Mastering the Complex Sale
Comments and mentions from HN threads:
Ask HN: What was the best book you read in 2016?
mindcrime: If you're interested in B2B selling, I highly recommend this book. Thull's approach is dramatically different from the old-school "Alec Baldwin rant in Glengarry Glen-Ross" stuff you may have been exposed to. He encourages a model where you act more like a doctor, or a detective, and practice "Always Be Leaving" instead of "Always Be Closing".
Ask HN: Books you wish you had read earlier?
mindcrime: I don't claim to be a great, or even good, salesman. But if I ever become any good at selling, I expect I'll credit this book for a lot of that...
Ask HN: As a technical founder what is the best business book you've read?
mindcrime: Lays out an approach to selling that I believe is one of the best out there for enterprise / B2B. May not be as relevant for B2C or other approaches.