A good sales executive, manager or leader, is someone who is knowledgeable and experienced. A great sales rep is one who knows the importance of not just being knowledgeable, but also constantly learning new strategies and skills that can help accelerate the sales process. In order to be successful in the sales sector, you have to continually challenge yourself to be faster, better and more skilled. And above all, you have to also be proficient in the fundamentals of sales.
As any other good sales rep, CEO or COO would testify, reading and studying the sales strategies devised by the greats of the industry is the best way to familiarise yourself with new tactics and tips. Take a look at GlobalYogi’s list of 10 must read sales books to read in 2017.
In this book, Jeb Blount provides a comprehensive approach to what works (and doesn't) in prospecting today. With specific examples and cleverly coined tips and tricks, Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Jeb Blount is a speaker, executive advisor, consultant, and world-class trainer who inspires people to take massive action and reach peak performance, fast. He has published more than 100 articles on leadership, sales, account management, and customer service. His popular podcasts reach a worldwide audience and have been downloaded on iTunes more than 8 million times. His newsletter reaches more than 225,000 subscribers.
As a business leader Jeb has more than 25 years of experience with Fortune 500, SMBs and start-ups. Today Jeb serves as CEO of Sales Gravy, Inc. Under Jeb’s leadership Sales Gravy has become a global leader in sales and customer service enablement solutions. Sales Gravy’s flagship website, SalesGravy.com, is the most visited sales specific website on the planet.
Aaron Ross has penned this massive repository of sales tips and techniques based on his personal experience creating and launching the outbound sales process at Salesforce.com. In the book, Ross states that building a “sales machine” that creates ongoing, predictable revenue requires three things: (1) predictable lead generation, (2) a sales development team that connects marketing and sales, and (3) consistent sales systems.
This book details the outbound sales process that helped Salesforce.com gain $100 million in recurring revenue, and almost doubled their enterprise growth in a few short years, with zero cold calls.
This is not another book about how to make cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!
This top sales book to read is less about the art or psychology behind getting larger sales, and more about the rigorous process and logistics of running a successful sales team.
Aaron Ross, of the award-winning, bestselling book Predictable Revenue, has been teaching companies how to double or triple (or more) new sales since he helped Salesforce add an extra $100M+. Now he’s turned his attention to building the software platform that will power the next wave of Cold Calling 2.0 teams.
Marylou Tyler started out as a Systems Engineer for a think tank in Los Angeles developing Operating System software. From development, she moved into product marketing thanks to her affinity for client-to-developer interactions and vice versa.
If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative.
Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to:
Once again, Predictable Prospecting is a book that doesn’t just focus on strategies and tips, it is a book that, written by sales industry veterans, delves deep into the methodology and implementation of the sales processes and tactics.
Marylou Tyler started out as a Systems Engineer for a think tank in Los Angeles developing Operating System software. From development, she moved into product marketing thanks to her affinity for client-to-developer interactions and vice versa.
Jeremey Donovan is the Head of Sales Strategy at Gerson Lehrman Group. Jeremey also serves as an adjunct professor at the NYU School of Professional Studies and writes and speaks about Public Speaking – his book How To Deliver a TED Talk topped the bestseller list both domestically and internationally.
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million--and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.
Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
According to Klaff, to become a sales maverick, one needs to focus on the method they use, rather than how hard they work. As he says, “Better method, more money. Much better method, much more money.” In this book, Klaff introduces the reader to the STRONG method of pitching:
About Oren Klaff
According to Everipedia, Owen Klaff is a sales guru with 12 years of experience as an investment banker with a track record of extensive selling and closing complex sales deals. Oren is the Managing Director at Intersection Capital at Beverly Hills, California and #1 best seller author of the book Pitch Anything which can be read not only to do better in the sales process but also for wining in everyday life.
Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.
While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time.
The book reads almost as a step by step guide to win over prospective customers over the phone – a tactic that will be especially useful for cash-strapped startups that cannot afford to make a large number of personal visits or walk-ins. Sobczak's advice is pragmatic and realistic and provides a good foundation to begin speaking to and experimenting with real customers.
For over 32 years, Art Sobczak, President of Business By Phone Inc., has specialized in one area only: authoring, designing and delivering content-rich training programs and resources that business-to-business salespeople–both inside and outside– begin showing results from the very next time they get on the phone.
His newest book, “Smart Calling™- How to Take the Fear, Failure, and Rejection Out of Cold Calling,” hit Number One in the Sales and Marketing category on amazon.com on its very first day of release, and was named Top Sales Book of 2010 by Top Sales Awards. The Second Edition was released in 2013. And perhaps the most notable testament to the book’s effectiveness, it is on the list of amazon.com’s Top 20 most highly rated sales books of all time.
This book encapsulates author Trish Bertuzzi's three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales. Strategy offers a framework for aligning your sales development model with your specific market and buyer's journey. Specialization presents stories of new thinking. You'll learn about segmenting your prospect universe, specializing roles, and how it all comes together. Recruiting offers a roadmap for hiring with urgency.
Tactics, compensation, and a bullet-proof hiring process are presented in great detail. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.
The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer. This book is perfectly suited for sales executives as well as CEOs, VPs and COOs.
Over the last two decades, as President and Chief Strategist of The Bridge Group, Trish Bertuzzi has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.
Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.
"Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment.
Dealstorming drives sales innovation by combining the knowledge and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with.
The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make Dealstorming work for you.
The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects.
Over the last two decades, as President and Chief Strategist of The Bridge Group, Trish Bertuzzi has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.
Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world.
Global sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work — every day, in real-world selling situations.
This book gives many practical and effective insights into the end-customers mind, making it a gold mine of information for B2C sales executives. An insight into the customer’s mind, as illustrated in the book:
Jeffrey Gitomer is a global authority on sales and customer loyalty, giving public and corporate seminars, running annual sales meetings, and conducting live and virtual training programs on selling, attitude, trust, customer loyalty, and personal development. Jeffrey gives over 100 presentations a year, and writes a weekly column that reaches more than four million readers and a weekly e-zine with over 500,000 subscribers. He was inducted into the National Speaker Association's Speaker Hall of Fame in 2008.
If you want to know, step by step, how to sell and quickly, easily, and smoothly walk anyone from being a sceptical prospect to a happy customer that refers you to friends, family, and colleagues...then you want to read this sales book.
For beginners and novices, this book will serve as a step-by-step sales training course. Each chapter ends with precise exercises that will help the reader master each technique taught and each step of the sales process. For seasoned sales veterans, this book will massively help in meeting sales goals and optimizing results. This book also comes with a Road Map or a Cheat Sheet that succinctly elucidates all the points given within, available online as a printable PDF!
Mike Kaplan authored the best-selling book, ‘Secrets of a Master Closer’ which is based on his proprietary 8-Step sales system used to build 3 multi-million dollar sales companies and also train thousands of salespeople. In 2013, he released an on-line sales training course based on his book to train individual salespeople and full sales teams. His goal is to provide business owners with a proven, cost effective system to train master closers.
The 40 Best Sales Techniques Ever is filled with the high-powered skills, secrets, and tips that top earners use to beat their quota and make more money. These techniques are field-tested and proven to work.
Jewett’s suggestions and techniques are concise, practical, and to-the-point. With advice that has been forged and tested in the real world, the tips are easy to follow and backed by specific examples. While not every one of the tips applies to every industry, inspiration and motivation can be found in each page. This book is equally helpful for the lowest level of door-to-door salesmen as well as leaders and entrepreneurs that run their own team.
Jonathan Jewett is a senior sales executive and leader with 20 years’ experience building high-performance sales teams and delivering $MM revenue results for high-growth companies. Hunter, negotiator and closer with proven expertise selling complex enterprise software to Fortune 500 clients. Key member of senior executive team responsible for aligning sales efforts to drive corporate strategy and revenue goals.
Author of "The 40 Best Sales Techniques Ever: Conquer the Leaderboard, Crash President's Club, and Make More Money," Jonathan shares the secrets that he and other top performers use to succeed in the sales game. Until now, you couldn't buy these types of insights, and every technique is 100% actionable and ready to use immediately to improve sales results.
So this completes GlobalYogi’s list of best sales books to read in 2017. Not all of these books have been published recently – but all of them provide relevant information and knowledge to the sales industry in 2017. Do you think we have missed out on an important book? Write to us and tell us what you think!