In our last book round-up, I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I hope they read a few. I’d love to hear their thoughts on the books if they did!
Below are 4 more great sales books I recommend for you and your team.
1. Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal
By Jeb Blount
Every year, sales professionals leave millions of dollars on the table because they’re outmaneuvered and outplayed by savvy buyers who have been schooled in the science of negotiation. Blount has written multiple bestselling sales books. Here he shows you exactly how to negotiate– from the seller’s perspective. He shows you why you keep getting beaten. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals. Be prepared for some cold hard truths and to enjoy his signature storytelling.
Hashtags: #Inked #Play2Win
By Art Sobczak
One of the best tools for selling right now is the phone. Yet so many sellers are afraid to pick up the phone. Others don’t know what to say or how to get through. Sobczak has been teaching sales professionals how to eliminate the fear, failure, and rejection so they can sell by phone – without sounding like some cheesy salesperson. Sobczak has updated this third edition since it was released 10 years ago when it became an instant bestseller. You’ll find new stories from the field, modernized techniques, field-tested messaging, best practices, and actual scripts to help you engage, follow up and close business by phone.
“Salespeople are born, not made.” “People are logical.”
It’s human nature to hold unconscious, limiting beliefs like these. Brontén makes the case that these limiting beliefs undermine sales organizations. He challenges you to examine the limiting beliefs that you hold to see how your sales structure, process, CRM, and even your compensation plan are probably all based on them, and how they are sidelining your deals. He shows you how to unmask these deal-killers and how to handle them to achieve scalable world-class sales performance.
Landing bigger deals changes everything. When one of your sellers lands a big deal, the impact resonates throughout your organization. Your sales team is inspired to new heights. Turnover decreases. The pressure is off, and you can stop worrying about your numbers. Adding a big name to your client list makes it easier to land more big deals. How do you land BIG deals? Lisa Magnuson wrote the playbook for you. The TOP Sales Leader Playbook is your guide to creating a sales engine that generates massive deals ? repeatedly. It contains 16 key plays you need to exponentially grow revenues and drive leadership success. You’ll get valuable insights and practical how-to’s from 16 recognized thought leaders as sideline coach experts for each play.
Which book will you read? Leave a comment below!
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.