HackerNews Readings: SPIN Selling

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The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

Ben Horowitz, Kevin Kenerly, et al.

4.7 on Amazon

3 HN comments

Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!

Robert T. Kiyosaki

4.7 on Amazon

3 HN comments

Traction: Get a Grip on Your Business

Gino Wickman

4.6 on Amazon

3 HN comments

Blitzscaling: The Lightning-Fast Path to Building Massively Valuable Companies

Reid Hoffman, Chris Yeh, et al.

4.5 on Amazon

3 HN comments

Built to Sell: Creating a Business That Can Thrive Without You

John Warrillow, Erik Synnestvedt, et al.

4.7 on Amazon

3 HN comments

The Professional Chef

The Culinary Institute of America (CIA)

4.8 on Amazon

3 HN comments

The Five Dysfunctions of a Team: A Leadership Fable

Patrick Lencioni

4.6 on Amazon

2 HN comments

Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell

Eric Schmidt, Jonathan Rosenberg, et al.

4.6 on Amazon

2 HN comments

How to Fail at Almost Everything and Still Win Big: Kind of the Story of My Life

Scott Adams

4.7 on Amazon

2 HN comments

The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness

Morgan Housel, Chris Hill, et al.

4.7 on Amazon

2 HN comments

SPIN Selling

Neil Rackham

4.5 on Amazon

2 HN comments

The Kill Chain: Defending America in the Future of High-Tech Warfare

Christian Brose and Hachette Books

4.6 on Amazon

2 HN comments

The Personal MBA: Master the Art of Business

Josh Kaufman and Worldly Wisdom Ventures LLC

4.6 on Amazon

2 HN comments

Leadership Is Language: The Hidden Power of What You Say--and What You Don't

L. David Marquet and Penguin Audio

4.6 on Amazon

2 HN comments

Basic Economics

Thomas Sowell

4.8 on Amazon

2 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.

jppopeonJune 5, 2021

  - The Charisma Myth. It focuses more on meta skills like projecting presence, but is useful to start seeing non-verbal communication as effective as well
  - The Presentation Skills of Steve Jobs. The books is really about presentation skills and then the author layered Steve Jobs on top, but it's a very useful book. 
  - A quick overview of Amazon's approach to written communication. One thing I will say about Bezos, he understands the overhead of communication in a corporation and focused on streamlining it, there are a bunch of articles but this one is useful: https://networkcapital.substack.com/p/the-amazon-way-of-writing
  - I've spent a lot of time reading the sale literature out there and its rough to recommend a book given the way the question is formed but understanding a sales mindset is extremely useful to becoming a better communicator. Zig Zigler "Secrets to closing the sale", Jeffery Gitomer's work, and SPIN selling all come to mind as valuable reads.