1. Eat Their Lunch: Winning Customers Away From Your Competition
The first-ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing.
2. Getting to Yes: Negotiating Agreement Without Giving In
“Getting to Yes” offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straightforward, universally applicable method for negotiating personal and professional disputes without getting angry or getting taken.
3. The Psychology of Selling
The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.
4. The Transparency Sale
In this groundbreaking book, award-winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.
5. Sales Manager Survival Guide
Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all – often without anyone showing them the ropes.
6. The Sales Development Playbook
This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales.
7. Zig Ziglar’s Secrets of Closing The Sale
Everyone has to “sell” their ideas and themselves to be successful. This new guide by America’s #1 professional in the art of persuasion focuses on the most essential part of the sale—how to make them say “Yes, I will!”
8. Coaching Salespeople into Sales Champions
“Coaching Salespeople Into Sales Champions” is a winning playbook for managers who need to strengthen and invigorate their sales team through executive sales coaching.
9. Never Split The Difference
A former international hostage negotiator for the FBI offers a new field-tested approach to high-stakes negotiations – whether in the boardroom or at home.
10. The Sales Acceleration Formula
“The Sales Acceleration Formula” provides a scalable, predictable approach to growing revenue and building a winning sales team.” It’s about taking a data-driven approach in order to develop a repeatable process to streamline the sales cycle, remove friction, and get leads “across the finish line” more quickly.
11. How to Get a Meeting with Anyone
In “How to Get a Meeting with Anyone”, Heinecke explains how you can use your own creative contact campaigns to get those critical conversations.
12. A Simple Guide to Technical Sales and Field Application Engineering
Thinking about launching a new career or progressing in your existing career as a field application engineer or a technical sales professional? Do you dream of a career visiting and helping engineers in multiple industries, international travel and a great salary earned using your ever-increasing technical knowledge? If so, then this is the book for you.
13. Hacking Sales
“Hacking Sales” creates an actionable, cutting edge sales process that can scale with your sales org and the ever-changing world of technology.
14. Sales Management. Simplified.
Packed with examples and anecdotes, “Sales Management. Simplified.” offers a proven formula for prospecting, developing, and closing deals— in your time, on your terms.
15. Sales EQ
In “Sales EQ”, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest-earning salespeople in every industry and field.
16. Influence: The Psychology of Persuasion
In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.
17. Sales Engagement
“Sales Engagement” is how you engage and interact with your potential buyer to create connection, grab attention and generate enough interest to create a buying opportunity. ‘Sales Engagement’ details the modern way to build the top of the funnel and generate qualified leads for B2B companies.
18. The 10x Rule
“The 10X Rule” says that 1) you should set targets for yourself that are 10X greater than what you believe you can achieve and 2) you should take actions that are 10 times greater than what you believe are necessary to achieve your goals. The biggest mistake most people make in life is not setting goals high enough.
19. 21.5 Unbreakable Laws of Selling
“21.5 Unbreakable Laws of Selling” highlights the laws which determine whether you excel or stumble along in mediocrity. To excel, you certainly don’t have to play by the rules but you do have to follow and implement the laws for aligning your actions, progressing forward and building a solid foundation for your future sales career success.
20. Thinking, Fast and Slow
“Thinking, Fast and Slow” is all about how two systems — intuition and slow thinking — shape our judgment, and how we can effectively tap into both. Using principles of behavioral economics, Kahneman walks us through how to think and avoid mistakes in situations when the stakes are really high.
21. The Selling Revolution
DJ Sebastian warns about the upcoming revolution in selling, then describes the proven strategies and approaches that business-to-business sales professionals can quickly adopt to help them prosper in this new world.
22. Selling with Ease
There are 4 distinct steps to every business transaction employed by all successful salespeople – and it’s the understanding and execution of those 4 steps that separates the elite from the rest of the pack.
23. Difficult Conversations: How To Discuss What Matters Most
From the Harvard Negotiation Project, the organization that brought you “Getting to Yes”, “Difficult Conversations” provides a step-by-step approach to having those tough conversations with less stress and more success.
24. To Sell Is Human
“To Sell Is Human” shows you that selling is part of your life, no matter what you do, and what a successful salesperson looks like in the 21st century, with practical ideas to help you convince others in a more honest, natural and sustainable way.
25. The Ultimate Sales Machine
This book is the legacy Chet Holmes left to help sales staff all over the world, by giving them 12 key strategies to relentlessly focus and execute on, in order to at least double their sales.
26. The No. 1 Best Seller
The No.1 Best Seller is a masterclass in professional selling, as seen through the eyes of a top salesman. Reflecting on an exemplary sales career, predominantly spent selling financial technology to the C-Suite and Investment Banking community, Lee Bartlett shares the mindset and methodology that have allowed him to consistently win the largest mandates in his industry.
27. The Introvert’s Edge
Whether you want to drum up clients, pitch investors, or exceed quotas, Matthew’s advice, examples, and stories unleash the low-key, high-impact sales machine lurking inside.