Reseña del libro "Make Friends with the Enemy (en Inglés)"
Make Friends with the Enemy: A Real‑World GTM Playbook from the Battleground Make your next customer a deliberate win, not a lucky break. Make Friends with the Enemy: Stories from the Battleground is a brutally practical go‑to‑market playbook disguised as 40 fun, true stories from technology sales. From a plane running Linux, two horses in a data center, a lollipop that closed a border to a bird that took down a country’s payments system, Roberto “Tito” Stainbach shows you what actually happens in the field – and how to turn it into revenue. Sometimes the answer is the market your company ignores, the partner it treats as a competitor, or the community it has never learned to reach. This book takes you through the real decisions, mistakes, and unexpected wins behind a career in technology sales and go‑to‑market leadership. He connects those stories to the practical work of choosing a market, building a sales play, and getting people to execute it. Inside, you’ll learn how to: Find overlooked demand and choose accounts with evidence behind the decision. Turn a customer problem into a sales play with a clear offer, an owner, and a test. Use partners, developer communities, and customer education to reach beyond your team. Connect pipeline reviews and forecasts to what is actually happening in the field. Adapt your approach across countries, company sizes, and technology shifts with AI. Across 24 chapters, 41 indexed stories, and a Toolkit of 14 ready‑to‑use templates, you get Sales Plays, Coverage Maps, Partner Capacity Maps, Weekly Pipeline Reviews, and more you can copy on Monday morning. Read the stories to see what works. Steal the tools to make it work for you.
