Sales Secrets. The World’s Top Salespeople Share Their Secrets to Success. Brandon Bornancin. 2020.   I have been working through this book for several months now.  Not because it is a tough read, but because each if the 100 plus interviews is so packed with very useful terse advice.  I have directed many of my coached clients to this treasure of a book.  Its just so useful. I would read an interview and then use it in my daily practice.  So do not rush through this book,, but reflect on each bit and see where you can use this.  Also you will connect with 100 plus great sales resources on LinkedIn.  Could be the sales book of 2021

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition Lee Salz. 2021 ISBN 978-1400222506.  I like Lee Salz work, so when he offered a review copy, I readily agreed.  I finished it today and it is everything I expected and more. This is easily one of the best sales books this year.  His ideas, examples and suggestions are bang on in the competitive and ever changing of sales field.  Plus it is all actionable and will result in much improved sales efforts for your sales teams.  Do not wait to get his book as you are leaking sales every day until you start to implement his ideas and techniques.  Another  winner from Lee

Coaching Salespeople into Sales Champions. A tactical playbook for managers and executives. Keith Rosen. 2008.  A very useful book as it is full of things that managers can actually do.  Its Olympics time and one of the sponsors had made spotlight videos of the impact of coaching to the high performance athlete.  The is  true for sales teams ( since its all about people and not stuff) .  Rosen is very recognized in this field and he writes a no nonsense book stuffed full of impactful insights.  I took copious notes and constantly refer this book to my own coaching clients.   Buy it, read it and keep it handy for regular referral.

Triage Sales Coaching. Shianne Sampson.. 2020   A succinct guide to effectively coaching sales people.  The author references several well known sales coaches and puts them in context.  This is a solid book that works for newer sales managers/coaches.  Sales people are interested in books etc. that get the job done and this book will be useful. I liked his regular summaries and checklists,   Buy, read and go back to this book regularly

Sell or be Sold. How to get your way in business and in life. Grant Cardone. 2012. ISBN 9781608322909.  The author is every bit a salesman, and each page of this book contains a useful bit for sales. More of a Zig Ziglar type than a here’s my process author, Cardone presents an upbeat attitude and strategies that are bound to get a salesperson up and over the various obstacles they may face.  His life stories and approaches are all useful, especially if you are a salesperson who sells with a story. I appreciated that his approach elevates and celebrates the role of salespeople in the world. A book for all salespeople to keep handy on their shelf.

Tactical Pipeline Growth. Winning the battle for new business, Mark McInness. 2020. ISBN 9780646819938.   The author has put together a very practical, pragmatic book on tactical sales methods. He is also very organized and logical making this a good guide to building internal sales processes.   You will still need a good idea of your ideal client, the types of language and content that works for them. As well you need good marketing chops to drive leads and traffic to work with.  That done, this book will make sure you take the best care of the leads you work with.  Worth any sales professional’s time to read this.

Compelling Selling. Simple & profitable tips for effective, efficient sales conversations. Dr. Nancy Zare. 2020.  The author, a psychologist has analyzed aspects of prospects and salespeople and identified 4 different buying styles and 4 different selling styles. Some of this is very reminiscent of the Social Styles work done a few decades ago. I had applied it to my selling syles and found it useful.  This book goes further by giving more insights into identifying and following up with the different buying styles.  It reflects the more pragmatic demands of today’s business reader. The guides are useful and simple so I suspect most young salespeople will be able to adopt them.  I started out thinking that the book would be a retread of older material but I found new insights from this work.

Channel Force. A modern methodology for channel revenue growth. Craig H. Booth. 2020. 9781734891553.

A recent book on the issues surrounding Channel Sales. Written with a technology company in mind, the solutions suggested applying to any channel sales. The organization of the book is very logical and it allows the reader to build up a comprehensive model for their channel sales.  I appreciated the depth of thought put into this book.  This is helpful when you build your program but also you will learn the root of your channel problems and then be able to troubleshoot.  IMHO many, most channel problems are self-created through errors in the original set up and inattention.  It is difficult and painful to fix but needed to improve your revenue picture. This book will help, but the reader has to pay attention and work through the whole process, there are no short cuts. But once you understand the logic,  the work you need to do is easy to  see

How to Sell In Place, Closing deals in the new normal. Tom Searcy & Carajane Moore. 2020.  These two have a history of selling very big sales without f2F meetings over the years ( Co = Hunt Big Sales).  This short book concisely and clearly lays out how they have done this. For the reader, this is a prescription of how to move forward in today’s new normal.   I appreciate and recognize the logic in this approach as it reflects what we have learned over the years in doing much the same.  The online resources are useful but the reader needs to do the hard work in making it apply to their business.  With the present two books on Virtual Selling ( Jeb Blount, The RAIN group)  this one is a good complement.

Virtual Selling. A quick start guide to leveraging video, technology and virtual communication channels to engage remote buyers and close deals fast. Jeb Blount. 2020  Wiley. This book was getting quite a bit of good press so I asked Jeb for a review copy. It came a few days ago.  I have read several of Jeb’s very useful books and I like the work he does.  This book does not disappoint.  Part of good sales technique is being efficient (do the right things) and being effective ( do them at the right time)  Jeb covers both of these very well. His ideas and guides are very current and much of what we do with present clients is contained here. A bonus is the plethora of online resources available to buyers of the ebook.  This is very good value and the content is presented in an easy to assimilate and use style.   Buy this book, read it once and then read it again. get to work.  Your commissions will soar!.