Blue Ocean Strategy - W. Chan Kim and Renée Mauborgne
If there was just one book I would recommend you read, this has to be it. Kim and Mauborgne show you practical frameworks that you can put into practice to bypass the competition. |
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Building Strong Brands - David A. Aaker
This is a breakthrough text on a brand identity system that is well structured and full of real world examples. It is equally applicable to large enterprises as well as start-ups
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Competitive Strategy - Michael E. Porter
I remember first reading this text on my MBA course. It is the foundation for anyone looking to understand industries, competitors and competitive positions
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Lead Generation for the Complex Sale - Brian Carroll
Brian Carroll is to be commended for a remarkable job on highlighting in a practial manner how best to develop lead generation activities to support complex sales. I nodded my head in agreement and smiled many times as I related to the sound advice offered
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Positioning - Al Ries and Jack Trout
Not the most inspiring book but certainly the best primer into a key marketing discipline, without which you will never fully capitalise on your opportunities and points of differentiation
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Rethinking the Sales Force - John DeVincentis & Rackham
Neil Rackham and John DeVincentis discuss theneed for sales forces to change with the rapidly changing times, and about how they can successfully adapt. The book takes a solid look at what it takes to sell in today's market and provides plenty of strategies and corporate examples, focused on creating value, as opposed to just communicating it. |
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Value Merchants - James C. Anderson, Nirmalya Kumar, and James A. Narus
The start of this book is certainly worth a read, although I unconvinced of the value equations proposed. But for deep insight into value and how important it is in marketing, this book cannot be faulted. |
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SPIN Selling - Neil Rackham
For any marketer who wants to better align themselves with sales, this book is an excellent publication. Research led, it provides key insights into best practices for successful selling and challenges some of the conventional wisdom |
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