Books
Books that are fundamental
The books that sit under how we work.
Extreme Ownership
Credit the team when it works. Own the miss as the leader. Success is we. Failure is I.
Eat Their Lunch
How you take a deal that already has a vendor, without trashing them in the room.
Never Split the Difference
Stay curious. Get them talking. Do not argue them into a yes.
High-Profit Prospecting
The conversations only count if they are with people who can buy.
The Challenger Sale
Teach them something about their own problem. Then the product has a place.
Cracking the Sales Management Code
You inspect the work, not the story the seller tells about the work.
Selling to the Very Important Top Officer
Get to the person who owns the number. Everyone else is a tour.
Mega Deal Secrets
How a late, multi-threaded deal actually gets papered.
The One Minute Manager
Goals on one page. Praise and correct the behavior, soon, specifically.
The 7 Habits of Highly Effective People
Circles of influence and control. Work where you can act.
MEDDIC / MEDDPICC
The map for a late enterprise deal. Not how you qualify a founder whose competitor is building it themselves.
Unreleased title
A book in the works on the job nobody trains: the founder or first manager who still has to sell.