Many famous statements differentiate between a manager and a leader. How to lead without being in a managerial role?

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While the reality is never just black and white, most quotes are designed to show these as two different elements. Quoting Warren Bennis:

“The manager does things right; the leader does the right thing. The manager asks how and when; the leader asks what and why.”

John Kotter, Leadership Professor at Harvard University, described leadership as “aligning people to the vision, that means buy-in and communication, motivation and inspiration” while “Management is a set of processes that keep an organisation functioning”. The winning balance between “Managers handle processes” and “Leaders inspire people” is related to concrete situational requirements. …


Winning the outbound sales battle using cadence strategies

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Most sales teams in the world meet early in the week to go through numbers and activities. Rarely those meetings energise with practical enablement driven by supportive leaders. No wonder as there are not many sales books supporting the tactical elements.

That’s exactly where “Tactical Pipeline Growth” from Sydney based sales trainer Mark McInnes comes in. Winning the outbound battle for new business takes a different standpoint than those sales gurus proclaiming only inbound sales tactics work these days. …


Crime Investigative and Interviewing Techniques

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This highly specialised book covers the process of investigations in corporate workplaces and surrounding circumstances. The book is written as a manual for those professionals handling case management and intelligence research activities. Those can be related to competitive analysis, insurance claims or espionage to name a few. In that sense it is not a self-help book for the masses or even an encyclopaedia. Instead it focuses on commonly used methods and principles which can also be applied in a broader usage beyond the first view.

Both authors are working at the specialised agency Insight Intelligence Group contributing their decades of experience in this sector. Managing Director Mario Bekes has a lengthy experience in military, diplomatic and civilian intelligence in Europe and Australia. …


Without buyers nothing will ever be bought or sold

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While many sales books focus on the activities of sellers or sales managers, this book is centered around the buyers — without them nothing will ever be bought or sold. Thomas Williams and Thomas Saine published it as an addition to their earlier work “The Seller’s Challenge” to include the buyer’s dilemmas into the picture. The authors didn’t want to create another sales methodology or a process-driven step-by-step program to follow. Instead they rather provide a mindset shift to take the buyer into the centre of all related sales activities. …


How to develop and implement a winning B2B strategy

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How to start a new business and grow it further towards sustainable success? There a plenty of resources available online and offline for small and medium-sized enterprises and startups, but it is not easy to find a comprehensive companion with practical relevance. The Australia-based authors Michael Haynes and Garreth Chandler joined forces for their oeuvre “Listen Innovate Grow” to create this guidebook full of untapped opportunities on the journey for companies in these modern categories.

Michael Haynes consults on the B2B side for more than two decades in various countries including Australia, Brazil and Canada, declaring both Toronto and Sydney as his home. While creating successful growth strategies for customer-centric organisations, he also collected practical experience in accompanying companies on that journey in various industries. His writing partner Garreth Chandler contributed with his first-hand experience of creating successful companies himself as well as consulting others across Asia Pacific and the US. …


Without Sales, Business Fails

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“Win Sales Now” is a practical sales book with 21 simple steps to win more sales faster and easier than most readers ever thought possible. A bold promise for such a short book of just 106 pages. You won’t find the book in the stores, instead he hands them out in his seminars or at networking events for free. You can also order it online on his website as a lead magnet.

Daniel Tolson is one of Australia’s well-known sales coaches who grew up with the art of selling from his family business and later studied from Brian Tracy, one of the world’s most recognised sales gurus. As a former Australian Champion wakeboarder, he knows how to beat the competition and later helped thousands of business professionals as consultant in several countries. Beyond training companies and individuals in the sales profession, he is also a master in emotional and social intelligence as well as the psychology of success. Despite those credentials and delivering many learning programs, I am impressed by his humble attitude and appreciate welcoming him as a student in my meetup groups in Sydney. …


How sales leaders transform their teams in the age of the informed buyer

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Within the huge range of sales book written in recent years, “Future Proof Sales Strategy” from Australian author Steven Norman takes a special place as it well describes how to tackle selling in the age of the informed buyer with their expectation on customer experience. In addition to those changes in B2B sales, it provides a useful framework for sales leaders to transform their sales team towards future proof capabilities to win with sustainability in mind.

Steven Norman has been working in various sales leadership roles from agile startup companies to general management roles in the corporate IT world across Asia Pacific. Applying his experience and ongoing learning especially to sales leaders, he created his own consultancy Growth Acumen implementing future proof sales strategies. He is also a member of Sales Mastermind Australasia, a group of highly regarded thought leaders in the world of sales and leadership. …


How to stay successfully in the digital transformation game

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The new book “Gamebreaker” from Beat Welte and Jean-Paul Thommen with illustrations from Achim Schmidt provides disruptive thoughts and practical advice for everyone, not just those in IT. Gamebreaker are those who use a radical shift in their mindset to deliver a substantial contribution towards a break-through compared to the status quo approach. Somebody not just following the recognised trends but setting the direction. This self-help book shows what’s in it for all of us in the tough digital age — to disrupt or be disrupted. It is a matter of choice after necessary reflection. …


Understanding our own emotions is a critical aspect of leadership. Empathy enables the experience from within the other person’s position. One driving factor is curiosity.

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Following the terms IQ and EQ, author and Pulitzer Prize winner Thomas L. Friedman promoted the term “Curiosity Quotient” (CQ) without providing principles of measurements. In his view, curiosity and passion are even more important than intelligence (CQ + PQ > IQ). An often-quoted example is Steve Jobs learning calligraphy which later helped him to design the Macintosh by adding his passion to apply the acquired knowledge.

While curiosity is often meant to learn things in this ever-changing world, it can also be a driver to develop Emotional Intelligence. In my own leadership journey, I have been promoted from an individual contributor role to become an accidental manager in a set of 29 countries in Central & Eastern Europe. …


Unlock the genius plan of your life purpose with the creative power of your archetypes

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Jacqueline‘s first book offers an unexpected self-discovery along the identification of archetypes for the reader’s own reflection in their environment. It allows unlocking hidden potentials, understanding the deeper meaning of life and managing conflicts with others. This fundamental work expands into several use cases far beyond the typical self-help genre.

Combining her 15+ years in corporate leadership positions with her passion for academic research, Jacqueline is on a mission to coach her clients following a meaningful purpose by tapping into their intuitive mind and human psyche. …

About

Gunnar Habitz

Social Selling advocate at Hootsuite, strategic networker, book reviewer and leadership mentor. Writing here, on LinkedIn and on www.gunnarhabitz.com.au.

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