"Selling to Big Companies" by Jill Konrath is a practical and insightful guide that equips sales professionals with the strategies and tactics needed to navigate the complex landscape of selling to large corporations. Published in 2005, the book draws on Konrath's extensive experience in sales and provides actionable advice for individuals looking to break into, or expand their success within, the corporate sales arena.
"The Art of Closing the Sale" by Brian Tracy is a classic guide to the art of selling. The book offers a comprehensive framework for the sales process, from prospecting and qualifying leads to closing the sale and following up with customers.
"The Challenger Sale" by Brent Adamson and Matthew Dixon is a ground-breaking book that challenges traditional sales methods and offers a new approach to selling based on research of high-performing salespeople.
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman is a seminal work that expands upon the Challenger Sales methodology introduced in their previous book, "The Challenger Sale." This book delves into the complex dynamics of B2B buying groups and provides insights on how organisations can navigate and influence these intricate decision-making processes.
"The Little Red Book of Selling" by Jeffrey Gitomer is a compact yet powerful guide that provides essential principles and strategies for achieving success in sales. Gitomer, a sales expert and motivational speaker, distils his extensive experience into a concise and engaging handbook designed to help sales professionals enhance their skills and achieve greater results.
"Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales" by Mike Brooks is a comprehensive guide designed to equip sales professionals with effective scripts and strategies for successful telephone conversations. Brooks, a renowned sales trainer and expert, provides a valuable resource filled with word-for-word scripts and practical advice to help individuals master the art of phone-based selling.