Here are 92 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 simple,…
The dragons of Yuro have been hunted to extinction.
On a small, isolated island, in a reclusive forest, lives bandit leader Marani and her brother Jacks. With their outlaw band they rob from the rich to feed themselves, raiding carriages and dodging the occasional vindictive…
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…
At five years old, Kasiel was found with the pointed ends of his ears cut off. Despite that brutal start, he’s lived twelve peaceful years with the man who took him in. Keeping his hair long over his mutilated ears helps him hide the fact that he is Vanrian, a…
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.
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'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…
Resonant Blue and Other Stories
by
Mary Vensel White,
The first collection of award-winning short fiction from the author of Bellflower and Things to See in Arizona, whose writing reflects “how we can endure and overcome our personal histories, better understand our ancestral ones, and accept the unknown future ahead.”
I’ve built my career around the belief that sales is a noble profession and that selling is about uncovering needs, filling needs, and creating value for customers. Things like purpose, ethics and values should be at the center of why someone sells. And those that do will be far more successful. I love these books because they all support these ideas of sales as a career to be proud of, that is necessary and that good salespeople truly put the best interests of their customers first.
This book is a great mix of anecdotal evidence from some of the best salespeople, summarized into clear takeaways about the importance of authenticity, purpose, and relationship building.
Scott’s book articulates well why success in sales is so much more about who you are and what you believe than it is about what you do. He shows how the salespeople who are at the very top of their games have figured out their own "superpower" and that sales leaders have to go beyond managing numbers and instead manage the individuals on their teams.
Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career.
Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he's ready to share 60 inspiring stories…
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…
I’ve built my career around the belief that sales is a noble profession and that selling is about uncovering needs, filling needs, and creating value for customers. Things like purpose, ethics and values should be at the center of why someone sells. And those that do will be far more successful. I love these books because they all support these ideas of sales as a career to be proud of, that is necessary and that good salespeople truly put the best interests of their customers first.
Lisa clearly makes the case that sales is one of the only professions where we allow it to be defined by the people who do it badly. And yet, you will come away from this book understanding that the top salespeople are ones who earnestly want to improve life for their customers.
When purpose-driven sales become part of the culture and bigger than the transaction - and your "true north" is improving life for customers - you’ll actually wind up making more money.
Don't let anyone tell you that you have to choose between making money and making a difference.
Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas.
Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team…
After her mother is killed in a rare Northern Michigan tornado, Sadie Wixom is left with only her father and grandfather to guide her through young adulthood. Miles away in western Saskatchewan, Stefan Montegrand and his Indigenous family are displaced from their land by multinational energy companies. They are taken…
I’ve built my career around the belief that sales is a noble profession and that selling is about uncovering needs, filling needs, and creating value for customers. Things like purpose, ethics and values should be at the center of why someone sells. And those that do will be far more successful. I love these books because they all support these ideas of sales as a career to be proud of, that is necessary and that good salespeople truly put the best interests of their customers first.
Too many salespeople are burning out. Often, it’s not because they lack basic selling skills and product knowledge but because they haven’t developed a success mindset and a sense of purpose, passion, and accountability that drive the habits required to achieve breakthrough levels of sales performance. Mark clearly lays out the daily habits needed to maximize sales productivity and potential.
For salespeople feeling stressed and disappointed that their customers don't want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success.
The world of sales can be tough, so it's easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren't making quotas and then you begin looking at job listings waiting for your next downfall.
Sales expert Mark Hunter can relate as his start to sales was…
