Required reading for incoming owner?

searcher profile

November 09, 2020

by a searcher from Full Sail University in Milwaukee, WI, USA

I have a deal under LOI and am rapidly moving toward close. What should new owner/operators be reading to get their heads around small business leadership, team development and growth? This is a sales-heavy B2B organization, so that's a specific area in which I need to focus my personal development.

11
12
274
Replies
12
commentor profile
Reply by a searcher
from University of Connecticut in Westchester County, NY, USA
I would focus 80% of my efforts on sales/marketing. Given my background specifically in sales I would recommend the following books specifically:

Selling to big companies - jill conrad
Adanced selling strategies - brian tracy
Question based selling - tom freese
Ultimate marketing plan - dan kennedy
Influence - cialdini
Effective executive - drucker
3G Way - fransisco de melho
True Power & Daily Work Routine Management - Falconi

By no means exhaustive, and there are a ton more, but these have helped me immensely. Best of luck.
commentor profile
Reply by a searcher
from University of California, Los Angeles in Tampa, FL, USA
Great question & I'm glad you asked it so I could receive the responses as well as I'm hoping to finalize a purchase agreement on a B2B company this week. I'm also trying to find books on how to incentive employees so that performance maintains and exceeds its current levels if you hear of any! I just bought "How I raised myself from failure to success in selling" by Frank Bettger and so far I am enjoying it.
commentor profile
+10 more replies.
Join the discussion