Best Business/Mindset Books You've Read?

[Claude Whitacre]

I didn't post this at first because it isn't a perfect match for your OP. There a book called the Power to Get In. It isn't a sales book. It focuses on one thing: how to create and use leverage to get a meeting with a CEO or top decision maker.

I've found his strategy of internal and external leverage can be applied in a number of ways. An example of external leverage is to mention competitors in mail when contacting a business. "I'm also sending this to ___".

There's more to leverage, but that's the general idea. I think it's really helpful for anyone doing B2B even if you aren't looking for a head to head meeting.

https://www.amazon.com/Power-Get-Leverag...559&sr=8-1

Years ago, I bought the book. If you're in sales to CEOs, this is the single most important book you can study.

I used the system to attempt to see 10 CEOs in a 30 day period. I got in to see 4 within the first 30 days (of the start of the attempt), and closed 3 high end sales worth a few hundred thousand dollars over the next year. One company VP said "No" before I got very far, and the other names are still in the loop for additional effort. I'm pretty good, but I NEVER would have made at least 2 of those sales without using this "attack from all sides" method.

You also need to do every step. At first, I tried cutting a few corners with poor results. Do the whole thing. Invest the time, it works.  This is the kind of work you can farm out.