Since the beginning of the COVID shutdown period, I’ve read 33 business books.
Reading is part of my job. I interview a ton of authors on my podcast “Sales Enablement with Andy Paul.” And, unlike most podcast hosts, I pay my guests (and listeners) the respect of actually reading their books, cover to cover, before we record a conversation.
I’ve also read 20 novels in the past 90 days. Mostly of the mystery & thriller genre. There’s only so much you can Netflix. Or Hulu. Before your brain turns to mush and starts draining out your ears.
In her excellent book, Whitney applies the tenets of disruption spelled out by the late Clayton Christensen in his class book, The Innovator’s Dilemma, and applies them to the psychology of learnings change and personal disruption.
Sample quote: “We can natter all day about being agents of disruption, but to effect real change, we need to be the subject of disruption. Innovation starts as an inside game.”
Anybody who follows me knows that I’m a huge fan of Michael’s previous book, The Coaching Habit. Both The Coaching Habit and The Advice Trap, which is sort of an implementation guide for The Coaching Habit, should be required reading for all sales manager and sales leaders.
Sample quote: “As soon as someone starts talking, our plan to be curious goes out the door and our Advice Monster looms out of our subconscious, rubbing its hands and declaring “I’m about to add some value to this conversation! Yes. I. Am!”
For companies that operate on a subscription-based revenue model, Robbie goes into details about the attitude and behavior transformations they need to make in order to retain and optimize the lifetime value of their customers.
Sample quote: “It’s about orchestrating the moment when customers remove their “consumer hats” and don “member hats,” commit to your organization for the long term, and stop considering alternatives.”
Despite the title, this excellent book is as much about learning how to engage with other people in ways that don’t erect barriers to making a change.
Sample quote: “Behavioral scientist Kurt Lewin once noted, “If you want to truly understand something, try to change it.” But the reverse is also true. To truly change something, you need to understand it.”
You can read the books of the “big-name” sales authors. However, this one is better than most of those.
Sample quote: “The biggest challenge, as I have pointed out, is that it is difficult to teach (sales) people something they believe they are good at. They are classically judging themselves on their intentions and not their actions.”
Disrupt yourself. Start with these books!
Bestselling author of Amp Up your Sales and Zero Time Selling, Andy Paul is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. With more than 170,000 followers, Andy is a highly sought-after speaker and sales sage who interviews the world’s foremost sales minds and extraordinarily interesting people to bring you strategies and insights that you can use to generate epic wins and massive value.