If you are new to selling to the enterprise, there are only two books you need to read – well to start at least. It’s not the same as SMB and Mid Market and it’s definitely not Consumer. There is a unique matrix of power, reporting structure, strategy, and politics you need to read between the lines of and react perfectly to the changing dynamics. 

And then once you’ve done that, you need to distinguish between your champions, influencers, stakeholders, decision maker and economic buyer and don’t forget about the Mobilizer & the Fox. With 9-month sales cycles and six to 7 figure deals that make or break your company, you can’t mess around.
Here are the 2 +1 books I recommend reading:

The New Power Base Selling

(It’s originally from 1990, but whatever)

The Challenger Customer


Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition”

Find it also on Apple Books

“Selling to the Hidden Influencer Who Can Multiply Your Results” 

Find it also on Apple Books

If you are leading a team, you need to throw in The Hard thing about Hard Things as well, from Ben Horowitz on AMAZON or Apple Books. I know, three books all at once, it’s not fun. Well first off, I’m a fan of Audiobooks that you can listen to at 1.5 speed and then refer to the book as needed… I know it’s more money, but it’s a golden way to hear it, see it, touch it, and reference it. I digress…

Why read The Hard thing about Hard Things? Ben Horowitz is the co-founder of Andreessen Horowitz… you know, with that guy who invented Netscape when he was 23… yep that guy! Well, Ben narrates his experience as CEO of a startup and the series of impossible decisions he had to make to get the company through its tough times and get it to a place where it could be sold. It’s first-hand knowledge (and a little bit of knowing others are going through it with you) of this lonely role you have taken up. It’s worth it! (here is another take on the book)

Enjoy… and let me know what your next set of questions are after reading these. 



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