May 28th 2010
A list for someone very new to sales
Last week I had two requests (Thank you David and Michael), for very different reasons, asking me what books would I recommend for someone new to sales to help get them quickly up to speed. I get this question often and never felt I had my “best’ answer. So I finally:
- laid out a selection process,
- set out the requirements (Easy to read and digest , did I mention real short, proven in the trenches, only a few, and seriously effective),
- then looked at my 800 plus reviews
So, in May 2010 I have made the inaugural , just add water and stir, list of Getting Started in Sales books. I make no guarantee that I have not missed your gems, hurt many writers feelings (but being sales people they have tough skins) and I could change my mind tomorrow if a new book comes across my desk. So drum roll please:
2010 Getting Started in Sales book list:
1. Art Sobczak has been at this the longest – he calls it Smart
Calling- but if you read very carefully it is much much more- sales efficiency tag
2 The Leaky Funnel – Hugh Macfarlane – sales effectiveness tag
3. It’s Not Rocket Science – Mitch Gooze - sales effectiveness tag
A serious student of sales success (desire to be a top 5%er? ) understands that this is a continuous journey of learning. These books just get you started.
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- Smart Calling. Eliminate the fear, failure and rejection from cold calling. Art Sobczak. (regnordman.com)
- Want to eliminate fear and rejection from your prospecting? (thecustomercollective.com)
- In Sales Qualification Ask When and Keep Asking When | Front Office Box (avantrasara.com)
- Take the Cold out of Cold Calling. Web Search Secrets. Sam Richter
- Top Dog Recession -Busting Sales Secrets. 50 experts show you proven ways to sell more in tough times. Michael Dalton Johnson ed.
- Smart Calling. Eliminate the fear, failure and rejection from cold calling. Art Sobczak.
- The Leaky Funnel. Hugh MacFarlane. A diamond from Australia
- How To Sell More In Less Time With No Rejection. Using Common Sense Telephone Techniques. Art Sobczak