Everyone survives by selling something whether we wear the title or not. Selling has been my career, even before I was a salesperson. I started my career in engineering but quickly realised my passion was in developing business, not designing industrial ventilation systems. Helped by a boss who also saw I was better suited to roles other than engineering (he wasn’t so polite) I went on to enjoy a successful career spanning 4 decades working in Australian, Asian, and European markets that embraced all facets of sales and business development. Helped by great mentors and learning from the experience of others, I have endeavoured to give back by mentoring business owners, salespeople, and writing.
I wrote
The Wentworth Prospect: A novel guide to success in B2B sales
The internet delivers us a tsunami of information. Approximately 328.77 million terabytes of data are created each day – 60 times more than in 2010 and estimated to grow at 20% per year.
How can we make sense of this? What is valuable and what is not? What is real, what is fake?
Mardsbjerg argues that our fixation with data makes us lose touch with reality and that we need to be making sense of the world through deep, nuanced engagement with culture, language, and history.
A FINANCIAL TIMES BUSINESS BOOK OF THE MONTH (APRIL 2017) Humans have become subservient to algorithms. Every day brings a new Moneyball fix - a maths whiz who will crack open an industry with clean fact-based analysis rather than human intuition and experience. As a result, we have stopped thinking. Machines do it for us. Christian Madsbjerg argues that our fixation with data often masks stunning deficiencies, and the risks for humankind are enormous. Blind devotion to number crunching imperils our businesses, our educations, our governments, and our life savings. Too many companies have lost touch with the humanity of…
Sun Tzu’s classic text, The Art of War has been a ‘go-to’ handbook for scholars, politicians, and military leaders for centuries.
In more recent times, politicians, entrepreneurs, business leaders, and sports coaches have turned to this classic for invaluable commentary and guidance of strategy, leadership, competition, cooperation, and organisation.
Krause puts Sun Tzu’s concepts in context with the business world to save the reader having to ‘translate’ the instructions on how to wage war to how to conduct business successfully.
For years, business schools and professional consultants have turned to Sun Tzu's 2500-year-old Chinese text for its useful commentary on such topics as leadership, strategy, organization, competition and co-operation. The wisdom of Sun Tzu's "The Art of War" is now made accessible to the modern reader. Not simply a new translation, this book provides an easy-to-follow interpretation of the classic document. It reveals the brilliance of Sun Tzu, and shows how to win on the battlefield of modern business. The tone and insight of the original classic remain, whilst incorporating the ideas of contemporary business philosophers, such as Peters, Drucker…
The business world is obsessed with big data and artificial intelligence.
Big data is collected for analysis. Analysis through AI. It lacks to ability to capture emotion and to be successful long-term, businesses need to connect with their markets at an emotional level.
Lindstrom uses real-life case studies to show how looking at the little things; how people use items and why, and observing what others don’t see in a home, a workplace, or a community can help better deliver concepts that big data just can’t see.
The New York Times Bestseller named one of the "Most Important Books of 2016" by Inc, and a Forbes 2016 "Must Read Business Book"
'If you love 'Bones' and 'CSI', this book is your kind of candy' Paco Underhill, author of Why We Buy
'Martin's best book to date. A personal, intuitive, powerful way to look at making an impact with your work' Seth Godin, author of Purple Cow
Martin Lindstrom, one of Time Magazine's 100 Most Influential People in The World and a modern-day Sherlock Holmes, harnesses the power of "small data" in his quest to discover the next…
The YES Syndrome could have been written yesterday.
But it was first published in 1982. Proof that the basics of good selling are not new, but have been the foundation of successful, ethical selling for decades, if not longer.
Combine the timeless customer-focused sales skills that Beveridge shares with the emerging technologies of the 21st century and salespeople will not only remain relevant, but indispensable and invaluable to buyers.
'The YES Syndrome' is much more than simplistic selling techniques or more "HOW-TO." It is a unique, complete system, from the initial "customer needs analysis" through to the sophisticated 'customer focused proposal.' These systems work. They have been proven and Don Beveridge's concepts have been embraced by corporated America.
What can be said about this book that hasn't already been said and repeated so many times?
First published in 1937 with a host of doubters predicting it would not sell, this book has gone on to be published in nearly 50 languages and has sold tens of millions of copies.
The title is somewhat misleading. The suggestion of ‘influencing’ people can prompt one to think it is manipulative. But it is about how we should conduct ourselves, not get others to behave.
As Forbes once wrote about this book – Carnegie’s principles are classic and stood the test of time. The fundamentals of this book are still applicable generations later. These principles do not revolve around trends or fads, they are just the building blocks of social intelligence, and how practicing good social skills can improve your life.
Millions of people around the world have - and continue to - improve their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People Carnegie offers practical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.
His advice has stood the test of time and will teach you how to: - make friends quickly and easily - increase your popularity - win people to your way of thinking - enable you to win new clients and customers - become a…
It’s part novel, part ‘how to ‘ that illustrates everything you need to know about selling to big business.
The Wentworth Prospect takes a deep dive into the high-stakes world of strategic business-to-business selling. The novel comes with free access to an online companion that explains and explores the process and methods featured in the story. It’s an invaluable reference for the modern salesperson, offering practical solutions for many real-world issues and challenges. Far more than just a good story and award-winning novel, The Wentworth Prospect is everything you need to know about landing your next big deal.
I grew up a fan of an evening news segment called “On the Road with Charles Kuralt.” Kuralt spotlighted upbeat, affirmative, sometimes nostalgic stories of people and places he discovered as he traveled across the American landscape. The charming stories he told were only part of the appeal; the freedom and adventure of being on the open road ignited a spark that continues to smolder. Some of my fondest memories from childhood are our annual family road trips, and I still jump at the chance to drive across the country.
Head West in 1865 with two life-long friends looking for adventure and who want to see the wilderness before it disappears. One is a wanderer; the other seeks a home he lost. The people they meet on their journey reflect the diverse events of this time period–settlers, adventure seekers, scientific expeditions, and Indigenous peoples–all of whom shape their lives in significant ways.
This is a story of friendship that casts a different look on a time period which often focuses only on wagon trains or gunslingers.
After four years of adventure in the frontier, Win Avery returns to his hometown on the edge of the prairie and tracks down his childhood friend, Jeb Dawson. Jeb has just lost his parents, and, in his efforts to console him, Win convinces his friend to travel west with him―to see the frontier before it is settled, while it is still unspoiled wilderness.
They embark on a free-spirited adventure, but their journey sidetracks when they befriend Meg Jameson, an accomplished horsewoman, lost on the Nebraska prairie. Traveling together through the Rocky Mountain foothills, they run into Gray Wolf, an Arapaho…
