Here are 100 books that Hacking Sales fans have personally recommended if you like
Hacking Sales.
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I have had the unique experience of having been a successful CEO of a global publicly traded semiconductor company, a founder and CEO of an innovative and valuable startup, and now as a teacher and scholar of entrepreneurship and innovation. I’m a Professor of the Practice at Princeton University where I teach and write about being a successful entrepreneur. My three books on the subject are: Startup Leadership: How Savvy Entrepreneurs Turn Their Ideas Into Successful Enterprises; Building on Bedrock: What Sam Walton, Walt Disney, and Other Great Self-Made Entrepreneurs Can Teach Us About Building Valuable Companies;and THE ENTREPRENEURS: The Relentless Quest for Value.
Most memoirs written by entrepreneurs are highly filtered stories about why they are so great. Sam Walton’s memoir is the most realistic, honest, and useful description of what it takes to succeed as an entrepreneur, a family man, and somebody who cares about their employees and community. You cannot go wrong using Sam Walton as your role model.
Meet a genuine American folk hero cut from the homespun cloth of America's heartland: Sam Walton, who parlayed a single dime store in a hardscrabble cotton town into Wal-Mart, the largest retailer in the world. The undisputed merchant king of the late twentieth century, Sam never lost the common touch. Here, finally, inimitable words. Genuinely modest, but always sure if his ambitions and achievements. Sam shares his thinking in a candid, straight-from-the-shoulder style.
In a story rich with anecdotes and the "rules of the road" of both Main Street and Wall Street, Sam Walton chronicles the inspiration, heart, and optimism…
It is April 1st, 2038. Day 60 of China's blockade of the rebel island of Taiwan.
The US government has agreed to provide Taiwan with a weapons system so advanced that it can disrupt the balance of power in the region. But what pilot would be crazy enough to run…
I studied economics and environmental policy but landed in entrepreneurship. I wrote The Parallel Entrepreneur after I sold my first company and continued to work on Rbucks, my blog, after I joined the next company. Outside of work I volunteer frequently in my community. I’m an Associate Professor in the Business Department at Diablo Valley College, where I teach marketing and sit on the advisory boards for both the Business and Computer Science departments. I also lead the Diablo Valley Tech Initiative (DVTI), an economic development organization incubated at DVC. Related to DVTI, I run Lamorinda Entrepreneurs, a community group that promotes and supports local entrepreneurship. I have a Master’s in Public Policy from theHarvard Kennedy School and a MBA from the MIT Sloan School of Management.
This book came by recommendation from Jonathan Siegel, the brains and brawn behind Xenon Partners, a private equity firm that I joined in 2018. This book summarizes several profit models presented by a fictional mentor coaching a business executive. It’s clever, poignant, and was helpful to me in thinking about other profitable business models. For example, in my side-hustle life, I use the Profit-Multiplier Model: running multiple small SaaS businesses in parallel using the same tech stack (make money off the same good or skill in different markets).
Presented in 23 compact lessons, THE ART OF PROFITABILITY features an ongoing tutorial between two fictitious individuals: the old and wise teacher, David Shao, the business master, and his pupil, Steve Gardner, a young and ambitious manager. Along the way, Zhao goes through a number of business models and pushes his student to examine how a variety of businesses go about making money. Through Zhao's teachings, Steve begins to see how profits can be improved simply by taking a step back and gaining a new perspective.
I studied economics and environmental policy but landed in entrepreneurship. I wrote The Parallel Entrepreneur after I sold my first company and continued to work on Rbucks, my blog, after I joined the next company. Outside of work I volunteer frequently in my community. I’m an Associate Professor in the Business Department at Diablo Valley College, where I teach marketing and sit on the advisory boards for both the Business and Computer Science departments. I also lead the Diablo Valley Tech Initiative (DVTI), an economic development organization incubated at DVC. Related to DVTI, I run Lamorinda Entrepreneurs, a community group that promotes and supports local entrepreneurship. I have a Master’s in Public Policy from theHarvard Kennedy School and a MBA from the MIT Sloan School of Management.
A great book about leadership and business. I pick it because it’s on the reading list suggested inThe Art of Profitability. I learned that focus is important. Bill Russell was one of the greatest basketball players of all time because he worked harder and played smarter than everyone else. However, he also recognized that he doesn’t play every position. He needs to have a great team, one that adapts to the competition. He needs them all to play at his level and he was able to do that, winning the NBA Finals a record-breaking 11 seasons. One way to build a successful side hustle (or portfolio of side hustles) is to recruit a great team to help you.
Bill Russell epitomizes innovation, teamwork, and leadership. Now the winner of 11 championships as a player and coach of the Boston Celtics and five-time NBA Most Valuable Player reveals the 11 essential steps to attaining success in your professional and personal life.
In this invaluable book, Bill Russell shares the insights, memories, and most important, the essential “rules of success” that influenced him in every aspect of his life, from raising a daughter as a single father to becoming a successful coach and mentor to others. Filled with personal and professional stories of his days playing with Celtic greats Bob…
Mia Lark is running out of options. There is only one way to change the score: the fantasy planet Revivium.
Armed with the powerful magic in the helm and the friendly AI, Hex that goes with it, Mia throws caution out the window. It’s time to find the main guildhall…
I'm a Greek mom and entrepreneur at heart. Growing up, we cherished spirited conversations, ideas, and researching topics we loved. The whole goal was to really push each other to higher states of intellectual rigor that would improve the quality of life. Ideas and communication rival great food and Greek dancing fun. I share my passion for Philotimo (Greek imperative of love of honor and working for the greater good) through my books, brands, and marketing agency. I'm a fierce advocate for women and small businesses and have been featured in USA Today, Small Business Journal, Amazon Entrepreneurs, and enjoy being a weekly guest on national radio shows.
Skip the Line literally changed my perception of human potential. His deep dive into the path to achieving any goal exposes his secrets of success and failure. He has been a multi-millionaire and broke. James leaves nothing to chance or imagination in giving his step-by-step ideas and examples of how he broke through the commonly accepted limitations on steps to bold change. His style is self-effacing and so real that the story drags you in and you absolutely can not put it down.
The 10,000-hour rule isn't the only way to achieve mastery. Entrepreneur, angel investor and bestselling author James Altucher reveals a new mindset and proven toolkit that will empower anybody to quickly acquire the skills they need to succeed and achieve their dreams.
We live in a hierarchical world where experience has traditionally been the key to promotion. But that period is over! Straight, clear-cut career trajectories no longer exist. Industries disappear, job descriptions change, and people's interests and passions evolve. The key to riding this wave is to constantly be curious about what's next, to be comfortable with uncertainty so…
After I successfully systemised myself out of my digital agency and brought in a CEO to run it, I became a systems devotee… I founded systemHUB and launched a movement called SYSTEMology to help business owners worldwide achieve freedom from daily operations and scale their business—like I did. My mission now involves supporting certified SYSTEMologists who assist business owners with SYSTEMology implementation, conducting workshops, delivering keynote addresses, hosting the Business Processes Simplified podcast, and nurturing the growing community of SYSTEMologists.
I highly recommend The Ultimate Sales Machine for business owners or entrepreneurs looking to simplify their business processes and get their sales game on point.
This book offers practical and universally applicable advice on organisational alignment, time management, and standardisation to increase efficiency and improve sales. What stuck with me was the importance of focusing on the fundamentals that drive thriving sales rather than trying to do too many things at once.
Chet Holmes' material is out-of-the-park great, offering sound and simple business advice to grow your business stronger than ever. Reading this book changed the way I approach sales and marketing, and I reckon anyone who’s keen on business greatness should give it a read.
The bestselling business playbook for turbocharging any organization, updated for modern audiences with new and never-before-seen material
Every single day 3,076 businesses shut their doors. But what if you could create the finest, most profitable and best-run version of your business without wasting precious dollars on a thousand different strategies? When The Ultimate Sales Machine first published in 2007, legendary sales expert Chet Holmes gave us the key to do just that. All you need is to focus on twelve key areas of improvement—and practice them over and over with pigheaded discipline.
I have never picked a peck of pickles, but I have been a crossing guard, pet-sitter, and professional gift-wrapper. I’ve worked in department stores, banks, libraries, colleges, and even a middle school cafeteria. Every job has taught me about the value of hard work, allowed me to pursue a passion, and inspired me to connect with all kinds of people. My current job - picture book author - is my favorite! I write to empower and inspire readers with new ideas and encourage them, like my characters, to succeed by maintaining a positive attitude and a growth mindset!
Birdie really wants a special soccer ball, the XR1000 Super Extreme. She starts selling dirt at 25 cents per bag, and soon has plenty of customers. While she does earn enough to buy the ball, she inadvertently creates a big problem. She has no yard left for playing soccer! What can she sell next in order to buy new soil for her lawn? This determined, creative soccer star’s story will inspire readers to persevere and amend for any oversights in their entrepreneurial ventures.
A young entrepreneur sets out to earn some money and discovers the value of a dollar (and of dirt)! Perfect for fans of Lemonade in Winter, The Most Magnificent Thing, and Rosie Revere, Engineer.
Birdie doesn't know much about money. All she knows is that she wants a new soccer ball that costs $24.95. The fastest way to that $24.95 is going into sales, but what to sell?
All her belongings? Not much of a market for those.
Birdie needs something that she has in abundance and that everyone needs. So when she sees everyone in her neighborhood working on…
Winner of the 2024 New Mexico - Arizona Book Award.
In this deeply researched novel of America's most celebrated outlaw, Mark Warren sheds light on the human side of Billy the Kid and reveals the intimate stories of the lesser-known players in his legendary life of crime. Warren's fictional composer…
I am a goal-setting expert with a specialty in Event Outcome Optimization. Through speaking, workshops, and consulting, I help individuals and teams get the most value from the events they attend. Conferences are essential for professional development, whether in-person or virtual. And they can be more than just fun. When you set goals and approach them properly, conferences can be a bounty of new connections, education, and information!
Meeting new people at an event is one thing. Being able to follow up and follow through consistently gives you a huge edge for turning prospects into clients. Yet, most people, including entrepreneurs, consultants, and employees, struggle with this.
InFollow Up Sales Strategies, author Wanda Allen simplifies the process. She shares how to develop a proper mindset and effective habits, as well as her proven follow-up systems, designed to increase sales pipelines, improve performance, and strengthen relationships.
Get organized, so you can get the most out of the relationships you develop through conferences.
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.
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!
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
In New Sales. Simplified., you will learn how to:
Identify a strategic list of genuine prospects Draft a compelling, customer focused "sales story" Perfect the proactive telephone…
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…
Ramon Ramirez’s Dog is a collection of essays written over the years about the adventures and misadventures, mostly outside but occasionally inside the diplomatic career of a U.S. ambassador. Common threads weaving the stories together are a desire for a life well-lived, balancing career with family and friends, keeping physically…
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.
