Wanting
* Financial Times Business Book of the Month * Next Big Idea Club Nominee * One of Bloomberg's "52 New Books That Top Business Leaders Are Recommending" * Aleo Review of Books 2022 Book of the Year *A groundbreaking exploration of why we want what we want, and a toolkit for freeing ourselves from chasing unfulfilling desires. Gravity affects every aspect of our physical being, but there's a psychological force just as powerful--yet almost nobody has heard of it. It's responsible for bringing groups of people together and pulling them apart, making certain goals attractive to some and not to others, and fueling cycles of anxiety and conflict. In Wanting, Luke Burgis draws on the work of French polymath Ren矇 Girard to bring this hidden force to light and reveals how it shapes our lives and societies. According to Girard, humans don't desire anything independently. Human desire is mimetic--we imitate what other people want. This affects the way we choose partners, friends, careers, clothes, and vacation destinations. Mimetic desire is responsible for the formation of our very identities. It explains the enduring relevancy of Shakespeare's plays, why Peter Thiel decided to be the first investor in Facebook, and why our world is growing more divided as it becomes more connected. Wanting also shows that conflict does not arise because of our differences--it comes from our sameness. Because we learn to want what other people want, we often end up competing for the same things. Ignoring our large similarities, we cling to our perceived differences. Drawing on his experience as an entrepreneur, teacher, and student of classical philosophy and theology, Burgis shares tactics that help turn blind wanting into intentional wanting--not by trying to rid ourselves of desire, but by desiring differently. It's possible to be more in control of the things we want, to achieve more independence from trends and bubbles, and to find more meaning in our work and lives. The future will be shaped by our desires. Wanting shows us how to desire a better one.
Marketing Lessons from the Grateful Dead
The Grateful Dead-rock legends, marketing pioneers The Grateful Dead broke almost every rule in the music industry book. They encouraged their fans to record shows and trade tapes; they built a mailing list and sold concert tickets directly to fans; and they built their business model on live concerts, not album sales. By cultivating a dedicated, active community, collaborating with their audience to co-create the Deadhead lifestyle, and giving away "freemium" content, the Dead pioneered many social media and inbound marketing concepts successfully used by businesses across all industries today. Written by marketing gurus and lifelong Deadheads David Meerman Scott and Brian Halligan, Marketing Lessons from the Grateful Dead gives you key innovations from the Dead's approach you can apply to your business. Find out how to make your fans equal partners in your journey, "lose control" to win, create passionate loyalty, and experience the kind of marketing gains that will not fade away!
Sell It Like Serhant
This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business. Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more!Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO!Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.
One Presentation Away
The speaker's guide to get more clients by crafting a single high-converting signature talk One Presentation Away: Become an Irresistible Speaker and Convert More Clients provides crystal-clear direction on how to become confident when speaking and selling from any stage and how to start getting clients, not just claps. Uniquely, this book reveals how to sell from a virtual or live stage without feeling like you're selling. Written by renowned professional speaker and presentation builder Colin Boyd, this book's core premise is that you are just one irresistible presentation away from the breakthrough you desire. In this book, readers will find insights on: How just one presentation can grow your business and give you the life you've always wanted The common error of overcomplicating business growth, and why it makes sense to hone in on one specific pitch How to structure a high-converting signature talk and practical strategies that result in your audience asking to join your offers, used by 10,000+ of Boyd's students and the biggest names in the industry Guiding entrepreneurs through every step of the process of selling on stage, One Presentation Away is an essential read for sales newcomers as well as experienced presenters looking to further optimize their pitch.
Lead with Transformation
"This isn't just another sales book. It's a manifesto for achieving transformational success in enterprise sales."For years, enterprise sales professionals have relied on "Land & Expand" as a safe, predictable growth model. While once effective, this conventional sales approach now imposes a ceiling on both your success and your clients' potential. Today, clients demand business outcomes, not just solutions. The old playbook is unable to meet emerging client needs (reshaped by AI, Cloud, and disruptive market shifts), leading to longer sales cycles, shrinking deal sizes, and stagnant pipelines. What if you could surpass incremental gains and deliver results on a scale never thought possible?In Lead with Transformation, Ram Himmatraopet draws upon his three decades of global enterprise sales leadership experience to help readers unlock exponential outcomes and build enduring partnerships using his revolutionary "Land & Transform" sales model that helped his teams deliver over $5 billion in business value. If you're ready to move beyond incremental growth and into game changing transformation, then this book is your blueprint for breakthrough success.
Stop Managing, Start Leading
This book redefines sales leadership, offering a practical, actionable guide to help leaders unlock their potential, inspire their teams, and create high-growth cultures that deliver sustainable success.
The First Meeting Differentiator
The first meeting is where everything begins--or ends. Get it right, and you build unstoppable deal momentum. Get it wrong, and the deal is in big trouble.Traditional discovery meetings must die! Today's buyer demands it. They no longer tolerate one-sided sales interrogations that serve the seller but provide no value to them. If they agree to a meeting with you, they expect something more--a consultation experience that makes them wiser as a result of time spent with you. That's the transformation The First Meeting Differentiator guides you to make.In this breakthrough book, world-renowned sales management strategist and bestselling author Lee B. Salz reveals the strategy and the step-by-step framework for transforming your first meetings into high-impact, client-centric consultations that differentiate you and lay the foundation to win more deals at the prices you want.This shift changes the entire buyer/seller experience. First meetings become energized, trust-building, impactful conversations that ignite interest and set the stage for closing deals.Following the success of Salz's bestsellers Sales Differentiation and Sell Different!, The First Meeting Differentiator adds a powerful new component to your sales strategy. Packed with real-world stories, actionable insights, and hands-on workshops, this is the ultimate guide to modernizing your sales approach and outselling the competition.Design a first-meeting strategy that excites prospects and earns their trust.Use techniques that differentiate the meeting experience, not just your product.Shift from one-sided discovery to dynamic consultations that deliver value for both sides.Engage emotions in ways that motivate them to take action by leveraging Empathetic Expertise.Master qualifying to separate real deals from mirages.Create intriguing questions that qualify deals, differentiate you, and make consultations magical.Stop talking about features and benefits, and develop stories that captivate, differentiate, and lead them to want to buy from you.
How to Sell
The essential guide to conversational selling - the mindsets, knowledge and skills that every salesperson needs to master, and which every sales manager needs to be able to teach.
The Real Deal
SELL WITH CLARITY, CONTROL, AND CONFIDENCE - IN ANY MARKET, WITH ANY BUYER From challenging conversations to high-stakes negotiations, this modern sales playbook delivers practical, proven techniques and closing strategies to help you succeed when the stakes are high. Inside, you'll find actionable frameworks and real-world tactics to: Build trust quickly and create stronger connections Lead confident, value-focused sales conversations Turn challenges into progress that keeps deals moving Negotiate effectively without sacrificing margin Stay in control from first contact to signed agreement All techniques are based on proven buyer psychology, not outdated scripts or gimmicks. This approach will help you sharpen your skills, strengthen your mind set, and perform at your best under pressure. Written for professionals, founders, and business leaders who want to compete and succeed in demanding markets, this book provides the tools and strategies to elevate both your results and your reputation.
How to Sell
Selling is changing. As AI becomes ever more pervasive, your ability to have conversations that customers find enjoyable, insightful and productive becomes ever more important.How to Sell focuses on conversational rather than consultative selling, recognizing a customer's foundational values and emotional wants as well as their more pragmatic needs. It will help you build genuine human connection, deliver more positive buying experiences and have more effective sales conversations that deliver greater sales results.Discover: - How you need to think - six fundamental sales mindsets; - What you need to know - five essential areas of sales knowledge; - What you need to do - seven steps for greater sales conversations. This is the essential handbook for frontline salespeople who want to improve, and the sales managers and leaders who want to help them. Because if you don't know how to sell the benefits of your product, service or idea through a short and simple conversation, then you don't know how to sell at all.
The Bo Peep Business Plan
What if the fables, fairy tales, and nursery rhymes you grew up with weren't just whimsical stories-but business lessons in disguise?Think about it. The butcher, the baker, and the candlestick maker were small-business owners. Peter Piper sold pickled peppers. Geppetto ran a toy shop. Little Bo Peep managed livestock. Behind the rhymes and tales were entrepreneurs facing the same challenges we do today: marketing, competition, supply issues, and yes-even falling asleep on the job.This book reimagines classic characters as modern business owners navigating their daily ups and downs. Alongside their adventures, you'll find practical questions at the end of each chapter to spark fresh insights for your own business. Keep a notebook close-you'll want to capture the ideas that can boost your profits and sharpen your strategy.And in case you've forgotten the original fables, rhymes, or fairy tales, you'll find them included-sometimes in full, other times lightly adapted to keep the pace lively.Packed with creativity, reflection, and timeless wisdom, this book offers a playful way to rethink entrepreneurship. The stories are fictional, but the lessons you'll take away are very real.
Role of Risk Perception and Brand Attachment in Counterfeit Cosmetic Consumption
Unveiling the intricate dynamics of consumer behavior, "Role of Risk Perception and Brand Attachment in Counterfeit Cosmetic Consumption" explores the factors shaping customer attitudes and satisfaction toward counterfeit cosmetic products. This comprehensive study delves deep into the motivations, perceptions, and external influences driving consumer choices in Himachal Pradesh. Through rigorous statistical methods such as factor extraction, multiple regression, and chi-square analysis, the research uncovers pivotal insights: - Internal factors like risk averseness, status consumption, and previous experience positively impact attitudes, while traits such as integrity, personal gratification, and novelty seeking negatively influence perceptions. - Key external factors, including price, brand attachment, product quality, perceived value, and service quality, significantly enhance customer satisfaction. The book also highlights the socio-economic variables-gender, age, education, and income-that shape satisfaction and drive purchasing behavior. Notably, it demonstrates how customer attitudes directly impact purchase intentions, revealing the subtle interplay between internal desires and external pressures. Perfect for marketing professionals, academicians, and policymakers, this book provides actionable insights into consumer psychology and counterfeit markets.
The Real Deal
Master Objection Handling. Close More Deals. Win Without Compromise. Most salespeople don't lose deals because their product is wrong; they lose because they can't handle pressure in high-stakes sales. They hesitate when faced with tough questions. They allow stalls, price objections, or polite brush-offs to derail the sale, instead of applying proven sales techniques that close more deals and increase revenue. Learn how to reframe resistance, stay in control under pressure, and turn hesitation into buying momentum. Inside, you'll discover: Mindset shifts that turn objections into closing opportunities Word-for-word responses to overcome price, timing, and trust objections Pressure-control tactics to keep deals alive under high-stakes pressure Negotiation moves that protect your price and profit margin Closing techniques to secure faster buying decisions Confidence-building skills to perform in any sales situation These strategies work for sales professionals in any role or industry, from enterprise sales and corporate accounts to retail, consulting, services, and manufacturing, because they're built on proven buyer psychology, not gimmicks. Packed with practical techniques and real-world examples, this book will help you handle objections with confidence, protect your margins, and move deals forward faster. Tony Porter is a multi-award-winning former sales leader, successful investor, and trusted adviser to businesses worldwide. He has sold into and worked with C-suite decision-makers at Top 500 global companies across finance, energy, legal, and manufacturing industries. Through his proven TRUST framework, published sales books, and hands-on coaching, Tony equips sales professionals, founders, and executives with the skills, confidence, and strategies to perform under pressure and win in competitive markets.
Reel Talk
What makes someone stop scrolling? Vince Tornero-president of Wessler Media and father of three-shares the real stories, wins, and flops behind short-form video success.From viral diaper disasters to client campaigns that hit big, Vince shows you how to grab attention in the first three seconds, stay consistent, and build content that feels real, not forced.Packed with quick tips, tools, and proven strategies, Reel Talk is your playbook for turning everyday moments into viral opportunities.
After-Sales Excellence
Fix what's broken. Elevate what works. Lead with service excellence.Aftersales Excellence: Driving Improvement, Customer Satisfaction, and Growth is the essential guide for anyone seeking to improve performance, strengthen relationships, and unlock growth - whether in the aftermarket or beyond.With over 45 years of global experience as an employee, senior leader, and consultant, Nigel Woodall delivers a practical, no-nonsense roadmap for business improvement. Rooted in the often-overlooked after-sales sector - spanning manufacturers, distributors, maintainers, and more - the book reveals the proven strategies top performers rely on to attract, retain, and grow high-value customers.But this isn't just a book for aftermarket professionals. Its lessons apply across industries, because customers aren't only buyers - they're investors, suppliers, employees, and owners. And service isn't just what happens at the front line - it's shaped by leadership, systems, and internal culture.Clear, accessible, and packed with case studies, strategies, and actionable insights you can apply immediately, Aftersales Excellence is like having a consultant on call - helping entrepreneurs, leaders, and professionals transform performance, boost customer satisfaction, and stay ahead in today's competitive, service-driven landscape.
Story Business
Stories move people-and people move business.In Story Business, Gavin McMahon takes you on a journey from ancient cave paintings to billion-dollar tech unicorns, revealing how storytelling is a powerful-and undervalued-tool for driving business success. Drawing on vivid examples of the rise and fall of real-world companies, McMahon exposes a timeless truth: It's not the best ideas that win, but the best-packaged ideas.From shaping strategy and launching products to leading teams and building culture, McMahon shows that storytelling isn't just a marketing tool or a way to dress up facts-it's a force that transforms ideas into catalysts people can see, feel, and rally behind.In this book, you'll explore six essential genres of business storytelling-value, product, brand, sales, leadership, and culture-each with practical tools to help you connect, persuade, and inspire. You'll learn how to shape a compelling hook, turn numbers into narratives, and rally teams around a shared vision.If you've ever tried to spark change or rally a team-only to be met with blank stares-this book is for you. It's about breaking through using the same skill humans have relied on for tens of thousands of years: telling a better story.With his signature straight talk, Gavin McMahon cuts through corporate jargon to reveal the fundamental truths of storytelling. Page by page, Story Business will teach you how to captivate, persuade, and lead-all by telling stories that stick.--"Informing... inspiring... an absolute delight to read."-Ken Blanchard, The One Minute Manager"Story Business is both blueprint and battle cry for leaders ready to wield humanity's oldest and most powerful technology."-Jimmy Soni, bestselling author of The Founders
The Linkedin Edge
Combine LinkedIn and AI to multiply your selling potential Most sales professionals and entrepreneurs are desperate to find new techniques to help them break through the overwhelming noise and get the attention of high-value decision makers. They want to make fewer cold calls, face less resistance, and have more meaningful conversations. This is why Jeb Blount (the world's most Fanatical Prospector) and Brynne Tillman (the LinkedIn Whisperer) joined forces to create The LinkedIn Edge--the definitive playbook for combining LinkedIn, AI, and proven outbound prospecting strategies to build bigger, better, and more qualified pipelines. In this highly practical guide, you will learn the tactics, techniques, frameworks, and secret shortcuts that transform LinkedIn into a list-building, prospecting, referral-getting, lead-generation machine that will help you sell more, win more, and earn more. You'll learn how to: PLeverage LinkedIn + AI to build better, more effective prospecting lists Integrate LinkedIn into your outbound prospecting sequences to increase engagement Find decision-makers on LinkedIn using smart targeting strategies Use AI tools to streamline research and get crucial contact information Write prospecting messages that convert with proven frameworks + AI Multi-thread and penetrate buying committees to bend win probability in your favor through deeper relationships Jump over gatekeepers and get direct introductions to c-level decision makers Leverage your network to warm up cold calls and generate referrals Get prospects to accept your LinkedIn connection requests Turn LinkedIn into a powerful lead-gen engine that brings hot buyers to you Deploy the 5s familiarity framework to build name recognition, authority, trust Get more prospecting done, in less time, with better results The LinkedIn Edge is not the typical "social selling" book focused on vanity metrics or going viral. There is no fluff or shallow "moon launch" techniques that never really work. This is a step-by-step playbook, written by practitioners. It is about what works in the real world, in the grind of the sales trenches--blending fast prospecting outreach with systematic relationship building sequences to engage prospects with confidence, consistency, and relevance. With each chapter and every lesson, you'll learn how LinkedIn mastery combined with an AI edge can give you almost superhuman prospecting powers that will explode your pipeline and your income.
Mastering the Algorithm
Mastering the Algorithm: How to Go Viral, Stay Visible, and Thrive in the Age of Attention is not another "hack the feed" book. It's a blueprint for constructing a presence that compounds.Blake reframes platforms as ecosystems with incentives you can read and work with, instead of yelling into the void. The book explains how to train the machine and the audience simultaneously: by projecting a clear, repeatable signal through tone, rhythm, and structure; by aligning message with native formats across LinkedIn, Instagram, YouTube, TikTok, and more; and by balancing familiarity with contrast so your ideas register emotionally and cognitively, not just statistically.Readers will learn: How algorithms actually sort, route, and interpret signals-and how to become legible.Why consistency beats volume, and how to build "gravity" that attracts the right opportunities.How to adapt ideas across platforms without diluting voice or chasing trends.How to avoid burnout and hollow virality by designing for salience, not spikes.Direct, sober, and pragmatically opinionated, Mastering the Algorithm gives creators, founders, and communicators a working model for durable visibility in a system that rewards clarity over noise. Because real leverage isn't a viral moment. It's being the reference point people return to.
Hacking the Human Mind
"A book for the ages." --Rory Sutherland, Author, Alchemy How did the world's best brands get so big? They had more than great products -- they hacked the human mind. This book reveals their secrets. Richard Shotton (The Choice Factory, The Illusion of Choice) and 9x CEO MichaelAaron Flicker take a look at the behavioral science underpinning the success of 17 leading brands, including Apple, Dyson, Red Bull, and Starbucks. What is it about Amazon that pulls us back again and again? How does a two-minute wait make Guinness taste better? Why do we pay more for water than we know it's worth? The answers are here. And it's not just theory. Hacking the Human Mind is a practical guide, filled with techniques for you to try today. So you too can make your brand the one people reach for -- without them ever really knowing why.
