Steven Waller

October 2009 - The Public Manager

Citizen participation in public planning processes is one of the hallmarks of American democracy. Transparency, intentionality, and inclusiveness are essential to effective planning in the 21st century, whether planning efforts relate to energy, transportation, health, education, law enforcement, ec...

Engaging Citizens in State Recreation Planning: Best Practices from Oregon

A dozen books to own and read – at least once.When Jim Rohn said, “All the information you need to succeed already exists, the problem is you haven’t exposed yourself to it,” it was one of the most challenging and eye-opening statements I had ever heard. I immediately made a lifelong goal to read a thousand books.I have not reached that goal yet, but I’m eating away at it. I love the hardbound vintage book, but I’m finding that reading on my iPad’s Kindle app provides the perfect strategy to increase my desire to read in spare moments.Here’s my list of must read books:1. Think and Grow Rich by Napoleon Hill is at the top of everyone’s list. Written 70 years ago, it’s still the benchmark book for attitude, goal setting, and achievement. Get an original copy (pre 1960), not one of the altered, newly minted, “after the copyright expired” versions. NOTE: Not on this list, but equally important, is the best sales book of all time: How to Sell Your Way Through Life. Written just two years later, this book is an unknown gem. It’s hard to find and a little pricey, but look for it on abebooks.com, bookfinder.com, or ebay.2. How to Win Friends and Influence People by Dale Carnegie. The all-time, gem of gems for engaging with self-confidence and connecting with sincerity that contains timeless rules of success. Your Carnegie library is only one third complete until you own and read How to Stop Worrying and Start Living and Effective Public Speaking, two books with timeless information on stress relief, positive attitude, speaking skills, and success strategies.3. He Can Who Thinks He Can by Orison Swett Marden. One of the original “self-thought” and self-help books containing thought gems such as, “Every child should be taught to expect success” and “The world makes way for the man with an idea.” If you want a list of great Marden quotes from this book, underlined by John Patterson, the founder of NCR and the father of American salesmanship, go to www.gitomer.com and enter MARDEN in the GitBit box.4. Swim with the Sharks by Harvey Mackay. A benchmark and game-changing book for me and millions of other people in business. It’s full of applicable ideas to make you think and strategies to implement immediately.5. Small is the New BIG by Seth Godin. One of many Godin books that should be in your library. Not just for the information – he’s much more than that. I don’t just marvel at what Seth writes, I marvel at how he thinks.6. Thinkertoys by Michael Michalko. Short lessons, tools, and exercises you can easily understand and apply immediately. It recharged my brain, and opened my eyes to a new way to see creativity – by example.7. What Would Google Do? by Jeff Jarvis. A compelling work that centers around Google as it relates to other businesses. Jarvis compares what Google would do to diverse industries such as hotels, restaurants, schools, and the media. Amazingly insightful and thought provoking – especially if you relate it to your business (as I did). 8. Outliers by Malcolm Gladwell. Outliers tells stories of how, why, and when people became successful entrepreneurs, and how standards were set in the 19th century that are still in place today. But it’s his concept of “10,000 hours” that makes this book an absolute insightful treasure.9. Steve Jobs by Walter Issacson. Jobs had vision, foresight, character, uncompromising ideals, and shrewdness. He was inspirational to all who came within his domain. This is a great story and important to read in order to understand where we are today. I have written about Steve Jobs’ impact on my life. If you’d like to read it, go to www.gitomer.com and enter JOBS in the GitBit box.10. The Pursuit of Prime by Ichak Adizes, Ph.D. This book addresses the stages every growing business goes through, and what to expect and do in each stage. Compelling because it’s both a game plan for what to do, and a pie in the face for what you haven’t done.11. Social Boom by Jeffrey Gitomer (hey, that’s me!) and several other social media experts. Business Social Media is not an option, and this book is the ultimate “how to” and “why.” Yes, I have ten other books I hope you buy, read, and implement the lessons from, but Social Boom is my best book for this moment.12. Atlas Shrugged by Ayn Rand. A book that has been canonized by every cross section of the political and business landscape EXCEPT the politician trying to grow government and give handouts. It’s an amazing, compelling read, and has a happy ending for entrepreneurs. May be my favorite of all time. When you’re finished reading this epic novel, I dare you not to starts on Rand’s The Fountainhead.12.5 There are other imperative non-books. CDs, essays, quote books, and kids books that I also highly recommend. They are, in no particular order, The Art of Exceptional Living, (CDs) by Jim Rohn, Acres of Diamonds by Russell Conwell, A Message to Garcia by Elbert Hubbard, Little Engine That Could by Watty Piper, and The Strangest Secret (CD) by Earl Nightingale. You can find all of these gems at www.executivebooks.com.NOTE WELL: This is not THE definitive book list – it’s MY definitive book list. These are books I have read, been inspired by, implemented, and banked. I have a longer list on my website – click on “Recommended Reading” under “Sales Help.”Invest your time reading. It will pay lifelong dividends.

Sales Moves by Jeffrey Gitomer 1-16

The good times. The bad times. The changin’ times.It’s no surprise the late Steve Jobs’ favorite music was written and performed by Bob Dylan and The Beatles. I just finished his biography and it was as compelling a book as Atlas Shrugged.Anyway, about three months ago I started a column about the 1964 Bob Dylan song, “The times they are a-changin.’” An anthem for those, times and these times. Bob Dylan can write his soul – and touch yours. The times are changing. But for one reason or another I set the column aside.As I was reading the Walter Isaacson Steve Jobs biography (a book I could NOT put down), I got goosebumps when Jobs got fired from Apple after a decade of it being his creation and child. Devastated, he went home and played the second verse of “The times they are a-changin’” over and over:Come writers and criticsWho prophesize with your penAnd keep your eyes wideThe chance won't come againAnd don't speak too soonFor the wheel’s still in spinAnd there's no tellin' whoThat it's namin'For the loser nowWill be later to winFor the times they are a-changin'.I just sat there stunned. The song, one of Jobs’ favorites, actually predicted his return, and arguably one of the greatest business comebacks of all time. And the timing of my column. Further proof (as if you needed it) there are no coincidences.The most chilling of these non-coincidences is that my set aside writing already contained Apple examples of how the world is changed.So – here are my original thoughts and the added thoughts since I read the Jobs book:When Dylan wrote about changing times in 1964, it was about societal change. The politics, civil rights, rebellion of kids, music, and a new generation of thought and expression.The same holds true today, almost fifty years later. It’s brings to mind the French novelist Alphonse Karr’s quote, “The more things change, the more they remain the same.”EXAMPLE: The t-shirt has been the same since the ’50s. What keeps it popular is the design printed on the front and back. Millions of shirts are sold each year because someone wants the design printed on it.The picture I want to present to you is the BIG PICTURE of change. Not your sales plan, or your quota, or your boss, or your comp plan – what I’m offering are life changes that go way beyond sales and race for dollars.It’s about how technology and your ability to see what is now will affect what is next. Jobs was able to see it and do it because it was his life’s work. But you must intensify your focus (the same way I’m intensifying mine) to see what is next for your industry, your market, and your customers – so there will be a positive impact for your company, your family, and yourself.The Internet, the smart phone, the tablet, and soon internet TV will become a vital part of our society and world commerce. AKA: sales. Advances over the next decade will dwarf what is available now, and will change markets forever.The same way trading of shares of stock and insurance policies were turned upside down with the Internet, the same way the iPod changed the way music is played, distributed, and sold, the same way Amazon and eBay became the world’s department store – so will your market evolve. And it will go to the most prepared to understand, create, capitalize, and master the evolution and the quality of products.A FEW EXAMPLES OF WHAT WAS AND WHAT’S NEXT:• The schoolbook is being replaced by the iPad. (Microsoft Word still tells me that iPad is misspelled.)• The hardbound book is being taken over by an e-book.• The smartphone is smarter than you are – and Siri talks to you. Blackberry owned the market, and sat on it – and lost it. Apple has 500,000 apps. Blackberry has about 10% of that number. Angry Birds is finally among them.• The television is flat and cheap. It will soon become your home Internet connection. Someone will own that market. I’m betting Apple. You?• Got fax machine? Make me laugh! Or should I say, “LOL” or should I say, “PDF.”• Use the Yellow Pages or Google? Bing helps you decide – I decided to use Google.• Will cars run on gasoline in ten years?And with all of that, technology lifecycles are shorter. How have you taken advantage of this? And for those of you saying, “I know that.” Ask yourself, “How good am I at that?” and “What am I doing to master that?”FACT: THE times are changing.UNKNOWN FACT: How are YOUR times changing?Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training, seminars, and webinars - or email him personally at salesman@gitomer.com. © 2012 All Rights Reserved. Don’t even think about reproducing this documentwithout written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

Steven Waller

About