Stop Selling and Start Leading: How to Make Extraordinary Sales Happen
By James M. Kouzes, Barry Z. Posner, Deb Calvert
What do buyers want? That is the question every seller and leader asks, but seems to be unable to get a clear answer to. The collective research and experience of the authors gives sellers actionable insight into what buyers want and need from their interactions with sellers. Learn how to collaborate with your buyers to help them make the best decisions to solve their problems.
What should expect from a first hire? How should you scale your sales teams? This book lays out the formula for scaling from your first hire to your 100th sales hire to grow revenue.
Building an inside sales team takes more than just finding the right hires, it's also about how you onboard, train, and coach them as well to build repeatable pipeline processes. This book takes the guesswork out of how all the pieces fit together and where you need to start.
Things change fast, and keeping up is tough- especially if you are in a new role or industry. This book provides an invaluable framework for how to chunk information down and focus on the most important aspects to help you learn rapidly in a new sales role or industry.
For too long, sales has been the best guesses from the limited experiences of a few. With thousands of studies to back it up, this book breaks the mold of "This is how I did it" to "This is what the science says".
Waiting for Your Cat to Bark?
By Brian & Jeffrey Eisenberg
Ideal Customer/Client Persona is typically a marketing term, but in order for you to understand the changes in your buyer's behavior, then you need to understand the modes your buyer uses to help them make decisions. This book takes a different look at ICP's from profiles and personality to modes of behavior.
The Code of Trust
By Robin Dreeke
If there is one thing we can agree on, is that trust is paramount in any relationship- and if we are going to change the negative perception that buyers have of sellers then we need to better understand how to not only be trustworthy, but communicate trustworthiness. This book not only expertly explains the concepts, but is organized so it can be a field manual for both the individual seller and sales leader.
By Angela Duckworth
Resilience is something we must have in order to succeed in sales, and it can learned and developed. Grit explains the science behind resiliency and gives actionable practices you can start to work in your daily routines. The more you can learn how to practice deliberately , the more predictable your outcomes will become. But first, focus on the process and work to be done.
By Carol Dweck
Always be learning is a concept to cling to when outcomes aren't what you hoped for. That takes a mindset that is open to not just learning from mistakes, but expecting that mistakes will happen. The research and advice in this book will help you to challenge your bias' and assumptions about your own abilities, so that you can begin to improve incrementally.