Here are 100 books that New Sales. Simplified. fans have personally recommended if you like
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I'm a Professor of Finance who specialises in purposeful business and purposeful living. My work on the former shows how companies driven by purpose are ultimately more successful than those driven by profit alone. My interest in the latter stems partly from the former, but also from 20 years of teaching MBA students at MIT, Wharton, and London Business School. While my day job is to teach finance equations, often even more important to my students’ career success and life happiness is living with purpose. There are many self-proclaimed gurus on this topic who shoot from the hip, so I am particularly interested in books based on scientific research.
Originally published in 1937, this was the original self-improvement book. Carnegie described it as a “practical, working handbook on human relations”.
After reading it, you might think that none of his tips are earth-shatteringly surprising, but you may not have thought of them before reading the book. This is indeed the mark of a great book – something that makes lots of sense after you read it (and so you’re most likely to put it into practice) but you wouldn’t have guessed yourself; and certainly would not have framed it in as clear and convincing manner as Carnegie.
Millions of people around the world have - and continue to - improve their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People Carnegie offers practical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.
His advice has stood the test of time and will teach you how to: - make friends quickly and easily - increase your popularity - win people to your way of thinking - enable you to win new clients and customers - become a…
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.
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.
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.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price…
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.
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.
What are the selling secrets that raised Frank Bettger from initial failure to unparalleled success, and fame, as one of the highest paid salesmen in America? Encouraged to tell his story by admiring colleague Dale Carnegie, Bettger reveals his proven success formula so that you too can work magic with sales - and multiply your income and happiness a thousandfold! Inside you will find instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson. No matter what you sell, your on-the-job performance and profits will increase dramatically when you apply Bettger's keen…
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.
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!
Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way. Let Larry Levine show you how not to only be yourself, but your best self and succeed!…
Ed Brodow is one of the world’s leading experts on the art of negotiation and the bestselling author of eight books, including the business classic Negotiation Boot Camp. SEC Chairman Harvey Pitt dubbed Ed “The King of Negotiators.” Forbes Magazine agreed, ranking Ed as one of the nation’s leading dealmakers. A nationally recognized television personality, Ed has appeared as a negotiation guru on ABC National News, Fox News, PBS, Inside Edition, and Fortune Business Report. For more than two decades, his acclaimed seminars have set the standard for "how to make a deal" in Corporate America. Ed is a former U.S. Marine officer, Fortune 500 sales manager, and Hollywood movie actor.
My good friend Jeffrey Gitomer is the man when it comes to sales training. His colorful book aims to demystify the basic principles of selling. The amusing cartoons and pithy advice make this fun book appealing and accessible. Gitomer is unashamedly enthusiastic about sales and sales negotiation. His prose is straightforward and realistic. The Little Red Book includes plenty of advice and practical ideas on every aspect of the sales process.
Until now, there has been no definitive "little red book" for the millions of sales-people across the globe. In the tradition of Harvey Penick's Little Red Book, New York Times bestseller and the best selling sports book of all time. The Little Red Book of Selling by sales master Jeffrey Gitomer fills that void with an edgy, practical, and fun resource that salespeople will love-and sales managers will buy by the case. Salespeople hate to read. That's why The Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for…
I’ve built my career around the belief that sales is a noble profession and that selling is about uncovering needs, filling needs, and creating value for customers. Things like purpose, ethics and values should be at the center of why someone sells. And those that do will be far more successful. I love these books because they all support these ideas of sales as a career to be proud of, that is necessary and that good salespeople truly put the best interests of their customers first.
Lisa clearly makes the case that sales is one of the only professions where we allow it to be defined by the people who do it badly. And yet, you will come away from this book understanding that the top salespeople are ones who earnestly want to improve life for their customers.
When purpose-driven sales become part of the culture and bigger than the transaction - and your "true north" is improving life for customers - you’ll actually wind up making more money.
Don't let anyone tell you that you have to choose between making money and making a difference.
Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas.
Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team…
As a youth, I was very athletic and always aspired to be the captain of the team. I worked hard and was very driven to earn this right. As a sales professional, I have continued that passion and channeled it into sales. In addition, due to my experience in sports, I am really passionate about coaching others. I feel that with the right direction, the right motivation, and the right information, anyone can be successful in sales. All of the authors for the sales books I have recommended are also giving back to society in their own way.
I have used the teachings from this book for every stage of my sales career. The way Miller-Heinman breaks down an opportunity helping to identify the strengths and the weaknesses of your position is so basic yet groundbreaking. Anyone in the technical sales world must pick up this book.
Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman - the global lead in sales and development.
Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of 'win-win' and making it one of the bestselling books on sales ever published. The response to 'win-win' was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list…
Everyone survives by selling something whether we wear the title or not. Selling has been my career, even before I was a salesperson. I started my career in engineering but quickly realised my passion was in developing business, not designing industrial ventilation systems. Helped by a boss who also saw I was better suited to roles other than engineering (he wasn’t so polite) I went on to enjoy a successful career spanning 4 decades working in Australian, Asian, and European markets that embraced all facets of sales and business development. Helped by great mentors and learning from the experience of others, I have endeavoured to give back by mentoring business owners, salespeople, and writing.
The YES Syndrome could have been written yesterday.
But it was first published in 1982. Proof that the basics of good selling are not new, but have been the foundation of successful, ethical selling for decades, if not longer.
Combine the timeless customer-focused sales skills that Beveridge shares with the emerging technologies of the 21st century and salespeople will not only remain relevant, but indispensable and invaluable to buyers.
'The YES Syndrome' is much more than simplistic selling techniques or more "HOW-TO." It is a unique, complete system, from the initial "customer needs analysis" through to the sophisticated 'customer focused proposal.' These systems work. They have been proven and Don Beveridge's concepts have been embraced by corporated America.
As a youth, I was very athletic and always aspired to be the captain of the team. I worked hard and was very driven to earn this right. As a sales professional, I have continued that passion and channeled it into sales. In addition, due to my experience in sports, I am really passionate about coaching others. I feel that with the right direction, the right motivation, and the right information, anyone can be successful in sales. All of the authors for the sales books I have recommended are also giving back to society in their own way.
In selling high-value products or services, closing increases your chance of success. It is essential to describe the benefits of your product or service to the customer. Objection handling is an important skill, and open questions are more effective than closed questions.
I recommend this book because it focuses on customer conversation and the art of asking questions, identifying the hook, and “turning the knife.” I like how Neil harnesses the power of listening techniques to identify customer pain points. Then he teaches you how to exploit their pain to leverage your sale in a very positive manner that is win-win. It’s a must-read for any seller that interfaces with customers.
The international bestseller that revolutionized high-end selling!
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple,…
I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!
This is the logical next step in value-based building blocks.
Learning simple negotiation approaches is essential for go-to-market capability building so teams can defend their prices and get paid for the value they deliver. In order for us to sell the price we came up with, we need to understand the various types of people we’re selling to.
The book discusses how to frame value and price appropriately in order to get the most out of realized price, training customers to realize price over time and negotiating more effectively in both the short- and long-term scenarios of customer relationships.
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field…
