Required Reading for EntrepreneursBy Austin Merritt, Chief Operating Officer

When we first started our company, Software Advice, I knew nothing about starting or building a company. But Don had a big library of business books. If I couldn’t hike or ski, I didn’t have much else to do on weekends in Montana. So I started reading. A few of these books really helped me get through the early days, and I think they would be helpful to other first-time entrepreneurs who find themselves in a similar position.

Abstract

Good to Great, by Jim Collins

This book outlines the key ingredients required to build a great company. It draws upon examples of companies that grew relatively mundane operations into market-dominating giants, such as Gillette and Wells Fargo.

The Innovator’s Dilemma, by Clayton M. Christensen and The Innovator’s Solution, by Clayton M. Christensen and Michael E. Raynor

These classic works break down the process of “disruptive innovation”: when new companies enter a market and disrupt the top incumbents, even though those established leaders seem to be doing everything right.

Blue Ocean Strategy, by W. Chan Kim

This book takes innovation a bit further, exploring how you can create an entirely new market–a “blue ocean” of uncharted commercial waters–and dominate it. You’ll also learn why this is the best way to move forward and position your company for success.

Cold Calling Techniques (That Really Work!), by Stephan Schiffman

Learn how to take control of calls, drive them where you need them to go and overcome phone sales obstacles. A must-read even if you aren’t cold calling, it outlines basic sales techniques and strategies for dealing with potential customers.

Closing Techniques (That Really Work!), by Stephan Schiffman

In the follow-up to his guide to cold calling, Schiffman walks you through the basics of how to close deals: an indispensable skill when starting a new business.

Selling 101, by Zig Ziglar

Ziglar teaches you how to be an effective salesperson–and how to deal with the emotional rollercoaster every salesperson encounters. I found these techniques also helped me get through the ups and downs of entrepreneurship.

Who: The A Method for Hiring, by Geoff Smart and Randy Street

We learned the hard way that hiring isn’t something you can do from the gut–rather, you need to have a formal, rigorous structure behind it. This book will present you with a hiring system that is more science and less art.

First, Break All the Rules: What the World’s Greatest Managers Do Differently, by Curt Coffman

This book explains how to be a great manager and retain your best employees. It also debunks a lot of old myths: as it turns out, the most common management techniques tend to be the least effective.

Leadership and Self-Deception: Getting Out of the Box, by The Arbinger Institute

Learn how to become a strong leader by getting your ego out of the way. As your company grows, your domain expertise will become less valuable. But your leadership skills will become much more important to the continued success of your business.

How to Win Friends and Influence People, by Dale Carnegie

Personally, I think the world would be a better, happier place if everybody read this book. There is a good chance you will be a better businessperson, too, if you follow Carnegie’s instructions.

What Got You Here Won’t Get You There, by Marshall Goldsmith

The skills and talents that got you from point A to B as an entrepreneur won’t help you get your business from point B to C. Goldsmith will teach you how to realize your full potential as a leader–and he’ll also tell you what not to do, which is just as important.

The 7 Habits of Highly Effective People, by Steven R. Covey

Covey forces you to take a step back and look at your life from a big-picture perspective, and provides simple steps for how you can improve it. The book covers everything from time management to positive thinking, and I consider it another must-read.

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