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.
Selling Fearlessly specifically targets the one-call-close simple-sale salesperson, addresses all the elements of selling and spotlights the paralyzing fear factor that 80% of the 16 million salespeople in the United States must face every time they make a call or give a presentation. The author's purpose is to enlighten and inspire you to become a salesperson, or be a far better salesperson than you are now. The book is a salesman's instructional manual down to the grayest subtleties.
Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way.
SERVE, LEAD, SUCCEED! is a how-to book for successful sales management, showing how servant leaders across the nation have transformed their sales teams from mediocre to exemplary. It includes real-life sales stories as well as research illustrating the effectiveness of servant leadership in sales team success. The book is all about supercharging sales performance, bringing the joy of selling to your team, and becoming a leader that people will respect and remember. It shows how supportive leaders have used empathy, humility and teamwork to empower sales teams that are accountable and passionate to succeed.
Smart Calling- Eliminate the Fear, Failure, and Rejection from Cold Calling (Second Ediiton) by Art Sobczak
"Cold" calling for new business is pretty much dead, as many "social selling" pundits profess. The "cold" part is, but the calling is not. Top salespeople who are doing Smart Calling are proving that every day. Smart Calling is simply combining abundantly-available relevant sales intelligence with Art Sobczak’s proven process to get through, get in, and sell to prospects who are interested in what you have. See the proven methods and the word-for-word examples you can use today to get more new business.
Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. Why? It's because too many sales organizations operate on deadly assumptions that deny the essential human nature of their sales teams and their buyers. Written by the CEO of a sales technology company, George Brontén, Stop Killing Deals defies convention by destroying the idea that CRM and other technology is the solution to all of the sales industry’s problems.
Stop Selling and Start Leading: How to Make Extraordinary Sales Happen by James M. Kouzes, Barry Z. Posner and Deb Calvert
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearlyuniversal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them.
For sales leaders, coaching salespeople by means of discreet, personal participation in their sales calls, through what is popularly known as a “ride-along,” is a high-risk undertaking. It’s the kind of thing that most managers are never actually trained to do. That’s unfortunate, because these sessions have a huge impact on both the relationship with the salesperson and the relationship with the buyer.
This book is DIFFERENT! It provides mainstream how to’s and what to do’s with a left of field focus on who you need to be and why this is so important. It taps into what REALLY contributes to business success when it comes to revenue generation, day to day leadership and the critical activation of those results that matter the most. It’s an invitation as well as a wakeup call to begin having commercial conversations that provide a win for everyone – you, your buyer and the greater community.
The Convenience Revolution: How to Deliver a Customer Service Experience That Disrupts the Competition and Creates Fierce Loyalty by Shep Hyken
Customers will pay for convenience. And they'll choose to do more business over time with the people and companies that make their lives more convenient!
Whether you're trying to out-service a competitor or disrupt an entire industry, creating less friction and being more convenient for your customers should be your strategy. When you raise the convenience bar, you create the next level of amazing customer experience.
Sales is a skill just like any other, which anyone can learn and master--including the introvert who is more comfortable alone than in the sales field. As with finding any type of success, it’s all about learning how to leverage one’s own natural strengths.Extroverts are rarely short on words, and their conversations and sales pitches never feel sales-y to them. The world of sales just comes natural to the extrovert. But introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections. What makes The Introvert’s Edge so powerful and practical is that it explains how the introvert can feel equally comfortable and sincere in the sales world as well--without changing who they are!