Speaking of books, I recently re-read The Challenger Sale
† . This is a great book about B2B Sales and shook up traditional Sales thinking when it came out. The central tenet of the book is that it takes a very specific set of skills to be an effective B2B salesperson, and they’re not the ones that you might expect. We’re moving away from traditional “relationship building”, where salespeople try to buddy up to their prospects, and towards a “Teach, Tailor, Take Control” mindset.
In any case, I always recommend that PMs read non-PM books to understand the motivations of their stakeholders. But, beyond that, I was actually very interested in one of the last chapters about using Challenger Sale techniques internally within an organisation, and wrote a few thoughts about how this applies to product managers in the thread below.