Book Digest: The Innovator’s Solution
In The Innovator’s Solution, Clayton Christensen and Michael Raynor provide a blueprint for creating new growth businesses through disruptive innovation. They a...
Category: Book Digests
Book Digest: Economical Growth
In Economical Growth, Chris Pham outlines his strategy for creating a top performing sales development team that creates qualified sales leads to pass to accoun...
Book Digest: Work Rules
Laszlo Bock’s Work Rules sets forth a humane and data-driven approach to people operations. Bock (who used to run people operations at Google) argues that compa...
Book Digest: High Output Management
Andy Grove’s High Output Management is an example of sound engineering thinking applied to management. It’s also the best book on management I’ve read. The most...
Book Digest: Good Strategy/Bad Strategy
In Good Strategy/Bad Strategy: The Difference and Why it Matters, Richard Rumelt argues that the essence of strategy is discerning the one or two critical issue...
Book Digest: Getting to Yes
Getting to Yes argues that negotiations shouldn’t be a contest of will in which both sides state extreme positions and then dig in their heels to move as little...
Book Digest: The New Strategic Selling
Robert Miller and Stephen Heiman’s The New Strategic Selling is a systematic analysis of how to sell to large organizations. The book focuses on positioning you...
Book Digest: The Challenger Sale
The Challenger Sale argues that sales is not about building relationships or discovering needs through a set of diagnostic questions. Instead, sales is about te...
Book Digest: Venture Deals
Brad Feld and Jason Mendelson’s Venture Deals (2nd edition)* is a perfect introduction to the key terms and strategic dynamics of venture financing. Their thesi...
Book Digest: What Great Salespeople Do
In What Great Salespeople Do, Michael Bosworth and Ben Zoldan argue that sales is not primarily a rational process. As a result, attempts to discover needs thro...