Best Sales Books/Resources?

Posted by taildimes on Friday May 10, 2019 @10:48AM
from the self-post dept.

I’m embarking on a new challenge, transitioning to an enterprise sales role after spending the beginning of my career as a software developer then product manager.

I’m really excited about the new chapter. And I realize no book or resource can substitute for experience, but if there are any standout materials that can aid in hitting the ground running, please share!

Thanks :)

( 8 comments | 15 points | on HN )

Re:Best Sales Books/Resources? by mindcrime on Friday May 10, 2019 @11:52AM (#19878931)

My recommendations:

Mastering The Complex Sale -- Jeff Thull

Exceptional Selling -- Jeff Thull

The Prime Solution -- Jeff Thull

The Challenger Sale -- Matthew Dixon, Brent Adamson

Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers -- Jeff Cox, Howard Stevens

And while it's not exactly about "sales" alone, I'd recommend The Four Steps to the Epiphany by Steve Blank as well. It touches on aspects of selling in an enterprise setting, especially for new products.

The Salesman Podcast: https://www.youtube.com/channel/UCL5m7amy0FXEAe9WxhXTI_A

[ Parent | on HN ]

Re:Best Sales Books/Resources? by mathnmusic on Friday May 10, 2019 @02:01PM (#19880466)

I have added some of the links from this thread to LearnAwesome's sales topic to make it one single place to find all awesome learning resources about sales: https://github.com/learn-awesome/learn-awesome/blob/master/s...

If you do come across other great quality learning resources in any formats, do send a pull request.

[ Parent | on HN ]

Re:Best Sales Books/Resources? by DeanWormer on Saturday May 11, 2019 @08:18AM (#19885777)

My favorite is How You Make The Sale by Frank McNair https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204...

I came from a technical background as well and this was the only book that really explained the process to me without a bunch of "closing tricks" or other gimmicky sales tactics.

[ Parent | on HN ]

Re:Best Sales Books/Resources? by JSeymourATL on Friday May 10, 2019 @11:07AM (#19878478)

Start with Mike Weinberg, it's a terrific primer.

Chapter 14: Planning & Executing the Attack is brilliant > https://www.goodreads.com/book/show/15863998-new-sales-simpl...

The Sales Tuners Podcast occasionally has good food for thought > https://www.salestuners.com/

[ Parent | on HN ]

Re:Best Sales Books/Resources? by jppope on Friday May 10, 2019 @04:05PM (#19881716)

- SPIN selling

- The Challenger Sale

- The Little Red Book of Sales

- The Charisma Myth

- Rules of the Game (Neil Strauss... and yes it is also a sales book)

- Secrets of Closing the Sale (transactional sales, but still fun)

[ Parent | on HN ]

Re:Best Sales Books/Resources? by fuzzfactor on Sunday May 12, 2019 @02:58AM (#19890576)

"Selling the Invisible"

http://www.jfdperfsolutions.com/modules/news/sales_~2F_growt...

[ Parent | on HN ]

Re:Best Sales Books/Resources? by akg_67 on Friday May 10, 2019 @07:21PM (#19883197)

I will recommend subscribing to /r/sales subreddit, reading posts and their collection of recommended books. There is wealth of information and advise in that subreddit.

[ Parent | on HN ]

Re:Best Sales Books/Resources? by knight-errantry on Friday May 10, 2019 @10:00PM (#19884034)

Personally, I think Sandler beats 'em all: https://v.gd/gNyKJR

[ Parent | on HN ]