BOOK RECOMMENDATIONS and REVIEWS
I have read all of these books. They are in no particular order. While reading these books you should always have a pen or highlighter available to mark important areas. Not only will it help you remember thoughts that have touched you, but it will also make it easier to refer to at a later date.
You can go right to the book by clicking on the Amazon link below each title
1. The Speed of Trust by Stephen M.R. Covey
Great book about Trust. Dives deep into the issue. This book should must read for all owners and sales reps. Jeff Morrow
2. Getting Naked; A business fable about shedding the three fears that sabotage client loyalty by Patrick Lencioni
A must read about the process of Consultative Selling. Jeff Morrow
3. The Challenger Sale by Matthew Dixon and Brent Adamson
If you really want to take your sales skills to the next level, read this book. Very different from any other sales methodology you have read before. Many of the top organizations across the country are using the techniques spelled out in this book. Don’t read this if you are looking for a quick fix. This is for serious sales reps. Jeff Morrow
4. The Effortless Experience by Matthew Dixon, Nick Toman & Rick Delisi
This book is a game changer on how the customer service organization (or anyone that touches customers) deals with customers. Move from “consistent service” to “consistently tailored service” (Page 119) Jeff Morrow
5. Paradigms by Joel Arthur Barker
This is a must-read book for all salespeople. The knowledge in this book helps you recognize future trends well before they happen. I use the principles found in this book almost daily. Be sure and read “The Pig and the Sow” story on page 209. Jeff Morrow
6. Never Split the Difference by Chris Voss
“Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work.” Joe Navarro (back cover of book)
7. The ONE Thing by Gary Keller and Jay Papasan
If you want fewer distractions and less on your plate, this is the book for you. It asks, “What the one thing I can do such that by doing it everything else will be easier of unnecessary”? Good book. You will learn a lot. Jeff Morrow
8. The One Minute Manager by Ken Blanchard and Spencer Johnson
The One Minute Manager is a very short book by Ken Blanchard and Spencer Johnson. The brief volume tells a story, recounting three techniques of an effective manager: one-minute goals, one-minute praising’s and one-minute reprimands. Each of these takes only a minute but is of lasting benefit. Wikipedia
9. The Greatest Salesman in the World by Og Mandino
An absolute classic about sales. Every salesperson should read this book. Small and very readable. The most prolific motivational writer of all time! Jeff Morrow
10. The Art of War by Sun Tzu
Another classic book, written 2,500 years ago. This Chinese book has been a main stay for business leaders worldwide for years. Its principles on war strategy translate well into business strategies. Make sure you read this. I am sure that your competition already has. Jeff Morrow
11. The Magic of Believing by Claude M Bristol
A great book to get your head on the right track. If you want to learn about visualization and “how to believe”, this is where you start. Jeff Morrow
12. The Goal by Euyahu M Goldratt
A wonderful book on overcoming the barriers of making money. It walks you through the steps necessary to identify fundamental problems and what steps are needed to resolve them. A good tool if you are under deadlines to improvement or increasing profits. Jeff Morrow
13. What They Don’t Teach You at the Harvard Business School by Mark H McCormack
A good book that really gives you some “street smart” information. Easy to read. A lot of it you already know. Lots of cool little tidbits. This one should be in your business library. Jeff Morrow
14. Body Business by Ken Cooper
If you have interest in understanding Body Language, this is the book for you. Non-verbal communication is essential in today’s business environment. If you are poor at reading people, start by reading this book. Jeff Morrow
15. Swim with the Sharks Without Being Eaten Alive by Harvey Mackay
This best-selling book has been a sales “staple” for years. This is a great “how to” book. Jeff Morrow
16. Stress and the Bottom Line by E.M. Gherman, M.D.
“Stress is natural and must be dealt with directly and frankly” (see page 25). This book takes a very in-depth look at stress and its effects on each of us. If you were feeling the strong effects of Stress, reading this book would be a great way to start understanding it and relieving it. Jeff Morrow
17. The 7 Habits of Highly Effective People by Stephen R. Covey
A very detailed book on how to address Personal Change in our lives. Stephen takes you through all the steps needed to change bad habits into good ones. This is another must read book. “The successful person has the habit of doing the things failures don’t like to do” he observed. “They don’t like doing them either necessarily. But their disliking is subordinated to the strength of their purpose”. (Page 149) Jeff Morrow
18. QBQ – The Question Behind the Question by John G. Miller
The Question behind the Question is a took that’s been developed and refined over the years that helps individuals practice personal accountability by asking better questions. (Page 4). This is a small book that is very readable and gives you information quickly. Jeff Morrow
19. Jack Welch Speaks by Janet Lowe
Every manager should read this book. A compelling book that cuts through the crap and give straightforward and honest business answers on how to be successful running a company. “I firmly believe my job is to walk around with can of water in one hand and a can of fertilizer in the other and to make things flourish”. (Page 34) Jeff Morrow
20. Mans Search for Meaning by Viktor E. Frankl
A very poignant account of Viktor’s imprisonment in Auschwitz and other concentration camps for five years. I found this book very helpful in putting my daily sales struggles into perspective. I recommend reading only the first half of the book. The second half goes into detail on the psychotherapeutic method that Frankl pioneered while imprisoned and can be very boring. Jeff Morrow
21. Thick Face, Black Heart by Chin-Ning Chu
An inspirational book from one of the foremost experts about the Asian business psyche. This book helps you search for your own inner convictions, break the constraints of the inner images and external standards we have set and have a greater understanding of yourself. “If you are not concerned about the outcome of a circumstance, you will experience no fear. When you attach yourself to expectations, anxiety and fear will overcome you. The outcome will be what it will be, regardless of your expectations and fear”. (Page 58) Jeff Morrow
22. Working Woman’s Art of War by Chin-Ning Chu
I have read some good reviews on this book but have not read it my self. We would love to have a couple of reviews from women that have read this book. Jeff Morrow
23. The Richest Man in Babylon by George S. Clason
One of the best books every written on the subject of accumulating wealth. Based on the famous "Babylonian principles," this book shows simple solutions for a strong financial future. “Money is plentiful for those who understand the simple laws which govern its acquisition”. (Page 1) Jeff Morrow
24. The 48 Laws of Power by Robert Green
This book shows all angles of Power; from the good to the bad. It draws a lot from histories “bad boys” and uses many, many stories to make its point. This is a large book with small print. If you want to learn about how to grab power, or about those who have, without any moral conscience, this book has it from A to Z. It can also help you identify the Power players and their techniques. Jeff Morrow
25. Who Moved My Cheese by Spencer Johnson, Kenneth H. Blanchard
A great story about 4 mice and what happens when things start to change in their world. The story can quickly be viewed in a business perspective. See which mouse you identify with and what should you do to start changing. Small book and very readable. Jeff Morrow
26. Fish by Stephen C. Lundin, Harry Paul, John Christensen
An incredible book that addresses the issues surrounding a poor work environment. The fundamentals come from a fish market, of all things, in Seattle. This book is an easy read and has many specific points that will help you achieve a better attitude, increase productivity and teamwork, and provide an overall better work atmosphere. This book is worth reading, especially if you work in an office. Jeff Morrow
27. Acres of Diamonds by Russell H. Conwell
Many of the best books about self-improvement come from many years’ past. This is one of those books. Acre of Diamonds really started out as a speech given to the Forty-sixth Massachusetts Regiment, in the late 1800’s. The speech was so well received that he was asked to do it over 500 more time. Read this book. Start looking for the diamonds of your life in your own back yard before you go searching afar. Jeff Morrow
28. Oh The Places You’ll Go by Dr. Seuss
A book for kids of all ages (1 to 100). A close friend recommended this book to me. Very readable and almost everyone can get something out of it about entering new stages of your business/sales life. Jeff Morrow
29. Obvious Adams by Robert R Updegraff
An uplifting and inspirational book about an ordinary man who succeeds doing things that one no one else seems to be doing…the obvious. This book will help you look at business, and even personal, problems with a new eye. You can read this in one quick setting. A must for your business library. Jeff Morrow
30. Winning Habits by Dick Lyles
Dick Lyles has reduced the secret to success to four little steps. While the story is somewhat sappy, the message he delivers is powerful. Follow his four steps and you will be well on your way. Jeff Morrow
31. Kiss your BUT good-bye by Joe Azelby & Bob Azelby
We all have reasons we can’t get things done. This book helps you recognize when we are creating excuses. On the cover page is says “How to get beyond the one word that stands between you and success”. That’s your big BUT! Easy reading and has a lot of good tidbits of information like; “In the history of mankind, no one has ever learned anything while they were talking. (Page 4)” Jeff Morrow
32. The Manager and The Monk by Jochen Zeitz & Anselm Grun
This book is all about Principles, Profit and Prayer. It is a bit of a difficult read but if you are struggling with combining business and personal ethics you might want to pick this one up. Jeff Morrow
33. The Cow in the Parking Lot by Leonard Scheff and Susan Edmiston
Anger gets to all of us sooner or later. For many of us it sometimes gets out of control. This book takes a Zen approach to overcoming anger. It is a very easy read. Probably the best book on anger written. Jeff Morrow
34. Power Questions by Andrew Sobel and Jerold Panas
Very good and readable book on better ways to ask questions. On page 85 I quote: “Your job is not to listen and respond. Your job is to (ask questions) gain information and create a vibrant dialogue. I could not agree more! Jeff Morrow
35. The Power of a Positive No by William Ury
Sometimes the best answer you can give someone is “NO”. This book helps you understand what you should say YES to and when to say NO. Get this book if you have trouble saying NO. Jeff Morrow
36. Zen Golf, Mastering the mental game by Dr. Joseph Parent
Great book even if you don’t golf. If you are looking to improve your “mental approach” to sales, read this book. Just insert the word business or sales wherever it says golf. Read this book only if you want to concentrate or focus better. Jeff Morrow
37. Selling the Invisible by Harry Beckwith
"The one book on marketing I'd have if I could have just one. A Classic." Harvey Mackay
38. Traction: Get a Grip on Your Business by Gino Wickman
Great book on understanding the importance of structure, putting people in the “right chair”, Big Rocks, holding people accountable and a methodical approach to conducting meetings.Jeff Morrow
39. Atomic Habits by James Clear
A great book if you are looking for an easy and proven way to build good habits and break old ones.
40. Good Leaders ask Great Questions by John C. Maxwell
If you want to mastered the art of asking questions, using them to learn and grow, connect with people, challenge yourself, improve your team, and develop better ideas, then this is the book for you!
41. Measure what matters by John Doerr
This is a must read book! Measure What Matters shows how to implement the OKR system—Objectives and Key Results—for any team or organization. An Objective is a concrete, action-oriented thing that needs to be achieved; Key Results are the specific, measurable and verifiable steps that will meet the objective. youexec.com
42. PEAK by Robert Pool & Anders Ericsson
Peak condenses three decades of original research to introduce an incredibly powerful approach to learning that is fundamentally different from the way people traditionally think about acquiring a skill.
This is a really great book on how and what it takes to be the best! Jeff Morrow
43. Culture Wars by William Vanderbloemen
The Roadmap to an Irresistible Workplace. Culture Wins is a practical yet challenging modern guidebook for organizations that want to own the future. Its firsthand insights into building a contagious culture will drive sustainable growth and innovation for any organization.
44. The 21 Irrefutable Laws of Leadership by John C. Maxwell
This is the best book on Leadership I have every read!
"If you aspire to be a leader, this book is a must-read. It offers valuable insights on how to become a great leader and identifies areas for improvement. Even if you’re already an accomplished leader, you’ll find valuable lessons and concepts to apply to your work. I highly recommend it for anyone looking to develop their leadership skills or seeking inspiration for their personal and professional growth." James Chaplin
45. Peak by Anders Ericsson and Robert Pool
From the world's reigning expert on expertise comes a powerful new approach to mastering almost any skill. So the idea of expertise still intimidates us - we believe we need innate talent to excel or think excelling seems prohibitively difficult. Peak belies both of these notions, proving that almost all of us have the seeds of excellence within us - it's just a question of nurturing them by reducing expertise to a discrete series of attainable practices. Peak offers invaluable, often counterintuitive advice on setting goals, getting feedback, identifying patterns, and motivating yourself.