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Nathan Tanner
September 2016


Looking for an analysis of the US Presidential race? Move along... Looking for tips and tools to help you succeed in your career? Welcome, you’ve come to the right place.

Books
Deep Work: Rules for Focused Success in a Distracted World by Cal Newport
Do you struggle with distraction? I certainly do. My quest for productivity and efficiency is continually offset by the hundreds of things vying for my attention. Cal Newport argues that the ability to perform deep work is becoming increasingly rare at exactly the same time it is becoming increasingly more valuable in our economy. 

I recorded an audio clip where I provide a summary of Deep Work, including my favorite passages and how I’ve tried to implement the books principles. Here’s the recording.

 

To Sell Is Human: The Surprising Truth About Moving Others by Daniel Pink
Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Daniel Pink argues that, whether we like it or not, we’re all in sales now. Pink’s research found that 40% of our time at work is spent selling. He found three traits that make great salespeople:
  • Attunement. Decades ago, the seller held most of the power. Now that information is a commodity, that power has largely shifted to the buyer. And while we generally picture extroverts in sales, research shows that ambiverts actually make better salespeople.
  • Buoyancy. Pink defines buoyancy as having the combination of a gritty spirit and a sunny outlook. Optimism is critical, but having a little negativity will keep us grounded. 
  • Clarity. We must be able to clarify what we’re actually offering and why the other party should want to buy. Presenting a buyer with too many options will actually impede sales. And listing a small negative attribute after sharing the positive ones (thus enhancing your credibility) will boost sales.
This is the third book I’ve read from Pink and I love how he strikes the balance of research and storytelling. If you’re only going to read one book from him, I suggest Drive. But To Sell is Human is well worth the read. 


Around the Web
How to Become an Executive? The Quickest Path Is a Winding One
New evidence shows that a mix of skills counts more than simply long experience in one specialty. Good news for all you career changers.



How to Land Your Dream Job When You Have Zero Experience in That Field
And while we’re on the subject of career changers, here are three steps to help you make your move to a different industry or job.     

Wells Fargo: A Cautionary Tale About Incentives
My MBA classmate Rob Callan wrote a great piece on what led to the Wells Fargo debacle (which resulted in more than $185 million in fines and 5,300 employees getting terminated).


My Work
How Warriors CEO & Owner Joe Lacob Builds a Winning Culture
Joe Lacob from the Golden State Warriors recently came to LinkedIn as part of our Speaker Series. Here’s what he said about creating a culture that wins. (Includes a video replay of his interview.) 


Joe Lacob.jpg

Why You Should Read Biographies (and 10 to Add to Your Reading List)
There’s no substitute for experience. But if you don’t have that, the next best thing is to learn from the experiences of others. Here are the 10 best biographies I've read.


Thanks for reading! My goal is to write and share great career-related content. If you've read anything worth sharing or have feedback for me, please let me know. And do let me know if there's anything I can do to help you.   

Nathan
Order my book | Read my blog


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