While the rating tells you how good a book is according to our two core criteria, it says nothing about its particular defining features. What we say here about books applies to all formats we cover. We look at every kind of content that may matter to our audience: books, but also articles, reports, videos and podcasts. *getAbstract is summarizing much more than books.
For instance, it may offer decent advice in some areas while being repetitive or unremarkable in others.
A helpful and/or enlightening book, in spite of its obvious shortcomings. is particularly well structured.ĥ – Solid. A helpful and/or enlightening book that stands out by at least one aspect, e.g. contains uncommonly novel ideas and presents them in an engaging manner.Ħ – Notable. A helpful and/or enlightening book that combines two or more noteworthy strengths, e.g. presents the latest findings in a topical field and is written by a renowned expert but lacks a bit in style.ħ – Good. A helpful and/or enlightening book that has a substantial number of outstanding qualities without excelling across the board, e.g. A helpful and/or enlightening book that is extremely well rounded, has many strengths and no shortcomings worth mentioning.Ĩ – Very good. Often an instant classic and must-read for everyone.ĩ – Superb. A helpful and/or enlightening book that, in addition to meeting the highest standards in all pertinent aspects, stands out even among the best. Here's what the ratings mean:ġ0 – Brilliant. Books we rate below 5 won’t be summarized. Our rating helps you sort the titles on your reading list from solid (5) to brilliant (10). We rate each piece of content on a scale of 1–10 with regard to these two core criteria.
Helpful – You’ll take-away practical advice that will help you get better at what you do. Whatever we select for our library has to excel in one or the other of these two core criteria:Įnlightening – You’ll learn things that will inform and improve your decisions. Further, it suggests a sales approach where the sales reps teach their prospects something (new) about their business and how to think about commercial needs, and then tailor their pitch to resonate with customer concerns.įinally, the Challenger model argues, based on research, that every B2B sales rep falls into five different profiles that define the skills and behaviors they use when interacting with customers.At getAbstract, we summarize books* that help people understand the world and make it better. However, it is based upon the belief that conventional solution selling is no longer effective, and buyers are fed up with answering questions and probes from sales reps who deliver no value. Behind their recommended sales approach is research of 6,000+ salespeople and 90+ companies across different industries to determine the characteristics and approaches that successful sales reps take, and provide a roadmap for selling more effectively.Ĭontrary to what some might think, the challenger model does not reduce the necessity for a sales rep to know 'the fundamentals'. 'Challenger Sale' is a buzz word in sales these days, and refers to the bestselling book "The Challenger Sale" by Matt Dixon and Brent Adamson.