Best Sales Literature and Gurus
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LITERATUREGURUSNote! Check if your recommended read already is listed. Strictly categorize your read only within 1 of 3 possible categories: (1) Skills and Tactics, (2) Strategy and Positioning or (3) Network and Relations.Elite Sales Professionals: http://bit.ly/elite-sales
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Book / Article / PostAuthorPublishedAvailability / User RatingsLanguageSuggested CategoryShared by (Twitter id)Comments from visitors / users
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SPIN(r) SellingNeil Rackham1988http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_1?ie=UTF8&qid=1315381511&sr=8-1EnglishSkills and Tactics@vidartopThe Fundamentals
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Account Strategies for Major SalesNeil Rackham1989http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/dp/0070511144/ref=sr_1_1?ie=UTF8&qid=1320098220&sr=8-1EnglishStrategy and Positioning@vidartopI love the dialogues and examples set forth in this book.
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Major Account Sales StrategyNeil Rackham1989http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/dp/0070511144/ref=sr_1_1?s=books&ie=UTF8&qid=1320148089&sr=1-1EnglishStrategy and Positioning@camaurerto me this book is more important than SPIN Selling. Takes already a buying process view
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Managing Major SalesNeil Rackham and Richard Ruff1991http://www.amazon.com/Managing-Major-Sales-Neil-Rackham/dp/0887305083/ref=sr_1_9?s=books&ie=UTF8&qid=1320147341&sr=1-9EnglishStrategy and Positioning@camaurerGood sales management fundamentals for major sales (e.g. difference sttratic and tactical coaching)
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The SPIN Selling FieldbookNeil Rackham1996http://www.amazon.com/SPIN-Selling-Fieldbook-Practical-Exercises/dp/0070522359/ref=sr_1_4?s=books&ie=UTF8&qid=1320147341&sr=1-4EnglishSkills and Tactics@camaurerFor those who want to not only kn ow but better apply SPIN Selling
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Selling The InvisibleHarry Beckwith1997http://www.amazon.com/Selling-Invisible-Field-Modern-Marketing/dp/0446520942/ref=sr_1_1?s=books&ie=UTF8&qid=1319895153&sr=1-1EnglishStrategy and Positioning@CoachLeeUnites modern marketing with selling for those selling services.
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Permission MarketingSeth Godin1999http://www.amazon.com/s/ref=nb_sb_ss_i_1_11?url=search-alias%3Dstripbooks&field-keywords=permission+marketing+by+seth+godin&sprefix=permission+EnglishStrategy and Positioning@mikemccormacMore than ten years old, but the basic concepts of gaining permission to build relationships are more true today than when Seth wrote this great marketing book.
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Funky BusinessKjell A. Norström and Jonas Ridderstråle1999http://cdon.no/b%C3%B8ker/nordstr%C3%B6m,_kjell_a./funky_business_%3A_talent_makes_capital_dance-278397EnglishStrategy and Positioning@GeirIdarHolteIn Funky Business - Talent makes capital dance, Kjell A. Nordström & Jonas Ridderstråle launch a manifesto for the new world of business. Forget what has come before; this is the future for organizations and leaders.
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Rethinking the Sales ForcesNeil Rackham and John DeVincentis1999http://www.amazon.com/Rethinking-Sales-Force-Redefining-Customer/dp/0071342532/ref=sr_1_8?s=books&ie=UTF8&qid=1320147341&sr=1-8EglishStrategy and Positioning@camaurerStill very true on how sales forces evolve
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Sales Dogs : You Do Not Have to Be an Attack Dog to Be Successful in SalesBlair Singer2001http://www.amazon.com/gp/product/0446678333/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=bookstore03b3-20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0446678333EnglishStrategy and Positioning@actuponA prefect book for all sales managers or people that aspire to become one
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Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the CompetitionJay Abraham2001http://www.amazon.com/gp/product/0312284543/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=bookstore03b3-20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0312284543EnglishSkills and Tactics@actuponFor me Jay Abraham is a genius when it comes to marketing and sales.
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The New Solution SellingKeith M Eades2003http://www.amazon.com/New-Solution-Selling-Revolutionary-Changing/dp/0071435395/ref=sr_1_1?ie=UTF8&qid=1319702111&sr=8-1EnglishSkills and Tactics@mikemccormacStill one of the best sales process books, ever. Packed with strategies and tactics that really work.
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Customer Centric SellingMichael T. Bosworth, John R. Holland 2004http://www.amazon.com/CustomerCentric-Selling-Second-Michael-Bosworth/dp/0071637087/ref=sr_1_1?s=books&ie=UTF8&qid=1320148476&sr=1-1EnglishSkills and Tactics@camaurerMichael T. Bosworth is the author of the original Solution Selling (1994), with this second book he made the concept more customer centric
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The New Strategic SellingMiller and Heiman2005http://www.amazon.com/New-Strategic-Selling-Successful-Companies/dp/044669519X/ref=sr_1_1?s=books&ie=UTF8&qid=1315381742&sr=1-1EnglishStrategy and Positioning@vidartopGreat read! Maybe it should be listed under "skills and tactics"..?
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Solution Selling FieldbookKeith M Eades2005http://www.amazon.com/Solution-Selling-Fieldbook-Practical-Application/dp/0071456074EnglishSkills and Tactics@ecchristensenGood book with CD for use with The New Solution Selling book by Kieth M. Eades
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Little Red Book of Sales AnswersJeffrey Gitomer2005http://www.amazon.com/Little-Red-Book-Sales-Answers/dp/0131735365EnglishSkills and Tactics@ecchristensenFun book written by Jeffrey Gitomer who has published 30+ books focused on Sales and Strategy - Easy read and has good weekly email.
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Selling is DeadMarc Miller and Jason Sinkovitz2005http://www.amazon.com/Selling-Dead-Traditional-Practices-Revitalize/dp/0471721115/ref=sr_1_1?s=books&ie=UTF8&qid=1320000157&sr=1-1EnglishStrategy and Positioning@camaurerShifting the focus on the buying cycle
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Blue Ocean StrategyKim & Mauborgne2005http://www.amazon.com/Kims-Mauborgnes-Blue-Ocean-Strategy/dp/B003RY4ESU/ref=sr_1_2?s=books&ie=UTF8&qid=1320098351&sr=1-2EnglishStrategy and Positioning@vidartopExcellent tools to move your business in an environment "without competition".
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The Speed of TrustStephen M.R. Covey2006http://www.amazon.com/SPEED-Trust-Thing-Changes-Everything/dp/1416549005/ref=sr_1_1?ie=UTF8&qid=1319705943&sr=8-1EnglishNetwork and Relations@vidartopTrust is certainly a strategic choice, but clearly a matter that touches the people you have and need to have a relationship with.
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Selling to Big CompaniesJill Konrath2006http://www.amazon.com/Selling-Big-Companies-Jill-Konrath/dp/1419515624EnglishSkills and Tactics@ecchristensenGreat read for today's economic market on selling to big companies. http://www.sellingtobigcompanies.com/
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Questions That SellPaul Cherry2006http://www.amazon.com/Questions-That-Sell-Powerful-Discovering/dp/0814473393/ref=sr_1_1?s=books&ie=UTF8&qid=1319894622&sr=1-1EnglishSkills and Tactics@CoachLeeProvides a simple 3 step questioning process to more the sale forward.
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Waiting for Your Cat to Bark? Persuading Customers When They Ignore Marketing Bryan & Jeffrey Eisenberg2006http://www.amazon.com/gp/product/0785218971/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=bookstore03b3-20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0785218971EnglishSkills and Tactics@actuponA paradigm shift for marketing in the new market where the customer is in control
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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought PossibleBrian Tracy2006http://www.amazon.com/gp/product/0785288066/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=bookstore03b3-20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0785288066EnglishSkills and Tactics@actuponWe all sell to people so knowing the psychology is mandatory for all good sales people.
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Selling ResultsBill Stinnet2006http://www.amazon.com/Selling-Results-Innovative-Maximizing-Customers/dp/007147787X/ref=sr_1_1?s=books&ie=UTF8&qid=1320148289&sr=1-1EnglishSkills and Tactics@camaurerTalks already about what today often is referred to as outcome based selling.
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Rethinking Sales Management Beth Rogers2007http://www.amazon.com/Rethinking-Sales-Management-Strategic-Practitioners/dp/0470513055/ref=sr_1_1?s=books&ie=UTF8&qid=1319902671&sr=1-1EnglishStrategy and PositioningBrings a focus to the science side of sales, specifically how to organize a company's sales force; from internet and tele-sales to the sales superstars who handling strategic accounts; by understanding the combination of the customer's value to you and your value to the customer.
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The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling Brian Tracy2007http://www.amazon.com/gp/product/0785214291/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&tag=bookstore03b3-20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0785214291EnglishSkills and Tactics@actuponProbably on of the most challenging things in sales is closing it
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Influencer - The Power to Change AnythingKerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler2007http://www.amazon.com/Influencer-The-Power-Change-Anything/dp/007148499X/ref=sr_1_8?ie=UTF8&qid=1380022311&sr=8-8&keywords=crucial+conversationsEnglishStrategy and Positioning@vidartopHow to change both projects and (influence) people.
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Let's Get Real or Let's Not PlayMahan Khalsa and Randy Illig2008http://www.amazon.com/Lets-Get-Real-Not-Play/dp/1591842263/ref=sr_1_3?ie=UTF8&qid=1319703825&sr=8-3EnglishSkills and Tactics@vidartop
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The GuideDr William George Holden2009EnglishSkills and TacticsYou have to believe in yourself. Personal development which will help you sell. I cannot commend this book highly enough.
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A Seat at the TableMarc Miller2009http://www.amazon.com/Seat-Table-Salespeople-Decisions-Executive/dp/1929774699/ref=sr_1_1?s=books&ie=UTF8&qid=1319894455&sr=1-1EnglishStrategy and Positioning@CoachLeeThe best book on how to position and then sell value by understanding executive level decision making.
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Selling to the C-SuiteNicholas A.C. Read and Dr. Stephen Bistritz2009http://www.amazon.com/Selling-C-Suite-Every-Executive-Successfully/dp/0071628916/ref=sr_1_1?s=books&ie=UTF8&qid=1319999442&sr=1-1EnglishSkills and Tactics@camaurerBased on research how CxOs want to buy
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INFLUENCE: Science & Practice 5th editionRobert Cialdini2009http://www.amazon.com/Influence-Practice-Robert-B-Cialdini/dp/0205609996/ref=sr_1_2?ie=UTF8&qid=1320140617&sr=8-2EnglishSkills and Tactics@cathrinemoDe facto standard book to learn Psychology of Persuasion.
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WikinomicsTapscott and Williams2010http://www.amazon.com/Wikinomics-Mass-Collaboration-Changes-Everything/dp/B004J8HXOA/ref=sr_1_1?s=books&ie=UTF8&qid=1315382581&sr=1-1EnglishNetwork and Relations@vidartop
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People Buy YouJeb Blount2010http://www.amazon.com/People-Buy-You-Matters-Business/dp/0470599111/ref=sr_1_1?s=books&ie=UTF8&qid=1319894179&sr=1-1EnglishNetwork and Relations@CoachLeeTechnology is a good thing, but to forget the people aspect of sales is a recipe for staying pocket poor. One of my top 10 books.
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SNAP SellingJill Konrath2010http://www.amazon.com/SNAP-Selling-Business-Frazzled-Customers/dp/1591843308/ref=sr_1_1?s=books&ie=UTF8&qid=1319999126&sr=1-1EnglishSkills and Tactics@camaurerTactics and messaging adapted to how crazy busy customers buy todat
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Mastering the Complex SalesJeff Thull2010http://www.amazon.com/Mastering-Complex-Sale-Compete-Stakes/dp/0470533110/ref=sr_1_1?s=books&ie=UTF8&qid=1320148895&sr=1-1EnglishStrategy and Positioning@camaurerIn his 3rd book the concept of looking at the buying process as a change management process becomes the clearest for me.
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Sales GurusAndrew Clancy et al.2010http://www.amazon.com/Sales-Gurus-Lessons-Best-Books/dp/1591843383/ref=sr_1_1?s=books&ie=UTF8&qid=1320149474&sr=1-1EnglishSkills and Tactics@camaurerSales related summary from Soundview Executive Book Summaries in book form. I would however not consider all the authors listed in there as sales gurus.
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The Art of Reading MindsHenrik Fexeus2010http://www.amazon.com/Art-Reading-Minds-Fexeus-Henrik/dp/8131908496/ref=sr_1_1?s=books&ie=UTF8&qid=1320246394&sr=1-1EnglishSkills and Tactics, Network and RelationsThe title sounds like old news, but this is a book on communication and persuasion. Something we all use everyday, but you can go a long way by gaining an awareness on how you affect other people, and how they affect you.
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Listen To The DinosaurDavid M. Fellman2010www.barnesandnoble.com; www.amazone.com; www.dinosaurwisdom.comEnglishSkills and TacticsThis is a very modern presentation of the fundamentals of effective selling.
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How eBay developed a culture of experimentation. An interview with John Donahoe Adi Ignatius2011http://hbr.org/2011/03/the-hbr-interview-how-ebay-developed-a-culture-of-experimentation/ar/1EnglishStrategy and Positioning@GeirIdarHolteInteresting interview with the CEO of eBay
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Slow down sell fasterKevin Davis2011http://www.amazon.com/Slow-Down-Sell-Faster-Understand/dp/0814416853/ref=sr_1_1?s=books&ie=UTF8&qid=1319999368&sr=1-1EnglishSkills and Tactics@camaurerHow to adapt the sales process to the the buying process
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Sales Eats FirstNoel Capon and Gary S. Tubridy2011http://www.amazon.com/Sales-Eats-First-Customer-Motivated-Organizations/dp/0983330026/ref=sr_1_1?s=books&ie=UTF8&qid=1319999891&sr=1-1EnglishStrategy and Positioning@camaurerFinally a book showing the importance of selling for the well being of any company
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Growth or Bust! Proven Turnaround Strategies To Grow Your BusinessMark Faust2011B&N or http://www.amazon.com/Growth-Bust-Turnaround-Strategies-Business/dp/1601631626/ref=sr_1_1?ie=UTF8&qid=1320174593&sr=8-1 EnglishStrategy and PositioningJust a great collection of dozens of strategies and step by step processes that can help grow any company. The chapter on innovation probably is more specific about how to foster innovation in a company than any book out there. Something for sales, marketing and management in how to sell more and get more customers.
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Crucial Conversations, 2nd editionKerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler2011http://www.amazon.com/Crucial-Conversations-Talking-Stakes-Edition/dp/0071771328/ref=sr_1_1?ie=UTF8&qid=1380021938&sr=8-1&keywords=crucial+conversationsEnglishSkills and Tactics@vidartopThe techniques and principles in this book are not specifically geared towards selling, but are remarkably useful and the read is tremendously inspiring.
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How to Win Friends & Influence PeopleDale Carnegie1st 1936, last 2009http://www.amazon.com/How-Win-Friends-Influence-People/dp/1439167346/ref=sr_1_1?s=books&ie=UTF8&qid=1319902391&sr=1-1EnglishNetwork and RelationsThe classic for interpersonal skills.
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Art of WarSun TzuEnglsihhttp://www.amazon.com/Art-War-Sun-Tzu/dp/0195014766EnglishStrategy and PositioningThe fundametals of war, which can be applied in business, marketing and most so in sales
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Pitch AnythingOren Klaffhttp://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854/ref=sr_1_1?s=books&ie=UTF8&qid=1319894834&sr=1-1EnglishStrategy and Positioning@CoachLeeUsing STRONG as an acronym gives the basis for how create a successful pitch in 20 minutes based upon the author's success. Works with with A Seat at the Table.
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You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling David H Sandlerhttp://www.amazon.com/Cant-Teach-Ride-Bike-Seminar/dp/0967179904EnglishSkills and Tactics@peaksalesThere is no one book that applies to all situations, but this one applies to many especially B2B sales
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Solution Selling: Creating Buyers in Difficult Selling MarketsMichael Bosworthhttp://www.amazon.com/Solution-Selling-Creating-Difficult-Markets/dp/0786303158/ref=sr_1_1?s=books&ie=UTF8&qid=1320098245&sr=1-1EnglishSkills and Tactics@peaksalesAn oldie, but a goody. Lots of very useful approaches to selling B2B
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Rethinking the Sales CycleTim Young and John R. HollandSkills and Tactics@camaurerHolland is the co-author od Customer Centric Selling. In this book the orientation towards the customer buying cycle becomes more evident and some aspects of the influence of the internet on selling are covered
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How to sell anything to anybodyJoe Girard2006http://www.amazon.com/How-Sell-Anything-Anybody-Girard/dp/0743273966ENSkills and Tactics@bkaasa
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Sales bibleJeffrey Gitomer1994http://www.amazon.com/The-Sales-Bible-Ultimate-Resource/dp/0471456292ENSkills and Tactics@bkaasa
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Best Sales Literature / Gurus
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