The Kinesis Reading List
Here are some of our favorite business books that help shape leadership, hiring, accounting, management, and sales practices. Learn more about our unique approach to marketing.
Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship
Required reading for anyone “selling” professional services. Khalsa makes a compelling argument to stop selling and start listening. Other important ideas: answer a NEED (not a want) and avoid pitfalls like RFPs and price-based purchasing.
12: The Elements of Great Management
A great book for clients looking to leverage their team to new levels of growth and profitability.
Good to Great: Why Some Companies Make the Leap… and Others Don’t
Standard reading in B-school, this book is the go-to guide for understanding why some businesses experience quantum leaps in revenue and profitability. Hint: It’s all about the right people in the right seats. Also see “How the Mighty Fall” and “Built to Last.”
Influence: The Psychology of Persuasion
ROBERT B. CIALDINI, PH.D.
A seminal read that helps explain human behavior.
Getting Everything You Can Out of All You’ve Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition
A good primer for the new entrepreneur. Roll up your sleeves and build your empire.
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
If you can stand reading Chet, there are some excellent sales strategies that apply to nearly any business. Of note is an important chapter on how to hire a salesperson.
Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Growing Firm
Another classic that includes key principles like “Brand Promise.” A must-read for new business owners.
Purple Cow: Transform your business by being remarkable
A quick read and simple concept, it’s an absolutely critical idea for businesses that want to break free from the status quo.
Business Model Generation
OSTERWALDER AND PIGNEUR
An intuitive guide to understanding how your business works (or doesn’t) as well as how to build new (or better) businesses.
Built to Sell: Creating a Business that Can Thrive Without You
Learn how most small businesses aren’t businesses at all – they’re just a job their owners can’t quit. Told as a parable, Built to Sell shows how professional service providers can identify and ultimately escape this trap.
CHIP and DAN HEATH
How to bring about change when change is hard. This book provides a powerful framework for understanding and realizing change on a personal, business, or cultural level. See also “Made to Stick.”
Blue Ocean Strategy
W. CHAN KIM and RENEE MAUBORGNE
This book provides case studies of extremely differentiated companies along with a formulation explaining how to create “blue oceans” of uncontested market space and make the competition irrelevant.
This easy read by Greg Crabtree will change the way you think about business finances. He writes about using financial metrics to make better decisions and improve your profits.
Give and Take
Grants’s research shows success is increasingly dependent on how we interact with others. Using lots of stories, Grant describes humans as takers, givers, or matchers and what works best for long-term success as a leader.
Other books to consider:
- Tipping Point, Blink, or any article by Malcom Gladwell (this guy is just a genius; enough said)
- Drive by Daniel Pink (motivating people)
- Topgrading by Brad Smart (effective hiring, though a very dense read)
- Start with Why by Simon Sinek (how to grow a business centered around inspiration)
- Double Double by Cameron Herold (planning and leading a company for fast growth)