Reading List

Excellent book on why people resist change and how to overcome those challenges to get them to change.

How to win enterprise sales by teaching, tailoring, and taking control of the sale.

Buyers have existing mental models that likely don't include your solution. If you want to sell, you need to change these models and help buyers achieve consensus.

Just like a pilot uses a pre-flight checklist, to be reliable, people need checklists for their operations.

Great primer on the “jobs to be done” methodology.

Weird title, but good book for asking better discovery questions.

Sell to the pain - the gap between where customers are and where they want to go.

Why do so many deals fail to close when the buyer has a problem, wants the solution, and sees the benefits? Sellers need to solve the “fear of messing up.”

One of the most important skills, not just for business, but for life.

Excellent book for developing business by thinking critically and communicating clearly in B2B sales.

Great primer on this famous qualification methodology.

My favorite book on negotiation by a former FBI hostage negotiator.

Best book I’ve read about what an individual sales rep should be doing to be successful.

Classic about quieting the ego and harnessing the power of living in the present moment.

Another good one for asking high impact questions.

THE book on enterprise selling. Written by 5-time CRO and one of the greatest living enterprise tech sales leaders.

Written by the CRO of Hubspot who took them from $0 to $100M and IPO. Compelling methods for scaling a sales organization.

Best book I’ve read on being great at the emotional intelligence needed for sales. Excellent ideas for managing your own and customers’ emotions.

Best book I’ve read about what a front line sales manager should be doing to be successful.

Excellent, dense book on understanding human nature and why we act the way we do.

Forget sales enablement. It’s about buyer enablement. Good practical guide on how to do it.

Lots of practical advice for developing champions and getting them to sell when you are not in the room. His one-page business case tool is really useful.

Do better discovery by asking the right types of questions at the right time.

A classic. One of the original enterprise sales methodologies. Great for understanding and covering the buying influences in your target accounts.

Classic study of human biases.

Inspirational book on letting go of the ego and living in the present moment.

Excellent primer on mindfulness and meditation.