"Insight Selling: Surprising Research on What Sales Winners Do Differently" by Mike Schultz and John E. Doerr is a definitive guide that delves into the strategies and practices that set successful sales professionals apart. Published in 2014, the book is based on extensive research conducted by RAIN Group, a sales training and performance improvement company founded by Schultz and Doerr. Through their findings, the authors explore the concept of insight selling and provide actionable insights to help salespeople elevate their approach and achieve greater success in a competitive sales landscape.
"The Lost Art of Closing: Winning the Ten Commitments That Drive Sales" by Anthony Iannarino is a compelling guide that redefines the traditional approach to sales closing techniques. Iannarino, a seasoned sales professional and consultant, outlines a strategic framework centred around obtaining ten specific commitments from prospects. The book is a roadmap for sales professionals to navigate the modern sales landscape by focusing on relationship-building, trust, and the art of effective persuasion.
"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.
"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg is a comprehensive guide that provides practical insights and strategies for sales professionals to excel in prospecting and new business development. Published in 2012, Weinberg, a sales consultant and coach, draws on his extensive experience to deliver a straightforward and actionable handbook for individuals looking to achieve success in sales.
"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.
"Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling" by Art Sobczak is a definitive guide that transforms traditional cold calling into a strategic and effective process. Published in 2010, Sobczak draws on his extensive experience in sales to provide a comprehensive framework for sales professionals to master the art of making "smart" calls and achieve success in their prospecting efforts.