripts you need to be able to turn on a flood of new leads into your business.

Russell Brunson is a serial entrepreneur who started his first online company while he was wrestling at Boise State University. Within a year of graduating he had sold over a million dollars worth of his own products and services from his basement!

For over 10 years now Russell has been starting and scaling companies online. He owns a software company, a supplement company, a coaching company, and is one of the top super affiliates in the world.

DotComSecrets was created to help entrepreneurs around the world to start, promote and grow their companies online.  kobo.com

Master the science of funnel building to grow your company online with sales funnels in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels.
DotCom Secrets is not just another "how-to" book on internet marketing.
This book is not about getting more traffic to your website--yet the secrets you'll learn will help you to get exponentially more traffic than ever before.This book is not about increasing your conversions--yet these secrets will increase your conversions more than any headline tweak or split test you could ever hope to make.Low traffic or low conversion rates are symptoms of a much greater problem that's a little harder to see (that's the bad news), but a lot easier to &fix (that's the good news).
What most businesses really have is a "funnel" problem. Your funnel is the online process that you take your potential customers through to turn them into actual customers. Everyone has a funnel (even if they don't realize it), and yours is either bringing more customers to you, or repelling them.
In this updated edition, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, reveals his greatest secrets to generating leads and selling products and services after running tens of thousands of his own split tests.
Stop repelling potential customers. Implement these processes, funnels, frameworks, and scripts now so you can fix your funnel, turn it into the most profitable member of your team, and grow your company online. Google Books

If you are currently struggling with getting traffic to your website, or converting that traffic when it shows up, you may think you’ve got a traffic or conversion problem. In Russell Brunson's experience, after working with thousands of businesses, he has found that’s rarely the case. Low traffic and weak conversion numbers are just symptoms of a much greater problem, a problem that’s a little harder to see (that’s the bad news), but a lot easier to fix (that’s the good news). DotComSecrets will give you the marketing funnels and the sales scripts you need to be able to turn on a flood of new leads into your business.   goodreads.com

Invisible Selling Machine: 5 Steps To Crafting An Automated Evergreen Email Campaign Tjat Makes Mioney While You Sleep

Author: Ryan Deiss

178 pages

published: 2015

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In this book, Ryan Deiss gives a simple framework to take the guesswork out of email marketing. He provides practical techniques that you can implement right away in your email campaigns.The book dissects this powerful marketing tool and breaks it down into five steps, each leading into the next. With the system in this book, you can automate your sales process and watch your business grow.If you're looking for the best business books for beginners to email marketing and those who want to execute on their online business ideas, you can't go wrong with Invisible Selling Machine. hacktheentrepreneur.com

What if you really could automate and perpetuate your entire sales process, and literally makes sales while you slept at night? Well, thanks to modern marketing automation tools (along with a handful o carefully crafted email messages), making sales while you sleep is not only possible... it's downright simple! In the Invisible Selling Machine, entrepreneur, Ryan Deiss, walks you through all 5 phases 

of the prospect/customer lifestyle, and shows how each step can be automated and perpetuated to invisibly convert strangers into friends, friends into customers and customers into raving fans. This book is for startup founders, small business owners, marketing professionals, consultants, service professionals, authors, speakers, and even brick and mortar butcher, baker and candlestick makers. In short, if you want to grow your business and your customers just happen to have an email address... ...this book is for you. goodreads.com

Ryan Deiss does not disappoint with this little gem. It's packed with great how-to information, exact email templates, and all of the phycology behind what goes into his billion-email-per-month selling machine. Just implementing a few of these ideas has literally added a few thousand to my monthly revenue, and I'll continue to do so for a number of clients in the future. Gotta love Digital Marketer!

Taylor H on amazon.com

Ryan Deiss has been in the internet marketing game for a long time. He has proven systems that work, and work well. In Invisible Selling Machine he spells out exactly what to do to create solid conversion funnels that work. If you want a reliable resource to get a clear understanding of funnels, get this book. Kathleen Gage on amazon.com

This book provides a strong system for email marketing and lead generation. I'm always a little disappointed when most of the examples come from "get rich quick" or "How to make money web sites." I would have like to see more examples from the real world.Still, all in all worth a read.Mark Lassoff on amazon.com

Ryan Deiss is the co-founder of Idea Incubator LP and CEO of DigitalMarketer.com.
He launched his first web-based business from his college dorm room in 1999, and since that time he’s founded over 40 different businesses (and partnered in dozens more) in markets such as health and beauty, survival and preparedness, DIY crafts and home improvement, investing and finance, chemical and liquid filter manufacturing, business lending, online skills training and menswear...just to name a few.
In fact, over the last 36 months Ryan and his team have:
• Invested over $15,000,000 on marketing tests...
• Generated tens of millions of unique visitors...
• Sent well over a BILLION permission-based emails, and... • Run approximately 3,000 split and multi-variant tests...
...so he knows a thing or two about marketing and selling online.
In addition to operating multiple businesses, Ryan is also a highly sought after author, speaker and consultant whose work has impacted over 250,000 businesses in 68 different countries.
For more information about Ryan, you can check out his personal page at RyanDeiss.com, or reach out to him on Facebook and Twitter at:
Facebook: http://www.facebook.com/ryandeiss
Twitter: https://www.twitter.com/ryandeiss

Virtual Freedom: How To Work With Virtual Staff, To Buy  More Time, Become More Productuve, And Build Your Fream Business

Author: Chris Ducker

296 pages

published: 2014

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Entrepreneurs often suffer from "superhero syndrome"-the misconception that to be successful, they must do everything themselves. They are not only the boss but also the salesperson, HR manager, copywriter, operations manager, online marketing guru, and so much more. It's no wonder so many people give up the dream of starting a business-it's just too much for one person to handle. But outsourcing expert and "Virtual CEO" Chris Ducker knows how you can get the help you need with resources you can afford. Virtual Freedom is the step-by-step guide every entrepreneur needs to build his or her business with the asset of working with virtual employees. Focusing on business growth, Ducker explains every detail you need to grasp, from figuring out which jobs you should outsource to finding, hiring, training, motivating, and managing virtual assistants.Kobo.com

Amazon Bestseller Ranking:

#7 in Outsourcing (Books)

It is easy to burn out when starting a business, as a lone operator trying to do everything yourself. Chris Ducker explains how to get help from affordable alternatives by outsourcing.

In this guide to hiring and working with virtual staff, you will learn how to gain back your time and freedom as your business continues to grow. With Ducker’s expert advice, you can find and manage the perfect online employees, whether you need a marketing specialist, a project manager, or a virtual assistant.hacktheentrepreneur.com

This book is THE authoritative guide to finding and managing a virtual staff. If you have never done it before Chris Ducker will walk you through step by step - it is easier than you think! If you are like I was for so long and putting off the idea of building a virtual team let this be your wake up call.What makes this book extra special is not only is it a good guide for someone starting out, but even for those who have been managing some or all of their team online Virtual Freedom will show you how to take that to the next level. There were several tips I picked up even after several months of working with a virtual assistant.The format of this book is super simple to read with bullet points and headings. And examples! Every section has an example of someone putting the strategies into practice.Even without a virtual team on a full time or regular basis this book will help you hire and manage for one off projects, and even improve your own productivity.The biggest surprise in the book was the final section about content creation. Not too concerned about giving yourself more free time? Then you should still hire a virtual staff so that you can have more time to create content and continue to grow. Your impact and meaning as a business should never be limited by what you alone can do.Bottom line? Go buy this book! It will change your life. Rivka Hodgkinson on amazon.com

A Game-Changer for Solopreneurs!

30 March 2015 - Published on Amazon.comFor years I've dreamed of having help in my solo business, but it was only recently that I finally realized A) that there actually ARE lots of things I can outsource, and B) it doesn't have to be impossibly expensive.I started by hiring a bookkeeper, because I HATE bookkeeping, and am really terrible at it. What a relief! That *was* expensive, but worth every penny, and though relinquishing control made me nervous, a few months into it the nerves went away, to be replaced by a pure sense of liberation.Hmm... What other despised tasks might I outsource, I thought? What other tasks that aren't even necessarily despised, but that take time away from the things that *only I* can do? My secret sauce -- the stuff I LOVE and am really good at, which represent the REAL value I offer in my business.Enter Chris Ducker. Melissa Dinwiddle on amazon.com

The Ultimate Game-Changer, Both in Your Business and Your Life

19 May 2015 - Published on Amazon.com

Verified Purchase

This book has single-handedly changed my life and the way I view the world and my role in it. Chris Ducker has done nothing short of create a business (and oddly enough, a self-help) canon for the 21st century, ushering us all into a new era in the way we work and do business and subsequently thrive and enjoy our lives. Chris is just a normal guy--nothing really extraordinary about his appearance or intelligence. But what makes him truly remarkable is the way in which he has refined a self-generating income vehicle for himself so that he can maximize his enjoyment of life and minimize the stuff that most people would spend their entire lives putting up with--daily commutes, answering to bosses, inputting data in a spreadsheet. In this respect, having impacted the lives of hundreds of thousands of readers, Ducker has earned his stripes and reputation as a brilliant marketer and businessman and a thought-leader for the coming "workforce."
So here's my recommendation:
After you read Tim Ferriss's Four Hour Work Week, read Virtual Freedom. It is a must-read companion book and will most-definitely enhance your understanding of how to organize and change your life for the better. Todd Schadler on amazon.com

“Think about the most useful book you've ever read. It will now become the second most useful. This is the field guide for building a team, outsourcing, and taking back control of your life.”
—Jay Baer, New York Times bestselling author of Youtility
“Chris Ducker explains exactly how to get more done in less time—and, as a bonus, get back the life you gave up when you decided to go into business for yourself. Virtual assistants are the key, and Virtual Freedom gives you everything you need to know.”
Michael Hyatt, New York Times bestselling author of Platform
“Chris Ducker passionately teaches freedom. His manifesto is a wake-up call for all entrepreneurs seeking to take back more of their time – in business and life.”
—Michael Covel, bestselling author of Trend Following
“Set your ideas free, and you'll think bigger. Set your entire work system free, and you'll grow bigger. Chris Ducker is on to something here. Get in fast!”
Chris Brogan, New York Times bestselling author of Trust Agents
“Who would you rather trust to learn about building a virtual team, to help grow your business? Someone who 'talks' about outsourcing, or someone who LIVES it? Chris Ducker lives it – everyday - and this book proves it!”
Derek Halpern, founder of SocialTriggers.com
“Countless business owners are getting bogged down dealing with mundane tasks. Chris Ducker, has the book you NEED to read. He takes the fear out of virtualizing your business and shows you how to live your life, while your business works for YOU!”
—Peter Shankman, bestselling author of Nice Companies Finish First
“This book shall become the bible on how to build your dream business, without working yourself into an early grave!”
John Lee Dumas, host and founder of Entrepreneur On Fire
“In Virtual Freedom, Ducker gives incredibly practical, proven advice for getting our time back so we can live a life of true freedom with the most luxurious of luxuries: choice over what we do with our time.
Kate Northrup, bestselling author of Money: A Love Story
“Yur small business won't grow without a team behind you. Chris Ducker has written a step-by-step guide to building and managing a virtual team machine. Follow his framework and watch your enterprise grow into your dream business.”
Melinda Emerson, bestselling author of Become Your Own Boss in 12-Months
“Have you ever read a book that you just couldn't put down because you simply need to know what's on the next page? Virtual Freedom did that for me because what Chris has produced in this book will literally change your business, and your life!”
Pat Flynn, bestselling author of Let Go
“I’m not going to lie: my business used to be a stress-fest, until I unleashed the power of outsourcing on it. When it comes to learning how to do this, there’s no better expert than Chris Ducker, and no better bible than Virtual Freedom.”
David Siteman Garland, mediapreneur and host of The Rise to the Top
“This is a book for a new world of business, where technology - not subways or planes or cars - connects people to their offices and team members to each other. It offers you a prescription that’ll lead you to a more flexible, efficient, and (ultimately) more productive business.”
Ann Handley, bestselling co-author of Content Rules

Idea To Execution: How To Optimise, Automate, And Outsource Everything In Your Business

Authors: Ari Meisel & Nick Sonnenberg

168 pages

published: 2016

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This book proves you do not need a big budget or staff to start pursuing your dreams. Ari Meisel and Nick Sonnenberg tell the story of how they turned an idea into a functioning business in just 24 hours — without spending any money.

Meisel and Sonnenberg reveal the strategies of outsourcing, automating, and optimizing to launch and operate a business with maximum efficiency. Whether you’re starting out or looking for ways to simplify your business, this is one of the best entrepreneur books to get you started quickly.hacktheentrepreneur.com

Nick Sonnenberg and Ari Meisel recently launched a profitable Virtual Assistant (VA) business in just one day - challenging the startup mentality that every new venture requires months of planning and a large investment of capital. Their VA business was born from scribbled notes on a cocktail napkin during dinner and was an up-and-running less than 24 hours later. By following their 3 step process: Optimize, Automate, Outsource, they leveraged free, readily 

available digital tools and apps with no outlay of cash whatsoever.Meisel and Sonnenberg reveal tactics for building a scalable business in today's world. This fascinating and informative book chronicles their first year in business together. An essential read for any entrepreneur. It follows their journey from idea to execution, detailing a bold new approach to 21st century business based on a fearless ingenuity and a willingness to rewrite the rules. amazon.com

When Ari Meisel and Nick Sonnenberg launched their high-end virtual assistant (VA) company, Less Doing™, they changed the culture of start-ups forever, effectively debunking the gospel that every new venture requires months of preplanning and a hefty investment of capital. A business born from scribbled notes on a cocktail napkin during dinner was an up-and-running concern less than 24 hours later, ingeniously brought to life with the help of free, readily available digital tools and apps and no outlay of cash whatsoever. Meisel and Sonnenberg reveal how a scalable start-up is done to perfection in this fascinating and informative chronicle of their first year in business together. An essential listen for any budding entrepreneur, it follows the creative commercial process from inspiration to inception to success, detailing a bold new approach to 21st century business based on a fearless ingenuity and a willingness to rewrite the rules.  Google Books

Work The System: The Simple Mechanics Of Making More And Working Less

Author: Sam Carpenter

261 pages

published: 2009

Amazon Bestselller Ranking:

#95 in Strategy & Competition

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In a perfect world, most people wish they could work fewer hours and earn more money. In this book, Sam Carpenter shows you how to turn this wishful thinking into reality.Carpenter shares his story of becoming frustrated in his business — working all the time and still not getting ahead. He realized that instead of reacting to problems, he could eliminate them by establishing and improving systems for everything. These revelations have been captured in this inspiring book.This book will show you that thinking of life as a series of interconnected systems can create order and eliminate chaos. Whether you are looking for top management books or simply to improve your productivity, Work the System will help you. hacktheentrepreneur.com

Work The System aims to convince people to change their fundamental perception of the world around them from a vision of an impenetrable, amorphous conglomeration, to one made up of individual linear systems, each of which can be improved and perfected. The reader is guided 

through the process of "getting" this new vision, and then through the specifics of applying it. It's simple, believable, and mechanical; not mystical or theoretical. goodreads.com

Not been able to find smooth systems for your business?

In this episode we’re joined by Sam Carpenter, where we’ll be exploring how to truly work your systems at work. You’ll be discovering how a shift in perception, looking at everything as independent systems, can kickstart a smooth, crazily successful business – all without getting bogged down by new technology.

Listen out for:

  • The Automate, Delegate, Delete Technique that frees you from unnecessary pressure

  • The BEST law for problem-solvers – ‘the simplest solution is the best solution’

  • The crazy journey of Sam from working a 100 hour week to working just 1 hour a month

Like this episode?

Leave us a review on iTunes. Tag us @Mindvalley on Instagram or Twitter

About Sam…

Sam Carpenter has a varied background of engineering, journalism, publishing, forestry, construction management, and telecommunications.

Sam is a globally celebrated author and entrepreneur, and is president and CEO of Centratel, the premier telephone answering service in the United States. Other businesses he founded and operates are Work the System Consultants (this website) and PathwayOne, an online marketing firm based in Italy.

Originally published in 2008 by Greenleaf Book Group, his first book, Work the System: The Simple Mechanics of Making More and Working Less is in its third edition, 5th printing. His second book, The Systems Mindset: Managing the Machinery of your Life, was published in May 2016.

Originally from upstate New York, Sam’s outside interests include mountaineering, skiing, cycling, reading, traveling, photography and writing.  potcast.mindvalley.com

The Ultimate Sales Machine:Turbocharge Your Business

With Relentless Focus On 12 Key Strategies

Chet Holmes

272 pages

published: 2008

Amazon Bestseller Ranking:

#15 in Business Structural Adjustment

#16 in Organizational Change (Books)

#24 Production & Operations

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Chet Holmes makes an argument against the tendency to switch strategies and focus on too many things at once when trying to improve sales. Instead, he lays out 12 key areas that can impact your business and advises focussing on just one at a time.

Holmes outlines a disciplined approach to growth. With continuous improvement in each area, he promises a radical transformation of your business over time. hacktheentrepreneur.com

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve?sales, marketing, management, and more. amazon.com

Exceptional book

15 April 2015 - Published on Amazon.com

This is the 3rd purchased, my 1st copy lend to my former boss, she loves it. The book never return back to me. So I had to buy another one. This time I bought 4 more copies and gave it to the President, SVP, VP in the new company that I'm currently working for.This book did a wonderful job concluded what REALLY matters to a business: create a system and create sales strategies, stay focus with consistent efforts.When I came to my last job, it was chaotic and most people cannot last 3 months in that position. I used the ideas in this book, approached my boss, offered to help her to do an audit and see where went wrong, I wrote a training guide to standardize how we operate and things getting much better. I saw very little value to rehab our division because it does not bring in revenue, so I proposed the idea to help improving company's sales and marketing division. Then the company was hit by lawsuit so I wasn't able to.This book can help your company dominate the market, position yourself, handle the growth and scale fast. The only piece missing is corporate finance.Since I read at least 1 business and investing book per week I was constantly evolving. I realized merely has stunning sales record and a great business system would not be enough. Currently, I am learning how to read financial statement like lenders or investors. And I come to realization that majority of the management were not financially sophisticated enough. If you are the company executives, I would recommend you inspect how management spending on each and every check that comes out. Again, this is still something I learned from this book: if you want to find out where is the problem, you have to do a review and audit, you have to spend time working on the business not in the business.There are a lot of fluffy books talk about leaderships and visions, they were nice to read but fail to make an impact to real business operations. This book stands out, it was packed with information, its specific, the ideas are actionable, unlike some other books only tells you half of the story and hope to upsale you to get another half, this book does the lead generation too, but it gives you the whole picture, you can use the ideas in this book and making impact right away! This book has no BS, it has almost everything you need to know to make your business the top 1%  Qianjun on amazon.com

Chet Holmes has been called “one of the top 20 change experts in the country.” He helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big differenceToo many managers jump at every new trend, but don’t stick with any of them. Instead, says Holmes, focus on twelve critical areas of improvement—one at a time—and practice them over and over with pigheaded discipline.The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve. Like a tennis player who hits nothing but backhands for a few hours a week to perfect his game, you can systematically improve each key area.   goodreads.com

Million Dollar Consulting: Professional's Guide Of Growing A Practice

Author: Allen Weiss

304 pages

published:  2016

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Amazon Bestseller Ranking:

#41 Business Consulting (Books)

Renowned consultant, Alan Weiss, shares his story of becoming a highly sought-after consultant. Million Dollar Consulting is one of the top business books to read if you want to start or grow a consulting practice.

The book emphasizes focusing on the end result — and eliminating everything that does not contribute to it. Weiss teaches the reader how to become irresistible, express your value, and continually improve. hacktheentrepreneur.com

Build a thriving consultancy with the updated edition of this classic bestseller

Having inspired generations of consultants and entrepreneurs around the world, the “Rock Star of Consulting” Alan Weiss returns with a revised and completely updated edition of his authoritative guide to consulting success. 

Weiss provides his time-tested model on creating a flourishing consulting

business, while incorporating and focusing on the many dynamic changes in solo and boutique consulting, coaching, and entrepreneurship. In addition to guidance on raising capital, attracting clients, and creating a marketing plan, he also gives brand new step-by-step advice on:

• Harnessing today’s global opportunities
• Developing brands across markets
• Creating and licensing intellectual property
• Avoiding the pitfalls of social media
• Landing unsolicited referrals through counterintuitive methods
• Managing and organizing your time wisely
• Succeeding in the face of continuing turbulence

Find out why this book has been the classic go-to for consultants for nearly twenty-five years, and learn how to grow your business into a $1 million-per-year firm today.  anazon.com

The acclaimed Million Dollar Consulting gives consultants the tools and advice they need to grow a firm that rakes in at least $1 million per year. Alan Weiss, "the consultant's consultant," shows step-by-step how to raise capital, reel in new clients, set fees, accelerate growth, and more. This updated and expanded edition will appeal to both Weiss's many current fans and a whole new generation of readers looking for the best advice available for anyone who wants to build a million-dollar consulting/speaking career goodreads.com

Getting Started In Consulting

Author: Dr. Allen Weiss

224 Pages

published: 2019

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Setting out in the consulting business can be tough. From convincing clients to hire you, to deciding how much to charge, there is much to learn. In this book, Alan Weiss provides practical solutions to get you started.

The book covers everything you need to know about starting your consulting career, including insurance, sales, and marketing. The book also shares how to keep your new consulting hscktheentrepreneur.com

The definitive guide to getting out of the office and getting into consulting Getting Started in Consulting, Fourth Edition is the acclaimed real-world blueprint to professional and financial freedom. For nearly two decades, this invaluable resource has helped thousands of people quit the daily grind and become their own boss. This practical and motivational guide provides the tools and knowledge to control your future and secure your fortune. From establishing goals and sorting out the legal and financial paperwork, to advanced marketing strategies and relationship building techniques, this indispensable book offers step-by-step instructions for you to establish an

grow your own consultancy business. This extensively revised and updated fourth edition includes new and expanded coverage on topics including utilizing informal media, changes in legal and financial guidelines, key distinctions of wholesale and retail businesses, and much more. Author Alan Weiss delivers expert advice on how to combine minimal overhead with optimal organization to produce maximum income. Every step in the process is clearly explained, including financing, marketing, bookkeeping, establishing your fees, and more. This guide is a comprehensive, one-stop source for everything you need to prosper in the rapidly expanding world of private consultancy. Adopt a pragmatic and profitable strategy to achieve incredible results from your consultancy business Learn to identify and address the most commons issues facing your prospects and clients Leverage technology to reduce labor, maximize profitability, and increase discretionary time Access sample budgets, case studies, references and appendices, downloadable tools and forms, and online resources The modern business landscape presents unique opportunities for those willing to take the leap from corporate offices to home offices. Getting Started in Consulting, Fourth Edition is the must-have guide for anyone seeking to cut their own path to their own consulting business. amazon.com

Simple Numbers, Straight Talk, Big Profits: 4 Keys To Unlock Your Business Potential

Author: Greg Crabtree

200 pages

published:2011

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Seeing the big picture of the financial health of your business can be difficult when you do not have a financial background. Greg Crabtree simplifies how to manage small business finances for maximum profits in this straightforward guide.

Crabtree explains how to identify key financial indicators to aid decision making in the early stages of your business. He also offers advice on how to determine and manage budget, valuation, employees, and taxes for your business.

With simple language that non-finance people can understand, this book will boost your financial intelligence and help improve your cash flow.   hacktheentrepreneur.com

Simple Numbers can guide you to increased business profitability! Take the mystery out of small business finance with this no-frills guide to understanding the numbers that will guide your business out of any financial black hole. Author Greg Crabtree, a successful accountant, small business advisor, and popular presenter, shows you how to use your firm's key financial indicators as a basis for 

smart business decisions as you grow your firm from startup to $5 million (and, more!) in annual revenue. Jargon free, and presented in an easy-to-follow, step-by-step format, with plenty of real-world examples, Crabtree's down-to-earth discussion highlights the most common financial errors committed by small businesses, and how to avoid them. You'll be fascinated to learn: Why your numbers are lying to you (and why you are the cause!) How labor productivity is the key to profitability and simplifying human resource decisions Why the amount of tax you pay is.     amazon.com

Based on the premise that accountants often make finance unnecessarily confusing, this guide helps small business owners see beyond the numbers. It shows the reader how to use key financial indicators as a basis for smart business decisions, with a focus on companies in the range between start-up and $5 million in revenue.    goodreads.com

Greg Crabtree lays out what he calls “The Four Keys” in Section 1 of his book, “Simple Numbers, Straight Talk, Big Profits!”. These are the “4 keys to unlock your business potential” based on his experiences as an accountant, entrepreneur, and consultant to entrepreneurs.

Section 1, the first four chapters, is so impactful and foundational to growing and operating any business, that I think it should be mandatory reading for all, especially new, business owners. Many of the lessons in Section 1 are lessons that I learned the hard way, over 19+ years, and through many mistakes. Some of them I am only just now getting a handle on. I can’t help but wonder how things would be different if I had read these 4 chapters 15 years, or even 2–3 years, ago. But as with so many things, the teacher appears when the student is ready. And maybe the content of these chapters were presented to me along my journey in different ways, and I was just not ready for them? Either way, they truly are “Key”, and bear reading and sharing.This brief summary is in no way a substitute for Greg’s book. I highly recommend that you buy it. Read it. Study it. Take notes. And most importantly, apply it in your business. I feel so strongly about this that I am giving copies to all of my coaching clients, and also doing a giveaway of 4 more copies to people in my Focus Forward Starter Group on Facebook.

What I hope to do here is provide you with a little background on why Greg’s lessons are so important and maybe help you avoid making the same mistakes I, and many others, have made.

Chapter 1: Owner’s Salary

“It’s my company — why can’t I pay myself whatever I please?”

Greg advocates very strongly that you take a market based salary as your compensation to give yourself a real picture of the health of your business. Messing with this number distorts the rest of your business’s numbers and gives you a false picture of the health of your business.

One key in setting your market based salary is the idea that “You get paid a salary for what you do, and you get a return on what you own.” Keeping the two separate by being a demanding employee and a demanding shareholder allows you to demand that you get paid what you are worth, and that you also realize a good return on your investment.

A market-based wage allows you to truly see your real net income number without distortions, and to better gauge the health of your business. Don’t underpay yourself and then be proud of how much money your business is making. It doesn’t line up.

A metaphor Greg uses is to treat your business like a cow, a cash cow. He says, “Your Business is Like a Cow. Your goal is to keep the cow healthy so you can milk it every day.” If you do not keep it healthy enough to milk, then he offers the alternative, “Or you can have one barbecue.” You have to choose one. Because you cannot have both a barbecue today and milk in the coming months.

Chapter 2: Profit

“Sales are for show, profits are for dough!”

Too many entrepreneurs focus on their top line number and growth. They focus on how many employees and locations they have. I know! I did this.

I grew a company to >4x it’s previous size with all the stresses and complexities associated with a 6 location, 40++ employee operation. And I made less profit. My wife wasn’t happy. Employees could not understand why we were cash strapped. People were worried about our stability. I wasn’t happy. And I took away from this experience that success is not your size, but your ability to execute on your purpose, your vision, and your strategy. And, as Greg puts it, profit is like oxygen to your business. Without it, your business is on life support. You are operating on borrowed time (and borrowed money).

Greg also defines 10% profit as the new break even. He goes into compelling detail about why you need at least 10% profit and where it goes. He also takes the mystery out of EBITDA and redefines what profit should take into account in a small business, namely EBT (earnings before taxes).

This listing is from page 23 of Chapter 2. Where does your business fall?

  • 5% or less of pretax profit means your business is on life support.

  • 10% of pretax profit means you have a good business.

  • 15% or more of pretax profit means you have a great business.

Any additional compensation you receive, like a car lease, etc. should come out of your owner compensation — your salary or wages. All of your compensation combined can all be part of your owner’s salary. But account for it that way before you calculate your profit number.

Greg then talks about making it through “the Badlands” from $1M to $5M. He compares this journey to the wagon trains from St. Louis to the Pacific. You will be traveling through a land without resources. So you will have to protect your profit and have plenty of reserves in place to make it through this long and treacherous journey. If you don’t have all the resources in place and a plan to preserve your profit, your business will either die along the way, or you will be forced to turn back. Neither is an appealing option. So, plan it out, and make sure you have what you need to make it through the Badlands.

Chapter 3: Labor Productivity

“The teams that win are the teams that get the most productivity for every dollar of labor.”

I think Greg would agree with Jack Daly’s opinion that “there are no expenses in business, only investments.” The money you spend on everything should turn in to more money. You are running a business, not a hobby. Your inputs, not just in money, but in time, effort, energy, emotional energy, and more should create a return for you. That is the point of a business.

Greg likes to use labor dollars instead of full time equivalent (FTE) employees because head count does not reflect your profit model. The money spent on labor is a more direct way of analyzing your profit model. After all, if you can get the same productivity from less money input, this is an improvement in efficiency, as is more productivity from the same labor dollar. This is why companies move manufacturing to places where wages are lower, even if productivity is lower. It’s the ratio, not just the price.

Growth by itself does not turn into more profit. Companies often hire to support their top line revenue growth and fail to address their profitability, hoping it will work out. A gross profit increase must come with each new hire, as must management and efficiency in each position, to ensure they are producing what they were hired for. There will be stress and tension as productivity is maxed out prior to each new hire, which in turn will relieve the stress for a while by taking on the extra work your team was doing. They, and you, should know this and plan for it. Relieving the stress too soon undermines your profit. Too late, and you may end up taking steps backwards due to decreased productivity capacity.

Hire smart. Designing positions around the functional needs of your business rather than designing positions around individuals will allow you to find the right players for the right positions. It will also allow you to be deliberate in deciding what functions you should keep, what your current team can do, and what you need new people to do. And you will want to continually monitor for when people hit their ceiling, whether it is in management or another role. As your business grows, so will its needs.

Greg goes on to explain that in a certain way your business is like the NFL (National Football League). For those not familiar, the NFL has imposed salary caps for all the teams with the goal of creating a semblance of parity and to keep competition among the teams interesting. But in this environment there are teams that still excel. Greg makes the case that they do so through greater labor efficiency, and that is certainly one component. But the point he is really making is that you also have a salary cap.

Your salary cap is dictated by your target profit, and your overhead or non-salary costs. Basically, your revenue is 100%. That is all it can be. If you have a profit target of 10%, and a non-salary cost target of 40%, then 50% of your revenue is available for salaries and compensation. If you spend more than 50% where does that come from? It comes from your profit. He provides illustrations, tables, examples, and strategies to manage your salary cap.

And finally in Chapter 3 Greg lays out and illustrates cash flow and profit scenarios to make a very compelling case for protecting and monitoring your profit closely. “The higher your pretax profit, the quicker you reach a cash-positive state.”

Chapter 4: Business Physics: The Four Forces of Cash Flow

“Cash is the most powerful opportunity magnet ever created.”

The four forces of cash flow Greg lays out as:

  1. Paying your taxes

  2. Repaying debt

  3. Reaching your core capital target

  4. Taking profit distributions

These may not be in the order you want or expected. But following these rules, in this order will allow you to build a far more stable business that is poised for growth and future success.

One key point that runs counter to much conventional wisdom is do not spend down your profit to pay less in taxes. His point is that if you buy a $50,000 SUV at the end of the year in order to “save” money on taxes you now have a depreciating asset, something that is not generating revenue for your business, and you do not have the $50,000. If you kept it, you might pay 40% in taxes, but that means you would still have $30,000 left to reduce your debt, add to your core capital, or to distribute to yourself and your shareholders.

This approach ultimately leads to improved stability and better positioning for future growth.

And that is just a brief look at the first 4 chapters. The remainder of the book goes in to greater detail and dives deep into lessons that will help your business grow, survive, and thrive.

Join us over at the Focus Forward Starter Group to discuss this and other business topics. And make sure to pick up Greg’s book, “Simple Numbers”.medium.com

Named one of the Top 25 Most Influential Business Management Books by

TIME Magazine

The Goal: A Process Of Ongoing Improvement

Amazon Bestseller Ranking:

#2 in Market Research Business (Books)

#2 in Business Operations Research (Books)

#3 in Business Structural Adjustment

Author: Eliyahu M. Goldratt

200 pages

published: 2011

The Goal.jpg

The Goal is a novel telling the story of a manager who struggles to keep his factory from disaster. In 90 days, he turns the business around through a process of identifying and eliminating the limiting factors in production.

Goldratt’s system is called the Theory of Constraints. He demonstrates how to determine the points in your business where productivity is limited — and how to fix these issues. While geared towards manufacturing, this book will help you think about productivity in any industry differently.hacktheentrepreneur.com

The Goal is a management-oriented novel by Eliyahu M. Goldratt, a business consultant known for his theory of constraints, and Jeff Cox, an author of multiple management-oriented novels.[1] The Goal was originally published in 1984 and has since been revised and republished. This book can be used for case studies in operations management, with a focus geared towards the theory of constraints, bottlenecks and how to alleviate them, and 

pplications of these concepts in real life.[2] It is used in management colleges to teach students about the importance of strategic capacity planning and constraint management. Time Magazine listed the book as one of "The 25 Most Influential Business Management BooksWkipedia

Written in a fast-paced thriller style, The Goal, a gripping novel, is transforming management thinking throughout the world. It is a book to recommend to your friends in industry - even to your bosses - but not to your competitors. Alex Rogo is a harried plant manager working ever more desperately to try improve performance. His factory is rapidly heading for disaster. So is his marriage. He has ninety days to save his plant - or it will be closed by corporate HQ, with hundreds of job losses. It takes a chance meeting with a professor from student days - Jonah - to help him break out of conventional ways of thinking to see what needs to be done. The story of Alex's fight to save his plant is more than compulsive reading. It contains a serious message for all managers in industry and explains the ideas, which underline the Theory of Constraints (TOC), developed by Eli Goldratt amazon.com

A gripping novel in which Alex Rogo fights to save his factory before it is closed by corporate HQ, with hundreds of job losses. The story contains a serious message for all managers in industry and explains the ideas which underline the Theory of Constraints (TOC).   kinokuniya.com

A BUSINESS BOOK DISGUISED AS A NOVEL, A LOVE STORY ABOUT THE MANUFACTURING PROCESS, AND AN EXHILARATING ADVENTURE IN HUMAN POTENTIAL.

Alex Rogo is the manager of a failing manufacturing plant who receives an ultimatum from corporate headquarters: turn the situation around in three months or the plant will be scrapped. With help from Jonah and using TOC principles like bottlenecks, throughput and flow balancing, Rogo discovers a revolutionary new way to do business - a way for people in any field of endeavor to increase productivity, profitability, and personal fulfillment.

The story of Alex’s fight to save his plant is more than compulsive reading. It contains a serious message for all managers in industry and explains the ideas which underline the Theory of Constraints (TOC) developed by Eli Goldratt.

Goldratt was an internationally recognized leader in the development of new business management concepts and systems, and an educator to many of the world’s corporations. TOC-Goldratt.com

This is my book summary of The Goal by Eliyahu Goldratt. My notes are informal and often contain quotes from the book as well as my own thoughts. This summary also includes key lessons and important passages from the book.

  • Scientific ideas can never be proven. They can only be disproven.

  • Scientific theories are not “truth” themselves, they simply explain a lot of natural processes.

  • To learn, we should not just give people results to memorize, but stories and plots that allow us to deduce the answers.

  • “Whenever we think we have final answers, progress, science, and understanding of our world ceases.”

  • Doing work and making money are not the same thing. Not all work leads to making money. Much of it is wasted.

  • “Just about everyone is working all the time, but we're not making any money.”

  • Three metrics that will tell you if the business is doing well: net profit, return on investment, and cash flow. All three should be increasing all the time.

  • You can express a goal in different ways. How can you express “make money” in terms that fit your business model?

  • Three indicators of a healthy business: Operational expense, inventory, and throughput.

  • Three important questions to ask: 1) Did we sell any more products? 2) Did expenses go down? 3) Did inventory go down?

  • Most processes are a series of dependent events. In any series of dependent events most people can only go as fast as the people in front of them. Because of this, your throughput is only the output of the final person / step in the process.

  • Put the fat kid in front. Reverse the order so that the processes go from slow to fast.

  • You have to optimize the whole system, not just a local process.

  • There is always a bottleneck in every process. You have to manage the process based on the bottleneck.

  • The area with the biggest amount of inventory is usually a sign of a bottleneck.

  • Make sure the bottleneck only works on good parts by performing quality control before parts go into the bottleneck. You can't afford to waste time within the bottleneck.

  • Most people are so focused on technical details that they can't see the bigger picture. Don't bother “checking the numbers” instead “check your assumptions.

  • “Making an employee work and profiting from that work are two different things.”

  • Rule 1: The capacity of any non-bottleneck process isdeteimed by something else in the system other than its own capacity.

  • Rule 2: Activating a resource and utilizing are source aren't synonymous.

  • A system with local maximums is not an efficient system. You should not try to maximize the productivity of every moment because it's not an optimally designed system.

  • The goal is not to reduce cost, but to increase throughput. This has huge implications because nearly everyone is focused on reducing costs.

  • The Theory of Constraints: Step one: identify the systems constraints. Step two: decide how to exploit the constraints. Step three: subordinate all other processes to the above decisions. Step four: elevate and improve the systems constraints. Step five: if in a previous step a constraint has broken, return to step one.  jamesclear.com

The Coaching Habit:

Say Less, Ask More, And Change The Way You Lead Forever

Author: Michael Bungay Stanier

244 pages

published: 2016

The Foaching Habit.jpg

Michael Bungay Stanier provides detailed strategies to help anyone become a more effective leader. The Coaching Habit is a unique approach to leadership, encouraging managers to ask questions instead of offering advice. And it provides the key questions to ask to get the best performance from every member of your team.

With scientific research and stories from his extensive experience in training managers around the world, Bungay Stanier has created a must-read for anyone in a position of leadership.hacktheentrepreneur.com

In Michael Bungay Stanier's The Coaching Habit, coaching becomes a regular, informal part of your day so managers and their teams can wok less hard and have more impact.
Drawing on years of experience training more than 10,000 busy managers from around the globe in practical, everyday coaching skills, 

Bungay Stanier reveals how to unlock your peoples' potential. He unpacks seven essential coaching questions to demonstrate how--by saying less and asking more--you can develop coaching methods that produce great results.– Get straight to the point in any conversation with The Kickstart Question– Stay on track during any interaction with The Awe Question– Save hours of time for yourself with The Lazy Question– and hours of time for others with The Strategic Question– Get to the heart of any interpersonal or external challenge with The Focus Question– and The Foundation Question– Ensure others find your coaching as beneficial as you do with The Learning QuestionA fresh innovative take on the traditional how-to manual, the book combines insider information with research based in neuroscience and behavioural economics, together with interactive training tools to turn practical advice into practiced habits. Witty and conversational, The Coaching Habit takes your work--and your workplace--from good to great."Coaching is an art and it's far easier said than done. It takes courage to ask a question rather than offer up advice, provide and answer, or unleash a solution. giving another person the opportunity to find their own way, make their own mistakes, and create their own wisdom is both brave and vulnerable. In this practical and inspiring book, Michael shares seven transformative questions that can make a difference in how we lead and support. And he guides us through the tricky part - how to take this new information and turn it into habits and a daily practice.--Brené Brown, author of Rising Strong and Daring Greatly 

How to become a better listener and stronger leader for the good of your team.

Your ability to coach can make or break the success of your team, company, and professional career. But despite the millions of dollars poured into leadership training, most managers are still unsure how to properly lead and coach. In this Snapshot, you’ll learn why good coaching skills are critical to the success of your team and explore simple strategies to become a better coach. Most importantly, you’ll discover how to get results by forming good coaching habits, starting today.   scribd.com

The Coaching Habit: Say Less, Ask More & Change the Way You Lead Foreverby Michael Bungay Stanier (Box of Crayons Press, 2016)

We all love giving advice (solicited or not) and offering our opinions. When we see others struggling with a problem, we want to immediately jump in with a solution. This "Pavlovian" reaction has been conditioned in most managers and leaders, says Michael Bungay Stanier in his best-selling book The Coaching Habit. But unlike advice giving, effective coaching requires "a little more asking people questions and a little less telling people what to do."

Building a coaching habit calls on leaders to engage in conversations more mindfully—and with curiosity. Drawing from his work training nearly 10,000 managers to hone their coaching skills, Stanier identifies seven questions to ask sequentially that should be part of any leader's "management repertoire."

  1. What's on your mind?

  2. What else?

  3. What's the real challenge here for you?

  4. What do you want?

  5. How can I help?

  6. If you're saying yes to this, what are you saying no to?

  7. What was most useful to you?

Educators might find these questions useful for coaching sessions, one-on-one and team meetings, or everyday conversations with staff and colleagues.

This quick read includes practical tips derived from Stanier's workshops, short videos, and observations from top motivational experts, such as Daniel Pink. If you want to build your coaching muscles or simply be a better listener, pick up Stanier's Coaching Habit.

Sarah McKibben.   ascd.org

''Michael Bungay Stanier distills the essentials of coaching to seven core questions. And if you master his simple yet profound technique, you'll get a twofer. You'll provide more effective support to your employees and co-workers. And you may find that you become the ultimate coach for yourself.''
- Daniel H. Pink, author of To Sell Is Human and Drive

''It takes courage to ask a question rather than offer up advice, provide an answer or unleash a solution. In this practical and inspiring book, Michael shares seven transformative questions that can make a difference in how we lead and support.''
- Brené Brown, author of Rising Strong and Daring Greatly

''This book is full of practical, useful and interesting questions, ideas and tools that will guide any leader trying to be better.''
- Dave Ulrich, co-author of The Why of Work and The Leadership Code

''Michael's intelligence, wit, articulateness and dedication to the craft of coaching shine forth in this brilliant how-to manual for anyone called to assist others. Even after four decades of my own experience in this arena, The Coaching Habit has provided me with great takeaways.''
- David Allen, author of Getting Things Done

''A sharp, habit-forming leadership manual.''
''Bungay Stanier writes with verve, effectively incorporating humor, surprise, and parables.''
''The book tailors its organization and length to time-pressed readers, who can finish it easily in a couple of hours or in 15-minute increments.''
-Kirkus Review

''The Coaching Habit is a succinct and practical handbook for getting the best from others and yourself.''
- ir Eyal, author of Hooked
''Concise and compelling''

- Bob Sutton, author of Scaling Up Excellence

''Amid a sea of coaching books that drone on with the same old, overused conceptual frameworks, there is a gem of hope. The Coaching Habit is a treasure trove of practical wisdom that takes a timeless pursuit--to turn every manager into a coach--and breaks it down into a simple set of everyday habits. If you are ready to take your leadership to the next level, you need this book.''
- Jessica Amortegui, Senior Director Learning & Development, Logitech

''There are many coaching books out there that end up on the bookshelf half read. Michael Bungay Stanier's The Coaching Habit engages you from start to finish. A simple read that is bold and direct, relatable and real, this book will change the way you communicate with colleagues at work and family at home. If you want to read one book on coaching that will resonate with you quickly and that is not overwhelming, choose this one.''
- Johanne McNally Myers, VP Human Resources, Tim Hortons

''Among a plethora of books, studies and op-ed pieces about the importance of coaching and how to execute this most critical of development interventions well, it's easy to understand why students and practitioners of the craft feel confused or overwhelmed by the array of approaches, frameworks and systems extolled as ''the right way.'' Michael Bungay Stanier has expertly cut through this confusion with his new book in a manner that is simple to understand, realistic in its intention and ultimately effective to apply. I believe this book will establish itself as a powerful and useful toolset for the professional coach, the student learner and the people manager alike.''
- Stuart Crabb, Director Learning & Development, Facebook

''This is not just a book; this is the voice in your head, the person that sits on your shoulder--guiding you to greatness. Being a great coach is more than skill; it's a mindset, a way of being. Michael has a remarkable way of delivering that message through artful storytelling, practical examples and proven techniques. A must-have book for the coach who truly wants to make a difference.''
--Sinéad Condon, Head of Global Performance Enablement, CA Technologies
''Where others can overcomplicate the purpose and practice of coaching, Michael Bungay Stanier provides a practical and unintimidating approach to this essential habit of great leaders. He succinctly articulates the research behind the art of respectful inquiry and its role in fostering an authentic partnership among colleagues who are committed to doing meaningful work together. The Coaching Habit is a thoroughly enjoyable read that immediately inspired me to adopt new habits.''
- Dana Woods, CEO, American Association of Critical-Care Nurses
'The magic of leadership occurs in daily conversations. With The Coaching Habit, Michael Bungay Stanier gives managers an extremely simple yet powerful tool (just seven questions!) to help them coach their teams to greatness, each and every day.''
- Andrew Collier, Head of Leadership Development, Nestlé

''Fantastic . . . and Where was this book when I needed it?'' are the first thoughts popping into my head after reading this book. I ve read countless books on leadership and coaching over my career but few brought it all together like Michael Bungay Stanier's. I love the concepts of keeping it simple and practice, practice, practice, which are key to building your coaching habit. Michael makes what some leaders see as complex a simple process, whether you are an experienced or new people leader. Definitely a must-read book.''
- Monique Bateman, SVP, TD Bank Group

''The Coaching Habit is the essence of practical coaching for busy managers. No filler, no abstract theory, no tedious stories. Just everyday, practical tools so that you can coach in ten minutes or less.''
- Melissa Daimler, Head of Learning & Organizational Development, Twitter

''Bungay Stanier has it right. We are creatures of habit, and from our habits we create ourselves, our lives and the world around us. The Coaching Habit is a manual for applying the power of habit to the power of coaching to accomplish more with and through others. Do not read this book. Practice it. Apply it. Keep it on your desk and build your coaching habit.''
-Michele Milan, CEO Executive Programs, Rotman School of Management, University of Toronto

Fred Profile Picture on About Us.jpg

" I have saved you the very best for last in this category, a true global chart topper: Blue Ocean Strategy is an outstanding book in literally every regard written by two INSEAD professors. It's a "MUST READ" for anyone in a leadership position!"

Manfred Liechti - Founder & MS of Info Digital Pte Ltd

Awarded Best Book Of The Decade By Thinkers50

Named One Of The Bestselling Business Books Of The Century By The Financial Times

#1 International Bestseller

#1 Wall Street Journal Bestseller

#1 BusinessWeek Bestseller

#1 Fast Company Bestseller

More than 4 million copies sold worldwide

Translated into 46 languages

Blue Ocean Stategy

Athors:W. Chan Kim, Renee Mauborgne

240 pages

published: 2005

Amazon Bestseller Ranking:

#1 in Industrial Management &  Leadership

#2Industrial Marketing (Books)

#3 in Global Management (Books)

Blue Ocean Strategy.jpg
  • A bestseller across 5 continents

  • More than 4 million copies sold worldwide

  • Translated into 46 languages

  • A Wall Street Journal, BusinessWeek, and Fast Company bestseller

  • Thinkers50 Strategy Award for Best Business Book of the decade

  • The Fast Company Leadership Hall of Fame

  • Winner of the Carl S. Sloane Award for Excellence in Management Consulting

one of the bestselling business books of the century" -- Financial Times 

"Blue Ocean Strategy is the most successful book on business master-planning in recent years." -- The Economist

"A great read for any leader looking to get a real edge in business and establish a real competitive advantage in the market." -- Qantas The Australian Way

Blue Ocean Strategy is a must-read for any aspiring entrepreneur or business marketer…If you know someone who is trying to start their own business and is still trying to figure out where to start, this book has the potential to be an absolutely transformational gift for them!” – Inc.

W. Chan Kim and Renee Mauborgne are Professors of Strategy at INSEAD and Codirectors of the INSEAD Blue Ocean Strategy Institute. They are the authors of the New York Times and #1 Wall Street Journal bestsellerBLUE OCEAN SHIFT and the international bestseller BLUE OCEAN STRATEGY, which is recognized as one of the most iconic and impactful strategy books ever written. Blue Ocean Strategy has sold over 4 million copies, is being published in a record-breaking 46 languages, and is a bestseller across five continents. In 2019, Chan Kim and Renee Mauborgne were named the world's most influential business thinkers by Thinkers50. They are the recipients of numerous academic and management awards around the world including the Nobels Colloquia Prize for Leadership on Business and Economic Thinking, the Carl S. Sloane Award by the Association of Management Consulting Firms, the Leadership Hall of Fame by Fast Company, and the Eldridge Haynes Prize by the Academy of International Business, among others. They are Fellows of the World Economic Forum and the founders of the Blue Ocean Global Network. For more on these authors and their new book, BLUE OCEAN SHIFT, see blueoceanstrategy.com.

W. Chan Kim and Renee Mauborgne are Professors of Strategy at INSEAD and Codirectors of the INSEAD Blue Ocean Strategy Institute. They are the authors of the New York Times and #1 Wall Street Journal bestseller, BLUE OCEAN SHIFT and the international bestseller BLUE OCEAN STRATEGY, which is recognized as one of the most iconic and impactful strategy books ever written. Blue Ocean Strategy has sold over 4 million copies, is being published in a record-breaking 46 languages, and is a bestseller across five continents. In 2019, Chan Kim and Renee Mauborgne were named the world's most influential business thinkers by Thinkers50. They are the recipients of numerous academic and management awards around the world including the Nobels Colloquia Prize for Leadership on Business and Economic Thinking, the Carl S. Sloane Award by the Association of Management Consulting Firms, the Leadership Hall of Fame by Fast Company, and the Eldridge Haynes Prize by the Academy of International Business, among others. They are Fellows of the World Economic Forum and the founders of the Blue Ocean Global Network. For more on these authors and their new book, BLUE OCEAN SHIFT, see blueoceanstrategy.com.

#1 Wall Street Journal Bestseller

#1 New York Times Bestseller

#1 USA Today Bestseller

Blue Ocean Shift: Beyond Competing

Authors: Renee M. Mauborgne & W. Chan Kim    

336 pages    

published: 2017

Blue Ocean Shift.jpg

Blue Ocean Shift is the essential follow up to Blue Ocean Strategy, the classic and 3.6 million copy global bestseller by world-renowned professors W. Chan Kim and Renee Mauborgne.Drawing on more than a decade of new work, Kim and Mauborgne show you how to move beyond competing, inspire your people's confidence, and seize new growth, guiding you step-by-step through how to take your organization from a red ocean crowded with competition to a blue ocean of uncontested market space. By combining the insights of human psychology with practical market-creating tools and real-world guidance, Kim and Mauborgne deliver the definitive guide to shift yourself, your team, or your organization to new heights of confidence, market creation, and growth. They show why nondisruptive creation is as important as disruption in seizing new growth.Blue Ocean Shift is packed with all-new research and examples of how leaders in diverse industries and organizations made the shift and created new markets by applying the process and

tools outlined in the book. Whether you are a cash-strapped startup or a large, established company, nonprofit or national government, you will learn how to move from red to blue oceans in a way that builds your people's confidence so that they own and drive the process.With battle-tested lessons learned from successes and failures in the field, Blue Ocean Shift is critical reading for leaders, managers, and entrepreneurs alike. You'll learn what works, what doesn't, and how to avoid the pitfalls along the way. This book will empower you to succeed as you embark on your own blue ocean journey. Blue Ocean Shift is indispensable for anyone committed to building a compelling future amazon.com

5.0 out of 5 stars Great follow up to first book

26 September 2017 - Published on Amazon.com

The first book, blue ocean strategy, was groundbreaking in its perspective on strategy - but the reader was left wondering whether it was in fact possible to implement it in real life, and the big question, how? The authors Kim and Mauborgne have thoroughly answered that question here, by explaining how an array of companies, non-profits, and even governments have successfully used blue ocean strategy in practice. What I like is that the examples in this book are entirely new and are covered in more detail than the first book.
I also like how they now provide a step-by-step guide, called the five-step process, to developing a blue ocean strategy, that makes it so much easier to implement blue ocean strategy in reality. It takes away some of the uncertainty of the idea-creation process and makes it easy to try to develop your own blue ocean idea in your team or company.
If previously the concepts and tools of the first book were somewhat scattered and not entirely cohesive, in this book they lay out which tools are used in which step, and for what purpose. Which I find super helpful.  Jonathan Kung on amazon.com

3.0 out of 5 stars Not great for Solo-Entrepreneurs with service-based products

1 October 2017 - Published on Amazon.com

I'm a solo-entrepreneur who sells online services (courses & coaching). I was eager to read Blue Ocean Shift because I enjoyed reading the original Blue Ocean book and was looking to learn more about marketing.
As someone who was anxious to get to tactics, I found that this book had too many stories of other large corporations that I had to sift through to get to the tactics. Plus, a lot of the advice was based on how to get your business team to help with market research and thinking differently, which I found irrelevant as a sole business owner.
Sometimes I found the tactics to be difficult to apply to my online service based business, because the formulas/charts and examples are largely based on physical products. This made it hard to understand how to apply the knowledge to my industry, although the concepts themselves were straight forward.
Ultimately, I dont feel the book really helped me any more than before I purchased it. I'll have to keep looking for a marketing book that better serves solo-entrepreneurs who sell services, spinning off the Blue Ocean concept.katherine gronauer on amazon.com