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Best people to follow/books to read for professional development (outside of the WarRoom)?

Seems like i've gotten myself caught in the web of sales influencers on Linkedin, regurgitating the same inapplicable information over and over again. Who are your favorites for real content? Not necessarily on LinkedIn, could be books, youtube, etc.

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GeneralCorp
Notable Contributor
+14
General of The War Room
Well... the reason I spend 60 hours a week working on The War Room is to ideally replace those influencers with real sales content from actual quota-carrying salespeople... That being said, I'm sure some people have opinions on this
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
It's ya boy, a salesperson, @you with some real knowwwlleeeeddddgggeeeeeeee --- how every book should start by a savage
billboski
Contributor
+1
ADR
who needs books when you got ๐Ÿ”ฅ memes
billboski
Contributor
+1
ADR
of course, why else would I join!ย  Very thankful for the hard work you've put in and excited to learn from real salespeople, just curious if others have additional trustworthy ways they are finding good content for professional development, whether that be books, videos, etc.
closedwon
Politicker
+7
Senior Director of Sales
What specific skills are important for you to improve?ย 

Focus on one at a time. ย 

I donโ€™t think you really need to follow a lot of people because are you taking actionable steps with their advice or just scrolling and thinking โ€œthatโ€™s a good idea!โ€ย 

I used to HATE cold calling, because I was never practicing and doing it wrong. ย 

I worked on a pitch for a few weeks and then before every call made sure I had the specifics ready to deliver on a live call or voicemail.ย 

Now the fear is gone and I can enjoy focusing on the reason for trying to make a connection.ย 

I take bits and pieces from a lot of sources, but I try to stick to listening to people who are actually selling or have had years of recent success who transitioned into coaching. ย 

Check out the โ€œResourceโ€ section for great tips on books, podcasts, people to follow. ย 
billboski
Contributor
+1
ADR
thanks for the guidance.ย  Cold calling is definitely an aspect with lots of room for improvement but w/in cold calling, i'd say keeping control of a conversation.ย  I'm a good listener and can have good responses to objections and questions, but too often I feel like I've lost complete control of the conversation.
closedwon
Politicker
+7
Senior Director of Sales
Do you have access to call/video recordings so you can listen back and hear/see where you are losing control?ย 

Do other peers or leadership join calls to pick up on where you need improvement? If not, be brave and ask for assistance. ย ย 

Donโ€™t be too hard on yourself either, you can only control your side of the conversation and sometimes you may think you have lost controlled when someone goes off on a tangent or off-topic, but, you allowing them to just talk actually builds trust.

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funcoupons
WR Officer
+11
Kahluapons
I did Jordan Belfort's Straight Line Persuasion course (got it for free through a friend who had purchased it,) and found it very helpful. Say what you want about the guy, but he knows his shit when it comes to tone on the phone.ย 
Trinity
WR Officer
+7
BusDev
For sales, I think Combo Prospecting and The Sales Acceleration Formula are good. Marcus Cauchi for sales podcast, and he's on LinkedIn.ย 
I also subscribe to Harvard Business Review and The Economist. It helps me sound smart when talking to C-suite, lol.
CantStopWontStop
Good Citizen
VP of Sales
If you are selling into an immature market or selling a product that is the "underdog" (i.e. not the well known name, likely a new player in the market) then I recommend The Challenger Sale and Challenger Customer.ย  To build off of another commenter's point - you need to deliver value in order to build trust, and The Challenger Sale dives into how you can do this through education and awareness.ย 
I also think How to Win Friends and Influence People is incredibly relevant to those who wish to pursue a career in sales.ย  Good Luck!
billboski
Contributor
+1
ADR
Spot on recommendations, while we are a decent-sized company there are much larger and more well-known players.ย  thanks!
insurtechsherpa
Old School Bravo
Account Representative
Big fan of Josh Braun. He's quietly getting a decent following and has some incredible psychology of sale tactics and explanations behind them.ย 
unsubscribe
Old School Bravo
head of sales
It's not really a sales book, but the people that helped me to get a better understanding of a world we live in, how things are being done, and where we are going as mankind are:ย  Daniel Kahneman ("Thinking Fast and Slow"), andย Yuval Noah Harari ("Sapiens"). It a must-read :)ย 
ย 
SalesPharaoh
Politicker
+8
AM BDR
Check books covering social behavior, psychology and social economics.ย 
9
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