Best Books - Summer Reading for Sales Executives

Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare  Cover
Game the Plan: Every Sales Rep's Dream; Every CFO's Nightmare
by CHRISTOPHER W. CABRERA

Game the Plan's revolutionary, three-pronged approach takes the guesswork out of creating the right incentive plan for your workforce by reviewing a combination of academic, experiential, and empirical data. The self-assessment exercises will help you diagnose and fine-tune your incentive strategy's effectiveness. This is your key to driving your employees to the right behavior by crafting a dialed-in incentive plan that motivates them to be more productive and loyal.

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Unlimited Sales Success: 12 Simple Steps for Selling More Than You Ever Thought Possible Cover
Unlimited Sales Success: 12 Simple Steps for Selling More Than You Ever Thought Possible
by BRIAN TRACY AND MICHAEL TRACY

Based on more than 40 years of selling experience, Unlimited Sales Success highlights practical, time-tested principles, including
  • the psychology of selling,
  • personal sales planning and time management,
  • consultative and relationship selling,
  • accurate identification of customer needs,
  • influencing customer behavior, and more.


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Velocity Selling: How to Attract, Engage & Empower Buyers to BUY Cover
Velocity Selling: How to Attract, Engage & Empower Buyers to BUY
by BOB URICHUCK

Stop selling! Start attracting, engaging, and empowering buyers to buy! Velocity Selling reveals a complete, buyer-focused selling system that will put you back in control and shorten sales cycles, increase margins, increase revenue, and increase your bottom line. Readers are taken through the system following an ABCD format:
  • Attitude - belief in yourself, your organization, and the buyer.
  • Behavior - effective habits toward yourself, your organization, and the buyer.
  • Competencies - a systematic approach to engage, qualify, and empower buyers to buy.
  • Disciplines - daily disciplines to be maintained for continuous success.
Sales Velocity. Your Bottom Line. Our Passion.

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Engage Me: Strategies from the Sales Effectiveness Source Cover
Engage Me: Strategies from the Sales Effectiveness Source
by KEVIN HIGGINS

Based on attitude, skills, and sales-management disciplines, the three parts of this book delve into the following:
  • Attitude - Part I of the book demonstrates that a strong sales culture is a mesh of elements and attitudes.
  • Skills - Part II examines how you're using the skills to deliver strong results and an engaged sales team.
  • Sales-management disciplines - Part III helps you ensure that you have a structure for each management discipline that helps engage your team.


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The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results Cover
The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results
by MARK DONNOLO

Read this book to learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. Packed with real-life examples and powerful principles, The Innovative Sale reveals tips for achieving the following:
  • defining the sales challenge,
  • questioning assumptions and finding ways to reframe the problem,
  • mining unrelated situations for fresh solutions,
  • getting comfortable with feeling lost as you explore new directions,
  • breaking some rules and learning to "grow with the flow."


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Conquering the Seven Summits of Sales: From Everest to Every Business, Achieving Peak Performance Cover
Conquering the Seven Summits of Sales: From Everest to Every Business, Achieving Peak Performance
by SUSAN ERSHLER AND JOHN WAECHTER

Having summited the tallest mountains on each of the seven continents, Ershler and Waechter draw on their experiences while inspiring sales professionals. They encouraging overcoming perceived limitations and reaching new heights of success, and they share how any sales professional can achieve peak performance. Ershler and Waechter show how to clearly define goals, "choose the right Sherpa" (or build the right team), commit to a vision, "travel light" (i.e., manage your time), and "measure the mountain" (track your progress), proving that anyone can experience the tremendous sense of closure and satisfaction that comes with overcoming perceived limitations and achieving something real and meaningful.

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SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed Cover
SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed
by ELAY COHEN

At salesforce.com, Cohen created and executed the sales productivity programs that accelerated the company's growth to a $3 billion-plus enterprise. In this accessible guide, he shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. Read SalesHood to find out how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.

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The Collaborative Sale: Solution Selling in a Buyer-Driven World Cover
The Collaborative Sale: Solution Selling in a Buyer-Driven World
by KEITH EADES AND TIM SULLIVAN

Providing a road map for adapting to the new marketplace through sales collaboration, this book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and establishing and implementing a dynamic sales process. It describes the essential competencies for collaborative selling and provides indispensable supplemental tools for implementation. The topics tackled in The Collaborative Sale include selling in times of economic uncertainty, broad information access, and new buyer behavior.

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Duct Tape Selling: Think Like a Marketer - Sell Like a Superstar  Cover
Duct Tape Selling: Think Like a Marketer - Sell Like a Superstar
by JOHN JANTSCH

The traditional business model dictates that marketers own the message while sellers own the relationships. But now, it's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise. This book shows how to tackle a changing sales environment, whether you're an individual or leading a sales team, while showing salespeople how to think like marketers.

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Winners Dream: A Journey from Corner Store to Corner Office Cover
Winners Dream: A Journey from Corner Store to Corner Office
by BILL MCDERMOTT

Growing up in working-class Long Island, 16-year-old McDermott bought a small deli, which he ran by instinctively applying ideas that would be the seeds for his future success. Later at Xerox, he ranked number one in every sales position he held and eventually became the company's youngest-ever corporate officer. In 2002, he was tapped to be president of SAP's flailing American business unit, where he injected enthusiasm and accountability into the demoralized culture. In 2010, McDermott was named co-CEO of SAP, and in May 2014, he became SAP's sole and first non-European CEO. At the heart of this story is a blueprint for success and the knowledge that the real dream is the journey, not a preconceived destination.

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Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud Cover
Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud
by LISA EARLE MCLEOD

Sales-leadership expert McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. In this book, she shows executives, managers, and aspiring sales leaders how to find their NSP and create a sales force of True Believers, who drive revenue and do work that makes them proud. In an era when most organizations believe that money is the only way to motivate salespeople, Selling with Noble Purpose offers a sustainable and exciting alternative.

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How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits  Cover
How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits
by JUDY ROBINETT

With high-value connections, you'll tap into a dynamic power grid of influence guaranteed to accelerate your personal and professional success. Robinett has based her methods on solid research proving that social groups begin to break up when they become larger than 150 people, and 50 members is the optimal size for group communication. She has developed what she calls the "5+50+100" method: contact your top 5 connections daily, your key 50 weekly, and your vital 100 monthly - this is your power grid, and it will work wonders for your career.

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