At Salespod[Now Repsly], we believe in the constant quest for improvement. Here are some sales books that have helped us craft our product, strategy and helped us build our knowledge. We wanted to give you this list, next time you are looking to pick up a sales or business book, that may change the way you work!
- The Art of the Sale: Life's a Pitch - While pursuing a Harvard M.B.A., Philip Delves Broughton found himself obsessed by the process and difficulty of selling; a topic that was conspicuously absent from his coursework. Broughton decided to put his research skills to use (Broughton is a former journalist for The Daily Telegraph) and create his own "course" in selling. In his quest to find out what makes a great sales person, he analysed historical sales icons and met with current sales superstars, all of whom had plenty of insight to share. Part history lesson, part social science, and part instructional text, The Art of the Sale offers a little bit of everything.
- Platform: Get Noticed in a Noisy World - Professional blogger, author, and speaker Michael Hyatt lays out what it takes to set yourself apart in the age of social media. Hyatt argues that as our current world becomes increasingly competitive and distracting, it gets harder and harder for anyone to be heard. As the title implies, Hyatt describes how individuals and businesses can increase their reach and influence by building a successful platform. Filled with practical step-by-step tips, Platform has something for everyone, from those who are new to the game to those who think they know everything.
- The Innovator's Dilemma- Harvard Business School professor, Clayton M. Christensen, explores how large successful companies can apparently do everything "right," but still be edged out by smaller upstart companies using "disruptive technologies." The titular dilemma is that as these smaller companies gain traction and success in the market, they, too, can and will be replaced by the next upstarts. Using well-known companies as evidence, Christensen suggests that in order to avoid obsolescence, companies must constantly try to anticipate what the customer of the future will want, not what the current one wants. A good read for anyone who wants to stay in the game. Read an excerpt here.
- The Lean Startup - Author Eric Ries gives a good overview of why and how new companies should consider going lean in this current, and most likely future, economy. Essentially, lean is about maximizing creativity and innovation while conserving capital. In other words, how can a company efficiently and quickly solve problems? As Ries points out, "Lean Startup isn't about being cheap [but is about] being less wasteful and still doing things that are big." The Lean Startup advocates, and explains in detail, how to : 1) Eliminate uncertainty 2) Work smarter, not harder 3) Develop a Minimal Viable Product 4) Embrace validated learning. A great guide for anyone interested in going lean or a good reference tool for those who already are.
- Snap Selling: Speed Up Sales and Win More Business With Today's Frazzled Customers - Author Jill Konrath argues that today's overstimulated customer doesn't have time or patience to sift through lengthy sales gambits. In order for a salesperson to close the sale, he or she must develop a modernized approach. Conveniently, this approach is tidily encapsulated by the "SNAP" in Konrath's title:
- Keep it Simple
- Be INvaluable
- Always Align
- Raise Priorities
A great read for any salesperson looking to up his or her sales game.
Happy reading from Salespod [Now Repsly]!
Jenna Hannon is a Canadian born technology marketer and writer living in Silicon Valley. She is currently Strategic Communications at Fanhattan, advisor at Treasure Data. Jenna is also an adrenaline junkie; as a kiteboarder, skateboarder, snowboarder and surfer.