Sales & Marketing Management - October 2007 - (Page 36)

Shelf Life 2 1 NIGHTTIME READING FOR DAYTIME SUCCESS } 3 2 KNOW CAN DO! Put Your Know-How Into Action BY KEN BLANCHARD, PAUL J. MEYER AND DICK RUHE BERRETT-KOEHLER PUBLISHERS, $19.95 2 Based on the sheer volume of books, seminars and training courses out there, one could easily assume self-betterment is America’s national pastime. No question, folks from all walks of life are borderline-obsessed with maximizing their potential. Unfortunately, the desire for self-improvement and the actualization of said desire often are mutually exclusive concepts. In Know Can Do!, Ken Blanchard, Paul J. Meyer and Dick Ruhe teach you how to bridge that gap between intention and improvement. The authors identify three main stumbling blocks encountered by the personal developmentminded—information overload, negative filtering and lack of follow-up. Through the application of innovative techniques like Green Light Thinking and spaced repetition, they show you how to tackle each problem head-on. If you’re sick of the self-improvement merry-go-round, this may be the book that finally helps you snag that brass ring. 2 STREET FIGHTER 1 2 MASS CAREER MARKETING SOLUTIONS How One-On-One Marketing Will Help You Overcome the Sales Challenges of ModernDay Business BY JEFF SLUTSKY; FREE PRESS, $26 It’s the marketing exec’s conundrum: You want to increase sales while lowering marketing costs, but given the present-day glut of media outlets and advertising, you find you’re actually spending more for less exposure. Enter Jeff Slutsky. The president and CEO of Street Fighter Marketing in Columbus, Ohio, Slutsky knows a thing or two about getting the most mileage out of your marketing dollar. And in his new book, Street Fighter Marketing Solutions, he shares this strategic wealth with you. Whatever the size of your business, Slutsky offers innovative, real-world-tested advice for getting your message out to the widest audience possible—and with the least amount of damage to your budget. Tips on cost-effectively utilizing local mass media and putting together effective promotional events are just two of the many nuggets of wisdom. 36 SALES&MARKETING MANAGEMENT CUSTOMIZATION Aligning the Workplace with Today’s Nontraditional Workforce BY CATHLEEN BENKO AND ANNE WEISBERG; HARVARD BUSINESS SCHOOL PRESS, $29.95 3 2 THE RISE OF THE PROJECT WORKFORCE Managing People and Projects in a Flat World BY RUDOLF MELIK; WILEY $34.95 , Like Benko and Weisberg, Rudolf Melik believes ours is a workforce in flux. And in The Rise of the Project Workforce, he makes perfectly clear what the stakes are for companies attempting to maintain their dominance in the 21st Century. As the book’s dust jacket so starkly puts it: “Globalization, projectization, fragmentation of the enterprise … and real-time collaboration across the planet have enabled companies to reduce costs, leverage a global talent pool, and execute challenging deliverables with a dispersed yet incredibly connected project workforce … businesses that want to win the war for profits had better keep up.” Melik quickly gets down to brass tacks, spotlighting the technology, tools and disciplines necessary for any business to function (and thrive) in the modern world. His guidelines are indispensable for any manager or executive looking to embrace the future rather than fight it. www.salesandmarketingmanagement.com This isn’t your father’s workforce anymore, and it’s about time corporate America stops ignoring that fact. In Mass Career Customization, authors Cathleen Benko and Anne Weisberg take an in-depth look at the modern-day workplace—one defined by an increasing number of women, changing family structures, the impact of technology, and the evolving expectations of Generations X and Y, among other factors. Consequently, the traditional corporate ladder climb is becoming a thing of the past, with today’s career path characterized by lateral and upward jumps from company to company. By addressing four core career dimensions (Pace, Workload, Location/Schedule, and Role), the authors’ Mass Career Customization framework provides corporations with a blueprint for retaining their top talent. OCTOBER 2007 http://www.salesandmarketingmanagement.com

Table of Contents Feed for the Digital Edition of Sales & Marketing Management - October 2007

Sales & Marketing Management - October 2007 Contents Editor’s Letter Management Strategies Why Prospecting Gets No Respect Sales Strategy: Spotlight your Services Marketing: A Social Intelligence Primer Management: Steer your Team to Success Motivation/Incentives: The No-Pain Way to Gain Training: Looking for Yesterday’s Learning or Tomorrow’s? Technology: Get Trade Show Satisfaction with the Video Massage Focusing on SMB Solutions The Best Sales Force The Hottest Job Industries Overseas Aggravation Gadgets & Gear: Pen and Ink as an Art Form Books that Improve Strategic Thinking, People Skills and Sales One Foot Out the Door Work/Life: Calling in the Fitness Cavalry. Take-Aways: Bite-size Strategies to Help You Sell More, Market Smarter and Manage Better

Sales & Marketing Management - October 2007

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