John's Recommended Reading List    
                               February 2012
THE MTS BLOG
"Life happened because I turned the pages"

There are a number of books I would recommend to be in the library of
any Sales Engineer. Some of them are Pre-Sales specific, some deal
with demos and presentations, and others are regular business books.

Having these books in your library can only serve to make you a
stronger, smarter and successful  Pre-Sales Engineer. Start reading!

Download the Reading List in PDF format or Word format or click
on any book-cover below to visit Amazon.com (US)

The review of this month's book , Mojo! is at the bottom of the
page.
The distinctive “Do the Last Thing First” concept generates a “Wow!” response from customers.
Cliff shares his innovative three-step method that helps you unlock the amazing story buried in those bullet-riddled slides
Riefstahl 's book is all about doing demos; what works and what doesn't for doing software demos in front of prospects. You won't find a lot about the overall sales process found in so many other books, just giving good demos and closely related information
Written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Generally a little dry and abstract.
Please don't buy this book! Once people start making better presentations, mine won’t look so good
Blink is about the first two seconds of looking--the decisive glance that knows in an instant
This grandfather of all people-skills books was first published in 1937. It was an overnight hit, eventually selling 15 million copies. How to Win Friends and Influence People is just as useful today as it was when it was first published, because Dale Carnegie had an understanding of human nature that will never be outdated.
Solution Selling refined for the salesrep. Common sense stuff for the SE
Geoffrey Moore makes the case that high-tech products require marketing strategies that differ from those in other industries. His chasm theory describes how high-tech products initially sell well, mainly to a technically literate customer base, but then hit a lull as marketing professionals try to cross the chasm to mainstream buyers.
In seven chapters, the two consultants for the Gallup Organization debunk some dearly held notions about management, such as
Details on Lencioni's
Jim Collins asked the question,
Godin argues that businesses can no longer rely solely on traditional forms of
As the legendary retired CEO of General Electric, Welch has won many friends and admirers in high places. In this latest book, he strives to show why. Winning describes the management wisdom that Welch built up through four and a half decades of work at GE
The classic of all Sales Methodologies. Worth reading just to pick up the sales terminology
Rackham's original methodology - based upon experiences at IBM.
Goldsmith, an executive coach to the corporate elite, pinpoints 20 bad habits that stifle already successful careers as well as personal goals like succeeding in marriage or as a parent.
SE BOOK OF
THE MONTH

    Marshall Goldsmith
    Mojo



    How To Get It, How To Keep It, How To Get It Back If You Lose It.

    Marshall Goldsmith is undoubtedly one of the top executive coaches in the
    world today. I consider his What Got You Here Won’t Get You There to be
    essential reading for any SE. So I have had Mojo queued up on my iPad
    for a while. I have to admit it did not really spark me or light me up as many
    of his previous books have. The book revolves around defining Mojo as a
    form of positive spirit within you, how you can get Mojo, improve your Mojo,
    measure it and keep it.

    I did get a few nuggets of wisdom – firstly about valuing the importance of
    time (an hour from now, if you were to look back on the value of the time
    you just spent – would it be worthwhile? If the answer is no – then don’t do
    it!). Secondly about “Nojo” – the opposite of Mojo. We all see a lot of that
    every day so it’s nice to label it!

    If you’re having trouble getting motivated, questioning your career choice
    or trying to figure out what’s next in your life – Mojo Measuring might be the
    thing for you. (You also have to get the whole Austin Powers visual out of
    your head as well.)
    .
Join Our Mailing List
Email: