Dman1b

Azure Specialist

Needing Sales Book Recommendations

Looking to broaden my library of sales reads, with the last book being "Sales Manifesto" by Jeffrey Gitomer. What else is out there that is NOT the usual Zig Ziglar, Brian Tracy stuff? Not that I don't like those guys, they just didn't have social media and tech tools to contend with. You also used to be able to spend huge amounts of coin getting clients plowed, which is now unfortunately "offensive", so I need some new bullets.

Thank you,

10 comments

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VEO

Head of Sales

I'm not in Saas so my list is more focused on traditional complex sales. Not in order of anything.

Let's get real or let's not play.

Gap selling.

Spin selling.

The challenger sale.

The new powerbase of selling.

Mastering the complex sale.

The science of selling.

Conversations that win the complex sale.

Sales Differentiation.

Eat their lunch.

Bonus: the happiness advantage

Many more books out there - please share!

thedoctor

Old School Bravo

Account Executive

Love these recommendations @VEO !

Dman1b

Catalyst

Azure Specialist

Since there are so many, which is your HAVE TO READ recommendation off your list?

VEO

Head of Sales

Hi there,

I saw on your profile you've been relatively new to sales. Great to see that you are eager to learn.

All these books have certain specific ideas that make them valuable.

I guess you want to know which one is most valuable? And that really depends on what training you've received so far, what aspects of the sale you struggle with, and I'd say also subject to what type of selling you're in.

I'll assume you've read 'how to win friends and influence people'? If so, give Gap selling a go. Not that this is the best book, but the way it is written and the author's style will make sure that you will continue to read books after this.

Good luck!

thedoctor

Old School Bravo

Account Executive

Some are repeats of what @Wolf and @VEO said but just additional votes of confidence in those books:
- Pitch Anything - Oren Klaff
- Gap Selling - Keenan (Jim Keenan)
- Never Split the Difference - Chris Voss
- Let's Get Real or Let's Not Play - Mahan Khalsa
- Neuromarketing - Christophe Morin
- Demonstrating to Win! - Robert Riefstahl
- From Impossible to Inevitable - Aaron Ross & Jason Lemkin

Dman1b

Catalyst

Azure Specialist

Since there are so many, which is your HAVE TO READ recommendation off your list?

Wolf

Opinionated

Commercial Account Executive

Some of my favourite sales books would be the following in no particular order:

-The Challenger Sale
-Let's Get Real or Let's Not Play
-Never Split The Difference
-SPIN Selling
-Way of the Wolf

Dman1b

Catalyst

Azure Specialist

Since there are so many, which is your HAVE TO READ recommendation off your list?

Wolf

Opinionated

Commercial Account Executive

A must read would be "The Challenger Sale" for sure!

CuriousFox

WR Officer

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Dman1b

Needing Sales Book Recommendations

10 comments

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