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.
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?
Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads.
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.
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.
Keep Your Customers: How to Stop Customer Turnover, Improve Retention and Get Lucrative, Long-Term Loyalty by Ali Cudby
Keep Your Customers shares a fresh perspective on the old problem of customer relations. Ali Cudby shares with business leaders how to set up customer engagement for loyalty with a company culture to support it. Ideal for business leaders who want to grow without being stuck in the endless grind of new customer acquisition. It shares the strategies and tactics that boost long-term customer value.
A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers. Create a World-Class ¬Third-Party Selling Program! Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term! Regardless of what it's called, this model presents both special challenges and special opportunities.
In the B2B world, the people bringing the largest deals to the tables are heroes. That's because, amongst the world's biggest B2B companies, 80% of the total revenue comes from as little as 1% of the customer base - or fewer than 100 customers. And a large portion of that 80% comes from megadeals.
For salespeople tired of feeling stressed out, burned out, and bummed out that their customers don't want to hear from them, A Mind for Sales is the guide they need to develop a success mindset and the habits required to breakthrough to a whole new level of sales performance. Everybody knows the world of sales can be tough, and it's easy to get discouraged when the rejections start piling up, and your customers stop picking up the phone. The wrong thought patterns can start to set in, and pretty soon you ...
More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers by Jill Konrath
In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction.
Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it’s up to you to rescue your time to sell smarter.