New Books in Business, October 2011

  • The Win Without Pitching Manifesto by Blair Enns. Aimed at creative professionals in advertising and design, the ideas in this book are actually relevant to all creative people, all those whose income derives from their ability to comprehend a problem and invent a solution. All such need a strategy to demonstrate their exceptional, preferably unique, value, avoiding being substitutable commodities.
  • Lead, Sell, or Get Out of the Way, The 7 Traits of Great Sellers by Ron Karr. Effective selling is not a matter of manipulating or overwhelming a prospective buyer. Rather, it is a rational process of specializing in a domain, differentiating onesself from competitors, communicating the fact of one's expertise, learning the needs of potential customers, and, if there is a match, helping customers make and sustain the decision that is in their best interest.
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