B2B Book Club Selection (August 2022)

A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers.

B2B Book Club Selection August 2022
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Every month I share a selection of popular titles to help with your professional development as a key account manager.

Here are the book recommendations for August 2022.

Unstoppable Self Confidence: How to create the indestructible, natural confidence of the 1% who achieve their goals, create success on demand and live life on their terms

Unstoppable Self Confidence

Unstoppable Self Confidence: How to create the indestructible, natural confidence of the 1% who achieve their goals, create success on demand and live life on their terms

This book is all about how to create the indestructible, natural confidence of the 1% who live life on their terms and achieve success in all they do. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

There’s nothing wrong with you, you’re not broken and you don’t need fixing.

Here’s the bad news: 99% of people go through almost their whole lives never really feeling good about who they are, never really liking themselves and never thinking that they are enough. And as a result, they live a life that is a tiny fraction of what it could be, the life they have settled for instead of the life they dreamed of. If you are not yet living the life of your dreams, the chances are that this is you too.

Here’s the good news: You already have everything you need to be confident and successful and to live the life you want on your terms. You only need to UNLEARN all the bad programming and wrong thinking that you’ve been given to unleash the incredible power within you. This book will show you how.

After finding himself at his absolute lowest point, Andrew Leedham went on a mission to discover the secrets to creating the unstoppable self-confidence of the 1%. What he discovered shocked him. That most teaching on confidence and success was not only wrong but also highly destructive. And that with the secrets he discovered you could transform your confidence and success, PERMANENTLY and FAST.

If you’re on the fence about reading this book: This book is all about how to create the indestructible, natural confidence of the 1% who live life on their terms and achieve success in all they do. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

Why this book?

The Cambridge dictionary defines confidence as:

[Confidence is] the quality of being certain of your abilities or of having trust in people, plans, or the future.

As a key account manager, your client must trust that you have the skill and experience to deliver results from the recommendations you make and the goals you set. Which means you need to persuade them of your abilities and convince them to listen to your advice and make decisions that are in their best interests.

And sometimes you need to persuade yourself too, that you are capable and the right person for the job.

Unstoppable Self Confidence promises to teach you how to build a confidence mindset that will help you achieve positive transformations - for yourself and for your clients.

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

The Transparent Sales Leader

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

It's the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you're doing, otherwise you wouldn't have been promoted into the role.

It’s the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you’re doing, otherwise you wouldn’t have been promoted into the role.

For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others.

Hitting a revenue target is not the job, it’s the outcome.

The inspiration of your team is only “coin operated” if you’re doing it wrong.

But there’s good news!

Sales leadership doesn’t have to be that hard. There’s a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams.

And in today’s environment, where the physical and emotional cost of changing sales jobs is practically non-existent, the ability to recruit, retain and optimize has never been more important.

The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today’s sales leaders.

Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board.

In the end, you’ll see the holes before they form. You’ll stop chasing, and start growing.

Why this book?

The Transparent Sales leader was recommended to me on LinkedIn by Carla Harmon who had this to say about the book:

I think [The Transparent Sales Leader] is fantastic! I love frameworks, and humans fascinate me. Hence, a book with a good sales leadership framework (The 5 F's) that includes a behavioral science component is right up my alley. Oh...and it's an easy read. Highly recommend!

I love a framework too! 

I chose this book because there's too much focus by sales leaders on quotas and pipeline, and too little on leadership. Author Caponi promises to help sales leaders define their purpose, increase trust with their teams, improve forecasting and reliably achieve your numbers.

Clash of the Generations: Managing the New Workplace Reality

Clash of the Generations

Clash of the Generations: Managing the New Workplace Reality

All managers must learn the science and art of getting work done through others, and the most successful leaders know they've never learned it all because our world keeps changing. Difficult economic times, longer life spans, and shifting demographics are just some of the factors altering the face of today's workforce, which now spans four generations. Clash of the Generations gives managers, senior leaders, and human resource professionals instructive insight and authoritative guidance for effectively meeting the needs and expectations of team members in every stage of their careers.

Case studies and strategies for more effective multi-generational management

Clash of the Generations explores this new and increasingly common workplace phenomenon, and provides strategies to help managers navigate this ever more complex maze.

Traditionally, older workers would retire and make room for the next generation; instead, Baby Boomers are now prolonging their time in the workplace, yet the successive generations are still coming in. Senior leaders are now left to manage a blended workplace comprised of up to four generations—each with their own ideas of work ethic, work/life balance, long-term career goals, and much more. Management is challenging at the best of times, but the new prevalence of generation gaps—sometimes even layered—add an entirely new dimension to an already complex responsibility.

This book presents case studies and interviews with representatives of companies with age-diverse workforces, detailing innovative strategies for smoothing out the bumps and helping everyone work together.

Managers have long wished that their positions came with an instruction manual, and this book delivers with a host of effective inter-generational management strategies illustrated by real-world companies.

  • Manage the multi-generation workplace more effectively
  • Navigate the generational culture clash
  • Adopt proven strategies for helping everyone get along
  • Promote a more positive culture amidst clashing expectations

Every generation in the workplace has value, each has their own strengths, their own weaknesses, and their own unique talents. Each is indispensable, and when they come together as a synergistic force, they can be unstoppable. Effective management means bringing out the best in your workforce, and the strategies presented in Clash of the Generations help you streamline your varied workforce into a team more valuable than the sum of its parts.

Why this book?

Believe it or not, but right now there are five generations in the workplace:

  • Traditionalists – born 1927–to-1946
  • Baby Boomers – born 1947-to-1964
  • Generation X – born 1965-to-1980
  • Millennials – born 1981-to-2000
  • Generation Z – born 2001-to-2020

The amount of change and technological development that has happened over that time is immense. 

Just my own example as Generation X, there were no computers when I first started working. We called our bosses by their title (e.g. Mr. Brown) and there was no such thing as a team meeting only team announcements (certainly nothing that resembled a discussion or any chance to share an opinion). 

As a key account manager, you get things done through influence, not power. It's vital to understand generational differences in the workforce and how different experiences and believes influence how people work, communicate and respond to change.

Warwick Brown


Warwick Brown is one of the leading key account management experts in the world. Through The KAM Club, a global membership community for key account managers, his blog that reaches 20,000 people every month, and a range of training and coaching services, Warwick has helped thousands of key account managers get better results, faster.
Go here to read Warwick's story from key account manager to entrepreneur. If you want to send Warwick a quick message, visit his contact page here.


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