HackerNews Readings: The Challenger Sale: Taking Control of the Customer Conversation

All Time Past 6 Months

The Mom Test: How to Talk to Customers & Learn If Your Business Is a Good Idea When Everyone Is Lying to You

Rob Fitzpatrick and Robfitz Ltd

4.7 on Amazon

22 HN comments

High Output Management

Andrew S. Grove

4.6 on Amazon

9 HN comments

The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses

Eric Ries

4.6 on Amazon

9 HN comments

An Elegant Puzzle: Systems of Engineering Management

Will Larson

4.5 on Amazon

8 HN comments

The Lean Product Playbook: How to Innovate with Minimum Viable Products and Rapid Customer Feedback

Dan Olsen

4.7 on Amazon

5 HN comments

The Challenger Sale: Taking Control of the Customer Conversation

Matthew Dixon and Brent Adamson

4.5 on Amazon

5 HN comments

The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail

Clayton M. Christensen, L.J. Ganser, et al.

4.5 on Amazon

5 HN comments

Good to Great: Why Some Companies Make the Leap and Others Don't

Jim Collins

4.5 on Amazon

4 HN comments

Mastery: The Keys to Success and Long-Term Fulfillment

George Leonard

4.6 on Amazon

4 HN comments

Inspired: How to Create Tech Products Customers Love (Silicon Valley Product Group)

Marty Cagan

4.6 on Amazon

4 HN comments

Capital: Volume 1: A Critique of Political Economy

Karl Marx, Derek Le Page, et al.

4.7 on Amazon

4 HN comments

Liftoff: Elon Musk and the Desperate Early Days That Launched SpaceX

Eric Berger

4.8 on Amazon

4 HN comments

Principles: Life and Work

Ray Dalio, Jeremy Bobb, et al.

4.6 on Amazon

3 HN comments

Reminiscences of a Stock Operator

Edwin Lefevre, Rick Rohan, et al.

4.6 on Amazon

3 HN comments

Traction: Get a Grip on Your Business

Gino Wickman

4.6 on Amazon

3 HN comments

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dave_sullivanonJune 27, 2021

Read SPIN Selling and The Challenger Sale. Only 2 good sales books, takes a reasonably sophisticated approach of interviewing salespeople and then doing PCA on their responses to generate clusters of sales behavior and then noting "the challengers" are most successful.

verdvermonMar 31, 2021

You have to convince both, if you haven't read The Challenger Sale, it's highly recommended

*convince is not a great word

mcbishoponJune 28, 2021

I recommend the book: The Challenger Sale. ...Know your domain really well, and know how your customer could fail in coming years. With their best interests prioritized, be comfortable challenging them to boldly step up their game. (This approach only works out financially if you're selling an awesome product / service!)

gwbrooksonJune 27, 2021

If you can afford it: Sandler sales training. They're not the only solution, but they're very good and (at least in the past) part of your fee includes lifetime access to go back and retake the training, freshen up your skills, etc. (I'm not affiliated, but I did go through their training; it made me the best salesperson in my circle of small-consulting-shop friends and colleagues.)

If you can't afford it? Read The Challenger Sale, a data-backed look at the most effective techniques.

verdvermonMar 29, 2021

"exaggerating" is typical in sales

You'd need one client to back up that experience

You can speak to higher level concepts and customer concerns that are there besides the tech and sell as to why you are better to handle those.

Showing that you've seen numerous situations, and point out pitfalls they haven't considered can help

Read The Challenger Sale if you haven't