The Challenger Customer

This is better than the first book, but it felt more of a slog. It's essentially trying to profile people's personalities and behaviours into a simple framework. The upside of doing this: you relieve analysis paralysis, and have a point of reference to work from. The downside is believing it's real, and becoming closed-minded to the nuances and complexities of reality.

The first book in the series I think teaches techniques that on the whole, make worse salespeople. This book has some merit. It brings awareness to our egos to say, everyone's different. Try and see things from another point of view. It also focuses more on people, relationships, and organisational dynamics. So I think it's worth a read, but only as a loose guide, starting points and awareness builder. But be ready to adapt very quickly when trying to apply it to the real world.