Nineteen emotional and rational forces that cause people to buy—and how to uncover them
The Sales Bible: The Ultimate Sales Resource · Jeffrey Gitomer
Map every person who can derail or advance your sale into one of four decisive roles
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
A complete system for winning complex B2B sales through process, not persuasion
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
Map every account by who really approves vs. who merely recommends
Getting to VITO (The Very Important Top Officer) · Anthony Parinello
Lead with an informed hypothesis of customer needs rather than asking customers to educate you
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Grade every teaching pitch for boldness before it gets watered down to the safe middle
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Adapt the teaching message to each stakeholder's specific goals, role, and economic context
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
The three-part methodology for winning complex B2B sales through constructive tension
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Secure influence on a moving decision by committing your support before being asked.
The Road to Iraq: How 9/11 Changed Everything (Ep 3/6) — The Rest Is Classified · The Rest Is Classified
Align rival stakeholders behind one shared argument to move a coalition forward decisively.
The Road to Iraq: How 9/11 Changed Everything (Ep 3/6) — The Rest Is Classified · The Rest Is Classified
Map your security responsibilities by identifying which of four Bitcoin stakeholder roles you occupy.
Defending Bitcoin: Cybersecurity for the Monetary Grid | Luke de Wolf | BIS #202 — Bitcoin Infinity Media · Bitcoin Infinity Media
Pull the highest-leverage short-term lever first to buy time for the long-term transformation.
How to Pull the Emergency Brake on Global Warming · Mohamed A. Sultan
Make your contributions visible inside and outside the organisation so promotion becomes obvious, not argued
How To Get A Pay Rise: Career Coach's Proven System · Yota Trom
Beat short-termism by hiring people with a decade of pre-thinking, not a week
The Government's Plan to Change Your Pension · Torsten Bell MP
Diagnose your PM archetype and pivot from information relay to high-judgment builder.
Why half of product managers are in trouble | Nikhyl Singhal (Meta, Google) — Lenny's Podcast · Lenny's Podcast
Map every capital raise to the governance control you surrender at each rung
SIMON DIXON REVEALS How The Banking System Turned You Into a DEBT SLAVE — Simply Bitcoin · Simply Bitcoin
Three competing frameworks for reforming capitalism, from market fundamentalism to stakeholder capitalism to democratic socialism
The Future of Capitalism · Katrina vanden Heuvel
Power is never held alone and the most dangerous position is number one without allies
Chimpanzee Politics · Frans de Waal
Sustainable leadership change comes from involving the people around you, not from willpower alone
Lessons from a Life of Leadership | Marshall Goldsmith | Knowledge Project 142 · Marshall Goldsmith
Design fair systems by deciding rules before knowing your position within them
A Theory of Justice · John Rawls
Reach the point where you contribute more than you consume
The First 90 Days · Michael D. Watkins
Convert envy and resentment into vested interest through Justification, Appreciation, and Layered Impact Recognition
The Charisma Myth: How Anyone Can Master the Art and Science of Personal Magnetism · Olivia Fox Cabane
Impact, execution, and optics — align all three or fail at one
Shreyas Doshi on Pre-Mortems, the LNO Framework, and Strategy vs. Execution · Shreyas Doshi
Force strategic clarity by committing your positions to paper
Good Product Manager Bad Product Manager · Ben Horowitz
Dissuade, Deter, Defend, and Defeat
National Military Strategy to Combat Weapons of Mass Destruction · Unknown
Enable Combating WMD
National Military Strategy to Combat Weapons of Mass Destruction · Unknown
Communicate the vision
Leading change - John Kotter · Must Read Summaries
A framework for effective communication
Nonviolent Communication: A Language of Life - PDFDrive.com · Marshall B. Rosenberg
Motivate high-quality effort
The Art of Strategy: A Game Theorist's Guide to Success in Business and Life · Dixit, Avinash K.
Building trust through commitment
Competitive Strategy · Michael E. Porter
Scale your business by mastering the four critical decision areas: People, Strategy, Execution, and Cash.
Scaling Up · Verne Harnish
Decide slowly by consensus, then implement rapidly
The Toyota Way: 14 Management Principles from the World's Greatest Manufacturer · Jeffrey K. Liker
Move from data and arguments to narratives that inspire action
Change by Design · Tim Brown
Dismantling institutional cover stories by constructing irrefutable alternative narratives
The Prosecutor One Man's Battle to Bring Nazis to Justice · Jack Fairweather
Three-player alliances where the kingmaker holds real power
Chimpanzee Politics: Power and Sex among Apes · Frans de Waal
A five-component strategic planning process that begins with values and noble cause, then moves t...
Tribal Leadership Leveraging Natural Groups to Build a · Dave Logan, John King, Halee Fischer-Wright
Business exists to advance purpose, protect people, and generate profit, in that order
The Infinite Game · Simon Sinek
Replace mission statements with living stories that align every stakeholder
Building a StoryBrand - Clarify Your Message So Customers · Donald Miller
Lead with charm
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Navigate crisis
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Navigate chaos
Elon Musk Tesla, SpaceX, and the Quest for a Fantastic · Ashlee Vance
Understand insurance industry economics
Berkshire Hathaway Shareholder Letter 1987 · Warren Buffett
Collaborative problem solving
The Causes & Treatments for Autism | Dr. Karen Parker · Andrew Huberman
Self as a dynamic process
Using Meditation to Focus, View Consciousness & Expand Your Mind | Dr. Sam Harris · Andrew Huberman
Dialogue without decisions is just conversation — clarify who does what by when
Crucial Conversations · Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler
Shield fragile new ideas from premature judgment until they can survive on their own
Creativity, Inc. · Ed Catmull & Amy Wallace