Searching...
Top 10 Must-Read Sales Books for Smart Managers
Discover the top 10 sales books that every smart sales manager should read to boost their team's performance and drive results!
Book Summaries
How Successful Salespeople Take it to the Next Level
Marshall Goldsmith's insights on overcoming behavioral flaws are crucial for sales managers looking to elevate their team's performance. This book provides practical advice on self-awareness and interpersonal skills.
3 Key Takeaways:
- The new sales landscape: Hi-tech/no-touch era demands empathy
- Balance ego and empathy to create readiness to buy
- Identify and stop ineffective habits that hinder customer relationships
Taking Control of the Customer Conversation
Matthew Dixon's research-based approach challenges traditional sales methods, making it essential for sales managers aiming to adapt to modern selling environments. This book provides a framework for teaching and tailoring sales strategies.
3 Key Takeaways:
- The Challenger Sale: A New Paradigm in B2B Sales
- The Five Sales Rep Profiles: Identifying the Most Effective Approach
- Teaching for Differentiation: The Core of Challenger Selling
Increase Your Sales Faster and Easier Than You Ever Thought Possible
Brian Tracy's insights into the psychology behind selling are invaluable for sales managers aiming to motivate their teams. This book provides strategies for understanding customer behavior and closing deals effectively.
3 Key Takeaways:
- Master the Inner Game of Selling
- Set Clear, Ambitious Sales Goals
- Understand Why People Buy
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
In this must-read, Jeb Blount provides a comprehensive guide to prospecting, emphasizing the importance of persistence and a multi-channel approach. Sales managers will find invaluable strategies to keep their pipelines full.
3 Key Takeaways:
- Fanatical prospecting is the foundation of sales success
- Adopt a balanced prospecting methodology across multiple channels
- Time management and blocking are crucial for effective prospecting
Jeffrey J. Fox's concise guide offers practical sales techniques that are perfect for managers looking to instill a customer-focused mindset in their teams. This book emphasizes the importance of value and relationship-building.
3 Key Takeaways:
- Embrace the Rainmaker Mindset: Focus on Customer Value
- Master the Art of Precall Planning and Preparation
- Dollarize Your Value Proposition to Speak the Customer's Language
How to Sell More, Earn More, and Become the Ultimate Sales Machine
Ryan Serhant's engaging style and practical advice make this book a must-read for sales managers looking to inspire their teams. His unique approach to selling emphasizes creativity and resilience.
3 Key Takeaways:
- Embrace the "Balls Up" Mentality: Juggle Multiple Opportunities
- Master the Art of Follow-up to Turn Leads into Sales
- Understand and Navigate the Seven Stages of Grief Selling
Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Mark Roberge, former Chief Revenue Officer of HubSpot, shares his data-driven approach to scaling sales teams effectively. This book is a treasure trove of actionable insights for sales managers looking to leverage technology and modern selling techniques.
3 Key Takeaways:
- Hire for specific traits that predict sales success
- Implement a structured, predictable sales training program
- Coach salespeople using metrics-driven diagnostics
The Essential Handbook for Prospecting and New Business Development
Mike Weinberg's straightforward guide is perfect for sales managers seeking to enhance their prospecting skills. With practical advice and real-world examples, this book simplifies the sales process and empowers teams to achieve better results.
3 Key Takeaways:
- Sales is Simple: Focus on Connecting Solutions to Customer Needs
- Overcome Common Sales Failures with Strategic Targeting and Effective Storytelling
- Craft a Compelling Sales Story that Resonates with Customers
What Every Successful Sales Professional Needs to Know
Zig Ziglar's classic offers timeless principles that every sales manager should instill in their teams. This book covers essential sales skills and emphasizes the importance of customer satisfaction.
3 Key Takeaways:
- Embrace the Sales Profession with Heart and Commitment
- Master the Art of Prospecting to Fuel Your Sales Pipeline
- Overcome Call Reluctance through Preparation and Mindset
How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
Jeb Blount emphasizes the critical role of emotional intelligence in sales success. This book is essential for sales managers aiming to develop their team's interpersonal skills and improve client relationships.
3 Key Takeaways:
- Emotional Intelligence Trumps IQ in Sales Success
- Align Sales, Buying, and Decision Processes for Maximum Impact
- Master the Five Questions That Matter Most to Stakeholders
