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Meeting to Win subscribers are preparing for a Q2 Sales Performance Book Club on the book Reinventing Work: The Brand You by Tom Peters. Grab the book and start your own Sales Performance Book Club.
Reading Assignment #1: Chapters 1-5
1. What is different about “making a living” in your generation vs. your parents’ generation? What evidence do you have to prove those differences?
2. What changes in the world, your profession, your industry do you anticipate in the next 5, 10 and 20 years?
3. Who would you say have a positive brand in your company? What do they do – or not do – to build that brand? What is your brand?
4. Do the branding exercises in Chapter 4.
5. What is your impression of the book after reading the first 5 chapters? What do you hope to gain from spending time reading this book?
Reading Assignment #2: Chapters 6-10
1. Choose 10 packages that you would want to be associated with? Why those packages?
2. Think about yesterday. What did you do to add to or detract from your brand?
3. Think about last week. How much of your time did you spend on what you value?
4. What is a strategy you could use to gain important business skills?
5. Spend some time with the pricing experts in your own company. Understand exactly how much is costs to provide your products and services.
Reading Assignment #3: Chapters 11-15
1. Begin answering the question: “Who are you?”
2. Now, give yourself a title.
3. Does your calendar reflect who you are and your new title? If not, what should or should not change?
4. What are some tactics for getting things done in your current role?
5. Is there a crappy task available? How can you make it cool?
Reading Assignment #4: Chapters 16-20
1. How can you make things happen in your current role without the aid of marketing dollars?
2. List your top 10 “projects”.
3. Follow steps 1-7 at the beginning of Chapter 17.
4. What “clutter” can you dump?
5. How empathetic are you to your clients? How could you improve this?
Reading Assignment #5: Chapters 21-25
1. What is your “Saleable Distinction”?
2. How is your “rolodex”. Could your “community” use some building?
3. What steps can you take to “own” your community (LinkedIn, Professional Associations, etc).
4. What steps can you take to “expose yourself”?
5. What has become stale about your approach/solutions? How can you make it new and relevant again…and again… and again?
Reading Assignment #6: Chapters 26-30
1. What is the closest thing to a “big idea” you currently have?
2. Answer the questions on page 122.
3. Grab a team mate and discuss how your department or team can reframe a project.
4. List 15 “elements” of your identity
5. What is your assessment of this book so far?
Reading Assignment #7: Chapters 31-35
1. In the past year, which of your actions have built your trustworthiness? which have detracted from it?
2. What impression would someone have of you based on your card alone?
3. Whether you have one yet or not, describe “your” website.
4. What are 5 opportunities you have in the next week to practice your presentation and story telling skills?
5. What specific actions help you stay positive and enthused? How often do you need to do them? How often do you actually do them? Commit to doing them as often as needed to stay enthused.
Reading Assignment #8: Chapters 36-40
1. What growth opportunities exist in your current projects?
2. What could you add to your personal and professional renewal plans?
3. Pick one thing from the list of 50 in Chapter 38 and do it today.
4. Choose your Board of Directors.
5. How do you currently connect with the front line? How can you get more involved with the front line?
Reading Assignment #9: Chapters 41-45
1. How can you incorporate your rolodex activity into your schedule?
2. Begin writing your Mission Statement.
3. Who is in your “Hall of Fame”
4. How do you get the word out about YOU?
Reading Assignment #10: Chapters 46-50
1. What is the global appeal of your stuff?
2. How do you feel about the word “sell”?
3. How can you “ask for the business” in a current situation?
4. After reading this book, what, if anything, are you or will you do differently?
5. Mark your calendar for one month from now with this question. “Am I doing anything differently because of the time I invested in this book?”