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Are all sales books BS?

I've officially hit over 30 sales books completed on my Audible account. I have a few that I actually found to be informative and helpful, but why do most people, in my personal experience, avoid knowledge via books like the plague.


Do most people actually feel like sales and self improvement books are bullshit, and why don't I see more reps practicing popular books' methodologies if they really are about that knowledge life?


Are all sales books BS???

Are all sales books BS?
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πŸ‘‘ Sales Strategy
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6
ryan_repvue
Good Citizen
+2
founder
Don't buy and read sales books with a strong expectation to learn something new.Β  Do it to get out of a rut and to remind yourself to do the things you already know you should be doing but aren't.Β  Most of the newer solution sales books (i.e. GAP selling) are really just SPIN selling reworked.Β  SPIN has always been my go to.
PhlipOut
Politicker
+6
Account Executive
Great perspective
Salespreuner
Big Shot
+11
Regional Sales Director
A great perspective this is. So right
salesnerd
WR Officer
+16
Head of Growth
There are sales books that essentially have 1 good idea and then spend 200 pages explaining that idea over and over again. And then there are sales books that are actually worth reading.Β 

I take a lot of recommendations before reading a book, so pretty much every one I've read has fallen into the second camp.
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
I believe the 200 page per idea format just helps drill it into the brain.

There are some sales books though, which I feel could just be a Udemy class or a playbook on LinkedIn.Β  I probably would've paid a higher dollar amount too for a more robust piece of content.
Salespreuner
Big Shot
+11
Regional Sales Director
Yes. I've slowly moved to audio books too that way. To make sure it's easy to navigate
CoorsKing
WR Officer
+11
King of the Coors Knights
I think generalized books are typically terrible, but if you can find some specific to certain skills, there are some phenomenal ones. Not always written by "sales" professionals. In fact, the ones written by "sales" professionals, outside of Belfort, I avoid.Β 

Some of my favorites if you need more recommendations:

Understanding prospects needs: "Start with Why" - Simon Sinek
Negotiating: "Never Split the Difference" - Chris Voss
Leadership/Team Management: "Extreme Ownership" - Jocko Willink
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
@BigMeechΒ - I have gone through both Sinek and Voss' book.Β  I just added Jocko's to my list this morning, how ironic!

Looking forward to that read.
Salespreuner
Big Shot
+11
Regional Sales Director
Noted these and got to finish off one by one
Thanks for putting out
GlenRoss
Politicker
+6
Account Executive
I think some can be BS and a good example is when a LinkedIn influencer gains a platform and needs a way to monetize it so they throw a book out with no real new information but I do love Never Split The Difference and some others
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Agreed.

I'm a fan of GAP Selling and I found some value in Challenger Sale also.

More an Outbound vs Inbound style though on those.
overheard_sales
Politicker
+6
CEO - Overheard_Sales
A lot of them say roughly the same stuff, but still good refreshers in my mind
Salespreuner
Big Shot
+11
Regional Sales Director
Makes mindset clear. You're right
DwightsEgo
Politicker
+3
BDR Manager
Sales books are a good reference point, but you need to be able to extract the things that will work for you and turn it into your own.Β 

I like to use sales methodologies as a base point. Learn from them, and then find your own voice. Build a frame work that is repeatable and built by you.Β 
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Eat the fish and spit out the bones baby!
DwightsEgo
Politicker
+3
BDR Manager
oh...I like thatΒ 
Salespreuner
Big Shot
+11
Regional Sales Director
Yes. Including courses. Actionable and practical works best, and we got to action each points or takeaways for you in the same
softwarebro
Politicker
+4
Director of Sales
Learning by doing is how to get better at sales... Now management books... that's where the insight is! (Sarcasm)
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Yes - teach me how to do without ever having done typically.
GetAHobby
Arsonist
+8
RVP Sales
There is a ton of fluff in there and I have been asked on interviews what is my favorite, but I think you need to keep reading and absorbing to come up with your own best practices.Β 
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
There's only so much info you can take in and discuss.

Good example is GAP Selling and The Challenger Sale play off one another nicely.Β  They each borrow concepts from one another.

Atomic Habits is essentially an operator version of The Power of Habit.Β  The latter being a more scientific case study on habits.Β  While the former being a deep dive on how to enact the information.
Jshudz33
Praised Answer
+2
National Account Director
I don't think they are BS. Just have to pick who you like and who can help. I've always found value in Mike Weinberg. New Sales Simplified really helped me.
PhlipOut
Politicker
+6
Account Executive
I think there is good content out there. But books are made to be a sellable product, sadly. Which sometimes ruins them. Y'all don't all have to be writing books to drop knowledge!!!

For example: challenger sale raises some interesting points. The book itself could be cut down by 80%. So much fluff!
AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
The book could be an E-book or industry report.
Wanna.Be.Rick.Spielman
Opinionated
+3
Account Executive
Honestly, I think the majority of sales books are fluff or common sense.Β  However, there are a few good ones out there.Β  My personal favorite is Action Selling.Β Β 
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
depends on the book and what youre trying to get out of it. there are good and bad ones

Edited to not get an additional point for a reply @thesalesdocrxΒ 

What got you here wont get you there- decent book, older but good

The Sales Development Playbook- Trish Bertuzzi of Bridge Group, im sure you have read that one already

AlecBaldwinsHairline
Valued Contributor
+5
SDR Manager
Insightful.

News Flash everyone - there are both good and bad books lol. - well chalk that up for a commish point for you sir.
Salespreuner
Big Shot
+11
Regional Sales Director
Application of knowledge is more important than consumption. I believe experiences from books can be considered well πŸ™Œ
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