We are delighted to announce Top Sales World’s Top 50 Sales Books for 2020.
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.
52 Sales Management Tips by Steven Rosen
This book is written for sales managers who struggle within a corporate environment that doesn't always support them or their development needs. Frontline sales managers are facing unprecedented change, facing increased demands to do more with less, while driving sales performance. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager, you will find this book to be a valuable guide to consult whenever you are experiencing problems.
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ACT Like a Sales Pro by Julie Hansen
Acting is the ultimate form of persuasion. Now you can learn the methods that great actors use to engage and inspire clients and win more sales than you dreamed possible! Act Like a Sales Pro shows you how acting and improv skills can enhance your own selling style, make you stand out in an increasingly competitive marketplace, and create a memorable buying experience. Easy-to-follow steps, exercises, and real-world coaching sessions help you move confidently from cold-calling to closing.
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Aligning Strategy & Sales by Frank Cespedes
The most crucial connection, in an organization seeking to grow, is between sales and strategy. But if your company is like most, instead of a strong connection there is a widening gap and too little bang for the buck. This brilliant book will help turn the tide for your organization.
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Baseline Selling by Dave Kurlan
This book dramatically changes the way we approach the sales process, replacing the gratuitous complexity commonly advocated with an elegant and very effective simplicity. Studies have shown that selling techniques of the last two decades have had little impact on most of the sales population because of the complexity, learning curve and difficulty in applying the concepts in these systems. Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to.
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Changing The Sales Conversation: Connect, Collaborate, and Close by Linda Richardson
Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing.
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Collaborative Selling by Tony Alessandra & Rick Barrera
There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling". The other seems pretty effortless. I call this one "Collaborative Selling". I must admit that both will get you some business. However, "Hard Selling" is always uphill battle. "Collaborative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using.
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Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales by Tony J. Hughes
Unleash a killer combination of old and new sales strategies. How do you break through to impossibletoreach executive buyers who are intent on blocking out the noise that confronts them every day? Oldschool prospecting tactics or new school techniques alone won't provide the answers This book reveals today's new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works.
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Conversations That Sell by Nancy Bleeke
When it comes to sales, there's no such thing as "small talk." Today's buyers want more from sellers than a consultation. They demand meaningful, collaborative conversations that result in a Win3... where they, the seller and the organization, achieve a winning outcome. Conversations That Sell outlines the what, how and why of collaborative conversation skills needed to capture attention and close business. It is packed with practical and valuable tools and examples to keep the conversation focused and productive.
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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how worldclass sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, on interpersonal coaching, It’s a book on how to effectively manage a sales force.
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Do YOU Mean Business? by Babette Ten Haken
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.
