The end of the year is upon us yet again. Whether your sales team has already met their goals and is taking some much-needed time off, or if they’re working up to the last minute, the start of the new year is the perfect time to recharge your batteries while thinking of ways to continue to improve. New Year, new me, right?
A great book can be one of the best sources of inspiration. Here are 10 books for sales enablement and sales teams to read and start off the new year refreshed, recharged, and better than ever.
The Only Sales Guide You'll Ever Need – by Anthony Iannarino
Anthony Iannarino, sales expert and author of The Sales Blog, always gives great sales advice, and this book is no exception. He believes that any salesperson “can sell more and better, all the time.” Iannarino takes nuggets from his more than 25 years of sales experience to teach readers actionable tactics as well as the importance of self-discipline, accountability, storytelling, and more.
What experts are saying: “As a salesperson, your craft—and how well you know it—is actually your biggest competitive advantage in any scenario. If you want to perfect your selling skills and win more deals, read this book.” —Trish Bertuzzi, author of The Sales Development Playbook
The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales – by Trish Bertuzzi
In this book, Bertuzzi, sales development expert and founder of The Bridge Group, Inc., uses her more than two decades of sales development experience to show sales teams how to build a more qualified pipeline to skyrocket growth. She expertly outlines six elements that include aligning your sales development model with your buyer’s journey, tactics for hiring and retaining reps, and more.
What experts are saying: "The Sales Development Playbook just earned a spot on my book shelf of must-read sales books! Having a go-to book for Senior Leaders and Managers is a gift." — Bridget Gleason, VP of Corporate Sales, Sumo Logic
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal – by Jeb Blount
Today’s buyers have more information at their fingertips than ever – and competition continues to get more cutthroat. In this book, Blount, founder of Sales Gravy, details how Sales EQ will make sales reps stand out from the pack. He highlights how to keep prospects engaged, create competitive differentiation, and shape and influence buying decisions.
What experts are saying: “Truth! Jeb Blount makes the brilliant and disruptive case that Sales EQ trumps all else and then shows us how to reach ultra-high sales performance in this powerful, game-changing guide." —Mike Weinberg, author of New Sales. Simplified. and Sales Management. Simplified.
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million – by Mark Roberge
How can your sales team build a predictable, scalable approach to growing revenue? If you’re looking for a blueprint, this is it. Mark Roberge, the former CRO of Hubspot, uses his engineering background to discuss his proven metrics-driven, process-oriented approach.
What readers are saying: "A new breed of disciplined, data-driven leaders are re-shaping the field of sales. The Sales Acceleration Formula explains why." —Tony Robbins, entrepreneur, bestselling author, and life and business strategist
More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers – by Jill Konrath
If your sales team is feeling unproductive or as if they can’t get out from under loads of work, this is the book to pick up. This book by sales strategist and keynote speaker, Jill Konrath, will help teams remove ‘time sucks’ and improve time management skills in today’s fast-paced, digitally dependent world.
What experts are saying: “More Sales, Less Time delivers exactly what salespeople need in this high-speed, high-demand age: research-tested strategies for time management tailored to the special needs of sales work. This book is definitely worth your time.” —Daniel H. Pink, author of To Sell Is Human
To Sell Is Human: The Surprising Truth About Moving Others – by Daniel H. Pink
In this New York Times bestseller, Pink discusses why everybody is in sales. Pink, author and presenter of one of the ten most watched TED talks of all time, draws on important social science findings and survey research to change the way salespeople see the world, help them become more persuasive, and better understand the perspective of others.
What experts are saying: “Pink has penned a modern day How to Win Friends and Influence People... To Sell Is Human is chock full of stories, social science, and surprises…All leaders—at least those who want to ‘move’ people—should own this book.” —Training and Development magazine
Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You – by Jim Keenan
Keenan, founder and CEO of A Sales Guy, Inc., argues that sales techniques of the 20th century just aren’t going to cut it in the 21st century. This book takes a no-nonsense approach for how to achieve sales success through social media and develop your personal brand in the information age.
What experts are saying: “Many people ask me for career advice. It used to take me 10 minutes to explain how to position themselves for the future professional world. I used to have to explain to them the value of their online brand. I used to have to walk them through how their reach would be more valuable than their resume when applying for jobs. I used to have to give them advice on where to start.
Now that 10 minute explanation has been reduced to 1 simple sentence: "Read Keenan's book Not Taught". Well done Keenan!” – Mark Roberge, author of The Sales Acceleration Formula
DISCOVER Questions Get You Connected: for professional sellers – by Deb Calvert
Deb Calvert, founder of People First Productivity Solutions, wrote this book with over 15 years of research and found that salespeople that ask great questions uncover pain points faster and establish a rapport with their buyers. Calvert discusses eight types of questions that sales reps should be asking to close the deal.
What experts are saying: “In sales, trust is everything. Buyers want to feel connected to you and feel that you get them and their problems. In this new book Deb Calvert does a masterful job of delivering a framework to help you connect, build trust and discover what your customers really want.” – Jeb Blount, author of Sales EQ
The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal – by David Hoffeld
There’s a science behind what makes us choose, purchase, and trust the people selling to us, and David Hoffeld, CEO of the Hoffeld Group, breaks it down in this book. Hoffeld discusses how to engage buyers’ emotions to increase their receptiveness, discover underlying objections to neutralize them, as well as mentally guiding buyers through the purchasing process.
What experts are saying: “Everyone needs to sell, not just the sales professional. This book shares top selling strategies backed by scientific data on how the mind makes trust and buying decisions, so you get best practice and the proof behind what makes them so effective.” — Forbes
Little Red Book of Selling: 12.5 Principles of Sales Greatness – Jeffrey Gitomer
Many folks in the sales industry consider the Little Red Book of Selling, by Jeffrey Gitomer, founder of the Gitomer Learning Academy, to be a classic. Each chapter includes its own table of contents, pull quotes, and takeaways on the fundamentals of selling. This is one to keep on your desk and reference again and again!
What experts are saying: “This isn't just a red book; it's a Red Bull of high-energy sales tips and counsel. The author's personality comes through with blunt wit, he's part personal trainer, part standup comic.” – Wall Street Journal
Looking for a great read on developing the next generation of sales reps? Check out our eBook: Next-Gen Coaching for the Next-Gen Sales Force.