Business & Finance Book Summaries

Traction Summary
Traction by Gino Wickman
4.6 at Amazon 2007
Traction explains an 'operating system' that can help entrepreneurs achieve more control and organization in your business. Gino Wickman has assembled many practical management tools including: a 10-year vision, a people-grading chart, a data dashboard, a systems documentation method, and 90-day priorities called "Rocks."
SPIN Selling Summary
SPIN Selling by Neil Rackham
4.5 at Amazon 1988
SPIN Selling is a framework for sales conversations, it is especially useful for selling higher-priced products and services. Neil Rackham conducted research that found the most effective salespeople ask four specific types of questions. SPIN is an acronym for these questions: Situation, Problem, Implication and Need-payoff.

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