Here at LeadFuze, one of our core values is “Thirst for Knowledge.”

This means we give all employees a Kindle and a book stipend. They don’t have to read sales books, but we strong encourage it.

The sales industry has seen some epic transformations in the last few years due to the explosion of technological advancements.

We’re trying to keep up with all of the changes but it often feels like we are three steps behind. Thankfully, there are authors out there desperately trying to make sense of the countless opportunities at our disposal and distill these into understandable sections.

The following sales books have made our must read list.

Lead Generation Books

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

Authors:

Marylou Tyler, is Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. She’s also the co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com.

Jeremey Donovan is Head of Sales Strategy at Gerson Lehrman Group (GLG), the world’s largest membership network for one-on-one professional learning. Jeremey is the author of five books including the international public speaking best seller “How to Deliver a TED Talk.”

Connect with the Authors:

Twitter:

@maryloutyler

@JeremeyDonovan

Linkedin:

https://www.linkedin.com/in/jeremeydonovan/

https://www.linkedin.com/in/maryloutyler/

Dust Jacket:

If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline ― whether you’re a sales or marketing executive, team leader, or sales

Everyman says:

“I have absolutely no reservations giving this book five stars. It is GREAT. All pages in this book are worth reading both once and twice. For most companies and individuals engaged with business development, marketing, sales development, sales, account management and other revenue generation activities this book could well be their bible when it comes to ensuring predictable lead generation.” ~Hans Peter Bech

“Having known and worked with Marylou over 20 years, Predictable Prospecting is the perfect evolution of the art and science we’ve been practicing over the years. Whether it was in the early days of “direct response,” then the “innovation” of email and 2.0 and 3.0 software tools, the principles remain the same. Target your audience, profile their buying needs, test and tune your message through a multi-step process. Using a test and control approach, count everything! Refine and repeat. This book clearly outlines the framework for success using all the tools available. Whether your volumes are large or smaller use the same approach, just tweak the timing. In 6 months we tripled our pipeline.” ~Manuela Hensman

Title:

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Author:

Mark Hunter

With an extensive background in sales and marketing for Fortune 100 companies, Mark Hunter “The Sales Hunter” left his corporate role in 1998 to show companies and salespeople how to maximize profits by prospecting more effectively. Mark is known for his high-energy fast paced presentations full of proven strategies to build the business.

Connect with the Author:

Twitter:

@TheSalesHunter

Linkedin:

https://www.linkedin.com/in/markhunter/

Dust Jacket:

Now, in his new book, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.

The Internet won’t fill your sales funnel–and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs–in your hands. Follow its formula and start bringing in valuable new business.

Everyman says:

“Your sales pipeline is about to get fatter and your sales are going to go up.” ~Mike Weinberg

“The best book on prospecting I ever read.” ~ Daniel B. Beaulieyon

“Whether you’re a rookie salesperson…or a grizzled veteran looking to stay sharp, I highly recommend High-Profit Prospecting. I’m a connoisseur of sales books, and this one ranks among the best.” ~ Omaha World-Herald

Title:

Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com 

Authors:

Marylou Tyler and Aaron Ross

Aaron Ross cofounded PredictableRevenue.com, a software & consulting company that accelerates outbound sales, based on the Cold Calling 2.0 outbound process that added $100M+ in extra revenue at Salesforce.com.

Marylou Tyler, is Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. She’s also the co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com.

Connect with the Authors:

Twitter:

@maryloutyler

@motoceo

Linkedin:

https://www.linkedin.com/in/maryloutyler/

https://www.linkedin.com/in/aaronross/

Dust Jacket:

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth… with zero cold calls. This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.

Everyman Says:

“I couldn’t put it down. It’s saved me so much time, and now revenue is ramping up. After reading the book, we closed major deals immediately with the strategies.” ~ Kurt Daradics

“I have read Predictable Revenue and it’s Entrepreneurial Crack!” ~ Damien Stevens, CEO, Serosity

Title:

Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Author:

Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.Through his companies —Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.

Connect with the Author:

Twitter:

@SalesGravy

Linkedin:

https://www.linkedin.com/in/jebblount/

Dust Jacket:

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

Everyman Says:

“Jeb Blount doesn’t sugar coat prospecting. There is no easy button presented by this book. Instead you will get smart and strategic techniques for developing mastery in prospecting that will grow your pipeline and help you convert more prospects into clients.” ~ Rebecca Heathcock

“I’ve been in sales for 20+ years, have enjoyed prospecting, and this confirmed the importance of picking up the phone to make a call. It reinforced my mindset and also reminded my best practices that had waned through time. Loved it!” ~ Amazon customer

Sales Process Books

Title:

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling

Author:

Art Sobczak

Since forming his company, Business By Phone Inc. in 1983, Art has helped hundreds of thousands of salespeople–and those who might not have considered themselves being in sales–to generate untold millions of dollars and extraordinary success by saying and doing the right things by phone using conversational, common-sense, non-salesy processes and techniques.

Connect with the Author:

Twitter:

@ArtSobczak

Linkedin:

https://www.linkedin.com/in/artsob/

Dust Jacket:

Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it’s also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak’s proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection.

While other books on cold calling dispense long-perpetuated myths such “prospecting is a numbers game,” and salespeople need to “love rejection,” this book will empower readers to take action, call prospects, and get a yes every time.

Everyman Says:

“Just when you think you have read and learned it all – think again! This is absolutely the best book I have ever read on cold calling – period. If you want to learn how to sell the right way through non-manipulative prospect engagement – buy this book now – you will not be disappointed. This book is not theory, it is a book for applying simple and practical strategies.” S. Bagley

“I have been in phone sales for over 10 years. I have read every sales book from top to bottom. This book is gold. All my years in sales, this book is the one. The content he provides is so good! Art really knows his stuff, and truly cares about increasing your sales. This book will generate more income in your sales profession. As a sales guy this is very easy to read with great content.” ~ The Shark

Title:

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

Author:

Oren Klaff

With securities markets experience in capital raising advisory leadership, Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital’s flagship product, Velocity™. Oren is a member of Geyser Holding’s investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development.

Connect with the Author:

Twitter:

@pitchanything

Linkedin:

https://www.linkedin.com/in/orenklaff/

Dust Jacket:

Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.According to Klaff, creating and presenting a great pitch isn’t an art–it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.

Everyman Says:

“Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” ~ Josh Whitford, Founder, Echelon Media

“Pitch Anything offers a new method that will differentiate you from the rest of the pack.” ~ Jason Jones, Senior Vice President, Jones Lang LaSalle

“If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” ~ Steve Waldman, Principal and Founder, Spectrum Capital

Title:

Hacking Sales: The Playbook for Building a High-Velocity Sales Machine

Author:

Max Altschuler

Max  has been an entrepreneur his whole life and learned sales at an early age from his father, David, who was a pioneering Certified Financial Planner. His entrepreneurial journey led him to San Francisco to work for an online education company called Udemy, in which he was the first sales hire and built the process that launched the Instructor side of the marketplace.Udemy recently raised a $32 million dollar series C round of funding with a valuation in the hundreds of millions. He started Sales Hacker, Inc. to help other startups with fewer resources to sell their products and services to large corporations.

Connect with the Author:

Twitter:

@MaxAlts

Linkedin:

https://www.linkedin.com/in/maxaltschuler/

Dust Jacket:

Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth.

The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Everyman Says:

“Companies that embrace technology and data in their sales process will build the world class sales organizations that win. Hacking Sales creates an actionable, cutting-edge sales process that can scale with your sales org and the ever-changing world of technology.” ~ Mark Roberge, Chief Revenue Officer, Hubspot

“Max’s sorted through the maelstrom of sales & marketing apps out there to cut through the clutter and show us some creative & practical ways to automate sales drudgery. Well done sir!” ~ Aaron Ross, Built Outbound Sales at Salesforce; Co-founder,  Predictable Revenue and Carb.io

“Hacking Sales succinctly shows sellers how to use new technology and sales tactics to up their game.” ~ Elay Cohen, Former SVP of Sales Productivity,Salesforce; Co-founder and CEO, SalesHood

Title:

The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies

Author:

The late Chet Holmes is an acclaimed corporate trainer, strategic mastermind, business growth expert, and lecturer. His nearly one thousand clients have included major companies like Pacific Bell, NBC, Citibank, Warner Bros., GNC, Wells Fargo, Estee Lauder, Merrill Lynch, and W. R. Grace, as well as small businesses of every kind. Holmes has also designed hundreds of advertising campaigns and sales systems for hundreds of industries.

Connect with the Author’s Team:

Twitter:

@ChetHolmes

Dust Jacket:

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve.

Everyman Says:

“This book will be a classic for as long as businesses seek to improve their profits, their sales, and their futures.” ~ Jay Conrad Levinson, author of the Guerrilla Marketing series

“This is by far the best sales book I have ever read and I have read hundreds. As someone who runs more than fifteen companies and employs more than six hundred people, I can honestly say this is a book I will refer to for decades to come.” ~ A. Harrison Barnes, CEO, Juriscape

“No hype or theory here. Chet offers sound, yet simple, business advice to grow your business stronger than ever!” ~ Tom Hopkins, author of “How to Master the Art of Selling”

Title:

The Sales Bible: The Ultimate Sales Resource, Revised Edition

Author:

Jeffrey Gitomer

Beginning his career as an entrepreneur selling and cold calling in Manhattan, Jeffrey spent his formative years making million dollar sales against all odds. Jeffrey is a writer, a speaker, a traveler, a collector and a person who loves to serve. For the past 25 years, Jeffrey Gitomer has been the acknowledged King of Sales. He is the author of the Little Red Book of Selling – the best-selling sales book of ALL time. And a world-renowned author of 12 additional titles. He has spoken to corporate 100 companies across the globe, and helped hundreds of thousands of salespeople reach their true sales potential. Jeffrey is a member of the Speakers Hall of Fame.

Connect with the Author:

Twitter:

@gitomer

Linkedin:

https://www.linkedin.com/in/jeffreygitomer/

Dust Jacket:

Jeffrey Gitomer’s Sales Bible was listed as one of “The Ten Books Every Salesperson Should Own and Read” by the Dale Carnegie Sales Advantage Program. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal.

Everyman Says:

“Every once in awhile ONE book defines a category.” ~ Jack Covert, 800-CEO-READ

“One of  ‘The Ten Books Every Sales Person Should Own and Read.'” ~ The Dale Carnegie Sales Advantage Program

“The Sales Bible has directed my sales successes from Sales Manager, to Sales Director, to Area Sales Director, to my current position of Vice President of Sales. Thank you, Jeffrey, for leading me up ‘ the corporate ladder.’” ~ Bryan D. Moore, vp of Sales & Marketing, Targeted Golf Solutions

Title:

The 10X Rule: The Only Difference Between Success and Failure

Author:

Grant Cardone is a New York Times bestselling author and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, and finance. His 5 privately held companies have annual revenues exceeding $100 million. Cardone is a savvy private multifamily investor and holds a portfolio of over 3,800 apartment units throughout the U.S. with transactions valued at over $500 million. As CEO of the #1 Sales Training Platform in the World, Cardone consults with Fortune 500 companies and customers such as Google, Northwestern Mutual, Morgan Stanley, and more. He’s a Top 5 Social Media Expert and one of the Top 10 Most Influential CEOs today. He is also the Executive Producer and star of two reality TV shows, and creator of the first online entrepreneur and business TV network, Grant Cardone TV.

Connect with the Author:

Twitter:

@GrantCardone

Linkedin:

https://www.linkedin.com/in/grantcardone/

Dust Jacket:

The 10 X Rule unveils the principle of “Massive Action,” allowing you to blast through business cliches and risk-aversion while taking concrete steps to reach your dreams. It also demonstrates why people get stuck in the first three actions and how to move into making the 10X Rule a discipline. Find out exactly where to start, what to do, and how to follow up each action you take with more action to achieve Massive Action results. Extreme success is by definition outside the realm of normal action. Instead of behaving like everybody else and settling for average results, take Massive Action with The 10 X Rule, remove luck and chance from your business equation, and lock in massive success.

Everyman Says:

“Love this book. The 10X Rule is dead on right! It boldly takes on the biggest issue most people skip and then wonder why they didn’t reach their goals: WORK!” ~ Larry Winget, New York Times bestselling author of Your Kids Are Your Own Fault and The Idiot Factor

“Grant Cardone is the master at showing people exactly what they MUST do to create the success they desire! This book is like a nuclear weapon for the reader!” ~ Barry Poznick, Executive Producer of How’d You Get So Rich? and Are You Smarter Than A 5th Grader?

Title:

How to Master the Art of Selling

Author:

Tom Hopkins

In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others  through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople through the world utilize his professional sales training materials.

Connect with the Author:

Twitter:

@TomHopkinsSales

Linkedin:

https://www.linkedin.com/company-beta/589422/

Dust Jacket:

A revised and updated edition of How to Master the Art of Selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently

Everyman Says:

“I’m a Realtor and had heard about this book while reading a book on guerrilla marketing. I was hooked from the start. The techniques are practical and if put to use and practiced I don’t see why anyone can’t succeed in any sales arena. I’ve committed mastering one technique at a time as I’m new to real estate but not to sales at all. Tom also recommends reading this book once a year. I will definitely do that to pick up on things I may have missed.” ~ Amazon Customer

“I love this book! It has been especially helpful in my job. Its great if you work at a sales job and you want to increase your sales!! It has definitely helped me increase mine. It’s a must read for sales people and if you wish to start a business.” ~ Cesar Valdes Flores

Title:

How I Raised Myself from Failure to Success in Selling

Author:

Frank Bettger (1888-1981) was a salesman and self-help author. He played Major League baseball with the St. Louis Cardinals in 1910 under the name Frank Betcher. After his brief baseball career, Bettger returned to his native Philadelphia, where he started collecting accounts for a furniture store on a bike. He then started selling insurance, but was not successful and considered quitting after 10 months. Finally, Bettger succeeded and later became the author of the best-selling books How I Raised Myself from Failure to Success in Selling[1] and How I Multiplied My Income and Happiness in Selling.

Dust Jacket:

When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson.

Everyman Says:

“Will be helping salesmen, regardless of whether they are selling insurance, or shoes, or ships, or sealing wax, long after Frank Bettger has passed away.” Dale Carnegie

“The more of these “old school” books on advertising and sales I read the more I chuckle. As Solomon says, “There is nothing new under the sun.” These “new school gurus” are doing nothing more than regurgitating these classics as their own ideas. Seems to me better reading comes from the early to mid 1900s. The writing is much more sincere and candid. All that said, I liked reading this book. A lot of good principles and true stories packed in a half a day read. This is the best book on sales I have ever read. Solid non-gimmicky sales tactics that can be applied with success today.” ~ Ant Blair

Account Management Books

Title:

The Trusted Advisor

Authors:

David H. Maister, one of the world’s leading authorities on the management of professional service firms, is the author of several successful books, including Managing the Professional Service Firm, True Professionalism, and Practice What You Preach, and coauthor of The Trusted Advisor.

Charles H. Green is the co-author of The Trusted Advisor and The Trusted Advisor Fieldbook, and author of Trust-based Selling.

He is founder and CEO of Trusted Advisor Associates – helping professionals become trusted advisors to their clients, and helping organizations create trustworthy leaders and teams.

Robert Galford is a managing partner of the Center for Leading Organizations (CLO). He divides his time across teaching at Executive Education programs and working with senior executives at the world’s leading firms on the leadership issues that lie at the intersection of strategy and organization. He has taught on the Executive Programs at the Columbia University Graduate School of Business, the Kellogg Graduate School of Management at Northwestern University, and most recently Harvard University.

Connect with the Authors:

Twitter:

@RobertGalford

@CharlesHGreen

Linkedin:

https://www.linkedin.com/in/rob-galford-6a173/

https://www.linkedin.com/in/charleshgreen/

http://about.davidmaister.com

Dust Jacket:

In today’s fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one’s discipline is not enough, assert world-renowned professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. To demonstrate the paramount importance of trust, the authors use anecdotes, experiences, and examples — successes and mistakes, their own and others’ – to great effect.

Everyman Says:

“An invaluable road map to all those who seek to develop truly special relationships with their clients.” ~ Carl Stern CEO, Boston Consulting Group

“This is a brilliant and practical book. In our “world gone mad,” trust is, paradoxically, more important than ever.” ~ Tom Peters author of The Professional Service 50

“The Trusted Advisor gets to the heart and soul of the advice business. This path-breaking book is a must-read.” ~ Professor Charles Fombrun Leonard N. Stern School of Business, New York University

Title:

Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less

Author:

Dan Englander is a New York-based author and entrepreneur. As the first employee and Senior Account Manager, Dan helped launch IdeaRocket, the premier studio for high-quality animated explainer videos. He brought in business and managed productions for Fortune 500s and startups like Venmo.  He’s the founder of Sales Schema, a site that helps companies win by melding sales and digital marketing. He’s the author of “Mastering Account Management” and other business books. In addition, he teaches high-level online courses on B2B sales and marketing.

Connect with the Author:

Twitter:

@DansPalace

Linkedin:

https://www.linkedin.com/in/danenglander/

Dust Jacket:

Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers).

From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don’t take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander’s 102-step guide will show you how to create one for your business.

The books is equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Service are sure to gain a lot from this book, as will fans of the The 4-Hour Workweek.

Everyman Says:

“I am experienced in sales. My hustle works well. The problem is that it isn’t scaling well, and I feel scattered. I’ve come to realize over the years that process is king, not only for yourself, but for creating effective organizations as well. Process is what I personally took from this book, and it can benefit individual contributors as well as leaders.” ~ Wilbur. S

“Account managers face constant demands and distractions: calls to and from clients and prospects, a constant barrage of emails, communicating with colleagues and superiors, admin. tasks… the list goes on. This book is valuable reading if you feel yourself facing these pressures and you need to reset.” ~ MJB

Title:

Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue

Authors:

Nick Mehta, Dan Steinman and Lincoln Murphy

As a huge sports fan, Nick Mehta thinks of his job as being like that of a head coach. His role is to help bring the right people together on the team and put them in the best position to win for our customers, partners, employees and their families. He’s a big believer in the Golden Rule and we try to apply it as much as we can to bring more compassion to our interactions with others. And he talks way too fast and overuses the word awesome like it’s going out of style. Before coming to Gainsight, Nick was the CEO of awesome leading Software-as-a-Service E-Discovery provider LiveOffice through its acquisition by Symantec and prior to that was a Vice President at VERITAS Software and Symantec Corporation.

Dan Steinman is Head of Gainsight EMEA – hiring for Sales and Customer Success. Recognized domain expert in Customer Success especially in a startup environment and in SaaS (Epiphany, NearbyNow, Mozes, Marketo).Track record of helping to grow small private companies into public, ready-to-be-public, or acquisition-ready companies.Deep understanding of Customer Support and Professional Services from a management, marketing, and business model standpoint.

Lincoln Murphy -The thing that I’m super-passionate about – that drives me every day and that’s actually pretty fun – is helping companies achieve exponential growth by focusing on their most valuable asset: the customer. I look for growth levers that we can pull across the entire customer lifecycle through – focusing on this process called Customer Success – to help you keep your customers longer, get them to use and pay more over time, and turn those customers into advocates.I’ve done this with more than 400 SaaS and enterprise software vendors over the last 10 years – from startups to major companies like SAP, HP Enterprise, and everything in between – to rapidly accelerate growth.

Connect with the Authors:

Twitter:

@nrmehta

@dantsteinman

@lincolnmurphy

Linkedin:

https://www.linkedin.com/in/nickmehta/

https://www.linkedin.com/in/dan-steinman-79b272/

https://www.linkedin.com/in/lincolnmurphy/

Dust Jacket:

Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often ‘stuck’ after purchasing. Therefore, all of the ‘post-sale’ experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers now have the power. As such, B2B vendors must deliver success for their clients to achieve success for their own businesses. The Customer Success philosophy is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model, and this book is the one-of-a-kind guide that shows you how to make it work in your company.

Everyman Says:

“Having been at Salesforce to witness the birth of Customer Success, I’m excited to see a book focused on this subject around which I have so much personal passion. One of the foundations of our success at Salesforce was Customer Success so it’s particularly great to see the history of the discipline, along with a glimpse at the future, documented in this book. I recommend it to every CEO or leader out there who is truly seeking to build a customer success-centric company.” ~ Jim Steele, President and Chief Customer Officer, Insidesales and former President and Chief Customer Officer, Salesforce

“I rarely write reviews, but was compelled to do so for this comprehensive book on the newest function emerging in the software industry, Customer Success. As an Exec relatively new to the field, but well experienced in sales and account management, I find myself coming back to this book over and over for guidance and inspiration. It is clear, straight forward and full of practical, applicable information that can be utilized by any sales organization. It is a great read for anyone new to Customer Success or for CXO/VP levels as they move to the subscription economy.” ~ Emiley Oster

Sales Management Books

Title:

The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

Author:

Trish Bertuzzi is President and Chief Strategist of The Bridge Group, Inc., an inside sales consulting and implementation firm. For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth.

Connect with the Author:

Twitter:

@bridgegroupinc

Linkedin:

https://www.linkedin.com/in/trishbertuzzi/

Dust Jacket:

This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space.The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.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.

Everyman Says:

“If you want more revenue, read this book.  Trish has managed to give away ALL of the secrets. If you’re looking for research, examples, and bold thinking, look no further.” ~ Steve Richard, Chief Revenue Officer, ExecVision.io

“Sales development continues to be the winning strategy for opening new accounts,building pipeline, and driving growth. Anyone – CEOs, VPs, and Front-Line Managers – trying to master sales development needs this smart, detailed book.” ~ Natasha Sekkat, VP of Sales Development, VMTurbo

“I have enjoyed Trish’s blog for quite a while and have always found it very useful – in fact I even used one of her reports to get myself a raise. This book was just what I expected. Sales development has exploded in the past five years and there is a lot of stuff out there but so much of it is high level or trying to sell you on the value of sales dev. The Playbook contains lots of practical advice for sales dev as it currently is where buyers are inundated with emails and calls from SDR’s. As an SDR leader, I found the advice around how to actually lead the team invaluable. I have already implemented a few of her ideas. This book is both tactical and strategic and I cannot recommend it strongly enough.” ~ Collin Chlarson

Title:

The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Author:

Mark Roberge served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, scaling the customer base from 1 to over 12,000 and his staff from one to hundreds of employees. Mark holds an MBA from the MIT Sloan School of Management and an engineering degree from Lehigh University. He has been featured in The Wall Street Journal, Forbes Magazine, Inc Magazine, The Boston Globe, and Harvard Business Review. Mark is currently a Senior Lecturer at Harvard Business School.

Connect with the Author:

Twitter:

@markroberge

Linkedin:

https://www.linkedin.com/in/markroberge/

Dust Jacket:

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

Everyman Says:

“A new breed of disciplined, data-driven leaders are re-shaping the field of sales. The Sales Acceleration Formula explains why.” ~ Tony Robbins

“A lot of factors go into building a great sales force, but those factors don’t have to be a mystery. Roberge breaks down the moving parts of a sales force–recruitment, hiring, training, compensation, and performance evaluation–and describes the metrics and methods he has applied to these components to make his company a success. If you want to engineer sales success, this book, written by an engineer-turned-sales-leader, is for you.” ~ Daniel H. Pink, author of To Sell is Human and Drive

“I wish this book had come out some months ago – it could have saved me quite a bit of money spent on outbound marketing with no results… I’ve read quite a few sales-related books as an entrepreneur but none of them truly resonated with me, until this one came along. It’s very practical and shows a much more scientific approach with actionable advice in every chapter. It demonstrates a lot of the latest techniques to build a strong sales team and scale your operation effectively, but most importantly: predictably. That’s the key word throughout the book, and it’s a key word in sales. How do you codify great sales people (how to find and train them), and how can you replicate their success? This book provides some answers, and we’re already putting them to the test in our company.” ~ Konstantinos Papakonstantinou

Title:

Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

Author:

Mike Weinberg is a consultant, coach, speaker, and best-selling author. His specialities are new business development and sales management, and he’s on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He works with companies in all industries ranging in size from a few million to many billions of dollars. Mike takes his clients’ businesses personally and acts like his own livelihood depends on their success.

Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, and several other publications. His first book, New Sales. Simplified. – The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a year as the #1 top-rated book in its category.

Connect with the Author:

Twitter:

@mike_weinberg

Linkedin:

https://www.linkedin.com/in/mikeweinberg2013/

Dust Jacket:

Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer―and it’s one that may surprise you. Typically the issue lies not with the sales team―but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.

In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: With the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field.

Everyman Says:

“…whether you’re a beginning sales manager, an experienced sales manager trying to improve an underperforming team, or a successful sales manager…this book is for you.” ~ Jack Malcolm blog

“I can think of no better gift a sales manager can give to herself that buying, devouring, highlighting, annotating the book.” Partners in EXCELLENCE Blog

“Reading Part One of this book was like a cathartic ‘war stories’ session I would have liked to have had with any number of fellow veteran sales leaders. Mike provides instructive, real world examples of how best to screw up your investment in the sales function and then leads you to the promised land whereby you can navigate around all these common pitfalls – The first half of this book should be required reading for any CEO who wants to know how best to work with and support their head of revenue. Part Two will be mandatory study for every sales manager I have reporting to me in the future. Hailing from before the ‘Sales 2.0’ era, Mike clearly articulates the first principles of selling, which have become obfuscated in a world of short-cuts and technology, thereby abstracting leaders from the core of how to weave the blanket of revenue that keeps us all warm at night.” T. Cameron

Title:

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

Author:

Keith Rosen is has delivered his customized sales training programs & sales management training & coaching programs to hundreds of thousands of salespeople & managers, helping business leaders in practically every industry; on five continents & in over 50 countries.  Keith is the CEO of Profit Builders, named one of the Best Sales Training & Coaching Companies worldwide for the last four consecutive years.

Keith has written several best sellers, including Own Your Day and the globally acclaimed, Coaching Salespeople into Sales Champions, used by the top global sales organizations & winner of Five International Best Book Awards, as well as the #1 best-selling sales management coaching book.

Connect with the Author:

Twitter:

@KeithRosen

Linkedin:

https://www.linkedin.com/in/keithrosen/

Dust Jacket:

Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.

You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.

Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:

Everyman Says:

“The author has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection.” ~ Salesforce Review

“This is a professional’s sales book. I mean that with the utmost respect. As a sales leader I bleed sales and you can tell the author is a salesperson’s salesperson. Very well written, amazing tips for sales leaders, and actionable from day one. I guess the only thing I didn’t with the book was the so called “transcripts” of coaching interactions. That is just a personal preference, it may work for you. I just about used one whole highlighter to work this book and I see it being a valuable tool for many years. In summary, if you are a sales leader, this is a must have.” ~ Robert Kirk

Sales Philosophy Books

Title:

SPIN selling

Author:

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Connect with the Author:

Website:

http://neilrackham.com

Dust Jacket:

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you’re in sales–or if you manage a sales force–you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN–Situation, Problem, Implication, Need-payoff–is already in use by many of the world’s top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don’t work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

Everyman Says:

“The first book to specifically examine the major sale – the high value product or service –by researching the successful sales calls as they happen in the field.” ~ Industry & Commerce

“This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession.” ~ Sales Techniques

“This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling.” ~ Business Graduate

Title:

Selling to Big Companies

Author:

Jill Konrath is a globally recognized sales strategist, author and keynote speaker. With over 1/4 million LinkedIn followers and 140,000+ blog readers, her fresh strategies help sellers win more business in an ever-evolving sales world.The most recent challenge Jill has tackled is overwhelm. Every sales rep she talked to was crazy-busy, working non-stop. She felt the same way. Today, after several years of serious study, epic battles with deeply ingrained habits and personal experimentation, she’s a different person.

In her newest book, MORE SALES, LESS TIME, Jill shares what she learned—the good, the bad and the ugly. (Yes, you’ll see some of her warts!) Most importantly, you’ll discover how to regain one to two hours per day—and get your mental mojo back so you can be at the top of your sales game.

Connect with the Author:

Twitter:

@jillkonrath

Linkedin:

https://www.linkedin.com/in/jillkonrath/

Dust Jacket:

Struggling to Get Your Foot in the Door of Big Companies?

Setting up meetings with corporate decision makers has never been harder. It’s almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.  It’s time to stop making endless cold calls or waiting for the phone to ring. In today’s crazy marketplace, new sales strategies are needed to penetrate these big accounts.Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.

Everyman Says:

“This is some of the best advice I have heard.” ~ Jack Covert 800-CEO-READ

“I read this book and expected another typical sales book that was over hyped and under thought-like the Challenger one. Well, not here. This one is really simple, well written and totally to the point–the days of selling have fundamentally changed and you better learn the new rules. This book is first rate and I recommend it to everyone who sells B2B and wants to learn the new way to approach the real buyer.” ~ John J. Valentine

“I’m a sales trainer and Jill is spot on here. I bought this book because while I am well versed on pain points and USPs, I believed there was some significant strengthening that was possible if only I had a little more focus.  Jill brings you back to the all-important Buyer’s point of view. From there, you’ll get a much more effective understanding of what they want and why they buy.What I especially appreciate is how the advice in this book is NOT followed by most business sales & marketing teams-it’s going to be easy to strongly differentiate myself and my clients using the information here.” ~ Jason K

Title:

The Challenger Sale: Taking Control of the Customer Conversation

Authors:

Matt Dixon And Brent Adamson

Matt Dixon is Group Leader of the Financial Services and Customer Contact Practices of CEB (NYSE: CEB) in Arlington, VA. He is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales and marketing effectiveness to customer service and customer experience differentiation. In addition to his management responsibilities at CEB, Matt is a noted business writer. His first book, The Challenger Sale: Taking Control of the Customer Conversation (Penguin, November 2011), was a #1 Amazon as well as Wall Street Journal bestseller.

Brent Adamson is well known for his passion for “productive disruption.” He is a sought-after speaker and facilitator, with more than 20 years of experience as a professional researcher, teacher and trainer. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service, including global sales meetings, keynote presentations, board-level presentations, and hands-on best practice workshops. In over 12 years at CEB, Brent has been privileged to work with some of the greatest thought leaders in B2B sales and marketing.He is the co-author of the best-selling The Challenger Customer and the best-selling The Challenger Sale.

Connect with the Author:

Twitter:

@matthewxdixon

@brentadamson

Linkedin:

https://www.linkedin.com/in/mattdixonceb/

https://www.linkedin.com/in/brentadamson/

Dust Jacket:

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors’ study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Everyman Says:

“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the pro­fession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.” ~ Professor Neil Rackham, author of SPIN Selling, from the foreword

“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.” ~ Dan James, former chief sales officer, DuPont

“This is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed—and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.” ~ Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing

Title:

How to Win Friends and Influence People

Author:

Dale Carnegie was an American writer and lecturer and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a bestseller that remains popular today. He also wrote How to Stop Worrying and Start Living (1948), Lincoln the Unknown (1932), and several other books.

One of the core ideas in his books is that it is possible to change other people’s behavior by changing one’s behavior toward them.

Connect with the Author:

Twitter:

@DaleCarnegie

Linkedin:

https://www.linkedin.com/company-beta/863354/

Dust Jacket:

You can go after the job you want…and get it! You can take the job you have…and improve it! You can take any situation you’re in…and make it work for you! Since its release in 1936, How to Win Friends and Influence People has sold more than 15 million copies. Dale Carnegie’s first book is a timeless bestseller, packed with rock-solid advice that has carried thousands of now famous people up the ladder of success in their business and personal lives.

As relevant as ever before, Dale Carnegie’s principles endure, and will help you achieve your maximum potential in the complex and competitive modern age. Learn the six ways to make people like you, the twelve ways to win people to your way of thinking, and the nine ways to change people without arousing resentment.

Everyman Says:

“It changed my life.” ~ Warren Buffet

“The most successful self-help book of all time… Carnegie has never seemed more relevant.” ~  The Times.

“It’s helped me immeasurably in life. I think everyone should read it.” ~  Jenny Colgan, Independent on Sunday

Title:

Little Red Book of Selling: 12.5 Principles of Sales Greatness

Author:

Jeffrey Gitomer

Beginning his career as an entrepreneur selling and cold calling in Manhattan, Jeffrey spent his formative years making million dollar sales against all odds. Jeffrey is a writer, a speaker, a traveler, a collector and a person who loves to serve. For the past 25 years, Jeffrey Gitomer has been the acknowledged King of Sales. He is the author of the Little Red Book of Selling – the best-selling sales book of ALL time. And a world-renowned author of 12 additional titles. He has spoken to corporate 100 companies across the globe, and helped hundreds of thousands of salespeople reach their true sales potential. Jeffrey is a member of the Speakers Hall of Fame.

Connect with the Author:

Twitter:

@gitomer

Linkedin:

https://www.linkedin.com/in/jeffreygitomer/

Dust Jacket:

Salespeople hate to read. That’s why Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.

Everyman Says:

“This isn’t just a red book; it’s a Red Bull of high-energy sales tips & counsel.” ~ David Dorsey, The Wall Street Journal 

“This book addresses sales with a lively combination of humor and professionalism to help salespeople get their feet in many more doors. For those who are running into dead ends, stale leads, price objections, and unreturned phone calls, Gitomer has created The Little Red Book of Selling to show them how to get past the usual obstacles and sell their products and services with new zest and vigor.” ~ Amber Medlam

Sales Communications Books

Title:

Influence: The Psychology of Persuasion, Revised Edition

Author:

Dr. Robert Cialdini

Harvard Business Review lists Dr. Cialdini’s research in “Breakthrough Ideas for Today’s Business Agenda.” Influence has been listed on the “New York Times Business Best Seller List.”

Fortune Magazine lists Influence in their “75 Smartest Business Books.” CEO Read lists Influence in their “100 Best Business Books of All Time.”

Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies, is a New York Times Bestseller and has been published in over 30 languages.

Connect with the Author:

Twitter:

@RobertCialdini

Linkedin:

https://www.linkedin.com/in/robertcialdini/

Dust Jacket:

Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You’ll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Everyman Says:

“For marketers, this book is among the most important books written in the last ten years.” ~ Journal of Marketing Research

“Influence should be required reading for all business majors.” ~ Journal of Retailing

“This book will strike chords deep in the hearts and psyches of all of us.” ~ Best Sellers Magazine

“The material in Cialdini’s Influence is a proverbial gold mine.” ~ Journal of Social and Clinical Psychology

Title:

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

Author:

Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. He has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of over 45 books that have been translated into dozens of languages.

Connect with the Author:

Twitter:

@BrianTracy

Linkedin:

https://www.linkedin.com/company-beta/227122/

Dust Jacket:

Double and triple your sales―in any market.

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.

It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Everyman Says:

“By far one of the better books ever written about this profession of Sales, Brian Tracy covers all the Fundamentals of Selling. Master the Basics, focus on Fundamentals to Succeed.” ~ Manfred Delgado

“The Psychology of Selling is a superb, practical, easy-to-read return to the fundamentals of professional salesmanship for novices, journeymen and seasoned, top-performing salespeople. More than common sense placed into form, it serves as an instructional blueprint — or as a road map — to establish, build, grow and maintain a successful sales career. Chapter-by-chapter, Brian Tracy leads the reader through a step-by-step process to grow from “good” to “great” in the highly competitive business of sales. I would recommend this excellent read to anyone and everyone who is engaged in what I consider to be a very high calling — professional sales. It is an instructional, motivating, encouraging, challenging and memorable treatment of “Best Practices” for those who aspire to “greatness” among the ranks of the very best, most proficient sales leaders in business.” ~Amazon customer

Title:

7L: The Seven Levels of Communication: Go From Relationships to Referrals

Author:

Michael J. Maher is one of the hottest speakers in the country right now. Known as North America’s Most Referred Real Estate Professional, Michael owns one of the top real estate companies in Kansas City (Leawood, KS, USA). In just his third year of real estate, he netted one million dollars. He and his team have received over 500 referrals and averaged over 200 transactions per year for the last 8 years. His book (7L) The Seven Levels of Communication with the subtitle of “Go from Relationships to Referrals” has been on the National Best-seller List for OVER 600 DAYS.

Connect with the Author:

Twitter:

@7LBook

Linkedin:

https://www.linkedin.com/in/kansascity/

Dust Jacket:

(7L) The Seven Levels of Communication tells the entertaining and educational story of Rick Masters, who is suffering from a down economy when he meets a mortgage professional who has built a successful business without advertising or personal promotion. Skeptical, he agrees to accompany her to a conference to learn more about her mysterious methods. Rick soon learns that the rewards for implementing these strategies are far greater than he had ever imagined. In seeking success, he finds significance. This heartwarming tale of Rick’s trials and triumphs describes the exact strategies that helped him evolve from the Ego Era to the Generosity Generation. This book is about so much more than referrals. This is about building a business that not only feeds your family, but also feeds your soul.

Everyman Says:

“If you want to win in business…this book will show you how.” ~ Dave Ramsey

“(7L) is the clearest, most concise book I ve read on what it takes to be a great salesperson. It is obvious why Michael J. Maher is one of the greatest sales people in the world. This book will become a classic.” ~ Larry Kendall, Chairman Emeritus of The Group, LLC, and author of Ninja Selling

“(7L) is the most reliable and sensible business-building system I have ever seen… If you follow this amazingly simple recipe, I guarantee success will follow you.” ~ Todd Duncan, New York Times bestselling author of Time Traps and High Trust Selling

Title:

To Sell Is Human: The Surprising Truth About Moving Others

Author:

Daniel H. Pink is the author of five provocative books about the changing world of work — including the long-running New York Times bestsellers, A Whole New Mind and Drive. His books have been translated into 34 languages and have sold more than 2 million copies worldwide.

Pink’s latest book, To Sell is Human, is a #1 New York Times business bestseller, a #1 Wall Street Journal Business bestseller, and a #1 Washington Post nonfiction bestseller.  In 2013, Thinkers 50 named him one of the top 15 business thinkers in the world. He serves on the board of directors and advisory boards of several non-profits and startup companies.

Connect with the Author:

Twitter:

@DanielPink

Linkedin:

https://www.linkedin.com/in/danielpink/

Dust Jacket:

#1 New York Times Business Bestseller

#1 Wall Street Journal Business Bestseller

#1 Washington Post bestseller

To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.

Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book-one that will change how you see the world and transform what you do at work, at school, and at home.

Everyman Says:

“Full of aha! moments . . . timely, original, thoroughly engaging, deeply humane.” ~ Strategy + Business

“A fresh look at the art and science of sales using a mix of social science, survey research and stories.” ~ Dan Schawbel, Forbes.com

“Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment.” ~ Bloomberg

“Excellent…radical, surprising, and undeniably true.” Harvard Business Review Blog