What books have changed how you think about Prospecting?

Currently reading The Mom Test after receiving loads of recommendations. Seems pretty good so far (although as always I suspect this would have been better as a killer blog post rather than a full book).

Main takeaways so far:

• Don’t talk about your idea directly - people will always lie to avoid hurting your feelings.
• Ask about what people have actually done in the recent past (as opposed to “would you…” questions)
• Make sure you actually ask the questions that your scared of hearing the answers to (a.k.a. the ones that could destroy your whole idea!). If your idea is not a winner, it’s better to find out as soon as possible

Check out fanatical prospecting by jeb blount!

This sounds more like customer discovery than prospecting. If you are prospecting you have a clear picture of the needs that you can address. I took a look at your profile but cannot determine if you have a consumer product or are selling to businesses. It's two very different processes. Can you please clarify:

• Are you selling to consumers or to businesses?
• Do you have an MVP or basic product ready for use or are you trying to find a market to serve? I ask because of your use of the phrase "unmet needs."

Predictable Revenue, its outdated now, but in its time flipped SAAS sales is done.

Great suggestions in comments, thank you!

Here's one for good old-fashioned sales:

Cold Calling Techniques by Stephan Schiffman

I spent a few years "pounding the pavement" as an outside sales rep in the financial district of San Francisco ten years ago, and Cold Calling Techniques helped out a lot.