Here are 88 books that How To Be A GREAT Salesperson...By Monday Morning! fans have personally recommended if you like
How To Be A GREAT Salesperson...By Monday Morning!.
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I moved into the profession of selling almost by accident. I certainly wasn’t planning on a career in sales, but after leaving university I was offered a job taking incoming calls from customers. I loved dealing with customers, and it became a natural progression to follow my passion and pursue a career as a sales professional. I have always been fascinated by psychology and am an avid reader and lover of learning, so I became a committed reader of anything related to the profession of selling. In time, I became a professional speaker, consultant, and trainer on the topic and have written several books on the subject.
The research team behind this book tracked 10,000 salespeople, identified what made some more successful than others, and distilled it into a robust methodology.
This book changed the way I sold. It introduced me to what became known as consultative selling. Prior to reading it, I have been taught the more traditional sales approach. The SPIN process was easy to understand and follow, and I saw my sales performance transform because of it.
Its key lessons have remained with me throughout my 35-year sales career. I love it because it takes the focus away from the salesperson and puts it where it should be–on the customer.
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…
Magical realism meets the magic of Christmas in this mix of Jewish, New Testament, and Santa stories–all reenacted in an urban psychiatric hospital!
On locked ward 5C4, Josh, a patient with many similarities to Jesus, is hospitalized concurrently with Nick, a patient with many similarities to Santa. The two argue…
I moved into the profession of selling almost by accident. I certainly wasn’t planning on a career in sales, but after leaving university I was offered a job taking incoming calls from customers. I loved dealing with customers, and it became a natural progression to follow my passion and pursue a career as a sales professional. I have always been fascinated by psychology and am an avid reader and lover of learning, so I became a committed reader of anything related to the profession of selling. In time, I became a professional speaker, consultant, and trainer on the topic and have written several books on the subject.
How important are customer relationships to sales success? This book really (no pun intended) challenged my thinking. It argues that the classic relationship-building approach that so many salespeople employ to win favor with their customers is flawed.
The research behind this book identified five distinct profiles that all salespeople fall into. What fascinated me was that only one of them, the Challenger, consistently delivered high performance. I have always been a strong advocate of finding out what the very best performers did and replicating it, so I devoured the research in this book.
It changed the way that I presented information to my customers so that I focused on providing valuable insights that challenged my customer's way of thinking so that maximum value could be provided to them.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, "The Challenger Sale" argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every…
I moved into the profession of selling almost by accident. I certainly wasn’t planning on a career in sales, but after leaving university I was offered a job taking incoming calls from customers. I loved dealing with customers, and it became a natural progression to follow my passion and pursue a career as a sales professional. I have always been fascinated by psychology and am an avid reader and lover of learning, so I became a committed reader of anything related to the profession of selling. In time, I became a professional speaker, consultant, and trainer on the topic and have written several books on the subject.
This book rejected the manipulative tactics that were sadly all too common among some sales teams. It emphasizes the importance of following a considered sales process. During my sales career, I discovered that when you follow a robust sales process, your success is multiplied.
I was inspired by this book as a refreshing alternative to the traditional, somewhat combative approach that typified traditional sales training with its focus on “overcoming customer objections” and “going for the close.” Instead, it championed the idea of selling as a joint venture or partnership that you engage in with your customer.
This focus on creating a win-win outcome has helped me to develop many long-standing customer relationships–some that have lasted decades.
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…
Katie's Gamble is an unexpected, unique story about a young woman who's trying to support her younger siblings by keeping her family's confectionery shop open.
In order to do that, she has to take on her older brother, who's a notorious gambler in Louisiana. Additionally, she has to outsmart Rowdy…
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.
This book is the ultimate playbook from hundreds of sales experts, sharing their top secrets to increasing sales no matter what you sell or who you sell to.
I recommend this book because it offers a way to learn from the success of others. Brandon does a great job harnessing the experience of so many successful sellers. I like how we, as readers, can learn from other sellers and then try it out for ourselves. It is a fun and exciting read.
“Sales Secrets” unlocks all the secrets to sell anything to anyone from interviews with the world’s top sales experts.
This book is the ultimate playbook from hundreds of sales experts on their top secrets to increasing your sales no matter what you sell or who you sell to.
For the last two years, Brandon Bornancin has interviewed hundreds of world-class sales performers for his #1 podcast “Sales Secrets.” The guests range from infamous celebrities like Gary Vaynerchuk, Jordan Belfort, and Ryan Serhant to legendary sales performers like Heather Monahan, Trish Bertuzzi, Anthony Iannarino, Jeffrey Gitomer, Jarrod Glandt, and others.
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…
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…
Papyrologist Lisa Emmer's world flips when the Sûreté detains her at her Metro station with news of the savage murder of the esteemed Paris historian Dr. Raimond Foix, her friend and mentor in the study of ancient documents.
Horrified, Lisa finds clues at the crime scene left behind for her…
I am a book publicist and President of Westwind Book Marketing, a public relations and marketing firm that has a special knack for working with authors to help them get all the publicity they deserve and more. I work with bestselling authors and self-published authors promoting all types of books, whether it's their first book or their 15th book. I’ve handled publicity for books by CEOs, CIA Officers, Navy SEALS, Homemakers, Fitness Gurus, Doctors, Lawyers, and Adventurers. My clients have been featured by Good Morning America, FOX & Friends, CNN, ABC News, New York Times, Nightline, TIME, PBS, LA Times, USA Today, Washington Post, Woman's World, and Howard Stern.
Sales of Rick Warren’s
The Purpose Driven Life and Mel Gibson’s The Passion of the Christ were driven in part by techniques outlined in PyroMarketing by Greg Stielstra. The essence of the book is to get small groups of people to buy and read your book and tell their friends. You start this by going to the people most likely to want to read your book and expand from there.
This book covers the essential elements of how to motivate people to buy a book and start word-of-mouth marketing. I’ve listened to the audiobook several times as it's just as packed with solid information authors can use.
The era of mass marketing is ending-replaced by the power of customer evangelists unleashed through a systematic approach to word-of-mouth called PyroMarketing. Learn how the system that sparked a revolution in the Christian marketplace can fuel the success of your business. Word-of-mouth is the biggest influence on consumer purchases and its influence is growing. How do you tap its power? The key is not some new technology or advertising fad. The best way to understand the marketing process, the way messages are sent, received, acted upon, and spread, is to think of fire. PyroMarketing simplifies word-of-mouth to a four-step system…
I used to hate lifestyle businesses, looking down my nose at them, saying (as many others do!) that they weren’t realbusinesses. After a “lightbulb moment,” I now proudly describe myself as an ambitious lifestyle business owner – someone who designs their business around their lifestyle, rather than the other way around. Work to live, not live to work! As well as Big Ideas... for Small Businesses, a bestselling book about how to build a lifestyle business, I also host the Ambitious Lifestyle Business podcast, where I interview other lifestyle business owners, discovering how what an ambitious, lifestyle business looks like for them.
James Schramko feels like an Australian version of me: he's started, built and sold multiple successful businesses over a couple of decades. He's been there, done that, and sold the T-shirt – but prefers to spend his days surfing rather than working.
This book shows you how he achieves that work/life balance – by working less and making more.
Work Less, Make More is a dense delivery of solid systems and sane advice. It's not 80/20, it's 80/20 squared. Every few pages, James punches you in the face with an instantly actionable hack. ~ Perry Marshall, Author of 80/20 Sales & Marketing, Ultimate Guide to Google AdWords, and Evolution 2.0
James gives massive value in a fun and easy-to-read book. Real, actionable ways to cut your hours while increasing your income. Want to know how to do it in your own business? Get this and find out! ~ Jonathan Mizel
In Work Less, Make More, James proves that keeping…
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…
A poisonous maiden, a Daoist sex cult, and a violent insurgency.
The polyandrous Yan family in China's rural Shaanxi Province takes in two carpenter brothers. When one brother is convicted of murder after killing their neighbor in a dispute, a constable threatens to expose the family's rumored polyandry and extorts…
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.
