Why I Love Question Based Selling
Question Based Selling has been a game-changer throughout my 20-year sales career. This book is packed with practical questions that can be applied in any client situation, helping you shift your perspective to see your products through the client’s lens. It teaches you to focus on the client’s pain points and the deeper implications behind the solutions you offer—transforming every feature of your product into a meaningful benefit for the client.
One of the most valuable exercises in this book is creating a list of implications for each product feature. This approach has been a powerful tool in my selling strategy, helping me connect solutions directly to what matters most to each client. I’ve read and relied on this book so often that my copy is marked up with highlights, notes, and reminders for every company I’ve represented. It’s a staple on my shelf—so well-loved that the cover has even come off!
Why I Love How to Win Friends and Influence People
This classic by Dale Carnegie has transformed how I approach not only selling but every interaction in my life. How to Win Friends and Influence People taught me to shift my mindset—to see the world from others' perspectives and take a genuine interest in what matters to them. This approach doesn’t just make you a better salesperson; it makes you a better person.
One of the biggest lessons for me was learning to put myself in the client’s shoes, to write a sales pitch through the lens of their needs, pains, and goals. This lesson applies even outside of sales—whether it's preparing for a job interview or navigating relationships. If I’m the “product,” I think about how my skills and experiences can solve the specific challenges of the company or person I’m engaging with.
This book is filled with insights like President Lincoln’s reminder that understanding others is more valuable than being right. Lincoln learned to see people through the lens of their unique experiences, realizing that we’d act the same way if we’d lived their lives. This level of empathy is transformative, and it’s something I strive to practice daily.
How to Win Friends and Influence People is one of those books I revisit every year, and my copy is covered in highlights and notes from two decades of applying its lessons across different roles and relationships. It's truly a book of wisdom, with a timeless lesson on every page.
Why I Love Sell More Faster
This book is an absolute must-read for any founding leadership team or anyone responsible for scaling a small business, no matter the industry. Sell More Faster taught me the critical groundwork needed when you’ve just launched your product and started landing your first customers. It’s about taking a step back to deeply analyze those early clients: Are they the right fit for your product? Is your product truly solving a need for them?
This insight has been transformative for me, especially after seeing companies repeatedly make the same mistake: landing a few big clients, only to have them never use the product because it wasn’t the right fit. It’s not that the product is wrong—it’s that the entire go-to-market strategy, from marketing materials to sales enablement and client success structure, is built around the wrong segment of the market. For a small, underfunded company, this misstep can be disastrous, as every dollar invested needs to generate a return.
What Sell More Faster emphasizes—and what I’ve learned to love—is the importance of pausing to do the hard, strategic work of identifying your true target customer. This means understanding not just who will buy your product but who will use it, value it, and grow with it. For me, this process is challenging but incredibly rewarding. This book provides the blueprint for scaling with intention and avoiding costly missteps, making it one I recommend to every startup leader or small-business owner.
My personal take-aways coming in the next few days...
My personal take-aways coming in the next few days...
My personal take-aways coming in the next few days...
My personal take-aways coming in the next few days...
My personal take-aways coming in the next few days...
My personal take-aways coming in the next few days...
My personal take-aways coming in the next few days...