The Dip is great little book that helps you understand better everything you already know. It forces you to look in the mirror and not accept mediocre life, mediocre career and mediocre "successes". Quitting is ok - when it is a strategy. Winners quit fast, quite often, and quit without guilt - until they commit to beating the right Dip for the right reasons.
This is the kind of book you read in a single breath, and then reflect on it page by page ruminating on every single paragraph. The book follows entrepreneurial path of Ben Horowitz. It is a collection of stories, and difficulties he had faced, mostly focusing on his tenure as CEO of Loudcloud. The book is a collection of lessons on how to make it through the struggle without quitting or throwing up too much (sic!). It is not about how not to screw up, but what to do after you screw up - which you inevitably will.
The book uses great historical battles to give key takeaways - sales lessons on every key element of buying cycle for products and services: preparation, planning, opening the call, not presenting too early, follow-up, value drivers, motivation dip and so on.
Mainly focused on enterprise sales - it organizes into three main parts: sales call, account strategy and sales management.
Predictable Revenue comes from a man who started his way bottoms up at Salesforce - and created sales prospecting pipeline that resulted in $100mm recurring revenue for Salesforce. This is the book for CEOs and VP Sales who need to ramp-up their sales teams, and build effective processes for prospecting and sales pipelines. Little in this book can be used for self-provisioning products and selling processes where no direct sales is involved. The book focuses on what Aaron Ross calls - "Cold Calling 2.0", and refers to a new enterprise sales paradigm. Buyers are sick of being sold to, and become more resistant every year to classic sales and marketing methods, such as pushy cold calls or generic marketing materials. The book gives real-world examples on prospecting, lead generation and sales best practices for the new economy.