Discover Your Sales Strengths by Benson Smith and Tony Rutigliano
The authors, both Gallup consultants, dissect stereotypes and debunk popular "myths" about selling to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. Instead, they find, great salesmanship stems from exploiting individual talents. Top salespeople succeed by figuring out what they do best and then finding a way and a place to do it. With that argument established, Smith and Rutigliano take an interactive approach to help readers find their own "Signature Themes," directing readers to www.strengthsfinder.com (for which they'll need an "ID code" from a Gallup publication) to gauge whether they fit their current situation by taking a quiz based on a 12-step "hierarchy of employee engagement." Since the authors contend that good managers help sales stars shine, they analyze what makes a good sales manager and relay advice from those they deem "the world's best." This inventive book should help people with a knack for sales achieve better results. Copyright 2003 Reed Business Information, Inc.
Rating: 4 out of 5 stars
Shifting Into Higher Gear Tom Siciliano, Jeff Caliguire
Discover this step-by-step plan to match your strengths and interests with a career that will fulfill you for a lifetime. Shifting into Higher Gear creates a pathway to minimize the stress and confusion of seeking the right job. The book presents a comprehensive three-stage program for discovering your calling, turning that calling into a career, and sustaining your passion once you're in the job of your dreams. This is must-read will become a trusted "owners manual" for a lifetime of meaningful work. http://www.shiftingintogear.com
Rating: 4 out of 5 stars
Subject: Prospecting
Eat That Frog Brian Tracy
Brian Tracy's, Eat That Frog, is a must read book if you are having trouble starting your prospect block each morning. Althought the book's key intent is to teach you how to quit procrastinating, we've found it to be an excellent means to get motivated to prospect. http://www.briantracy.com
Rating: 5 out of 5 stars
Subject: Personal Development
See You At The Top Zig Ziglar
For more than three decades, Zig Ziglar, one of the great motivators of our age, has traveled the world, encouraging, uplifting, and inspiring audiences. His groundbreaking best seller, "See You at the Top," remains an authentic American classic. Its basic premise--you can get everything in life you want if you help enough other people get what they want--has guided generations of readers to personal success.
This revised and updated twenty-fifth anniversary edition stresses the importance of honesty, loyalty, faith, integrity, and strong personal character. "See You at the Top" emphasizes the value of a healthy self-image and shows how to build it. Personal goals are an essential part of any program for success. This important book tells you how to set--and achieve--those goals, and provides step-by-step instructions on how to change the way you think about yourself and your surroundings.
Rating: 5 out of 5 stars
The Hired Gun Robert Workman
"You're number one and sombody hates it." - Robert Workman, The Hired Gun
If you are at the top of your game in sales, there are people in your office and your company who are out to get you. This book teaches you how to turn your haters into your motivators. It's a fun read. Buy it now!
Rating: 3 out of 5 stars
Subject: Relationships, Networking, Connecting
Never Eat Alone Keith Ferrazzi
The secret, master networker Keith Ferrazzi claims, is in reaching out to other people. As Ferrazzi discovered early in life, what distinguishes highly successful people from everyone else is the way they use the power of relationships—so that everyone wins.In Never Eat Alone, Ferrazzi lays out the specific steps—and inner mindset—he uses to reach out to connect with the thousands of colleagues, friends, and associates on his Rolodex, people he has helped and who have helped him.
Each of 31 short chapters highlights a specific technique or concept, from "Warming the Cold Call" and "Managing the Gatekeeper" to following up, making small talk, "pinging" (or sending "quick, casual" greetings) and defining oneself to the point where one's missives become "the e-mail you always read because of who it's from." In addition to variations on the theme of hard work, Ferrazzi offers counterintuitive perspectives that ring true: "vulnerability... is one of the most underappreciated assets in business today"; "too many people confuse secrecy with importance." No one will confuse this book with its competitors.
Rating: 3 out of 5 stars
Subject: Magazines and Journals
Selling Power
A must have subscription. It delivers excellent advice on creating sales success - from the best selling skills, the best motivation techniques to advice on managing a winning sales team.
Rating: 5 out of 5 stars
Subject: Leadership and Coaching
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The Sales Manager's Mentor Jeff Lehman
Ask yourself this simple question: Do you need a mentor to help you be a better sales manager but can't find one? MENTOR was written exclusively to help you make the transition from salesperson to sales manager, or from sales manager to sales executive, and to be a more effective sales leader. Included are 321 practical career-advancing tips and real-life insights on sales leadership. The author has twenty-two years of sales and sales management experience spanning two major economic recessions and two market booms. With Mega Tips and Top tips in every section, and an easy to follow index, MENTOR is written in an easy to read format that gives you realistic advice, 24/7.
A journal devoted to the encouragement of professional and academic thinking, exchange, and research in the world of selling and sales management. Original articles and research selected through blind review that advances knowledge in the areas of personal selling and sales management aimed at aggressively forging bonds and bridging gaps between sales practitioners and academics.
This is for hard-core sales junkies only!
Rating: 3 out of 5 stars
Subject: Relationships, Networking, Connecting
The Little Black Book of Connections Jeffrey Gitomer
A fresh take on networking your way to success. The book is full of edgy, witty, and practical resources. It is an easy, fast read and a valuable resource for improving your network.
Rating: 3 out of 5 stars
Subject: Sales Techniques
Spin Selling Neil Rackham
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
