Books Archives - Page 9 of 9

Entrepreneurial Innovation Comes More From Borrowing & Combining Than Invention

Books, Quotes, skmurphy / By Sean Murphy / December 4, 2007

I came across a good quote on innovation and invention in a 2004 article in Fortune Magazine by Harold Evans called “What Drives America’s Greatest Innovators“ (emphasis added) [The] defining characteristic of the innovator: a determination to bring a brainwave into the bustle of the marketplace. […] More innovations come from borrowing and combining than […]

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Understand, Believe, and Act

Books, Consulting Business, Favorites, Sales, Startups / By Theresa Shafer / August 8, 2007

A useful basic sales model start with understanding the process that your prospects go through to make a purchase: understand believe act.

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Jerry Weissman On Persuasion: Getting From Point A to Point B In Your Presentation

Books, Consulting Business, Sales, skmurphy, Startups / By Sean Murphy / August 1, 2007

Jerry Weissman’s model for a successful presentation takes the audience on a journey from Point A to Point B: from uninformed and skeptical to persuaded and ready to act.

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Nuts, Bolts and Jolts by Richard Moran

Books, Quotes, skmurphy / By Sean Murphy / June 14, 2007

“Nuts, Bolts, and Jolts” by Richard Moran offers a well organized collection of business advice organized as bullet-length prescriptions.

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Seth Godin’s Book “The Dip” Save Your Money

Books, skmurphy / By Sean Murphy / May 25, 2007

There are some good insights in Seth Godin’s The Dip, his slim new volume devoted to excellence, perseverance, and organized abandonment. Seth Godin’s Book “The Dip” Save Your Money Godin doesn’t say “organized abandonment” which is a concept developed by Peter Drucker, but “quitting.” Godin offer’s three checks to perform before you quit and backs into

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Crossing the Chasm – Look for a Niche in a Lot of Pain

Books, Rules of Thumb / By Theresa Shafer / May 1, 2007

Crossing the chasm between risk tolerant early adopters and risk averse early majority? Look niche markets of early majority prospects who are in a lot of pain.

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Questions That Sell By Paul Cherry

Books, Tools for Startups / By Theresa Shafer / March 27, 2007

I had promised to check out and report back on “Questions That Sell: The Powerful Process For Discovering What Your Customers Really Want” by Paul Cherry, which was recommended by Jennifer Vessels at Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7, 2006. This is a good book,

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Kierkegaard on the Art of Helping Others to Understand

Books, Favorites, Quotes, Rules of Thumb / By Sean Murphy / February 13, 2007

An excerpt from Soren Kierkegaard writing on helping others to understand. The key is to start from a deep understanding of the other person’s world view. This echoes Steven Covey’s fifth habit: “Seek first to understand, then to be understood.”

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William Feather on “Perseverance Rewarded”

1 Idea Stage, Books, Quotes, skmurphy / By Sean Murphy / February 2, 2007

In “Perseverance Rewarded” William Feather offers some good advice for getting started. Many folks succeed because they don’t realize how hard it is to accomplish what they have set out to do (of course several orders of magnitude more fail).

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Six From Encyclopedia Neurotica

Books, Quotes, skmurphy / By Sean Murphy / January 6, 2007

Here are six quotes from Jon Winokur’s Encyclopedia Neurotica that I think founders will find thought provoking.

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June 2006 SDForum Interview

Books, Customer Development, Founder Story, Quotes, skmurphy / By Sean Murphy / January 1, 2007

I was interviewed in June 2006 by Barbara Cass, Volunteer Director for the SDForum, the final text appeared in the July/August 2006 newsletter (see page 15 of the PDF version). I have updated it here to add links for many of the referenced works and the quotes. KV Rao and I did a one year

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You Need to Be a Little Crazy

Books, Quotes, Rules of Thumb, skmurphy, Startups / By Sean Murphy / December 27, 2006

Theresa heard a radio interview with Barry Moltz in 2003 and suggested that I get his book. In December 2003 I purchased a copy of You Need to Be a Little Crazy and when it arrived from Amazon I put it on my to-be-read pile where it languished until early this morning when I read

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12 Books For the Busy CEO Tonight (Mon Dec-11-2006) @ SDForum

Books, Events, Rules of Thumb, skmurphy / By Sean Murphy / December 11, 2006

12 Books For the Busy CEO: spend an hour and leave with a summary of key marketing insights and some rules of thumb for successful innovation in Silicon Valley. You might even identify one or two books that you haven’t read that will be worth your time over the Christmas holidays. I will cover twelve

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