Book Summaries

Sales management radical Justin Roff-Marsh presents a nontraditional sales approach that incorporates the division of labor, in which sales responsibility shifts from autonomous agents to a centrally coordinated team to build more efficient sales functions.

Business success is directly related to the quality of the employees. Eric Chester reveals the seven cultural pillars that today’s leading employers focus on to attract and retain top talent: compensation, alignment, atmosphere, growth, acknowledgment, communication and autonomy.

You may have the world’s greatest solution, but if you can’t communicate with relevancy, develop credibility and respect, and build clarity for your customers, your potential will be severely constrained. Leading-edge strategist Jeff Thull shows readers how to create a different kind of relationship with the customer and use powerful diagnostic principles to reframe the typical sales conversation.

In The Dollarization Discipline, marketing guru Jeffrey J. Fox and management consultant Richard C. Gregory describe how organizations can measure and explain the financial impact of noncost benefits, including increased market share, increased sales volume, and increased pricing power. The authors explain that “dollarization” should be a discipline that businesses apply across a broad set of sales, marketing and management activities, forcing organizations to be customer-focused and cu