I’ve put together a list of sales books that will be a great read as you look for new and better ways to grow your sales. Enjoy!
Self Marketing Power: Branding Yourself as a Business of One
Author: Jeff Beals
Description- In a competitive, global economy, you need to stand out. Whether you’re hoping for a promotion, trying to land a major client or striving to make a difference in your community, one thing is for sure: The world has no room for shrinking violets. Self Marketing Power is a book about business, career and life success. It’s perfect for anyone who wants to boost revenue, start a business, close more deals or prospect more efficiently. Through fascinating examples and entertaining stories, you will learn how to:
Whale Hunting: How to Land Big Sales and Transform Your Company
Author: Tom Searcy and Barbara Weaver Smith
Description- Whale Hunting is required reading for anyone who is going after the big fish in a market. Engaging, practical, and well organized, it is simply the best book on major account selling out there. Someone once said that confidence is going after Moby Dick in a rowboat and bringing the mayonnaise. Whale Hunting gives you the tools to pursue big deals with that kind of confidence.~ Keith R. McFarland, author of The Breakthrough Company. Buy Now.
Your Sales Management Guru’s Guide to Recruiting High Performance Sales Teams
Author: Ken Thoreson
Description- What’s the number one challenge of sales management? Recruiting and hiring top talent. Where organizations have focused on developing a quality hiring process revenue problems don’t exist, customer satisfaction levels are high and morale/culture is terrific. This book includes prescriptive tools to help you improve your recruiting performance; interview scorecards, questions, process definitions and sample job descriptions. Plus; a bonus section: that includes a sample three week new hire on-boarding process. This book is the first of four in the “Guru Series”, the others include prescriptive advice on; “leading, compensating and being a first time Sales Manager.” Check out the entire Sales Management Resource center. Buy Now.
Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson
Author: Robert Terson
Description- Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson, although beneficial to all salespeople, specifically targets the one-call-close simple-sale salesperson; addresses all the elements of selling; and spotlights the paralyzing fear factor that 80% of salespeople, who only do 20% of the business, must face every time they make a call or give a presentation. It’s Frank Bettger’s How I Raised Myself from Failure to Success in Selling meets Napoleon Hill’s Think and Grow Rich, told in the Zig Ziglar conversational style, yet with an uncompromising, challenging tone, and includes 40 stories plus numerous exercises, which show how to sell, not just tell how, from a master salesman/motivator with 43 years of in-the-field selling experience. This is not another book of dull, dry abstract theory; this is a book of captivating stories and practical applications raising the curtain on the real world of selling. It’s like watching role-playing. If you are ready to receive it, this book has the potential to change your life. Buy Now.
Sales Management. Simplified – The Straight Truth About Getting Exceptional Results from Your Sales Team
Author: Mike Weinberg
Description- Weinberg holds up a giant mirror for senior executives and sales leaders as he makes the blunt case (along with stories to prove it) that the “sales” problem at most companies is actually a problem with how the sales team is being led. Already a #1 Amazon Bestseller, Sales Management. Simplified has been called “arguably the greatest book ever written on sales management” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” Part One pulls back the covers to reveal the common leadership reasons sales teams underperform, and Part Two offers a very simple framework any sales leader or company can implement to dramatically improve their sales culture and performance. Buy Now.
Author: Kelly McCormick
Description- Kelly McCormick, a business growth and marketing expert, shares her techniques to personalize the sales process when speaking to individuals and companies. This includes the best open-ended questions to ask to find out what your customer really needs. Plus the important changes to make when selling to men and to women. The book also contains examples of how to put together winning proposals and quotes, get powerful testimonials and referrals…and much more. Voted a TOP 10 SALES BOOK by Small Business Trends! Buy Now.
Nice Girls DO Get the Sale: Relationship Building That Gets Results, published by Sourcebooks
Author: Elinor Stutz
Description- Everything Stutz learned during her corporate sales career is shared with you in her book, including the very hard lessons. Nice Girls DO Get the Sale: Relationship Building That Gets Results was featured in TIME Magazine and on CBS-TV News, and translated into Multiple Languages selling Worldwide. Elinor Stutz, CEO of Smooth Sale, is devoted to teaching entrepreneurs and salespeople how to build a returning and referring clientele defining the Smooth Sale! Buy Now.
Never Be Closing: How To Sell Better Without Screwing Your Clients, Your Colleagues, Or Yourself
Author: Tim Hurson and Tim Dunne
Description- What’s the objective of the sales meeting? Most people say to make the sale. Hurson and Dunne say it’s more productive to aim for the second sale—and the one after that and the one after that. Successful selling comes from a genuine interest in clients and their needs. Never Be Closing gives you the tools to make that interest concrete—a proven approach to help you solve client problems and meet their needs. Oprah’s Network called Never Be Closing one of the top can-do books of 2014. Inc.com called it one of the seven most useful how-to-sell books of the year. Find out why. Buy Now.
Live the Intrepid Life
Author: Todd Schnick
Description- A collection of essays discussing some unorthodox ways to live the intrepid life. Broken intro three main sections: Planning, Disrupting, and Doing.
But just what is an intrepid life?
in·trep·id / Adjective: characterized by resolute fearlessness, fortitude, and endurance [an intrepid explorer]
This book contains the results of years of writing, and thinking, and executing. This book comes from the mind and experiences of someone probably just like you: not some celebrity you simply cannot relate to. This book is the story of both successes and failures, all shared with you to help you live the intrepid life. Buy Now.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Author: Jeb Blount
Description- 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. With Fanatical Prospecting as a guide, salespeople can ditch all the failed strategies and trendy, ineffective approaches, that leave them frustrated and getting nowhere, and learn a sure-fire method for increasing sales. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Buy Now.
Do YOU Mean Business?
Author: Babette N. Ten Haken
Description- No matter whether you are leading a team or developing your career, Ten Haken has written THE ultimate collaboration playbook. Her no-nonsense insights, end of chapter reviews and Toolkit Exercises, catalyze you towards becoming a business professional of worth. Her mantra: “depending on where we sit around the business table, we all see the same things differently” becomes your True North for cross-discipline collaboration. Revenue generation is everyone’s job responsibility. Why not get started today in building your value for tomorrow and the future? Buy Now.
DISCOVER Questions™ Get You Connected
Author: Deb Calvert
Description- Make every sales call count and be the ONE seller buyers actually WANT to talk to! With DISCOVER Questions®, you will differentiate yourself from the pack, create value for your buyers and connect is ways you never knew were possible. The research (over 15 years of it with sellers like you!) and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions® and the sales approach described in this bestselling book. Buy Now.
Be Bold and Win the Sale
Author: Jeff Shore
Description- Sales is hard, and most definitely uncomfortable. But the best in the business are bold when others give up. Jeff Shore shows you how to develop your “boldness muscle,” not through manipulation or forcefulness but by handling your own desire for comfort. This book is a psychological journey that has transformed the mindset of countless sales professionals. Buy Now.
Be the Red Jacket in a Sea of Gray Suits, the Keys to Unlocking Sales Success
Author: Leanne Hoagland-Smith
Description- Standing out in the sea of sales sameness or gray suits is difficult for mid-size to small business owners and sales professionals. In Be the Red Jacket, the basics of the sales process are shared along with how to just be valuable to your sales prospects. Since sales is the transference of feelings, this book is a practical guide on how to transfer those feelings from your business card to your communication style. The sales coaching tips sprinkled through Be the Re Jacket are supportive reminders in how to stand out and while still working toward earning the sale. If you want to increase sales, Be the Red Jacket provides practical suggestions for people coming up and connecting to you instead of all those other gray suits. Buy Now.
Selling Saturdays: Blue Chip Sales Tips from College Football
Author: Jeff Beals
Description- If you think your industry is competitive, you wouldn’t believe the selling skills necessary to assemble a championship football team! In the world of college football, the effort to attract talented players is known as “recruiting,” but it’s not like the human resources recruiting you see in a typical company. College football recruiting is marketing in its purest and most competitive form. In this one-of-a-kind book, Jeff Beals shares the sales-and-marketing secrets of famous football coaches such as Barry Switzer, Tom Osborne, Phillip Fulmer, Gary Barnett, John Cooper, Hayden Fry, R.C. Slocum, Jim Donnan, Joe Moglia and Jeff Tedford. The result is a page-turning sales book that reads like a novel. Study the gridiron’s greatest salesmen — and imitate their strategies and tactics — and become a better marketer regardless of your profession! Buy Now.
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