Dog Days: Library favorites from a 20+ year journey in Business, Sales, Technology, and Leadership...

As a software executive in SaaS security industry with 20 years of selling experience, I've gathered a collection of books that have deeply influenced my approach to business, leadership, and sales. There are many leaders I've worked with over time that have influenced this list.... but, here are the books that stand out, along with a quick thought on each (quick note: some of these books span back to my early days as a part-time day trader while working in the IT department as intern at Tyco during college.) This post is in memory of the late Dr. Mark Goulston.

**How to Measure Anything in Cybersecurity Risk** by Douglas W. Hubbard and Richard Seiersen?A practical guide to quantifying and managing cybersecurity risks that seem impossible to measure.

**Becoming a Manager: How New Managers Master the Challenges of Leadership** by Linda A. Hill?An essential read for anyone stepping into a management role, providing insights into the challenges and responsibilities of leadership.

**Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity** by Kim Scott?A powerful framework for effective leadership, focusing on direct communication and caring personally.

**The Intelligent Investor** by Benjamin Graham?The definitive guide to value investing, offering timeless strategies for long-term financial success.

**Rich Dad Poor Dad** by Robert T. Kiyosaki?A classic on wealth-building principles that challenges conventional wisdom on money and investing.

**Measure What Matters** by John Doerr?An insightful look into Google's use of OKRs (Objectives and Key Results) and how they drive business success.

**Who Moved My Cheese?** by Spencer Johnson?A simple yet profound tale about dealing with change in work and life.

**Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue** by Ashley Welch and Justin Jones?An innovative approach to sales that emphasizes understanding customer needs through design thinking.

**Secrets of Question-Based Selling** by Thomas A. Freese?A sales methodology that centers around asking the right questions to uncover customer needs and close deals.

**The Challenger Sale: Taking Control of the Customer Conversation** by Matthew Dixon and Brent Adamson?A research-backed approach to sales that encourages challenging customers' thinking to add value.

**SPIN Selling** by Neil Rackham?A foundational sales book that introduces a methodical approach to selling through questioning techniques.

**The McKinsey Mind** by Ethan M. Rasiel and Paul N. Friga?A deep dive into the problem-solving techniques used by McKinsey consultants, applicable to any strategic business role.

**MEDDIC** by Jack Napoli?A proven sales qualification methodology that helps in efficiently closing complex B2B deals.

**The Five Dysfunctions of a Team** by Patrick Lencioni?A leadership fable that identifies common pitfalls that prevent teams from working effectively together.

**The Champion's Mind: How Great Athletes Think, Train, and Thrive** by Jim Afremow?A guide to developing the mental toughness needed to succeed, whether in sports or business.

**New Sales. Simplified.** by Mike Weinberg?A no-nonsense approach to building a strong sales pipeline and closing more deals.

**What Sales Winners Do Differently** by Mike Schultz and John Doerr?A study of top-performing salespeople and the behaviors that set them apart from the rest.

**Just Listen: Discover the Secret to Getting Through to Absolutely Anyone** by Mark Goulston?A game-changing book on how to communicate effectively and build stronger relationships.

**Extreme Ownership: How U.S. Navy SEALs Lead and Win** by Jocko Willink and Leif Babin?A powerful lesson in leadership from two Navy SEALs, focusing on taking complete responsibility for outcomes.

**Start with Why: How Great Leaders Inspire Everyone to Take Action** by Simon Sinek?A must-read on the importance of starting with purpose in leadership and business.

**Good to Great: Why Some Companies Make the Leap...and Others Don’t** by Jim Collins?An exploration of what separates great companies from merely good ones, based on extensive research.

**Leadership and Self-Deception: Getting Out of the Box** by The Arbinger Institute?A compelling read that challenges leaders to look inward to improve their effectiveness.

**You Can’t Teach a Kid to Ride a Bike at a Seminar** by David Sandler?An OG classic in sales training, this book provides practical tools for executing specific goals in the sales process. These books have not only influenced my career but have also become go-to resources that I frequently revisit.

If you haven't read some of these yet, I highly recommend adding them to your list. Each one offers unique insights that can help you grow as a leader, salesperson, or business professional.

What ones did I miss?

Drop me a note below! Thanks for reading along - enjoy the last days of summah!