I consider myself to be a life-time learner. I love to learn and consume knowledge. You can consume knowledge through many formats, but books is one of the best way to do it.
In this article, I’m going to cover some of my most favorite books for learning sales. It’s a must for anyone that’s involved in sales.
My ALL time favorite sales book. 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.
If you’re looking to get into sales, this is the first book I would recommend since it teaches you a lot more than just sales.
Sales development is the bread and butter to all businesses. You have to know more than just how to sell. You have to learn how to prospect. You have to know how to think from your customer’s shoes. This book gives you the outline to do so.
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.
- Strategy offers a framework for aligning your sales development model with your specific market and buyer’s journey.
- Specialization presents stories of new thinking. You’ll learn about segmenting your prospect universe, specializing roles, and how it all comes together.
- Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.
- Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people.
- Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.
- And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There’s a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth.
Sure, some would say that this book is outdated, but this is a classic and the same theories still apply to sales no matter what year we’re living in.
When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?
The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable — and more valuable to your company — when you apply Bettger’s keen insights on:
- The power of enthusiasm
• How to conquer fear
• The key word for turning a skeptical client into an enthusiastic buyer
• The quickest way to win confidence
• Seven golden rules for closing a sale
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to:
– Identify a strategic, finite, workable 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
– Overcome — even prevent — every buyer’s anti-salesperson reflex
– Build rapport, because people buy from people they like and trust
– Prepare for and structure a winning sales call
– Stop presenting and start dialoguing with buyers
– Make time in your calendar for business development activities
– And much more
Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
This is the book that got me started in sales and it’s the book praised by many tech companies. Written by Aaron Ross, this book teaches you how to build a sales team that can scale.
This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention?
What you’ll learn:
- How an outbound sales process (“Cold Calling 2.0”), that without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.
- The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again.
- How outbound sales and selling can be friendly, helpful and enjoyable.
- How to develop self-managing sales teams, turning your employees into mini-CEOs.
- And more…
There are a lot of sales books and courses out there, but the ones mentioned in this article is highly reviewed and valued by the sales community. I personally recommend all of them.
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P.S. Looking to learn more about sales? How about checking out our free 10 sales hack in 10 days email course!