Recommended Reading

Augment your training with these powerful, influential books, recommended by Dr. Steve Bistritz. Click on the book titles for complete information from Amazon.com

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap,
by Mark Shonka and Dan Kosch

Built to Last: Successful Habits of Visionary Companies,
James C. Collins and Jerry Porras

Clients for Life: How Great Professionals Develop Breakthrough Relationships,
Jagdish Sheth and Andrew Sobel

Concurrent Marketing: Integrating Product, Sales and Service,
Frank V. Cespedes

Crossing the Chasm,
Inside the Tornado : Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets,
Living on the Fault Line : Managing for Shareholder Value in Any Economy,
all 3 books by Geoffrey Moore

The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market,
Michael Treacy and Fred Wiersema

Differentiate or Die : Survival in Our Era of Killer Competition,
Jack Trout

Good to Great: Why Some Companies Make the Leap... and Others Don't,
James C. Collins

From Vendor to Business Resource: Transforming the Sales Force for the New Era of Selling,
Jerry Stapleton

Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale,
Rick Page

How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale,
Dave Stein

The Loyalty Effect: The Hidden Force Behind Growth, Profits, and Lasting Value,
Loyalty Rules! How Leaders Build Lasting Relationships,
both by Frederich Reichheld

Play to Win! : Choosing Growth Over Fear in Work and Life,
Larry Wilson and Hersch Wilson

The Relationship Advantage,
Tom Stevenson and Sam Barcus

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value,
Neil Rackham and John DeVincentis

Selling the Invisible: A Field Guide to Modern Marketing ,
Harry Beckwith

SPIN Selling,
Neil Rackham

Solution Selling,
Michael Bosworth

The Selling Fox: A Field Guide for Dynamic Sales Performance ,
Jim Holden

The Trusted Advisor,
David Maister, Charles Green and Robert Galford

Value Migration: How to Think Several Moves Ahead of the Competition ,
Adrian J. Slywotzky

Visionary Selling : How to Get to Top Executives and How to Sell Them When You're There ,
Barbara Geraghty