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.
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The New Power Base Selling (It’s originally from 1990, but whatever) |
The Challenger Customer |
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“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 |
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)
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