MARTY'S 

READING LIST

Thank you for subscribing to Marty's Minute! Enjoy an exclusive look at his top books.

#1

The Challenger Sale:

Taking Control of the Customer Conversation

by Matthew Dixon

Most people think that the secret to sales success hinges on relationships. But most people are wrong. The best salespeople don't just build relationships with customers, they challenge them. In The Challenger Sale, Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance and successful sales.

"Your clients are looking to you to teach them something new and bring value to the table. This book pushes you to think differently and help others think differently too."

— Marty Osborn

#2

Start with Why:

How Great Leaders Inspire Everyone to Take Action

by Simon Sinek

Why are some people and organizations more innovative, more influential, and more profitable than others? In studying the leaders who've had the greatest influence in the world, Simon Sinek discovered that they all think, act, and communicate in the exact same way, a way that is directly opposite to everyone else. Drawing on a wide range of real-life stories, Sinek shares what it takes to lead and inspire - and it starts with why.

"One of the challenges people face is that they start a project with the how, not the why. They’re more interested in the logistical hows and not worried about understanding the problem they’re trying to solve. To be successful, you have to define success at the outset. This book shows the power behind starting with why."

— Marty Osborn

#3

The Goal:

A Process of Ongoing Improvement

by Eliyahu M. Goldratt 

Written in a fast-paced thriller style, The Goal is a novel transforming management thinking. Alex Rogo is a plant manager constantly working to improve performance. His factory and his marriage are rapidly heading towards disaster. He has just ninety days to save his plant from being closed, resulting in hundreds of job losses. It takes a chance meeting with an old colleague to help Alex break out of conventional ways of thinking to see a path forward.

"The Goal is all about understanding the theories of constraint and helping you understand how to identify and manage your bottlenecks. You need to identify your critical path and focus on that, not get bogged down in the details."

— Marty Osborn

#4

The Tipping Point:

How Little Things Can Make a Big Difference

by Malcolm Gladwell

The tipping point is the moment that an idea, trend, or social behavior crosses a threshold. It tips and spreads like wildfire. In The Tipping Point Malcolm Gladwell explores and highlights the tipping point phenomenon and what it means for companies and organizations. This book has revolutionized the way people think about selling products and sharing ideas.

"This book highlights something people often overlook - that the little things ultimately make the difference. In projects, early on the little things can be easy to overlook, but if you don’t pay attention early, those little problems can grow into big issues."

— Marty Osborn

#5

The Ideal Team Player:

How to Recognize and Cultivate The Three Essential Virtues 

by Patrick M. Lencioni

In The Five Dysfunctions of a Team, Patrick Lencioni laid out a groundbreaking approach for tackling the behaviors that destroy teamwork. In The Ideal Team Player he focuses on the individual, revealing the three indispensable virtues of an ideal team player. In this book, Lencioni shares the story of Jeff Shanley, a leader desperate to save his uncle’s company by restoring its commitment to teamwork.

“I love this book because it’s all about building teams. You want people on your team that are hungry, humble, and smart. Without these three characteristics you end up with team members that can be a distraction and cause problems. As we grow organizations and teams, this book reminds us that it’s not always the smartest person or the best athlete that makes the best team member.” 

Marty Osborn

#6

The 4 Disciplines of Execution: 

Achieving Your Wildly Important Goals

by Sean Covey, Chris McChesney, and Jim Huling

The 4 Disciplines of Execution (4DX) is a simple, repeatable, and proven formula for executing on your most important strategic priorities in the midst of our ever changing world. This book outlines a proven set of practices that help leaders produce breakthrough results, even when executing the strategy requires a significant change in behavior from their teams.

"A lot of organizations have too many goals and metrics that are conflicting, it makes it hard to accomplish anything. This books encourages readers to simplify metrics and goal setting by explaining the concept of your ‘Wildly Important Goal’ or your WIG. Once you have your WIG you can build metrics that lead your team toward your goal."

— Marty Osborn

#7

Linchpin:

Are You Indispensable? 

by Seth Godin

In Linchpin, Seth Godin explores how everyone has the ability to make a big impact in their workplace. There used to be two types of role in organizations, management and labor. But now, there's a third team, the linchpins. These people love their work, pour their best selves into it, and turn each day into their best day. Linchpins are indispensable, they can’t be replaced because they provide a unique value to their companies and organizations.  

"How do you make yourself indispensable? How do you become the person the company can’t survive without? You’ve got to do the things others don’t want to do to provide value to your organization. Be the Linchpin."

— Marty Osborn

#8

How to Lead When You’re Not In Charge:

Leveraging Influence When You Lack Authority

by Clay Scroggins

There’s a big misconception when it comes to leadership. People think that you have to be in charge in order to lead. But this isn’t true. Great leaders lead with or without authority and learn to unleash their influence wherever they are.

"So many people think that leadership equals authority, it’s really leadership equals influence. If you want to be a leader you lead by influence, do things that other people want to follow. You don’t have to be in a place of authority to be a leader."

— Marty Osborn

#9

Building a StoryBrand:

Clarify Your Message So Customers Will Listen

by Donald Miller

This book focuses on training you to tell the story of your company in a way that puts your customers at the center. Miller explores the seven universal story points all humans respond to; the real reason customers make purchases; how to simplify a brand message so people understand it; and how to create the most effective messaging for websites, brochures, and social media. This book is transformational to the way you talk about who you are, what you do, and the unique value you bring to customers.

"This book really makes you think about how to make your customer, your employees, and your teammates the hero of their own story. It forces you to give thought to simplifying your message, branding, and projects to have a common theme."

— Marty Osborn

#10

The Power of Moments:

Why Certain Experiences Have Extraordinary Impact

by Chip and Dan Heath

The most memorable and positive moments in our life can, for the most part, be broken down into four elements: elevation, insight, pride, and connection. If we embrace these parts of a moment, we can create more moments that matter. This book dives into the mysteries of experience and helps you discover how brief experiences can change lives and how you can create these experiences for your customers and team.

"It’s interesting to consider how moments can impact people’s lives. This book challenges you to think through creating those moments for your employees or customers. Ultimately, creating these extraordinary moments creates an experience they won’t forget."

— Marty Osborn