![]() A fellow founder recommended I read The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge, and I recently completed it and loved it. He also has an excellent video with many of the main points. I really liked his "engineering" approach to sales and his ideas about running experiments. I also loved all the example playbooks and reports in the book! Below are my main notes and takeaways.
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![]() I finally finished reading Founding Sales: The Early Stage Go-to-Market Handbook by Peter Kazanjy, and it was SOOOOO good. Even though the book is available online (and he was giving out free copies at some point), I still took copious notes because there was so much good stuff in there. I wish I had read this book two years ago! A lot of the lessons reinforced what I had learned from my sales coach and took it even further. I loved the tactical, specific advice, including many direct full examples from his own experience. Below are my notes and takeaways. I highly recommend this book to any founder or startup salesperson, especially anyone who has not done much sales before. It was so awesome! ![]() We're working with an awesome sales coach who assigned us to read the book The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. I really enjoyed reading it and learned a ton. Sales is not something I have a lot of formal training in, and this book taught me several new things that I didn't think of as sales before and which are very effective. At a high level, the authors did a bunch of research and analysis and figured out the type of salesperson/behavior that is most effective. It boils down to three core behaviors: teaching unique insights, tailoring the conversation to multiple stakeholders, and taking control of the conversation and process. The teaching part was the newest to me and the most interesting. I enjoyed reading the case studies and examples and can totally see how teaching your customers unique insights can be super effective. I read it on Kindle and ended up highlighting 276 things (i.e., I learned a lot!). You can read some of those here. I definitely recommend this book to anyone who wants to improve in sales or learn about "commercial teaching." |
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