Before proposing work to a business, ask what happens if the customer leaves the problem as it is. Neil Rackham's SPIN Selling is useful reading for that conversation: it examines how questions about a problem's implications help develop an understanding of need.
A contact can...
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10 sales books for complex B2B deals | Jacob Top Møller
Choose a sales book for the work in front of you: discovery, buyer champions, internal agreement or a decision that keeps slipping.
Peter Cohan recommends reading Doing Discovery through the Discovery Methodology chapter, then Part 1 of Great Demo!
Before your next demo, write down the customer task it needs to address and what you still need to understand about it. Use that question to decide which part of...
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10 presales and Sales Engineering books for the work you need to improve
Choose a book for your next presales challenge: understanding the customer, preparing a demonstration or explaining a technical decision.
If you're building an AI assistant, Hamel Husain's evaluation FAQ gives you questions for examining failures. Jason Liu's RAG guide covers improving retrieval for document-based assistants.
I've included both in a guide to ten AI builders, with an original source for each and a...
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Top 10 AI builders to follow on X for practical systems work
Ten practitioners and their original work, chosen for different questions in model development, AI applications, agent design and document processing.