The FIVE Most Impactful Books I Read in 2018

I’m a bookworm. I didn’t used to be, but throughout the last year I’ve found that it’s something that I enjoy greatly and has helped me develop and grow in many facets of my life. Most of my reading is around sales, leadership, self-improvement, and strength training. In the hopes that someone else may see this list and find it helpful, I’m going to go through the five most impactful books I read in the last year.

5. David and Goliath – Malcolm Gladwell

Summary

In this book, Malcolm Gladwell takes a different angle on multiple situations where the “underdog” comes out victorious or where common held beliefs may not be as they seem. He does a great job of dissecting these situations and offers a new interpretation of what it means to be disadvantaged in one way or another.

How I’ve applied this

This book has helped me take a different viewpoint on the industry that I work in. How can I continue to grow and bring value to my partners when there are less hardware centric (financeable) deals being done? The solutions I’ve been working on for the last year have been focused on just that.

4. Good to Great – Jim Collins

Summary

Jim Collins reveals the findings of his study on the leadership, culture, strategies, and “DNA” of companies that made the leap from being mediocre to market leader by delivering sustained, elite level results. How are these companies different from others in their industry and is there a way others can ingrain these same concepts to make the leap themselves?

How I've applied this

 Personally, I really loved the “Hedgehog Concept” and Collins spends a lot of time on. What are you deeply passionate about? What drives your economic engine? What can you be the best in the world at? Whatever falls into all three of these circles is your sweet spot. Looking at my sales territory as a “mini business”, I’ve tried to evaluate myself using these questions and tailor my go to market approach around that. For me, this means helping business transition from project-based solutions and sales to as-a-Service, managed service, and other recurring revenue models.

3. Grit – Angela Duckworth

Summary

Grit takes a look at the psychology of tenacity and how you can learn to become tenacious and GRITTY. Yes, talent plays a role in success, but how do those talented individuals fare when things get difficult? This is often the ultimate determinate in success and a sustained high achievement. According to Duckworth, Grit is where passion and perseverance meet.

How I've applied this

While I’ve always been an “effort” guy, I never completely understood the thought and psychology behind it. Grit really brought this to life. It’s given me a way to see how that effort, that passion and perseverance, is repeatable in any avenue I pursue in life. It’s about picking your battles and seeing them through. This really illuminated my thoughts on doing something, knowing it’s going to be hard, but seeing it through because you know the results will be worth it.

2. They Ask, You Answer – Marcus Sheridan

Summary

The role of the sales and marketing is dramatically changing. What used to be discovered by talking with a salesperson is now done before the customer even has the initial conversation with your organization through customer research, reviews, and google searches. So how does your organization adapt to the new marketplace? Marcus Sheridan dives into content marketing and how having a good content/digital strategy can lead to dramatic growth and becoming an industry leader.

How I've applied this

I heard Marcus speak, grabbed his book, and finished it within a week. After reading this, it was a light bulb moment for me. I decided to embrace content as a way to educate my partners and prospects and establish myself as a trusted voice in the industry. You’ve likely seen some of my videos and articles come across your LinkedIn feed, which are all part of this strategy. With 70% of the buying process done before a customer talks with your organization, how do you help educate them? You become the sources they’re relying on to self-educate before that conversation.

1. The Slight Edge – Jeff Olson

Summary

Jeff Olson walks us through the Slight Edge mindset. Olson shows that the small decisions you make over and over, every single day, are what shapes your life. How do you build the life you want and turn your dreams into reality? By doing the small things right, over and over and over again. It’s easy to get off the couch and take a 20 minute walk, but it’s easier to stay sitting on the couch. The slight edge mindset says get off the couch and go do it. Nothing revolutionary here, just that last little bit of extra effort.

How I've applied this

While this can be applied to personal development, finance, health, and really any area of your life, the biggest impact it’s had on me is prioritizing my own development and changing my mindset to see value in those small decisions that come up every day. This book is what made me decide to pick up a book every single day, if only to read 10 pages. It’s helped me make small commitments to my health and work as well as hold myself accountable to those commitments.

What's in the works for 2019?

I’d recommend any of these books to someone looking for their next read and am looking forward all the knowledge, learning, and growth to come in 2019 as well. The goal is 24 books next year – two a month! Anyone out there read any of the above or have suggestions for my 2019 reading list? Throw it in the comments below!