Reading List

I had the good fortune to have a boss early in my career who made an observation that very few people in business make it a habit to read. His advice was to try to read a book a month.  Here’s a list of my favorite books by topic.

Strategy (think strategically, develop better strategy, and communicate strategy):

  • Thinking Strategically by Dixit and Nalebluff
  • The Strategy Focused Organization by Kaplan and Norton
  • Decision Traps by Russo and Schoemaker
  • The Minto Pyramid Principle by Minto
  • 20/20 Foresight: Crafting Strategy in an Uncertain World by Courtney

Marketing:

  • The Marketing Imagination by Levitt
  • Business Market Management by Anderson and Narus
  • Capturing New Markets by Wunker
  • Value Merchants by Anderson, Narus, and Kumar

Innovation:

  • The Innovator’s Dilemma by Christensen
  • Diffusion of Innovation by Rogers
  • Product Strategy by McGrath
  • The Medici Effect by Johansson

Leadership / Personal Development:

  • The Effective Executive by Drucker
  • True North by George
  • Leading Change by Kotter
  • The 7 Habits of Highly Effective People by Covey
  • Go Put Your Strengths to Work by Buckingham
  • How Will You Measure Your Life by Christensen

Pricing:

  • Strategic Pricing for Medical Technologies, Provines
  • The Strategy & Tactics of Pricing by Nagle, et. al.
  • Pricing with Confidence by Holden and Burton
  • Value Based Pricing by MacDivitt and Wilkinson
  • The Price Advantage by Marn, et. al.

Selling:

  • Healthcare Value Selling, Provines
  • Selling the Invisible by Beckwith
  • SPIN selling by Rackham
  • Strategic Selling by Miller and Heiman
  • Challenger Sale by Dixon and Adamson

Negotiating:

  • Selling to Procurement, Provines
  • Negotiating with Backbone by Holden
  • Negotiating Genius by Bazerman
  • The Truth About Negotiations by Thompson
  • B2B Street Fighting by Dietmeyer