Selling the wheel
by Cox, Jeff · first published 2000
100% recommend
Why HN recommends it
Practical overview of the different sales approaches a business can choose from, helping founders pick a selling method that fits their company and customers; one commenter calls it a good summary.
Summarised by Claude from recommending comments
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Mentions per year
What Hacker News says
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…are the same as they were then: ~~~~ Mastering The Complex Sale -- Jeff Thull Exceptional Selling -- Jeff Thull The Prime Solution -- Jeff Thull The Challenger Sale -- Matthew Dixon, Brent Adamson Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers -- Jeff Cox, Howard Stevens And while it's not exactly about "sales" alone, I'd recommend The Four Steps to the Epiphany by Steve Blank…
on “Ask HN: What are some good books/resources about sales?” ↗…businesses wouldn't expect randomly calling people on the phone to be their best early sales strategy. But that doesn't mean they don't do sales; they just execute on an early sales strategy. Jeff Cox's _Selling The Wheel_ is a good, if somewhat patronizing, summary of the different sales strategies companies use at different stages of the adoption curve for their offerings. The same insight applies to recruiting.
on “Recruiters are, by and large, a waste of your time” ↗My recommendations: Mastering The Complex Sale -- Jeff Thull Exceptional Selling -- Jeff Thull The Prime Solution -- Jeff Thull The Challenger Sale -- Matthew Dixon, Brent Adamson Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers -- Jeff Cox, Howard Stevens And while it's not exactly about "sales" alone, I'd recommend The Four Steps to the Epiphany by Steve Blank…
on “Best Sales Books/Resources?” ↗If you're talking B2B / enterprise, then I recommend: Mastering The Complex Sale Exceptional Selling The Prime Solution Customer-centric Selling Selling The Wheel
on “Ask HN: Sales books for people who don’t like sales tactics and gimmicks” ↗…running a business" by Kevin Ready - "Bookkeeping and Cost Accounting for Factories" by William Kent (1918) - "Practice what you preach" by David Maister - "Don't oil the squeaky wheel" by Wolf Rinke - "Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers" by Jeff Cox - "The power of stupidity" by Giancarlo Livraghi - "How to write a good advertisement" by Victor Schwab - "How to Make…
on “Ask HN: What books helped you in your entrepreneurship journey?” ↗The book SELLING THE WHEEL by Jeff Cox and Howard Stevens is quite good in explaining the lifecycle of every product (not sure about services). Must-read for every product owner/seller/developer.
on “Sunny days are warm: why LinkedIn rewards mediocrity” ↗* Selling the Wheel * Growing a business
on “Ask YC (and PG): What books do you have on your bookshelf? ” ↗…software development for a little while to do something more business-y). The original Ries "Positioning" book was good, and is probably more valuable than Porter's Competitive Strategy for tech PMs. "Selling The Wheel" is a very light read and, if you've never watched a sales team get managed, is a good introduction to how products get sold (in B2B situations) at different stages of maturity. Most of Joel Spolsky's…
on “Ask HN: Must Read Books for a Product Manager” ↗Highly recommend - Selling the Wheel!
on “Ask HN: Sales book recommendation?” ↗