Highly Recommended Books (2020)

Selling the Cloud co-authors and enterprise software sales leaders Mark Petruzzi and Paul Melchiorre share insights from their 25-plus-year careers that benefit anyone in B2B sales. The book shares lessons not only from Mark and Paul, but also from well-known sales titans from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign. The book brims with strategies individuals and organizations can apply to boost sales performance, help customers succeed, and grow careers and businesses.

Radical Value reveals the simple, measurable, trackable, trainable ideal within customer centricity: customer value. Companies must:

• Radically emphasize the 10 percent of today's training/coaching effort that moves 90-plus percent of customer decisions: value.
• Radically rethink how we engage customers who are more distracted and siloed than ever.
• Radically rethink how we organize – where one role "sells" while many high-trust customer-facing roles ignore value.
• Radically build our pricing and anti-discounting skills.

Radical Value provides intuitive, easy-to-implement tools that should integrate with your existing sales system.

Turn How You Sell into Your Competitive Advantage

Why do so many companies struggle with sales? Organizations spend billions of dollars on sales training and tools, yet sales effectiveness is on the decline.

This book unmasks three deadly assumptions that kill deals and harm sales organizations, then presents a framework for defeating those deadly assumptions and achieving scalable world-class sales performance. Implementing its recommendations will help you turn how you sell into a competitive advantage.

In his new book, We Are All Sales, People: 5 Steps to Fulfilling Relationships and Improved Communication at Home, School, and Work, Brett Keirstead outlines the core principles that successful salespeople use every day to communicate, collaborate, and create mutually valuable relationships with their customers. As a 30-year sales professional, Keirstead shares wisdom anyone (including teachers, coaches, parents, teenagers, customer-facing personnel, and many others) can leverage in work and life to achieve greater success.

Sales Management Success, Building a Powerful Sales Team is literally a training program – and a super one at that! It covers eight synergistic strategies, with learning assessments and feedback, and a unique toolbox for application with the sales team. The strategies are critical for every sales manager, have been researched and validated by Porter Henry & Co. Inc., and feature the experiences of CEO, author Warren Kurzrock. The state-of-the-art strategies include field and virtual sales coaching as well as methods for enhancing sales team motivation, sales leadership, and more

B2B sales professionals don’t need another complex sales methodology that just creates more work. They need something simple and practical to help them differentiate with personalized value. Using trench tales to teach a powerful thought process, "Beat the Bots" delivers what salespeople need to protect their livelihood from bots or any other competition. Finally, a book with a trustworthy, authentic, and personal voice that salespeople will actually want to read and immediately put into practice.

In Blindspots: The Hidden Killer of Sales Coaching, trainer, coach, and author Mark Sellers exposes a universal problem facing sales leaders – they all have blindspots that are killing coaching and leadership.

Blindspots prevent leaders from creating emotional connections. As a result, they don’t get everything their people have to give. Performance suffers.

To become a better leader you’ll need to confront your blindspots and embrace a paradox. In Blindspots you’ll learn how.

There are few professions as competitive and cutthroat as sales. Faced with daily rejections and the pressure of impending quotes, successful salespeople are those who have the proper strength, grit, and knowledgeable strategies to rise above the competition. In Lance Tyson's Selling Is an Away Game, you’ll immerse yourself in the mindset of the buyer and foster new strategies and tactics to become a stronger and more effective salesperson.

Checklists minimize avoidable failures that follow a lack of attention, memory, or thoroughness. The Sales Checklist™ empowers sales professionals to immediately have a higher baseline of performance by reminding them of the necessary steps in a sales process – where missing one step potentially has the same consequences as missing all the steps.

In today’s complex selling environment, knowing how to ask questions, develop trigger events, make presentations, handle objections, etc., is not enough. Knowing what to do, not missing steps, is just as critical.

The Sales Checklist™ is easy to use, simple to coach, and produces immediate results.