We are delighted to announce Top Sales World’s Top 50 Sales Books for 2019.
It has been another bumper year so far and the quality of writing has been very high, but our selections are not simply restricted to the past 12 months
It is important to stress – as we always do – we are not suggesting that these are the best 50 books on sales and selling that have ever been published, because no such list exists. However, we are confirming that these are our favorite 50 and we admit our own subjectivity and indulgence even.
Most vendors carefully research what customers expect of their products and services, but few, if any, ask customers what they expect of their salespeople. That's a mistake. Based on extensive research of customer and vendor organisations, this book uncovers a number of glaring gaps between customer expectations of salespeople and vendor performance. Moreover, it shows a considerable discrepancy between the capabilities that vendors think are important and those that customers actually want. Focusing on the latter, the book suggests ways to professionalise how you sell by incorporating customer expectations of salespeople into all aspects of sales engagements.
Today’s global marketplace brings success to those able to collaborate productively in crossfunctional teams. Yet many engineers, marketing and sales professionals still operate in silos, missing opportunities for leadership development and professional advancement. This is the ultimate CrossFunctional Playbook to catapult you and your team out of the status quo. Especially if you work with, for, or sell to technical decision makers, or are an engineer in a sales role, learn how to leverage your functional value and drive revenue generation.
Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?
One of the biggest reasons for failure in sales is because sales organizations rarely understand how emotional intelligence skills impact success in business. Often salespeople know what to do. However, in tough selling situations, they let nonproductive emotions take over. They discount too soon, write proposals without proper qualification and continue to meet with nondecision makers. Their inability to execute the right selling behaviors under stressful situations lead to missed revenue goals. Soft skills do produce hard sales results.
Tiffani Bova travels around the world helping companies solve their most vexing problem. Whether she's presenting to a Fortune 500 board of directors or brainstorming over coffee with a start-up founder, Bova cuts through the clutter and confusion that surround growth. Now, she draws on her decades of experience and more than thirty fascinating, in-depth business stories to demonstrate the opportunities and pitfalls of each of the ten growth paths, how they work together, and how they apply to business today.
Today's buyers are overloaded - overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded "sales process."
In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure - and alienating potential buyers in the process.
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect—and they do it ALL THE TIME. “But how?” you ask, “In the age of the Internet, isn’t coldcalling dead?” The Internet won’t fill your sales funnel—and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs—in your hands. Follow its formula and start bringing in valuable new business.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? The authors of this book studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the secondplace finishers, they found surprising results. Here they share those results outline exactly what you need to do to transform yourself and your team into insight sellers.
As a small business owner the growth of your business rests squarely on your shoulders. Like many business owners, you may not be comfortable with selling. But it's tough to grow a business if you don't master the sales process. The good news is sales doesn't have to be complicated. This book is a no nonsense, easy to understand resource for everything sales – from defining the value of your product or service to successfully closing deals.