(Part 2) Reddit mentions: The best sales books

I'm assuming you're asking so you can train your own staff to sell solutions to customers while out in the field...

I highly recommend this book (Spin Selling): https://www.amazon.com/SPIN-Selling-Situation-Implication-Need-Payoff-ebook/dp/B06XB35VCH/

Most IT staff have never sold before or are not naturally good at it…

Given that customers have different needs…. and the products offered are increasingly sophisticated and hard to explain to non-tech buyers… most sales conversations end up being all over the map and are not nearly as effective as they could be.

This is where the SPIN selling framework comes in...

• It eliminates the need to be "pushy" or "salesy", because it helps the person selling focus on the customer's needs and work backwards.
  
  
• It provides a simple conversation framework that they can follow over and over again.
  
  
• It helps them guide the customer into understanding why the benefit of a certain product/service would outweigh the costs involved.
  
  
  This book is not specific to MSPs, but it's the original selling foundation that hundreds of sales courses are based on, technical and otherwise..
  
  I personally make sure that everyone on my team has read it at least once.
  
  Hope you found this useful.
  
  Ralph

hey! Try either listening to or reading Tom Hopkins book called "How to Master the Art of Selling" (http://www.amazon.com/How-Master-Art-Selling-Hopkins/dp/0446386367)

I'm listening to audio tapes right now and it is AMAZING. It has everything from getting prospects, to closing, to following up.

Hope it helps =)

zero experience. What I'm doing right now is going through the book Lightning Sales Ops and creating the custom fields, process builders, and flows that the book outlines. I'm through Chapter 5 and just created the flow and process builder to create the Best Matched Account field on a Lead record. It had some slight hand holding but I had to figure out the process builder portion on my own. I like this book because the things you're setting up provide real benefits to sales teams, and the book shows why you're doing what you're doing.

Have you read social wealth by jason treu? i think this is one of the best books on social skills imo and gives you some great tips. You should add it to your list

https://www.amazon.co.uk/Social-Wealth-Extraordinary-Relationships-Transforming-ebook/dp/B00N9CA1QY/ref=sr_1_1?s=books&ie=UTF8&qid=1469011027&sr=1-1&keywords=social+wealth

Thanks. Is this the book you're talking about?

>You do know what happened in that movie, right? And this is your inspiration for a book on sales tactics?

I'm not trying to cheat people. I'm, hopefully, obviously not trying to replicate a pump and dump scheme.

I want to move a product. The scene just got me thinking about how I could market my product better.

I always recommend building a financial model that starts with what metrics your senior execs care about, then working backward. You might want to look at how you can impact:

• Lead volume
  
• Conversion rates
  
• Time to: first deal, quota, promotion, etc. \<--all but last for channel too
  
• Profit (or lack of discounting)
  
• Many other things depending on your business...
  
  Even if you did get things moving without a model, a lot of enablement programs get off the ground with a ton of great projects that are really hard, but without calling your shot and then delivering, it's hard to have credibility with execs to keep/grow the program.
  
  I'm one of the authors of The Sales Enablement Playbook. We included metrics at the end of each chapter, so if you haven't heard of it, you might want to check it out...on Amazon.

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• Not every sales environment is the same. A CEO being intense and unlikeable is not something you have to accept, there are better jobs.
  
  To give you some reference I work for a 300+ company, SAAS, I am an SDR and have met every VP/CEO/Head and never once has anyone being in any way unpleasant. My boss, although is weird, is also not like that. Choose the environment that suits your personality.
  
  
• Are you doing well, average or poor?. If you suck, the environment is always different. If you're doing well, your boss relaxes, everything gets easier and smoother. If you suck, first talk to the people doing well and schedule time on their calendar and ask them how they do better.
  
  Read, "How to make friends and influence people", "Challenger sale", "(The SAAS Sales method for Sales development reps)[https://www.amazon.co.uk/SaaS-Sales-Method-Development-Representatives-ebook/dp/B07BJD5TPT]"
  
  In that order, and read them fast. You can have that done in a weekend. The third book is the most powerful, if you're an AE, read the second. (I know ad sales is different, but the methods are similar)
  
  
• The anxiety is always there. It sucks, just gets better, suck it up and push through. Things don't get easier if you quit, always be focused on the goal even if you miss it. I've had some real lows, but do not beat yourself up, get over it immediately and hit the ground running. Get better and build a predictable way to hit number month on month, you can't guarantee 100%, but starting on 30% of goal at the beginning of the month makes things easier.

Some people consider Mark Dawson's approach somewhat out of date, with the way FB algos have changed. I heard about this book and found it super helpful. FWIW.

I'd also recommend taking a look at Nicholas Erik's site.

Yeah # of calls, at least in my field (sales) specifically--sounds good on paper but IMO is completely detrimental to actual productivity, because it just encourages people to stack their day with bullshit calls in order to hit that magic number vs focusing on actual, productive sales calls. I really like the 80/20 Wholesaler [https://www.amazon.com/80-20-Wholesaler-Definitive-Performing/dp/1497347319]; it's geared towards wholesaling (obviously) but there's a lot of good guidelines that you could apply to any sort of business. In particular Scoring Your Day (keep it simple), 4 meeting process, zone rotation (if you travel for work) and client segmentation are IMO the big takeaways.

I've read a lot of business books in the past year. These include:

7 Habits of Highly Effective People

Rich Dad Poor Dad

Think and Grow Rich

How to Win Friends & Influence People

Secrets of Closing the Sale

How to Master the Art of Selling

The E-Myth Revisited

The Compound Effect

The Slight Edge

The $100 Startup

The Toilet Paper Entrepreneur

I have 4HWW waiting to be read, in addition to about 15 other books that are sitting there, waiting to be read.

The $100 Startup is very inspiring, especially for people who have no chance at securing a "normal" job (I dropped out of college). The Toilet Paper Entrepreneur is also very informative. But out of this list, by far, my two favorite books are The Compound Effect and The Slight Edge. #1 going to The Slight Edge. Read this book. Maybe it won't apply to everyone as much as it did to me, but it totally changed my attitude towards life.

Well I'm biased as I come from Automotive sales and GC was a big part of my transition from that to 'business'.

10x is much like his other books, BOBA or SOBS. I'm certain he taps into people who are on the fringes of entreprenurship or think it's all about grinding - I just choose to see it as more of a lifestyle.

Many people would probably laugh but I made my first dollar in business, because I had to pay my phone bill. I went out with no website or plan and just offered my expertise to them and the money came back in spades.

I think you're right re:

> Others might come from a place of being better informed about direction and needing the motivation more, though I do think this is the less common problem here.

Motivation is rarely the problem, it's usually a side effect.

Here are all the local Amazon links I could find:


amazon.co.uk

amazon.ca

amazon.com.au

amazon.in

amazon.com.mx

amazon.de

amazon.it

amazon.es

amazon.com.br

amazon.nl

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If you're not a developer, the best place to get involved in the SAAS field is sales and marketing. Here is a few websites with books that help people market and sell Software as a Service products. After reading a view (or listening) I would find a startup and pitch your selling to them and slowly get better.


https://www.quora.com/What-are-some-of-the-best-SaaS-marketing-books-that-every-start-up-SaaS-marketer-must-read
https://www.amazon.com/How-Sell-SaaS-difficult-competitive/dp/1537648845

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I hope this helps!

http://www.amazon.co.uk/dp/1118206673/ref=pd_lpo_sbs_dp_ss_1?pf_rd_p=569136327&pf_rd_s=lpo-top-stripe&pf_rd_t=201&pf_rd_i=0471327336&pf_rd_m=A3P5ROKL5A1OLE&pf_rd_r=11QTZHXXNRAAC7K7KJXC

Some great advice on writing value propositions along with proposal and getting them to the right people!

As an additional reasource, get this Kindle book. It is very cheap but surprisingly readable. Covert Hypnosis: Easily Sneak Your Ideas Into Their Mind. It is a listing of Milton's Model Patterns and Presuppositions with examples of each pattern/presupposition.

Start by reading this book here https://www.amazon.com/How-Much-Should-I-Charge/dp/0984587624
Followed by https://www.amazon.ca/Myth-Contractor-Contractors-Businesses-About/dp/0060938463
Join the electriciantalk.com community forums, they have a great business section.

Here are all the local Amazon links:


amazon.co.uk

amazon.ca

amazon.com.au

amazon.in

amazon.com.mx

amazon.de

amazon.it

amazon.es

amazon.com.br

amazon.nl