Nonstop Sales Boom. Colleen Francis.  2014,. ISBN 9780814433768. I can not believe I missed this book when it came out.  I am voting it my Sales Book of the Month already.  It is a great resource for B2B sales for product and service companies.  It is based on the pioneer work of Alan Weiss (Million Dollar Consulting) and then some.  It is also useful for the brand  new to very experienced sales person.  Definitely a book to have on your reference shelf to refer to often.

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Hacking Marketing. Agile practices to make marketing smarter, faster, and more innovative.  Scott Brinker.  2016. ISBN 9781119183174.   The author makes a terrific analysis of how today’s digital marketing has evolved and the need for marketers to develop and maintain new skills.   The application of agile tools and techniques to all aspects of marketing just makes so much sense. The author does an excellent job in showing how this is as much a management  tool as a software tool. Highly recommended for any and all marketers and schools of marketing.

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More Sales . Less Time. Surprisingly simple strategies for today’s crazy-busy sellers. Jill Konrath. 2016. ISBN 9781591847267.  The author has penned several highly valuable books on selling and you can count on her to be very current.  In this book she turned attention on the increasingly busy life of effective salesmen. She really looked at her own behavior and decided to work on herself first,how could she do as much or more in less working time? . What followed is a very timely book on how salespeople can not only become more effective using the time they have while enjoying selling even more.  I appreciated the time saving apps she has found as well as the way she rethought how we usually go about doing things. Once again Jill has really done her homework on this topic and created an immediate and long lasting impactful book that is  a delight to read.

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Discover Questions Get You Connected. Deb Calvert. 2016.   Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions.   For sales it is exemplary, enough that this will become my 2016 Sales book of the year.  The author makes a great case for  asking the right question early enough so the seller can communicate value.

The book has three major sections

• How questions help us get better connected.
• The types of questions to use
• Practice

The author puts the questions in eight groups that you can remember using the word DISCOVER:

• Data questions
• Issue questions
• Solution questions
• Consequence questions
• Outcome questions
• Value questions
• Example questions
• Rationale questions

She works hard to put the materials into context with good examples of situations that any salesperson will recognize.

The book for all sales reps and managers to have right on their  desk to read and reread and apply every day.

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