Category Archives: Marketing & Sales

by Patrick Lencioni Written in the same dynamic style as his previous bestsellers in “Getting Naked,” Lencioni illustrates the principles of inspiring client loyalty through a business fable. He challenges service providers to be completely transparent and vulnerable and presents concrete steps for doing so in any organization. The story follows a small consulting firm, Lighthouse Partners, which often beats out big-name competitors for top clients. One such competitor buys out Lighthouse and learns important lessons about what it means to provide

by Jim Collins In what Collins calls a prequel to the bestseller Built to Last he wrote with Jerry Porras, “Good to Great” explores how good or even mediocre companies can be turned into ones that achieve long-term superior performance. To find the keys to greatness, Collins and his team identified 11 companies that made the leap from Good To Great and discovered the characteristics of greatness—why some companies make the leap and their industry counterparts don’t. Collins introduces concepts such as

by Robert Cialdini, Persuasion is at the heart of business, where leaders must reach customers, clients, employees, and suppliers. Influence is a classic book on the core principals of persuasion and is a great example of how psychological principles apply to the business world. You’ll learn the six universal principles of ethical persuasion: reciprocity, commitment and consistency, social proof, liking, authority, and scarcity. Cialdini shows how to use the principles to become a skilled persuader—and how to defend yourself against them. Based