"Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies" by Robert B. Miller and Stephen E. Heiman is a seminal work that introduces a systematic and strategic approach to sales, emphasising thorough research, planning, and a customer-focused methodology. Originally published in the 1980s, the book has become a classic in the field of sales and is widely regarded as a foundational resource for sales professionals seeking to enhance their strategic selling capabilities.
"The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell" by Keith M. Eades is a transformative guide that updates and expands upon the principles of solution selling to address the changing landscape of B2B sales. Building on the classic "Solution Selling" methodology, Eades introduces a revised sales process that aligns with the contemporary challenges faced by sales professionals.
"Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price" by Tom Reilly is a comprehensive guide that revolutionises traditional sales techniques by shifting the focus from price to value. Reilly argues that in today's competitive market, selling solely based on price is a losing proposition, and instead, sales professionals should concentrate on communicating and delivering unique value propositions to their customers. Through a combination of theory, practical examples, and actionable strategies, Reilly equips readers with the tools they need to become value-added sellers.
"To Sell Is Human: The Surprising Truth About Moving Others" by Daniel H. Pink is a book that challenges the notion that sales is the domain of a select group of individuals with a specific set of skills. In fact, Pink argues that we are all in sales, as we spend a significant amount of our time trying to move others to our way of thinking, whether we are convincing our boss to give us a raise or persuading our children to clean their room.
"Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling" by Jeb Blount is a comprehensive and actionable guide that addresses the critical aspect of prospecting in the sales process. Blount, a renowned sales expert, shares insights and strategies to help sales professionals fill their pipelines with high-quality leads and consistently open valuable sales conversations.
"Getting to Yes: Negotiating Agreement Without Giving In" by Roger Fisher, William Ury, and Bruce Patton is a seminal work in the field of negotiation that presents a principled approach to negotiation, emphasising collaboration and mutual benefit. Through this book, the authors offer a comprehensive framework for negotiating agreements that meet the interests of all parties involved, without resorting to adversarial tactics or compromising principles.