Top products from r/sales

Here's some useful things I give to new sales managers/heads of sales:

http://hivemind.innovationcompany.co.uk/presentation/sales-management (this is my sales management model) - ignore the squashed design for now, it's being designed, but click on the hexagons to delve deeper - very useful info for a new manager. Resize your browser window to make it look "right".

Again, for the sales team, get them to understand the power of questions - SPIN is amazing, but get them to read about Sharon Drew Morgen (Neil Rackham's great ally - he loves her, but other sales gurus don't - long story, but Rackham is right and they're wrong)

http://antholo.net/tag/sharon-drew-morgen - some great info here about her and her thoughts - she's the best kept secret in the world of sales.

http://antholo.net/tag/spin - Collection of SPIN Selling reviews/overviews (some of them are better than reading the book)

http://hivemind.innovationcompany.co.uk/presentation/sales-questions - my HiveMind about sales questions

Dave Brock's sales management book is essential. Quite new and brilliant - he's an expert with sales management stuff:
https://www.amazon.com/Sales-Manager-Survival-Guide-Lessons/dp/0997560207

My personal suggestion would be no sales seminars, but get him to read everything that Sharon Drew Morgen writes about questions and use the links above to the books and guides.

Hope that helps :)

Some things never change.

I was in your shoes about 15 years ago as a wide eyed, broke new comer being told to invest in my business by experienced financial advisors with big books of business and money to burn. Fortunately for me I had a fantastic manager/mentor who helped me build a financially and professionally rewarding career. Here's what I learned to invest in early on:

1. Product knowledge - You should know your products inside out. Insurance/finance companies actually do a pretty good job of this as their wholesalers are constantly picking up lunch tabs to make sure advisors know their products well enough to push them. Take advantage of them. If there's something you don't know about a product then pick up the phone, call your wholesaler, and don't let him off the phone until you know it.
   
   
2. Sales kills - 15 years in business and I'm continuously amazed at how little time is actually spent developing sales skills. Learn how to sell. Three books I'd recommend today are: Never Split the Difference, Your 1st Year in Sales, and The 12 Week Year. OK, they're not all sales books but knowing how to organize your life is vital.
   
   
3. General insurance/financial knowledge - I know SO many advisors that don't know the first things about their industries. I read The Wall Street Journal every single day to keep abreast of what's going on in the industry. I have a handful of Google Alerts for different things regarding insurance, annuities, managed money, etc. I don't watch a lot of TV but most of what I watch is CNBC and Fox Business. I've also perused additional licenses and certifications. I have my Series 7 and CFP.
   
   
4. Your appearance - Looks matter in sales. I'm always dressed professionally and exercise daily to relieve stress and, well, look good. My suits are always pressed and I cut my hair once a week because any longer and I look like Cousin It from the Addams Family.
   
   
5. Relationships - I basically built my career off of friends and experienced agents who let me call their book of business for 50% of the commission. 50% of something is a lot better than 100% of nothing. Some of my biggest clients are friends who never knew they were on an appointment with me. Play your cards right and beers with the guy from high school you haven't seen in 15 years could result in him rolling over an old 401(k) to you and buying life insurance policies for him and his wife. Play your cards really right and he'll even spring for those beers.
   
   So at this point in your career investing in your business could look like going for a 3 mile run in the morning, running an iron over your shirt, and role playing your sales pitch with your manager when no one is answering their phones. As business comes you can invest further with a mailing campaign and some door knocking. When that turns to money look at things like seminars. Your wholesalers will be happy to cover the cost of food and do a presentation so long as you can fill a room with prospects for them. Etc.

So lead generation and client care isn't the hard part, it's going to be the cold calling.

Knowing what to say, how to sound confident, how NOT to sound like a sleezy salesman, etc.

Once you understand the product, the industry, and your competitors, technically its easy. You are a professional problem solver there to help them. They want your help, they NEED your help. If you believe that and you truly stand behind your product /service, then cold calling is easy. It's something you will want to do in order to improve the lives of others.

One thing that is big for me is standing while cold calling. Get up, hangs big in the air, smile on your face... It comes through in your voice and you feel more confident and calm. Amy Cuddy did some research on this. Check out her Ted Talks about it. Pretty famous work and it's so true.

https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are

I recommend reading Fanatical Prospecting by Jeb Blount. This particular book will be right up your alley. I got it on audible. It's a short 8 hours and listening to it a bit faster, you can easily knock it out in 6 hours while driving, cooking, working out, shopping, etc. It will service as a good starting point.

https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752

My current company has me selling off this god awful fucking outdated book and "technique." So obviously I do what I think is best for the modern era.

I get the core content of what he's trying to convey, but my sales leadership is more outdated than this dude's outdated pop culture references.

I think the best sales books are The Challenger Sale, The Challenger Customer, and The New Solution Selling

AND!!! Personally, I think, especially as you progress into a more advanced sales career, THE takeaway of what it is to sell in a modern world is best encompassed in The Challenger Customer...it more or less boils down to the fact that customers are more informed than ever, old-school "slick" sales techniques do not work, and by the time the customer is meeting with you, they are like 75% into the buying process.

The days of being the smooth talking sales guy are over (thank god!).

Congrats on your first SQL! I can recommend three books:

​

Fanatical Prospecting by Jeb Blount

Prob the best book out there on prospecting. Takes you thru the do's and dont's of prospecting in a really good way. Easy read, a lot of great tips and a gamechanger if you apply some of the techniques in your work.

​

Objections by Jeb Blount

Objections..and the fear of rejection. This is not a book with answers on objection A, B, C etc.. The book goes more in depth on the phsycology of how they arise, what is does to you and how to handle the emotions. I have read many "easy fix" objection books with predefined answers to different objections but that don't work since each situation is unique.

​

Selling from the heart by Larry Levine

Great book on how to sell yourselv (no phun intended). The book is based on how to build trust, which the one of the most important part of sales IMO and Larry gives great examples from his and peer experiences.

​

There's a lot of sales book out there but these are my top 3.

Honestly, I wouldn't read sales books for motivation. I'd read sales books if you need help on tactics and strategy, but if you need help picking up the phone you won't find much besides "for every 100 calls, you'll get 10 prospects and one close!".

Like sufi_surfer, I read biographies for motivation. This is fantastic and very motivational. I'm also reading this at the moment. It's half business, half bio. And very fucking good.

B2B is more consultive than emotional. Know your product inside and out. And when you’re first starting don’t be afraid to say “I don’t know, but let me find out.” You’ll build trust a lot faster that way. Chances are the people you’re talking to will know a lot more than you when you’re starting out.

To business it’s all about the bottom dollar.

What’s their ROI?

Why should they choose product X over product Z? Why should they choose your company over the competition?

Don’t upsell unless you know the value is there. It’s not about buying bells and whistles for them, it’s about buying at a decent margin and selling at a higher one.

Are you cold calling? If so I’d recommend this book.

And for god sakes, log you’re notes in your CRM. Don’t expect to remember the little details about your prospects. Favorite sports teams, interests, family, recent trips. Anything you can use to follow up and build rapport.

I built myself a call template. Helps me log my notes in the CRM and know I’m asking all of the right questions. That way when your call inevitably goes off script, you know where you were and can reel the conversation back in.

Edit: typo

Make sure your site and message is clear and easy for people. Great book to read is here: https://www.amazon.com/Building-StoryBrand-Clarify-Message-Customers-ebook/dp/B06XFJ2JGR

Not only with site copy, but will help with sales.

Learn about lead gen and using sequenced email to reach many clients on multiple touches. Good book to learn the basics here:

https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com-ebook/dp/B005ERYEGU

Learning sales takes time and you will get better. Timing isn’t always right for your customers and it’s one of the hardest things to understand. Put yourself in their shoes. If you aren’t in the market for something you probably won’t buy.

People don’t like being sold on the first email. Start with trying to get them on the phone with you to chat about their site. Ask them questions about what they feel is missing. See what they need and find out if it’s even worth it pursuing them.

Also, I would focus on a specific group. Maybe contractors? Scrape emails and send outbound emails to get that discovery call.

EDIT
Become a Godaddy Reseller if you’re serious. This way you sell a bunch more than just web dev. You can sell SSL, hosting, etc. this will give you more value to your clients and get you more $$

You got this!

I highly recommend you read Smart Calling if you haven't.

https://www.amazon.com/Smart-Calling-Eliminate-Failure-Rejection/dp/1118588711

From what I learned, SEO is a commodity. basically the prospect can always say, so what? this other guy is giving me this for a lower price.

I'm assuming you're position is to gather market intelligence and refer the prospect to the manager to close?


Alot of business has been burned by fly by night SEO agencies, it's a tough market unless you can bring real value to the customer.

if you know how to rank websites and able to close prospects, you definitely can make more than you can imagine by driving leads to your prospects with a pay per performance structure.

I know you said free but I highly recommend that you pick up Art Sobczack's book. He trains our inside sales team once a week and has a brilliant sales methodology.

What are you struggling with? Are you not finding as many prospects as you like? Are you not successfully scheduling meetings with them? Are you simply not closing them?

Tell me and I will set you straight my friend!

Being more personable only matters in relationship based selling. What customers care about more than you being some cool as guy they want to take to launch or invite to parties is if you can make a true impact on their business and teach them something they didn't know before.

It's called Challenger Selling, I implore you to read the book The Challenger Sale: Taking Control of the Customer Conversation

Alternatively you can get the gist if you watch this YouTube video
The New High Performer: Why Challengers Succeed - CEB Sales Summit

3 years ago I got fired from my first sales gig for underperforming. I was green and I wasn't applying myself.

I took some time off and read. I did research on forums and places like /r/sales. I also worked on staying motivated and keeping my drive healthy. I worked at a bar and practiced speaking to people, while also working on the management side. When I was ready, I applied to other places trying to get back into the field.

Now I am a sales manager for a company that is growing rapidly, and takes me to new and exciting places. I am loving it here and killing quotas.

I just needed to be in the right environment that helped me stay motivated and rewarded hard work as well as results. It's not just you, its where you are and who you are with that make a big part of the whole equation.

True.

If you want to get past the gate, your pitch should be about THEM, not about YOU.

How can ABC Bank help them? Ideally, you must be able to lower their cost, provide faster answers, or increase their revenue.

The DM is VERY busy, That's why they are managers. If you want to ask them 1h of their time, you must give them a promise that this hour will help them to do their jobs.

A shameless book recommandation is this book from Art Sobzack

I am 100% positive that you will get a look of precise answers and concrete action points for your industry!

They key to setting an appointment is to have a really good "opening" process.

Ask lots of really good opening questions, listen to the response then relate their individual response to a benefit that your company offers.

Then once you have finished all your opening questions, summarize it all back to them with the benefits and say "well, after talking to you Mr Prospect it's obvious that there is a lot our company can do for you. I see you are based in [town], Our senior consultant is actually going to be in the area tomorrow, I am sure he can spare 5 mins to drop some information off to you, when is a good time you will be available?"

Then if they say "we are not interested" you have all the answers from their opening questions that highlight the fact that they should be interested and makes it easier to push them for an exact specific reason why they don't want the appointment.

The secret to opening is listening to what they say. If you do it right then you will build a really strong rapport with them.

This is an old book but after reading it I doubled my earnings, it's worth a read if you have time: https://www.amazon.co.uk/Advanced-Selling-Strategies-Techniques-Salespeople/dp/0684824744

Be relevant and realize that CEOs rarely research decisions, rather they rely on members of their team to do the research and report findings to them for a decision.

There's a lot of talk about influencer selling these days purely for that reason and, in my mind, it's a more effective way of selling to C-Suite decision makers than just going to the top. I'm a big fan of having allies on my side within the organization and selling through them is one of the best ways to cultivate an advocate for your business.

Keep in mind too that it's rarely the CEO that feels pain specific to the product that you're selling and that there are others even within the C-Suite that likely feel it more (think COO, CMO, VP Sales, etc.) Being able to solve someone's specific problem as well as providing a different perspective allows you to be more valuable to an organization and makes you more resistant to competition, especially competition based on price.

I'm glad that my previous post helped you.

This book is perfect for learning the basic selling methodology and tactics: You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling https://www.amazon.com/dp/0967179904/ref=cm_sw_r_cp_api_i_E.ZvCbCC39VXB

I’ve been through a two different sales training programs so far and Sandler by far is my favorite of the two (the other was Question Based Selling). The reason I like Sandler is because it is less “salesy” and fits my personality better, but QBS is popular as well (I think).

Sure! The best resource are blogs; here's some I read every day:

• Anthony Iannarino - The Sales Blog: http://thesalesblog.com/
  
• Geoffrey James - Inc.com Sales Source: http://www.inc.com/author/geoffrey-james
  
• Jim Keenan - A Sales Guy: http://asalesguy.com/
  
• Jill Konrath - Fresh Sales Strategies: http://www.jillkonrath.com/sales-blog/
  
• Mike Weinberg - the New Sales Coach: http://newsalescoach.com/
  
  Books:
  
  
• The Challenger Sale: http://www.amazon.ca/The-Challenger-Sale-Customer-Conversation/dp/1591844355
  
• SPIN Selling: http://www.amazon.ca/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=pd_sim_b_5/180-3515090-2352529
  
  There's lots more out there, but I think this is some of the best.

Ugh, this should be higher up the list. Not sales specifically, but the skills translate frictionlessly and also useful in life. In this same category I would put

• Word Hero by Jay Heinrichs as well.
  
• Verbal Judo by George Thompson
  
• Influence by Robert Cialdini
  
• Pre-Suasion by Robert Cialdini

A good place to start might be The Psychology of Selling by Brian Tracy

www.amazon.com/The-Psychology-Selling-Increase-Possible/dp/0785288066

What Every Body is Saying by Joe Navarro

http://www.psychologytoday.com/experts/joe-navarro-ma

How to Win Friends and Influence People by Dale Carnegie

http://salesfocusinc.com/sales-tips/read-the-classics-dale-carnegies-how-to-win-friends-and-influence-people-and-his-contributions-to-modern-sales-advice/

I never tried audio, I bought the hardback.

https://www.amazon.co.uk/Science-Selling-David-Hoffeld/dp/0143129325/ref=sr_1_1?keywords=science+of+selling&qid=1565117814&s=gateway&sr=8-1

​

I thought it was quite useful all around guide to sales (buyer motives, 6 Whys people buy, company USP, closing). Interesting was the use of behavioural economics and psychology to inform the different techniques (such as innoculation theory). On that topic psychology and sales, the psychology of persuation and predictably irrational are both really great reads.

https://www.amazon.co.uk/s?k=predictably+irrational&crid=3UWT9GUFOSU8F&sprefix=predic%2Caps%2C151&ref=nb_sb_ss_i_1_6

https://www.amazon.co.uk/Influence-Psychology-Persuasion-Business-Essentials-ebook/dp/B002BD2UUC/ref=sr_1_2?crid=16X7RHAWVI8QH&keywords=science+of+persuasion&qid=1565118078&s=books&sprefix=science+of+persua%2Calexa-skills%2C141&sr=1-2

You’ve got to keep adding to your “funnel”; prospecting will do that for you. Seek out new prospects every chance you get.

I just started reading Jeb Blount’s Fanatical Prospecting and I think most here on this sub will agree: it will answer your questions and help you solve your problems. :)

I haven't read this myself, but I know a few friends that said this book was pretty decent since is focsuses primarily on prospecting.

Yes. Books can help. “Objections” by Jen Blount is excellent. https://www.amazon.com/Objections-Ultimate-Mastering-Science-Getting/dp/1119477387

If you are open to reading, this is a research-driven wealth of information that can help you understand the anatomy/physiology of cold calling and what actions you can take to improve:

https://www.amazon.com/Psychology-Sales-Call-Reluctance-Earning/dp/0935907122

The Only Sales Guide You'll Ever Need. I'm a first year sales rep in an industrial field. It has been extremely motivating and helpful.

https://www.amazon.com/Only-Sales-Guide-Youll-Ever/dp/0735211671

Hi, I recommend you read 'Advanced Selling Stratagies' by Brian Tracey. It is the most complete book on selling I've ever read. The first half of the book is about how your attitude towards life and work affects your sales, he gives numerous methods for increasing your personal power and taking control of your job. The second half is massive list of tips for maximizing your opportunities at every part of the sales process.

http://www.amazon.com/gp/aw/d/0684824744/ref=redir_mdp_mobile?pc_redir=1414443561

Predictable Revenue, by Aaron Ross is a good, quick read. He's originally from Salesforce.com and outlines several effective, new strategies, such as "Cold Calling 2.0."

here is the book It teaches about how to present your product/service as a valuable solution for the client!

The Only Sales Guide You'll Ever Need by Anthony Iannarino. Honestly, I've read probably 15-20 but this one is engaging. It'll give you challenges at the end of each chapter.

I wrote this without reading your post on what kind of book you're looking for however, I stand by my recommendation.

Link: https://www.amazon.ca/Only-Sales-Guide-Youll-Ever/dp/0735211671

http://www.amazon.com/gp/product/0684824744

Best sales book I've ever read

I am a huge fan of the Challenger sale.

https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?ie=UTF8&qid=1503067846&sr=8-1&keywords=the+challenger+sale

I really liked The Challenger Sale - http://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?ie=UTF8&qid=1425955496&sr=8-1&keywords=The+challenger

Here at the links to the books I have recommended.

https://www.amazon.com/Art-Selling-Zig-Ziglar-2012-06-03/dp/B01F81PFOG/ref=sr_1_2?ie=UTF8&qid=1488290235&sr=8-2&keywords=zig+ziglar+art+of+selling

https://www.amazon.com/Psychology-Selling-Increase-Thought-Possible/dp/0785288066/ref=sr_1_5?ie=UTF8&qid=1488290247&sr=8-5&keywords=brian+tracy

https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213/ref=sr_1_1?ie=UTF8&qid=1488290267&sr=8-1&keywords=predictive+revenue

This is highly recommended for anyone in Saas sales.

especially in a BDR or management role.

https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_1?ie=UTF8&qid=1488290305&sr=8-1&keywords=spin+selling

Read Predictable Revenue by Aaron Ross: https://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213
This will be your bible, all successful b2b tech sales organizations use many components of this book.

I highly recommend picking up Spin Selling by Neil Rackham. Well worth the cost and it will help you to develop not just your cold call but all aspects of your sales approach.

You NEED to read Predictive Revenue!

I had to build an entire sales process from start to finish for my startup. A friend introduced me to this book and it changed the way we looked at our sales team. It's fucking incredible.

http://www.amazon.com/Predictable-Revenue-Business-Practices-Salesforce-com/dp/0984380213

The Challenger Sale is good.

Yeah dude. It's in the sidebar. But as a hyperlink costs me nothing, here ya go: http://www.amazon.co.uk/The-SPIN-Selling-Fieldbook-Practical/dp/0070522359/ref=sr_1_1?ie=UTF8&qid=1394139526&sr=8-1&keywords=spin+selling+fieldbook

Read Challenger Sale. Seriously - it deals with this exact issue. Good book, all around.

if you are in the business of larger dollar amount sales (i.e. not hawking cell phones at the local Verizon shop, but are in the business of solutions selling), these are the only two sales books you will ever need:

Spin Selling

Spin Selling Fieldbook

I'd also recommend Fanatical if you're a beginner. However, it's not a great book if you have intermediate sales skills and above. Some of it is too obvious.

Anyoneread the book "Gap Selling"? It's a new book that's pushed alot amongst sales professionals on the LinkedIn community...the author is really active on Linkedin. I'm slightly skeptical of books that receive alot of "tribe promotions" because people tend to be too biased.

Sales Manager Survival Guide - David A Brock

https://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/0967179904

Selling what?

http://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/0967179904
http://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1440506698/ref=sr_1_1?s=books&ie=UTF8&qid=1422481077&sr=1-1&keywords=selling+to+vito

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

https://www.amazon.com/dp/1119144752/ref=cm_sw_r_cp_tai_PcpsDb5WAXQ6X

Never Split the Difference, By Chris Voss
He is a retired Negotiator from the FBI.
https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2

Read this

It has guidance and strategies for how to get in to see executives.

There's a whole book written on how and why some sales people are afraid of calling. Here it is: http://www.amazon.com/The-Psychology-Sales-Call-Reluctance/dp/0935907122

Sorry, formatting. It's three books

http://www.amazon.ca/SPIN-Selling-Neil-Rackham/dp/0070511136

http://www.amazon.ca/Made-Stick-Ideas-Survive-Others/dp/1400064287/ref=pd_bxgy_b_img_y

http://www.amazon.ca/Ziglar-Selling-Zig/dp/0785288937/ref=tmm_pap_swatch_0?_encoding=UTF8&sr=1-9&qid=1426803718