Summaries of the Week

Heart and Sell

Heart and Sell

In Heart and Sell, Shari Levitin provides a blueprint for both new and seasoned salespeople for fostering meaningful interactions with prospective customers that translate into sales. Levitin believes that salespeople must explore their own motivations and values so they can understand customers’ wants and needs. Good salespeople embody integrity, reliability, and competency. A great sales pitch is not about saying the right things but rather listening to the customer and demonstrating how the product addresses the customer’s concerns.

Levitin, Shari
The Founder’s Mentality

The Founder’s Mentality

Over the past decade, the overwhelming majority of companies have not been able to sustain more than a minimal level of growth. Many more have failed entirely. While 85 percent of company leaders recognize that internal factors rather than external influences are the cause of these shortfalls and failures, many leaders still struggle to successfully protect their companies against three predictable crises of growth: overload, stall-out, and free fall.

Zook, Chris
HBR’s 10 Must Reads On Emotional Intelligence

HBR’s 10 Must Reads On Emotional Intelligence

Skill, talent, and experience are all requirements for good leadership. But what distinguishes a great leader from all the others is emotional intelligence—the awareness of and ability to regulate one’s emotions to drive a high-performing organization. Emotional intelligence is rapidly becoming a core leadership competency.

Harvard Business Review Editors
The Customer Loyalty Loop

The Customer Loyalty Loop

Most companies know that their customers are their most important assets and that nurturing customer loyalty is imperative to long-term growth and success. However, a majority of companies remain either fixated on lead generation and customer acquisition or unsure what practical actions they can take to boost customer retention. In The Customer Loyalty Loop, Noah Fleming outlines a systematic process for earning customer loyalty that is grounded in extensive research on the human mind, emotions, and behavior.

Fleming, Noah
You Are What You Believe

You Are What You Believe

Companies waste millions of dollars on behavior-based training programs that fail to deliver long-term results. Individuals embark on self-improvement initiatives, then revert to previous self-destructive patterns. Why? Because there is a missing piece in these efforts—an understanding of the relationship between needs, beliefs, behaviors, and results. In You Are What You Believe, behavioral change expert Hyrum W.

Smith, Hyrum W.