This is my first “must read of 2013”, it’s on the desks of almost every leader I know. This is a book so filled with value, I’ve read it three times in less than a month. There’s SO much here – it’s five books in one! Let’s dive in to why I feel every person in my network should read this book… 1. Sales is dead. We’re all in sales now. The internet was supposed to destroy sales. Well video did NOT kill the radio star, nor did the web kill the role of face to face sales in business. What it did was push volume sales online and make every media user a marketing machine. The customer is the buyer and the seller because they have every bit of information they need but face to face interpersonal skills are more important than ever. It’s no longer caveat emptor (buyer beware) it’s caveat venditor ( seller beware, we the customer know as much if not more than you about your own product now! ).
*Warning–Alec has a potty mouth.
No one likes to be sold. Daniel references the movie Glengarry Glen Ross, like many people I had only seen this famous scene ( *Warning, crazy explicit language!!! ) but I went back and watched the whole movie. It reminds you how dark sales can be. This is the salesman that the internet killed. Good riddance. But if we’re all in sales now we could use some skill building right? That’s what the first section of this book focuses on, the new ABC’s of ‘authentic influence’. For professionals who hate the idea of sales, being of professional service is your new goal and the book lays out a perfect roadmap. Even things like body language, the concept of why adapting to the other person is something I wrote a chapter on in Mark Bowen’s book for sales professionals. Daniel mentions the huge power of asking better questions and mentions a topic I love, Solutions Focus. A special thanks Dan for the shout out to the fact that fundraising IS part of this world of influence. Nice to see social-profit tips on ‘content curation’ from Beth Kanter in the book too! 2. The rise of the Ambivert 
Susan Cain set 2012 on fire with “Quiet: The Power of introverts”. I spent a lot of time sharing this book last year. A thousand people in my network bought it and confessed it gave them great comfort – that they’re not “useless” because they’re not an Extrovert. But many often said to me “we’ll I’m in between the two”. Dan shares the incredible power of having a foot in both camps, and how we can be comfortable growing our strengths as “Ambiverts” ( are you one? test yourself here ). 3. “Pitching” in a web and wired world. This part of the book is almost worth the price alone! Some peers in my network are setting up pitch-nights to help each other develop how to talk about what they do in “one word” for discussion, networking, email and yes even Twitter ( bless you Dan for acknowledging that social business is a big force to be reckoned with in 2013 and beyond! ). Communicate better, dump the sales talk – focus on clarity! Powerhouse chapter, I highly recommend you watch the video below on this topic. 
4. Leading with your ears. I know, everyone says “listening is important” in relationship building. But no one every say exactly why, and exactly how to do it. Dan goes deep into how to listen with your body. How to listen deeply, honestly and even learn how to improvise as part of your listening. Probably the most unique and usable business resource on this done to death topic I’ve read in a decade. 5. Servant Leadership
This is a topic close to my heart. Most people know that I live to serve others. Partly it’s an expression of my faith life but it is also my personal business mission statement. It’s a lifestyle and business strategy that defines me, Paul Nazareth. So to read about how Daniel values this as part of the new sales ‘must-have’ attitude and skill set is nice. Especially since much of my motivation is combating many of the unsustainable management styles built around fear, micromanagement and intimidation I see so often. So – I’m betting on this book. I’ve bought a dozen copies to give away during the year. I predict big things for it and highly recommend it. Four items on the sheer awesome business power of Dan & this book:
- Daniel’s interviews with best selling authors
- NPR audio interview with Dan on listening & ambiverts
- Harvard Business interview with Dan on the book
- A resource board I’ve created of articles on the book
Watch the launch below but below that is a fantastic video on “pitching”. 
Thanks for reading, please share this post with your network! Paul
Says Nilofer Merchant, and I agree. I hang out with a lot of business owners and entrepreneurs who maintain an awesome healthy lifestyle. They don’t do it because they’re hippies, they do it to make more profit, personal or social. And I respect that. And I want that for me. And I want it for you too. I spent my childhood behind a desk in school, my entire career in cubicles and offices. I only attend meetings where everyone sits and talks in order. There is no standing, there is NEVER any standing. Whose fault is that? Mine! I chose this life and lifestyle – if change is to be, it must start with me. After all, there are so many awesome thinkers I admire and many of them insisted on walking and talking meetings. This spring, I went for a long walk with Jaime Stein on one of his #KilihikeTO walks to network and prepare to climb a mountain for #Climb4Cord to create Canada’s first “cord blood” bank. It was truly an “ah-ha” networking moment for me. Sure if sitting is the new smoking, getting up for meetings could save my life but there is also the creativity aspect. Our brains evolved not to think more, but to accommodate more complex movement – moving more helps the brain digest and create better! I know we’ve gotten so used to meetings, we often say “let’s grab a coffee” ( and I’ll still be starting at Starbucks ) but the office has evolved, so should meetings! 
And of course fresh air to creativity is what they originally meant by “thinking on your feet” – which is what my favourite chef James Barber used to say. His specialty was “cooking with what we have” instead of trying to create a dish with all new ingredients. Does this sound like your office? There is no new revenue, no more budget money, no more hours in the day. So we cook with what we have and it CAN be delicious. So! Enjoy Nilofer’s great TED talk below, you’ll see me out and about for more meetings and I’ll be hosting a networking idea-walk this summer in June! Details to follow. If you’re around May 27, I hope you’ll walk on over and join me at my career event, “Fundraising Director School” until then…
Happy walking, Paul
Gift Planner
