Stuff I Like

The Qualified Sales Leader

John McMahon

Probably the one I'd hand to someone managing serious enterprise sellers.

Fanatical Prospecting

Jeb Blount

If prospecting is the part of the job you keep finding reasons not to do.

Getting to Yes

Roger Fisher, William Ury and Bruce Patton

Negotiating without turning every conversation into a hostage situation.

The Little Red Book of Selling

Jeffrey Gitomer

Old-school, occasionally corny, and still right about a surprising amount.

How to Say It

Rosalie Maggio

Not really a sales book. Useful when you know what you mean but can't find the words.

Atomic Habits

James Clear

Useful mostly because sales careers are built out of a lot of boring things done repeatedly.

Meditations

Marcus Aurelius

Two thousand years old and still useful when the forecast call starts getting stupid.

Tao Te Ching

Lao Tzu

A useful reminder that forcing things usually makes them worse. Applies to selling, managing, and most meetings.

The Bezos Blueprint

Carmine Gallo

A good look at why Amazon communicates the strange way it does.

Amazon Unbound

Brad Stone

Less about selling than understanding how one very large company thinks.

The Brutal Truth About Sales & Selling

Actual selling. Not much incense.

Hidden Brain

People are weird. Helpful to remember when selling to them or managing them.

Freakonomics Radio

Incentives explain a lot of behavior, including some very stupid sales behavior.

Marketplace

Twenty-some minutes and you have a decent idea what's happening in the economy.

Pivot

Tech, business, politics, and two people disagreeing with each other.

How to Be a Better Human

Pretty much what it says.

The Daily Stoic

Useful before certain forecast calls.

The Side Hustle Show

For people who occasionally wonder what else they could build.

Radiolab

Good stories about things I didn't know I was interested in.

Stuff You Should Know

Has nothing to do with quota. That's partly why I like it.