The best books to become a sales superstar

Dave Kurlan Author Of Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball
By Dave Kurlan

Who am I?

I've been selling professionally since 1973, and in the sales training and development business for more than 36 years. I founded Objective Management Group, the world’s leading provider of sales force evaluations and sales candidate assessments, and we have data on 2.2 million salespeople. OMG measures 21 Sales Core Competencies, so that’s around 250 findings on 2.2 million salespeople or close to 500 million data points! I've personally trained and coached tens of thousands of salespeople, sales managers, and sales leaders and I have published nearly 2,000 articles on my multi-award-winning blog, Understanding the Sales Force. I was installed in the Sales & Marketing Hall of Fame in 2013. 


I wrote...

Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball

By Dave Kurlan,

Book cover of Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball

What is my book about?

Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. 

Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population. Why? Because of the complexity, learning curve, and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize. 

The books I picked & why

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Gap Selling

By Keenan,

Book cover of Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

Why this book?

Gap Selling is the best book written about selling in the past ten years. Keenan comes out swinging, keeps swinging, and swings hard. He pulls no punches, hits you with the truth, and you’d better be strong enough to handle what he dishes out. Keenan’s approach is modern, consultative, and it is the right book for these challenging times.


How I Raised Myself from Failure to Success in Selling

By Frank Bettger,

Book cover of How I Raised Myself from Failure to Success in Selling

Why this book?

Frank Betger was a sales guru before there were sales gurus! Most of his insights, despite being sixty years old, are still spot on and he influenced my sales consulting and writing career of thirty-five years and counting. Frank was a professional baseball player with the St. Louis Cardinals prior to becoming a sales guru and everyone will relate to his story of failure and how he made himself successful.


Selling From The Heart

By Larry Levine,

Book cover of Selling From The Heart: How Your Authentic Self Sells You!

Why this book?

Larry Levine has written one of the only sales books on how to be authentic when selling and his book resonates with people who don’t want to sound like a salesperson. But there is so much more to Larry’s book than permission and instructions on being true to yourself. Larry’s personal experiences are a big part of the book and you’ll want to read the stories that Larry shares because they truly resonate!


How to Win Friends and Influence People

By Dale Carnegie,

Book cover of How to Win Friends and Influence People

Why this book?

Dale Carnegie’s book is an eighty-five-year-old classic and with all of the books on how to sell, this book on how to build powerful, lasting relationships should be on every salesperson’s reading list. If not for its solid and time-tested content, then just because it has somehow become an Amazon bestseller in Classic Romance Fiction, Classic Action & Adventure, and Romantic Action & Adventure. Go figure!


New Sales. Simplified.

By Mike Weinberg,

Book cover of New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

Why this book?

Everyone needs a handbook and New Sales. Simplified. is a good choice! I like Mike Weinberg’s book for several reasons, the first being his emphasis on Prospecting. While most sales experts have caved to the mob that runs the online marketing platforms that promised to replace salespeople, Mike flies in the face of the “prospecting is dead” crowd and shows you how to do it and how to get results. A must-have in any salesperson’s library!


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