Summer is in full swing once again. Whether you’re catching rays on the beach or hiking in the woods, these slow weeks present salespeople with the perfect opportunity to do some reading.
Sales books are not only an excellent source of inspiration, industry knowledge and self-improvement, but they also give us a much-needed chance to recharge and reflect. We’ve curated the following list to help sales reps, managers and enablement leaders pick one (or two) great sales books.
The Best Sales Books to Read in 2018
1. Sales Enablement: A Master Framework to Engage, Equip and Empower A World-Class Sales Force
Authors: Byron Matthews and Tamara Schenk
Written by Miller Heiman Group CEO, Byron Matthews, and CSO Insights Research Director, Tamara Schenk, “Sales Enablement” is a practical introduction to delivering smarter sales training, content and coaching. Schenk and Matthews carefully lay out the complexities of the sales enablement space, outline step-by-step approaches to implementation and illustrate real-world practices via case studies. The result is a comprehensive plan for improving sales force productivity and increasing revenue.
2. Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No
Author: Jeb Blount
With modern buyers more informed and skeptical than ever, “no” has become an all-too-common part of the average salesperson’s lexicon. Jeb Blount, CEO of Sales Gravy, uses his expertise to break down the realities of facing objections, and how sellers can use human influence best practices to overcome deal roadblocks and win more business.
3. Stop Selling and Start Leading: How to Make Extraordinary Sales Happen
Authors: James Kouzes, Barry Posner and Deb Calvert
James Kouzes and Barry Posner, co-authors of award-winning best-seller, The Leadership Challenge, team up with leading sales consultant, Deb Calvert, to explain the shift in mindset needed for sellers to meaningfully connect with buyers. The key to more effective selling, they write, can be found in the behaviors and traits of successful leaders.
4. The Long-Distance Leader: Rules for Remarkable Remote Leadership
Authors: Kevin Eikenberry and Wayne Turmel
As more employees work remotely, sales leaders and managers must combat the unique challenges that come with leading a distributed sales force. In this book, written by Remote Leadership Institute co-founders, Kevin Eikenberry and Wayne Turmel, leaders of all backgrounds can learn how to keep employees on task, productive and engaged, whether they work an ocean away or in the same building.
5. Rebirth of the Salesman: The World of Sales is Evolving. Are You?
Author: Cian McLoughlin
It’s no secret that the sales industry has changed significantly, as better-informed buyers come to control more of the sales process. This shifting landscape becomes the background against which Cian McLoughlin, co-author of Secrets for Business Success, explores the traits and skills needed to become a more effective seller in this new world.
6. The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone
Authors: Matthew Pollard with Derek Lewis
The traditional sales rep demeanor is gregarious and insistent. For those who are naturally reserved, however, a traditional approach might feel forced or insincere. In “The Introvert’s Edge,” sellers can learn how to better prepare for buyer interactions, objections and closing opportunities regardless of their personality profile.
7. More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers
Author: Jill Konrath
Between product updates, emerging technologies, social media and industry news, sales veterans and newcomers alike struggle to stay on top of their schedules in the digital age. Acclaimed sales strategist, author and keynote speaker, Jill Konrath, tackles this challenge head on in “More Sales, Less Time,” combining research and her own expertise to provide tips and practices for better sales time management.
8. The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
Author: Anthony Iannarino
Closing has always been tricky business, and with new buyer expectations and technologies changing the reality of sales, reps are still looking for effective ways to clear this final hurdle. Consultant Anthony Iannarino explores closing at length in this book, focusing not so much on the final commitment but rather the commitments buyers should be making over the course of the sales cycle.
9. Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
Author: Tony Hughes
In a world where buyers are in control, getting prospects to engage with salespeople might be the most difficult part of the sales process. In his new book, Tony Hughes – noted sales consultant, speaker, author and blogger – explains how a blend of time-tested prospecting tactics and new-age technology best practices is the key to connecting with today’s “Chief Executive Buyers.”
Authors: Cory Bray and Hilmon Sorey
We led off this list with a sales enablement book, and we’ll end it on the same topic. “The Sales Enablement Playbook” shares strategies designed to help readers establish a “culture of sales enablement” in their organizations and, ultimately, guide them toward their role within the evolving, maturing sales enablement function.
Do you manage or oversee a sales enablement program? Check out our exclusive eBook, The Blueprint for Better Sales Onboarding, to learn how you can improve your new hire training process.