Recommended reading
Books that have genuinely shaped how I sell and how I think. Not a list of classics I feel obliged to mention — these are ones I actually return to.
A proven lesson from a five-time CRO that works equally well whether you are an AE trying to sharpen your deal execution or a leader trying to build a team that actually forecasts accurately. The section on forecasting alone is worth the read. One of the most practical sales books I have come across.
I first picked this up after losing a $150k deal in New York that I had done everything right on. The loss had nothing to do with me — investor politics I could never have known about — but it still hurt. Epictetus is direct about something sales rarely teaches you: there are things in your control, and things that are not. Your job is to know the difference and stop wasting energy on the second list. I come back to this one regularly.