As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats one of the best sales books. Show
I pulled together the top sales books from a range of disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. This list is not endorsed or sponsored in any way. It’s simply my opinion of the best sales books to read in 2022. Sales books that made the cut:
Here’s how you can find the sales books that are most relevant to you. I’ve categorized the list (roughly) by sales discipline — and within each category, titles are listed in alphabetical order by the author’s name. To find the sales books most relevant to you, first, find the category you’re interested in, then browse the books within that list. There are only about 10–15 sales books in each discipline, so you can easily read up on the sales books you’re likely to need or want. Here they are… The 104 Best Sales Books in 2022Sales Models and Fundamentals
Strategy and Process
Sales Development and Prospecting
Pitching and Closing
Sales Engagement
Sales Enablement
Management and Operations
Sales Skills
Other Valuable Skills and Knowledge
Productivity
Mindset
Why You Need to Be Reading Sales BooksBooks are key to learning and growing, regardless of what you’re doing. But speaking as a veteran sales professional, I’ve got a few additional thoughts on the matter: Top Performers Are Students of the GameNo one rises to the top of their game without intentional growth and learning. If you truly want to be a better leader, better salesperson, better speaker, better writer, or just a better person, you need to study the craft. And if you look hard, you’ll find there’s already a book with the instructions. Some of the sales books in this list are classics — they’ve been around for a while, but they still get read because they’re still relevant. Others are new, and they can fill you in on the approaches and mindsets that are working today. Readers Become LeadersStudies continue to find that most CEOs read 5 books a month, and earn 350% more income than the average American. Reading works as a tool to help us grow. So get under the hood and explore all these sales books have to offer. Work on yourself harder than you work on your job: If you stay ready, you won’t need to get ready. You stay ready by reading. Now, let’s dig in! Sales Models and FundamentalsThe Transparency SaleTodd Caponi It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience. The Challenger SaleMatthew Dixon and Brent Adamson Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one — the Challenger — delivers consistently high performance. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth. The New Solution SellingKeith M. Eades To know where you’re going means you need to know where you came from. This is the update to Mike Bosworth’s early 90’s classic, Solution Selling. Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. Among the popular methodologies, this happens to be a favorite. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. The Little Red Book of SellingJeffrey Gitomer It doesn’t matter what Gitomer book you read, you’ll learn better ways to sell. This one happens to be the one I’ve referred to the most. Jeffrey’s style of writing, his tone, and his tips can’t be ignored – value oozes from them. It’s a classic that remains relevant over time. This is an absolute must-read for all salespeople at any experience level. 21.5 Unbreakable Laws of SellingJeffrey Gitomer There are laws for every discipline (physics, civil, criminal, mathematical, economic). If particular conditions are present, the laws will always occur, plain and simple. This book deeply explains the essential laws of our craft – selling. If you’re just getting started in selling, you will find the Laws invaluable. Whether or not you learn them and follow them will make or break your career. If you’ve been in sales for a while, you will find yourself saying, “I haven’t been doing that,” or, “I knew that! How did forget?” When we break the Laws, we pay the price. Our sales suffer. Our bank account takes a hit. It’s an effort to get out of bed and make a sales call, to do our best work — work that is aligned with the Laws. Use Jeffrey’s Laws of Selling to recharge your enthusiasm and redirect your actions back to what really works. Gap SellingKeenan People don’t buy from people they like. No! Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s. Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely-held sales beliefs that have been hurting salespeople for decades. Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. It’s time to flip the script and develop immense influence at every stage of the buying process. The New Strategic Selling: The Unique Sales System Proven Successful by America’s Best Companies Robert B. Miller and Stephen E. Heiman This is a must-read if you’re in complex high-value, low-volume sales because it will give you the edge. It’s a simple, timeless, and repeatable process that’s been known to help reps close 30% more sales. This is the modern edition of a business classic, confronting the rapidly evolving world of B2B sales with real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Agile SellingJill Konrath I’ve followed Jill Konrath since 2007, when I subscribed to her “Selling to Big Companies” blog. To this day, she sheds value on the sales industry like bright, warm sunshine. Buyers and sellers are on their own journeys – each resembling their unique roller coaster ride. Konrath shares techniques and tactics to help salespeople adapt to these changes and arrive at the desired outcome. Everything she writes here is reinforced in her blog, eBooks and kits, and videos. SPIN SellingNeil Rackham SPIN Selling is essential reading for anyone involved in selling or managing a sales team. This sales book outlines the revolutionary SPIN technique (Situation, Problem, Implication, Need-Payoff). By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won’t work for large sales and why conventional selling methods are doomed to fail in major sales. You Can’t Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute’s 7-Step System for Successful SellingDavid H. Sandler Contrary to popular sales training, you don’t have to make presentations to everyone who will listen. You don’t have to be subservient, forfeit your self-respect, or fake enthusiasm about your product or service. In fact, you don’t have to be enthusiastic at all. And, you never have to lie! Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. In this book, you learn to master each of the fundamental principles of the Sandler Selling System® — and how and when to use them. Insight Selling: Surprising Research on What Sales Winners Do DifferentlyMike Schultz & John E. Doerr Based on an in-depth analysis of more than 700 B2B purchases amounting to $3.1 billion, this book probes how high-performing sales teams differ from their peers. The result is a simple three-level approach characteristic of the Insight Selling framework: connect, convince, collaborate. If you need a selling template to start with, the tactics described in the book fit the requirements of most B2B sales organizations. Spear SellingJamie Shanks The ultimate account-based sales guide for the modern, digital seller, SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverages key competitive differentiators used to significantly improve account activation and opportunity creation. Triangle Selling: Sales Fundamentals to Fuel GrowthFast growth is the name of the game, right? But long-term success depends on your team having core skills and tactical frameworks that drive repeatable results. Regardless of existing sales methodology, market, and company size, Triangle Selling empowers salespeople, managers, and executives to quickly adopt the fundamentals necessary to fuel consistent growth within their organization, onboard effectively, and remain agile in an ever-evolving profession. Like doctors, lawyers, and engineers who learn fundamental skills and frameworks to drive their work, salespeople will perform at a higher level with the fundamentals. And that’s just what you’ll get with this third book by industry veterans Sorey and Bray. The Psychology of SellingBrian Tracy “Get serious about your career; decide today to be a big success in everything you do.” This quote from Brian Tracy is the first of my five philosophies, and a staple of my daily work. Here, Brian walks through strategies and methods for moving deals through the pipeline and adding more “Closed Won” deals to the board. It is a classic book you’ll reference throughout your career. #SalesTruthMike Weinberg Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the newly self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. This book is a blunt wake-up call to salespeople who are chasing bright shiny solutions — and refocuses your attention on a proven approach that actually drives results. Get past the noise, and bring back the sanity. Weinberg gives you proven, powerful principles that help you master the fundamentals of selling. Buyer-Centered Selling: How Modern Sellers Engage & Collaborate with BuyersThomas Williams and Thomas Saine This book combines “seller’s challenges” with “buyer’s dilemmas” — because without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear, and eroding internal support from the buying community. Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. The reader will discover quickly that buying and selling are inextricably connected in their focus on helping the customer buy. A Simple Guide to Technical SalesThis book contains a set of hard-and-fast rules and techniques that will propel you out of your engineering comfort zone and into the exciting world of sales. If you have the engineering mentality — on or off, one or zero, black or white, binary way of thinking — this book’s direct, efficient approach is just the thing you need to learn the skills required to find success in your new career! Before working in technical sales, Russell Jay Williamson had many years of design engineering experience. Experience in both a large multinational corporation with over 100,000 employees and a small company with only 11 employees has provided him with a great perspective on how Engineers work in this industry. Since switching into sales, he has developed the skills described in this book over many years from trial and error. This book describes these techniques that he has refined and will provide you, the reader, with the shortcuts you need so you don’t waste years becoming the best Sales Engineer you can be. Integrity Selling for the 21st Century: How to Sell the Way People Want to BuyRon Willingham The Integrity Selling method has been around for decades and is adopted by more than 2000 companies including global organizations such Johnson & Johnson, IBM, and the Red Cross. This book represents an upgrade of the popular sales framework for business professionals in the new digital economy. As its name suggests, expect to read compelling insights on why ethical values — not your quota — should drive the way you engage and sell to customers. Strategy and ProcessHacking Sales – The Playbook for Building a High Velocity Sales MachineMax Altschuler A good sales team makes or breaks a business. Which is why this pioneering guide shows you how to build a fully streamlined sales engine that uses modern techniques and technologies. This comprehensive resource goes in-depth into the human aspects of sales, as well, because there is a point where you have to let go of technology and rely on your ability to sell. In Hacking Sales, you’ll learn how to build a fully streamlined sales process using technology built specifically for salespeople, along with innovative new techniques. Altschuler showcases over 150 sales tools throughout the book, enabling you to build the ultimate sales stack to support a fully efficient sales machine. Hyper-Connected Selling: Win More Business by Building Personal Influence & Creating Human ConnectionDavid J.P. Fisher Technology has fundamentally shifted how prospects buy… which means that salespeople have to catch up and change how they sell. With the right approach, integrating technology into your daily sales activity multiplies your ability to engage and provide value. But no matter how much technology we put in place, at its core selling is a human-to-human activity. Old-school communication tools haven’t gone out of style, in fact they’re you’re most powerful resource. Discover how to become a trusted Sales Sherpa™ for your prospects and integrate yourself into your prospects buying journey. The Joshua PrincipleTony J. Hughes Joshua Peters is a salesman in crisis – after losing a key deal his boss threatens him with the sack and he has doubts concerning his choice of career. His father is a sales veteran who progressed all the way to CEO but with their relationship is at an all time low and he struggles to help. Then a mentor’s invitation from the other side of the world powerfully transforms everything as Joshua embarks on the journey of discovering leadership secrets of strategic selling. He applies the principles to the biggest and most complex deal of his life and his mentorship culminates with a powerful meeting that finally reveals The Joshua Principle. Learn about the Value Quadrant for Professional Sales Agents©, The New ROI©, the seven sins of selling, the ten laws of relationship and strategic selling, how to develop and execute effective strategy, the history and evolution of professional selling, how to gain insight to challenge thinking and create business value, how to successfully sell at the top, and much more. Eat Their LunchAnthony Iannarino Like it or not, sales is often a zero-sum game: Your win is someone else’s loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that’s only growing by 3 percent? It’s not easy for any salesperson to execute a competitive displacement–or, in other words, “eat their lunch.” You might think this requires a bloodthirsty “whatever it takes” attitude, but that’s the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage According to David Breshears, this book is “critical strategic and tactical advice for transitioning sales from a blue ocean to a highly competitive market.” Sometimes, to win the deal, you have to steal customers away from your competition — but you have to be able to do that without losing trust. This book shows you how to create a long-term competitive advantage that you can sustain. Selling to Big CompaniesJill Konrath Setting up meetings with corporate decision makers has never been harder. It’s almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It’s time to stop making endless cold calls or waiting for the phone to ring. In today’s crazy marketplace, new sales strategies are needed to penetrate these big accounts. Use the sure-fire strategies in this sales book to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business. The Pirate’s Guide to Sales: A Seller’s Guide for Getting from Why to BuyTyler Menke In a business world that rapidly and exponentially adapts to change, our selling methods fail to keep up with human expectations. The problem with most sales books is they’re written by behavioral researchers with no real-world selling experience, or are first-hand accounts from top sales professionals and contain little to no supporting data. The Pirate’s Guide to Sales uniquely blends years of selling concepts with real-world experience in a framework anyone can learn. We’d like you to think of it as a “pirate’s guide” as it distills all the best research and real-world sales experiences in one easy, “how-to” book with lessons from only the best. For a practical guide to a successful career in sales, you can’t go wrong here. This book pulls from the pulled from other great thinkers in sales, then put together to create an easy-to-read and easy-to-apply sales guide. No fluff or theory. It’s all useful information you can apply right away. Demand-Side Sales 101: Stop Selling and Help Your Customers Make ProgressBob Moesta For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It’s really not our fault. We weren’t taught how to sell, plus we’ve been sold before, leaving us with a bitter taste. Here’s the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. The Sales Acceleration FormulaMark Roberge Sales leader Mark Roberge reveals the framework and formula behind HubSpot’s incredible scaling efforts. These very practices propelled HubSpot into the public market’s open arms. Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. The Sales Acceleration Formula completely alters this paradigm. In today’s digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. B2B Is Really P2P: How to Win With High Touch in a High Tech WorldFrank Somma A graduate of the Neuro-linguistic Programming Institute, the same science that catapulted Tony Robbins to stardom, Somma breaks down the components of the sales gene and teaches you the nuances of body language, vocal intonations, word choice and microexpressions that lead to rapport, trust, likeability, and long-term relationships. Whether you’re a seasoned sales veteran, sales leader or a college grad just starting out, you will find tools, techniques and best practices utilizing the varied communication skills Frank describes. Selling is no longer the art of the deal. It’s the art of the relationship. The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B SalesThomas Williams and Thomas Saine The Seller’s Challenge is a “tactical field manual” that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It’s all about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning. Here, you’ll find 10 of the most frequently cited deal-killing obstacles sellers encounter, as well as the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller’s prospects of winning good business. Mastering the Complex Sale, 2nd ed.Jeff Thull When the stakes are high, you need a way to stand out and win. For that, professional customer guidance is key. In this book, Thull shares a value-based approach that positions you as the most credible solution and removes customers’ internal barriers to moving forward. “Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels.” ―Sven Kroneberg, President, Seminarium Internacional “Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today’s competitive marketplace. It’s no longer about selling; it’s about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference.” ―Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation Sales Development and ProspectingThe Sales Development PlaybookTrish Bertuzzi This book is about not just growth, but high growth, explosive growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer. This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales. Outbound Sales, No FluffRex Biberston & Ryan Reisert This book is a step-by-step guide for the modern sales professional, giving you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It’s all practical advice — no cutesy stories, no rants, and no product pitches. There are really only two ways to fill a funnel: inbound leads or outbound prospecting. Biberson and Reisert focus exclusively on outbound prospecting, because it’s the half of the formula that an individual sales rep can control (that’s why so many sales job descriptions include the phrase “we’re looking for a hunter”) Fanatical ProspectingJeb Blount Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Sales Development: Cracking the Code of Outbound SalesSales development is one of the fastest growing careers in the United States. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money! Unlike accounting, medicine, or law, most salespeople do not study their profession in college. Instead, they are tossed into the fray without much training, context, or support, and are left to sink or swim. This method proves neither efficient nor effective for the individual or the company. Sales Development is written specifically for the job seeker or individual contributor who has aspirations of success in a sales development role, and beyond. This is your personal guidebook to the how, why, and what-to-do’s of the sales development profession. Written practically and tactically, this book shows you how to get the job, how to perform, and how to position yourself for advancement. Based upon ten years of teaching sales development representatives in the fastest-growing companies in the United States, this book will launch you on your path to becoming a rock star. The New Handshake: Sales Meets Social MediaJoan C. Curtis and Barbara Giamanco With more than 400 million active users on Facebook alone (50 percent of whom log in on any given day), today’s social media-oriented climate has redefined the way people communicate and interact. It’s also changed the way consumers operate in the marketplace. Unfortunately, as a whole, sales professionals have been slow to embrace the new technology. In The New Handshake: Sales Meets Social Media, Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional face-to-face or telephone sales methods. The book begins by examining the impact of the communication revolution on sales as well as the history of selling. It contains case examples that justify incorporating social media in business. The final chapters of the book describe each social network, explain how they work, and create a road map for a social media sales strategy―including how to empower salespeople to overcome their resistance to change. Top of MindJohn Hall What do many successful businesses and leaders have in common? They’re the first names that come to mind when people think about their particular industries. How do you achieve this level of trust that influences people to think of you in the right way at the right time? By developing habits and strategies that focus on engaging your audience, creating meaningful relationships, and delivering value consistently, day in and day out. It’s the winning approach John Hall used to build Influence & Co. into one of “America’s Most Promising Companies,” according to Forbes. Here, he shows you how to use content to keep your brand front and center in the minds of decision makers who matter. “This one spoke to my Sales/marketing/business owner soul,” said Amy Volas. In this step-by-step guide, you’ll learn how to use content to keep your brand front and center in the minds of decision-makers who matter. Business is always about relationships, about a human connection. This book will help you position yourself for success by staying top of mind. How to Get a Meeting with Anyone: The Untapped Selling Power of Contact MarketingStu Heinecke The hard part just got easy! You know how to sell — that’s your job, after all — but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren’t so impossible to reach after all? Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.” As John Stopper says, “I’m giving this to my sales team as it simply outlines what a focused professional needs to do. The approach of the emotional, fired up salesperson is not sustainable. The cool, analytical, professional is.” Combo ProspectingTony J. Hughes Unleash an incredible combination of old and new sales strategies. How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won’t provide the answers. But Combo Prospecting will… by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks. The book reveals today’s new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works. High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales ResultsMark Hunter Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. Even today, the key to success for every salesperson is his pipeline of prospects. Top producers are still prospecting. All. The. Time. However, buyers have evolved, therefore your prospecting needs to as well. In this sales book, Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this is a must-have resource for salespeople in every industry. For the modern salesperson, prospecting is still king. This book will help you take back control of your pipeline. Smart CallingArt Sobczak Many argue that cold calling is dead, and in many ways it is. “Calling,” however, is alive and well, and salespeople NEED to know how to conduct a great phone call. Sales trainer and coach, Art Sobczak, shares “dumb mistakes” most salespeople say in the first 10 seconds of their calls; and offers new, better approaches to ensure you engage people on the phone vs. spilling info about you, your company, and your product all over them. While other books on cold calling dispense long-perpetuated myths such “prospecting is a numbers game,” and salespeople need to “love rejection,” this book will empower readers to take action, call prospects, and get a yes every time. Predictable ProspectingMarylou Tyler and Jeremey Donovan If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline ― whether you’re a sales or marketing executive, team leader, or sales representative. It shows you how to target and track your ideal prospects, optimize contact acquisition, continually improve performance, and hit your revenue goals quickly, efficiently, and predictably. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets―and generate more revenue than ever. Predictable RevenueAaron Ross & Marylou Tyler Known by many as “the bible” of SaaS sales development, this book provides a bevy of proven ideas for managing the top of the funnel. Ross and Tyler unveil proven best practices created and used by Salesforce. It’s a guide that remains relevant, by many standards, and is a must-read for anyone in demand generation and sales development. New Sales. Simplified.: The Essential Handbook for Prospecting and New Business DevelopmentMike Weinberg No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused sales story; perfect the proactive telephone call to get face to face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities. Basically, it’s about overcoming and even preventing buyers’ anti-salesperson reflex by establishing trust. This easy to follow plan removes the mystery surrounding prospecting and have you ramping up for new business. Pitching and ClosingThe Challenger CustomerBrent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman The authors of The Challenger Sale didn’t sit on their laurels after releasing their findings about the Challenger seller. They continued their research and found that being a Challenger isn’t enough. You also need to challenge the right people, particularly in today’s complex multi-stakeholder deals. This book helps you identify the hidden influencer within complex deals and gives you a blueprint for engaging and equipping them to challenge their organization from within. DISCOVER Questions Get You ConnectedDeb Calvert Not all questions lead to answers. Some just annoy prospects. This book presents a framework with which you can formulate meaningful, relevant, and interesting questions that help build rapport and glean crucial information from customers. The book is based on 25 years of research and observations, including the analysis of more than 10,000 sales calls. The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the DealDavid Hoffeld If your playbook and sequences disappoint more than they delight you, then it’s high time for an overhaul. This book outlines a number of data-backed selling strategies that might change the landscape of success at your organization. It’s also packed with mind-opening anecdotes culled from the sales floor. Learn how buying decisions are processed in the minds of your customers and calibrate your playbook to match their journey. Boost your sales performance and improve brand loyalty by understanding the factors that influence your ideal customers. Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, AnywhereMike Kaplan If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues… then you want to read this book. At its core, selling isn’t a patchwork of cheesy closing techniques, annoying high-pressure tactics, or gimmicky rebuttals. True salesmanship follows very specific laws, has very specific steps and stages, and leaves a customer feeling happy and helped. It’s honest, respectful, enlightening, friendly, and done with real care. It’s the type of selling that wins you not only customers, but fans. Not coincidentally, this is the type of selling that truly great salespeople have mastered. Pitch AnythingOren Klaff According to Klaff, creating and presenting a great pitch isn’t an art. It’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. A good friend and consummate salesperson recommends this one because it transformed the way he interacts with people — whether he’s actively selling or not. The S.T.R.O.N.G. Method taught in this book helps you identify hurdles to selling and tips for reading subtle shifts in power during meetings. If you want to regain control of the agenda and flow of your meetings, this sales book is a must-read. The Perfect Close: The Secret to Closing Sales – The Best Selling Practices & Techniques for Closing the DealJames Muir The Perfect Close represents the best practice in closing sales today. Apply it yourself and discover how this simple technique along with being genuinely authentic creates the highest levels of success and happiness. This is more than just a book. It’s a sales training course that outlines step-by-step what you need to do to advance your sales to closure. If you are new to sales, make this the first book you read. It will teach you how to be effective immediately and will literally teach you the rest of the steps in your sales process. If you are an experienced professional looking for ways to improve your performance, this book will help take your closing skills to a whole new level. Selling to the C-SuiteNicholas Read & Stephen Bistritz For B2B salespeople, selling to the C-suite is the new normal. The trouble is, top executives prefer getting practical needle-moving advice, not tired old sales pitches. This book shows how you can strike the perfect balance between being a trusted advisor and a quota-crushing professional. Learn how to build relationships with top corporate leaders and how to positively influence their purchase decisions. Discover the selling techniques preferred by corporate leaders as revealed by more than 500 C-suite executives themselves. Sales DifferentiationLee B. Salz In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that “how you sell, not just what you sell, differentiates you.” The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, you’ll learn what to sell and how to sell it. Whether you’ve been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want. Never Split the DifferenceChris Voss Master negotiating, and you’ve mastered sales — and life itself. By taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion. Written by a former FBI international hostage negotiator, this book helps you navigate high-stakes negotiations as if your life depended on it. Voss shares 9 counterintuitive principles that take emotional intelligence and intuition to the next level. Use them to become more persuasive in every aspect of your life. Michael Cavopol says this one is “VERY good.” Daniel Episcope, Sales Engineer at DialSource, calls this, “One of my all-time favorites!” Sales EngagementSales Engagement: How The World’s Fastest Growing Companies are Modernizing Sales Through Humanization at ScaleManny Medina, Max Altschuler & Mark Kosoglow Modern-day buyers — who have more information available to them than ever before — will only engage with customer-focused organizations they can build a relationship with. Sales Engagement is a hands-on guide that contains transformative solutions, best practices, and actionable strategies to sell to buyers how they wish to be sold to. Sales engagement is how savvy companies attract and interact with potential buyers in order to connect, gain attention, and generate enough interest to create and nurture a buying opportunity. Best of all, modern sales engagement has proved to be successful with numerous billion-dollar-plus companies, many of which are featured in this must-read sales book. Sales EnablementThe Sales Enablement PlaybookCory Bray & Hilmon Sorey In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem Enablement MasteryElay Cohen When sales enablement is embraced as a company-wide initiative and is sponsored by leadership all the way up to the CEO, organizational magic happens. Teams align. Business results accelerate. Culture transforms. In Enablement Mastery, Cohen gives you his proven, straightforward, and effective method for aligning people, processes, and priorities with relevant learning, coaching, and communications. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. Geared toward sales enablement professionals, this book teaches leadership teams how to deploy the Enablement Process Map to align go-to-market teams, create a learning culture, and make communications relevant — so you can elevate customer engagement and achieve hyper-growth business outcomes. Coaching Salespeople into Sales ChampionsKeith Rosen Learning foundational sales skills and building product knowledge both go a long way. But they are seldom enough to move you at full throttle. Training helps, but if you really want to keep a sales team sharp at all times, regular mentoring will do the trick. This book shows you how to build a proactive coaching culture in your organization so your team always brings the right tactics and attitude to every engagement they are in. Management and OperationsSales Manager Survival Guide: Lessons from Sales’ Front LinesDavid A Brock Front Line Sales Managers have to do it all — often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for coaching, team building, recruiting and hiring, performance reviews, leveraging tools and processes, analysis of metrics, and more. All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Here, you’ll find insight, wisdom, and practical guidance in how to handle the wide array of challenges and responsibilities you’ll face as a front line sales manager. If you’re a sales manager, or want to become one, this book shows you how to survive — and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top — and beyond. The Ultimate Sales MachineChet Holmes Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve?sales, marketing, management, and more. Be aware, this book gets rave reviews from veteran sales professionals. If you haven’t read it yet, you probably should. “I’ve read this book a good 20 times, and have referred to it throughout my sales leadership career. It offers a 12-part program only used by high-caliber sales organizations and requires ‘pig-headed discipline and determination’ to work.” —Ralph Barsi “This is by far the best sales book I have ever read and I have read hundreds. As someone who runs [more than] fifteen companies and employs more than six hundred people, I can honestly say this is a book I will refer to for decades to come.” —A. Harrison Barnes, CEO, Juriscape The 5 Dysfunctions of a Team: A Leadership Fableby Pat Lencioni If you’re part of a struggling company or team, it’s likely because one or more of these dysfunctions is at play: absence of trust, fear of conflict, lack of commitment, avoidance of accountability, or inattention to results. In The Five Dysfunctions of a Team, Lencioni weaves a leadership fable that is as enthralling as it is instructive — a timeless reminder that leadership requires as much courage as it does insight. It also uncovers the five dysfunctions which go to the very heart of why teams even the best ones-often struggle. This is a powerful yet deceptively simple message for all those who strive to be exceptional team leaders. Blueprints for a SaaS Sales OrganizationFernando Pizarro & Jacco Van Der Kooij Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early-stage companies build their sales teams by the seat of their pants. This book distills the authors’ years of building high-performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all-around sales plans. From Impossible to InevitableAaron Ross & Jason Lemkin Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. It’s not about privileges, luck, or working harder. There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much faster growth. This book shows you how to surpass plateaus and get off of the up-and-down revenue rollercoaster by answering three questions about growing revenue to tens times its size. Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Forceby Lee B. Salz Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept — impacting both the top and bottom lines. It’s a fun, educational read and is chock-full of stories. The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. Be aware, this book isn’t based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force. Radical Candor: Be a Kickass Boss without Losing Your HumanityKim Scott The idea is simple: You don’t have to choose between being a pushover and a jerk. Using Radical Candor — avoiding the perils of Obnoxious Aggression, Manipulative Insincerity, and Ruinous Empathy — you can be kind and clear at the same time. Radical Candor is about caring personally and challenging directly, about soliciting criticism to improve your leadership and also providing guidance that helps others grow. It focuses on praise but doesn’t shy away from criticism ― to help you love your work and the people you work with. Radically candid relationships with team members enable bosses to fulfill their three core responsibilities:
Required reading for the most successful organizations, Radical Candor has raised the bar for management practices worldwide. The Selling Revolution: Prospering in the New World of Artificial IntelligenceDJ Sebastian As exciting as AI is and the degree to which it helps you do your job, it’s a little unnerving. Are you concerned about the coming threat from artificial intelligence (AI) that will disrupt the sales profession? Are you ready to learn how you can meet the challenge of the automation threat fueled by advanced technologies? In this insightful and actionable book, DJ Sebastian warns about the upcoming revolution in selling, then describes the proven strategies and approaches that business-to-business sales professionals can quickly adopt to help them prosper in this new world. Winning with Data: Transform Your Culture, Empower Your People and Shape the FutureTomasz Tunguz & Frank Bien When your foundations are weak, anything you build is bound to crumble. Data grounds your work with the realities in the field and makes it possible to drive optimal but sustainable profitability. This book presents the game-changing impact of big data on the world of business and how you can leverage oceans of market and performance data to build strategies that truly resonate with customers and translate to revenue growth. Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales TeamMike Weinberg Author Mike Weinberg has a lot of experience as a sales management consultant. Often, he’s called into a company to figure out why reps are taking the right actions, following the process, hitting quota. And often, he finds that the answer lies in actions the management and leadership teams are taking (or not taking). In this sales book, Weinberg distills decades of experience into no-B.S. breakdowns of the most common issues with sales leadership, and offer surprisingly simple fixes. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers — and showing you how to transform your org. Learn how to implement a simple framework for sales leadership, foster a healthy, high-performance sales culture, conduct productive meetings, put the right people in the right roles, retain top producers and remediate underperformers, point salespeople at the proper targets, and much more. Blending blunt, practical advice with funny stories from the field, this sales book delivers the tools you needs to succeed as a sales manager. The solution starts with you! Jack: Straight from the GutJack Welch & John A. Byrne Jack Welch is a master at business leadership. By driving culture before anything else, he shaped GE to become the “most valuable company in the world.” In this fascinating autobiography, Welch takes us on the rough-and-tumble ride that has been his remarkable life. From his working-class childhood to his early days in G.E. Plastics to his life at the top of the world’s most successful company, Welch tells his intensely personal story with his well-known fire and candor. Although it chronicles billion-dollar deals and high-stakes corporate standoffs, Jack is ultimately a story about people — from a man who based his career on demanding only the best from others and from himself. Read this to learn what it takes to truly succeed, no matter what the challenges. Sales SkillsBrilliant Selling: What the Best Salespeople Know, Do and SayTom Bird & Jeremy Cassell Why settle for less when you can deliver brilliance? This book might be a decade old but its award-winning insights still matter in the frontlines of sales today. Drawing on the authors’ extensive experiences as sought-after sales trainers and performance coaches, the book details actionable tactics and engagement techniques that will dramatically improve your results. Whether you’re new to selling or ready for the next level, Brilliant Selling will show you how to instantly improve your performance and beat your sales target every time. Packed with practical tips and advice from sales professionals who know what works and what doesn’t, you’ll discover trade secrets to guarantee your success. As well as learning all the key skills, you’ll find out how to use your personality to perfect your technique and understand customers’ needs so you’re always one step ahead. Sales
EQJeb Blount Technology gives buyers more information, more choices, and more control over the sales process than ever before. That being the case, you need to leverage a new psychology of selling — Sales EQ — to effectively influence buying decisions. In this sales book, Blount gives you insights, tools, and frameworks to reach ultra-high performance and earnings with any sales process, industry, or deal complexity. Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Blount makes a compelling case that sales-specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. How To Be A GREAT Salesperson…By Monday Morning!A short guide to all the essentials of selling: why asking open-ended questions is such an effective strategy, the importance of enthusiasm and benefits, how to schedule your follow up calls/meetings, so you are in control of your sale, how to know when to stop selling, and start closing your sale. Go for No! Yes is the Destination, No is How You Get There“NO” Can Never Hurt Me! That’s the lesson twenty-eight-year-old copier salesman Eric James Bratton is about to learn. And he’s going to learn it from the most unlikely of mentors – himself! Imagine going to bed one night, then waking the next morning in a strange house with no idea of how you got there. Only this house doesn’t belong to just anyone – it belongs to you… a wildly successful future version of the person you might one day become, providing you are willing to start doing one simple thing. The Motivation Myth: How High Achievers Really Set Themselves Up to WinJeff Haden In a sales slump? Don’t wait for motivation. Take action until something happens that inspires you to continue. This counterintuitive book goes against the conventional advice of many self-help experts. Motivation is not the secret sauce you need to start a project or achieve great things. It is the result of starting a project or taking the first step to winning your game. Method — not magic — makes success attainable. Exactly What to Say: The Magic Words for Influence and ImpactPhil M. Jones Let’s face it, the success or failure of almost every human interaction is affected by the ability to choose the exact right words at the exact right time. Hard work, talent, and perfect timing can all have a great impact on your success, yet without the ability to steer a conversation and create an agreeable outcome so much effort is wasted. If you have ever found yourself lost for words, or have come away from a conversation without the result you are looking for, then the wisdom in this book delivers you both principles and exact examples to allow you to grow your confidence in conversation. Selling with EASEChris Murray and Jeb Blount There are 4 distinct steps to every business transaction employed by all successful salespeople — and it’s the understanding and execution of those 4 steps that separate the elite from the rest of the pack. Why do we all find it so difficult to recall more than one or two occasions when we felt that we were treated exceptionally by the salesperson who dealt with us? Is it that the majority of those salespeople knew the four steps but chose not to make use of them? Or maybe common (sales) sense isn’t quite as common as many people like to pretend it is. If you want genuine sales and business success that (as an added bonus) leads to satisfied customers who would happily recommend you and then come back for more, then you really need to read this book. Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales CareerAnita Nielsen As a salesperson, you need confidence and passion to win. But as buyers and robots continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love — to a robot? Anita Nielsen shows you how to get up off the mat and come out swinging. You don’t need another impractical system or framework that can easily be copied by any other sales professional. Everything you need to regain your confidence and win in this new sales landscape is already in you, waiting to be unlocked. Anita gives you the keys: a series of trench tales, high-impact questions, and a thought process that shows you how to use the power of personalized value to differentiate yourself and win better, bigger, and more. Beat the Bots helps you ensure customers won’t want to buy from anyone, or anything else — not even a bot. This book, named one of the Top Sales Books of All Time by Book Authority, is a must-read for sales professionals and sales leaders who are ready to consistently achieve their growth objectives. Selling to VITOAnthony Parinello There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! In this sales book, you’ll learn how to stop wasting time, reduce rejections, and working insanely hard for small sales. On the flip side, you’ll learn how to boost your sales up to 65%, cut your sales cycle in half, and get 120% more add-on business from your existing customers. With the help of Parinello, you get VITO to VITO referrals who are worth pure gold. And you’ll make the income that you really deserve To Sell Is HumanDaniel H. Pink One in nine Americans works in sales. But guess what? So do the other eight. If you’re human, you spend your days trying to move others. To Sell Is Human offers a fresh look at the art and science of selling. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book — one that will change how you see the world and transform what you do at work, at home, and at play. The Introvert’s Edge: How the Quiet and Shy Can Outsell AnyoneMatthew Pollard & Derek Lewis An introvert salesperson? No, that isn’t an oxymoron! It’s all about learning how to leverage one’s own natural strengths. What makes The Introvert’s Edge so powerful and practical is that it explains how the introvert can feel just as comfortable and sincere in the sales world as the extrovert — without changing who they are! Within these pages, the introvert can learn how to find natural confidence, prepare for every situation, sidestep objections that would otherwise expose their discomfort, ask for the sale (without asking), profit from a process that doesn’t rely on personality, and simply enjoy sales! Emotional Intelligence for Sales Success: Connect with Customers and Get ResultsColleen Stanley Few things predict your chances at success better than your emotional response to adversity. This book — endorsed and introduced by sales luminary Jill Konrath — explores the deep-seated link between emotional intelligence and sales performance. In Emotional Intelligence for Sales Success, you’ll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. From business development to closing the deal, emotional intelligence will drive your performance — and your success. Difficult ConversationsDouglas Stone & Bruce Patton It’s inevitable. You’re going to have difficult conversations – with senior leaders, with sales reps, with prospects and customers. Of course, most of us want to prevent these talks, or avoid them altogether. When you’re focused, however, on productive problem solving instead of emotion or “winning” the argument, you’re able to calmly arrive with your “opponent” at a path forward. This book lays out the best, most professional, tactful, and respectful ways to handle difficult conversations. Active Listening 2.0: Overcoming Stalls and Objections by Asking the Right Questions at the Right TimeSteve Trang For most of the twentieth century, salespeople were the gatekeepers of data. In order for a prospect to learn more about a product, they had to reach out to the company, and then the salesperson would reach out to the prospect. In modern times, prospects are more educated than ever. They can find out 90 percent or more about your product and industry before they ever have to talk to a salesperson. The best way to overcome this hurdle is to be a better listener than ever before. Your goal as a salesperson is to find out exactly what the prospect wants or needs and give them exactly that. You can’t do that if your listening skills are not on point. The First 90 DaysMichael Watkins This book is a road-map for leaders starting in a new organization. Time is critical in the first 90 days, and the faster you can reach “the breakeven point,” where you become a contributor of value vs. a consumer of value, the better. Watkins provides real-world scenarios, several potential approaches, and different types of dialogue, to help you anticipate and prepare for any situation in your new environment. Ditch the Pitch: The Art of Improvised PersuasionSteve Yastrow No one wants to hear sales pitches. Ever. So why do we still rely on them? It’s time to throw out most of what we’ve been taught about pitching to customers. Organized into six habits, with each habit consisting of three practices necessary for mastery, Ditch the Pitch is designed to teach how to have fresh, spontaneous, persuasive conversations. These new skills will show you how to identify the details that make each customer unique and subsequently navigate a conversation that focuses on the right message for the right customer at the right time. Throughout the book, the author quotes well-known improv comedians and musicians. He translates the techniques these artists use when improvising to create persuasive situations with customers. All designed to help you master the art of on-the-spot, engaging, and effective customer interactions. Let go of pre-written scripts and embrace Yastrow’s guidelines for effortlessly enabling spontaneous conversations that persuade customers to say “yes.” Other Valuable Skills and KnowledgePredictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our DecisionsDan Ariely Humans are unpredictable. Or are they? What do humans tend to value more in certain situations? What leads them to make purchase decisions the way they do? This book explores the paradoxes of human behavior and the surprising links between economics and emotions, something that can help you better engage prospects and customers. Knowing how your customers think or feel takes you step closer to making a sale. How to Win Friends and Influence PeopleDale Carnegie You know you’re looking at one of the best sales books ever written if it was written nearly 100 years ago, but the lessons still apply to today’s world. Dale Carnegie wrote this book in 1936, and it all holds true. The world would be a better place if everybody read and lived by this book. “Become genuinely interested in other people,” “begin in a friendly way,” and “praise every improvement” are just a few of Carnegie’s teachings. If you change, everything will change for you. Reading this book is your first step. InfluenceRobert Cialdini Want to know why people feel compelled to say “yes”? This book holds the answers. Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. The 7 Habits of Highly Effective PeopleStephen Covey I attended a leadership conference in the early 2000’s, and Dr. Covey was the keynote speaker. He had us stand up, cover eyes, and point to where we thought was north. He then asked everyone to keep pointing while they uncovered their eyes. Everyone was pointing in a different direction. In order to influence an organization of any size to head in the same direction, everyone must develop fundamental habits – like seeking first to understand before you’re understood. This book is a masterpiece in how to become highly effective in everything you do. Illuminate: Ignite Change Through Speeches, Stories, Ceremonies, and SymbolsNancy Duarte and Patti Sanchez As a leader, you have the same potential to not only anticipate the future and invent creative initiatives, but to also inspire those around you to support and execute your vision. In Illuminate, Duarte and Sanchez equip you with the same communication tools that great leaders like Jobs, Howard Schultz, and Dr. Martin Luther King Jr. used to move people. They then lay out a plan to help you lead people through the five stages of transformation using speeches, stories, ceremonies, and symbols. The Inner EdgeJoelle K. Jay Not truly a sales book, this is still essential reading for anyone in leadership or positions of influence. Written by an executive coach and Principal with the Leadership Research Institute, it includes the same exercises and worksheets she uses with high-level executives who want to level up their leadership skills. In The Inner Edge, Dr. Jay offers customized coaching to help leaders overcome challenges, leverage opportunities, and maximize their talents, teams, and time. Through vivid examples, conversations with accomplished leaders, insightful perspectives on leadership, and thought-provoking questions and exercises, Jay shows readers that leadership is not just a label, but a way of life. Finding your edge, gaining clarity, focusing and taking action, expanding your knowledge ― under Jay’s training these and other principles become concrete achievable assets for living and leading. The result is an essential resource for helping leaders get results for their organizations in a way that capitalizes on ― and enriches ― their own unique identity. Thinking Fast and SlowDaniel Kahneman To win at sales, you need to understand two systems of thought that shape people’s judgments and decisions. In this book, Daniel Kahneman, renowned psychologist and winner of the Nobel Prize in Economics, takes a deep dive into these systems. The impact of overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the profound effect of cognitive biases on everything from playing the stock market to planning our next vacation ― each of these can be understood only by knowing how the two systems shape our judgments and decisions. In this lively conversation about how we think, Kahneman reveals where we can and cannot trust our intuitions and how we can tap into the benefits of slow thinking. He offers practical and enlightening insights into how choices are made in both our business and our personal lives ― and how we can use different techniques to guard against the mental glitches that often get us into trouble. Steal Like an Artist: 10 Things Nobody Told You About Being CreativeAustin Kleon You don’t need to be a genius, you just need to be yourself. That’s the message from Austin Kleon, a young writer and artist who knows that creativity is everywhere, creativity is for everyone. A manifesto for the digital age, Steal Like an Artist is a guide whose positive message, graphic look and illustrations, exercises, and examples will put readers directly in touch with their artistic side. The Decision Book: Fifty Models for Strategic ThinkingMikael Krogerus & Roman Tschäppeler The Decision Book distills into a single volume the fifty best decision-making models used on MBA courses and elsewhere that will help you tackle these important questions — from the well known (the Eisenhower matrix for time management) to the less familiar but equally useful (the Swiss Cheese model). It will even show you how to remember everything you will have learned by the end of it. Stylish and compact, this little black book is a powerful asset. Whether you need to plot a presentation, assess someone’s business idea or get to know yourself better, this unique guide will help you simplify any problem and take steps towards the right decision. Innovating for People: Handbook for Human-Centered Design MethodsLUMA Institute Innovation is an economic imperative that calls for more people to be innovating, more often. This handbook equips people in various lines of work to become more innovative. It provides specific guidance for bringing new and lasting value into the world. The key ingredient to successful innovation is the everyday practice of Human-Centered Design: the discipline of developing solutions in the service of people. Every story of a good innovation—whether it’s a new product, a new service, a new business model or a new form of governance—begins and ends with people. It starts with careful discernment of human needs, and concludes with solutions that meet or exceed personal expectations. This handbook is your essential resource for innovation. It’s a compact reference book describing thirty-six methods of Human-Centered Design. ThinkertoysMichael Michalko Find two solutions to every problem you encounter. It’ll get you thinking and acting like a leader. And you’ll be surprised how often you can resolve issues on your own. This book is filled with creative thinking exercises, called thinkertoys, that help evoke answers already within you. Each chapter is prefaced with a deep quote from strategist and philosopher, Sun Tzu. Even if you choose not to read the exercises, you’ll have a book of killer Sun Tzu quotes. Money: Master the GameTony Robbins Assuming you’re going to crush it in your sales career, you’ll make a lot of money. You better learn how to manage it or it will disappear. It was once said, “If you took all the money in the world, divided it up equally among everybody, it would soon all be back in the same pockets.” Tony Robbins spells out 7 simple steps to financial freedom, and interviews the world’s money masters, so you can model their success for yourself. The Sketchnote Handbook: Illustrated Guide to Visual Note TakingMike Rohde This gorgeous, fully-illustrated handbook tells the story of sketchnotes — why and how you can use them to capture your thinking visually, remember key information more clearly, and share what you’ve captured with others. Author Mike Rohde shows you how to incorporate sketchnoting techniques into your note-taking proces—regardless of your artistic abilities—to help you better process the information that you are hearing and seeing through drawing, and to actually have fun taking notes. Jab, Jab, Jab, Right HookGary Vaynerchuk Though it might be the same story, you’ll need to tell it differently to a group of executives vs. a group of your friends. And in both cases, you need to give, give, give, and then ask. Vaynerchuk explains, in great detail, how to do this online, including methods for telling your story on every major social media platform. He shows that while communication is still key, context matters more than ever. It’s not just about developing high-quality content, but developing high-quality content perfectly adapted to specific social media platforms and mobile devices — content tailor-made for Facebook, Instagram, Pinterest, Twitter, and Tumblr. Extreme Ownership: How U.S. Navy SEALs Lead and WinJocko Willink & Leif Babin If you think sales is an uphill battle, then you need the right tactics and a strategic mindset to win. And who else should you turn to other than two highly decorated Navy SEAL officers, one of whom (Jocko Willink) is ranked “among the scariest human beings imaginable.” Having served in some of the most dangerous but remarkably successful missions in Asia, the Middle East, Africa, and Europe, Jocko Willink and Leif Babin distilled what they’ve learned of effective leadership in combat and translated its essence for high-performing teams, organizations, and businesses. This #1 New York Times bestseller is exactly the book you need to clarify your purpose and take the right action to win. It’s possibly the best book for salespeople that isn’t only about sales. Wooden on LeadershipJohn Wooden If every player on the team plays to the best of their ability, the team won’t need to look at the scoreboard or talk about winning. The late UCLA Basketball Coach, John Wooden, inspired his team to win 10 NCAA national titles in a 12-year span. Coach Wooden’s legacy was built on his Pyramid of Success, which he explains in great detail. Speaking of detail, Coach Wooden once said, “It’s the little details that are vital. Little things make big things happen.” ProductivityExecution: The Discipline of Getting Things DoneRam Charan & Larry Bossidy The title mentions “the discipline of getting things done.” That alone should inspire you to read this book. Ram Charan is a business legend, and has advised the greatest CEO’s of all time, while Larry Bossidy has led at incredibly successful companies like Honeywell and GE. Execution is a discipline that must be a core component of organizations, but should also be at your core. What people say they’ll do and what they actually do are often two different things. Just get ‘er done! More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy SellersJill Konrath Most sellers miss quotas because they have far less time to face customers and do some actual selling. Swamped by an ocean of administrative work and the demands of customers for hyper-personalized service, how can sellers find time to meet their targets and achieve desired business outcomes? This sales book, by one of the most recognizable names in the world of sales, gives you some fresh techniques and effective tactics for managing time and selling more. 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making MorePerry Marshall If you’re a sales and marketing professional, you can save 80 percent of your time and money by zeroing in on the right 20 percent of your market. By page 5 you’ll be applying 80/20² and 80/20³ to gain 10X, even 100X the success. With powerful 80/20 software (online, included with the book), you’ll apply the Pareto Principle to:
Created by direct marketing and sales consultant and best-selling author Perry Marshall, unique tools show you exactly how much money you’re leaving on the table, and how to put it back in your pocket – then reinvest for even greater success. MindsetThe No 1. Best SellerLee Bartlett What does it take to be a top salesperson? Many books claim to have the answer, but few demonstrate, by example, exactly how it is achieved. The No.1 Best Seller is a masterclass in professional selling, as seen through the eyes of a top salesman. With a career spent selling financial technology to the C-Suite and Investment Banking community, Lee Bartlett shares the mindset and methodology that has allowed him to consistently outperform his competitors to win the largest mandates in his industry. How I Raised Myself From Failure to Success in SellingFrank Bettger If you think you got all the bad cards when the game started, this classic autobiography offers a ray of hope. Frank Bettger struggled as an insurance salesman and considered quitting after 10 months of dismal failure. But he turned his life and career around by radically changing his attitude and behavior, eventually becoming Fidelity Mutual’s top salesman for 20 years. His legendary transformation is the textbook case often used to inspire salespeople and business professionals to achieve remarkable levels of excellence. The Go-Giver, Expanded Edition: A Little Story About a Powerful Business IdeaBob Burg & John David Mann A career in sales can be overwhelming and you’ll need to get refreshed every so often. This book will momentarily take your mind off the mechanics of selling and pull you into the very heart of business. What is it that truly makes you feel fulfilled as you do your job? How do you define success and what is the most powerful way to achieve it? While a work of fiction, The Go-Giver has been praised by thought leaders across industries and has been on The Wall Street Journal and Businessweek bestsellers list. In an economy that has become profoundly customer-centric, the book’s mantra of putting the interest of others first and giving value to their lives sounds powerfully relevant. The 10X RuleGrant Cardone How much money did you make in the last 24 hours? If you want a better-than-average anything in life, then you need to think and act better-than-average. Stop telling yourself why you can’t achieve greatness and limiting your beliefs. Your thoughts and actions need to increase 10X to get to the next levels. Business leader, Grant Cardone, walks you through how to “10X your life,” and provides exercises for you at the end of each chapter. Mindset: The New Psychology of SuccessCarol Dweck If you had any doubts that mind is stronger than matter, then this book will bring everything into perfect clarity. Written by the foremost expert on the topic, the book draws from decades of research that explore the phenomenon of success in different fields from school to sports and from work to art. Discover how to modify your mindset in a way that fosters radical improvement in your skills, abilities, and lifestyle. Think and Grow RichNapoleon Hill Wouldn’t you agree you will acquire knowledge by reading all the books on this list (or even half of them)? All that knowledge won’t be worth jack – nor will it attract the income you’re likely after – without practical PLANS OF ACTION. This book was published in a year after Dale Carnegie’s (see #4) – like, um, EIGHTY years ago. Apply what you learn from it, right here and now, in our world of SaaS, social media, texts, tweets, and eMedia, and elevate yourself, your company, your product, your brand, and your customers to unthinkable heights. It Takes What It TakesTrevor Moawad As the most trusted mental coach in the world of sports, Trevor Moawad has worked with many of the most dominant athletes and the savviest coaches. Here, he lays out lessons he’s derived from his greatest career successes as well as personal setbacks, the game-changing wisdom he’s earned as the go-to whisperer for elite performers. Moawad’s motivational approach is elegant but refreshingly simple: He replaces hardwired negativity, the kind of defeatist mindset that’s nearly everybody’s default, with what he calls “neutral thinking.” His own special innovation, it’s a nonjudgmental, nonreactive way of coolly assessing problems and analyzing crises, a mode of attack that offers luminous clarity and supreme calm in the critical moments before taking decisive action. Not only can neutral thinking raise your performance level, it can transform your overall life. And it all starts, Moawad says, with letting go. Past failures, past losses-let them go. “The past isn’t predictive. If you can absorb and embrace that belief, everything changes. You’ll instantly feel more calm. And … more times than not … will win.” The Slight EdgeJeff Olson The Slight Edge is a way of thinking, a way of processing information that enables you to make the daily choices that will lead you to the success and happiness you desire. Learn why some people make dream after dream come true, while others just continue dreaming and spend their lives building dreams for someone else. Learn how to create powerful results from the simple daily activities of your life, using tools that are already within you. This edition of The Slight Edge isn’t just the story, but also how the story continues to create life-altering dynamics—how a way of thinking, a way of processing information, can impact daily choices that will lead you to the success and happiness you desire. The Slight Edge is “the key” that will make all the other how-to books and self-help information that you read, watch and hear actually work. Start with WhySimon Sinek Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won’t truly buy into a product, service, movement, or idea until they understand the WHY behind it. Start With Why shows that the leaders who’ve had the greatest influence in the world all think, act, and communicate the same way — and it’s the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY. Which One Wins Your Vote for the Best Sales Book?These books, without question, will bolster your sales skills, develop your leadership presence, guide you towards building effective teams, offer you different ways of solving problems, and show you how to do your job better. But each of us has unique goals and interests. So which one would you consider the absolute best sales book? Or asked another way: If you had to limit yourself to just one sales book, which would it be? Which technique is most effective when a salesperson has determined that a prospect wants a high quality product?A salesperson, after determining that the prospect is willing to purchase a high-quality product, poses a question: “Do you really want such a high-quality product?” He is using a suggestive proposition.
What is the best reason to listen to a prospect's objections carefully before responding?Listen to prospect's concerns
To handle customers' objections, provide a solution that can fit both parties and acknowledge there is an area where you could improve. This way, you'll maintain current customers and convince prospects to buy your products or services.
Which term refers to the main purpose of a salesperson's contact with a prospect?The sales call objective is the main purpose of a salesperson's contact with a prospect.
What is a prospect quizlet?A 'prospect' is short for a 'prospective customer'. It is a person or company who may buy from you.
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Which type of suggestion is intended to evoke an opposite response from the prospect?
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