20+ Books for Your 2017 Sales Reading List

20+ Books for Your 2017 Sales Reading List

Aki Merced
20+ Books for Your 2017 Sales Reading List

Sales professionals must be constant readers. Soaking up as much information from those who are more experienced–and those immersed in niches and industries other than your own–is part of continuously strengthening the foundation upon which you build your career in sales.

In sales and business, things are constantly changing. New thought leaders emerge. New ideas stand out. Alongside reading the classics, reps and leaders must keep themselves updated on fresh discourse in business. As sales professionals, it’s imperative to keep that constant thirst for new ideas and knowledge.

We’ve published a couple of lists of all-time must-reads–Ziglar, Ogilvy, Rogers, et.al.

For this post, we huddled up the team and put together this collection of books we’d recommend adding to your sales reading list this year. All are hot off the press or relatively new– published last year at the latest.

Brush up on time-tested sales principles and discover new approaches. Line these books up on your reading schedule.

Sales reading list for 2017

Why Winners Win: What it Takes to be Successful in Business and Life
by Gary Pittard

Synopsis: Why Winners Win identifies the crucial elements of business success and provides step-by-step guidance on getting there. Gary Pittard shows you why consistent results are the key contributing factor to lasting success and help you identify your personal barriers. Whether you lack the ability to set goals or a plan, motivation or focus, this book will show you how to adjust your course and direct you to the top.

Based on the Success Journey model, the discussion focuses on attitude, knowledge, skill and competent action to give you a solid framework to boost your potential and achieve prosperity. You’ll learn the essential qualities of a winner, and how to demonstrate these qualities every day in every interaction. Case studies demonstrating success and failure provide you with clear examples of the framework in action and illustrate the cause-and-effect relationship behind everyday choices.

About the author: Gary Pittard is the Managing Director of Pittard – Australia’s leading real estate training and development organization. Gary has spoken to more than 10,000 people in his audiences, and coached and interviewed hundreds of winners in real estate and leadership.

The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
by David Hoffeld

Synopsis: Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales.

Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to:

  • Engage buyers’ emotions to increase their receptiveness to you and your ideas
  • Ask questions that line up with how the brain discloses information
  • Lock in the incremental commitments that lead to a sale
  • Create positive influence and reduce the sway of competitors
  • Discover the underlying causes of objections and neutralize them
  • Guide buyers through the necessary mental steps to make purchasing decisions

Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today’s cutthroat selling environment, advance their business goals, or boost their ability to influence others.

About the author: David Hoffeld is the CEO and chief sales trainer of Hoffeld Group. He’s pioneered a revolutionary sales approach based on neuroscience. social psychology and behavioral economics that radically increases sales.

The Only Sales Guide You’ll Ever Need
by Anthony Iannarino

Synopsis: The Only Sales Guide You’ll Ever Need.

Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?

The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.

Over twenty-five years, Anthony Iannarino has boiled down everything he’s learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mindset of powerful beliefs and a skill-set of key actions, including…

  • Self-discipline: How to keep your commitments to yourself and others.
  • Accountability: How to own the outcomes you sell.
  • Competitiveness: How to embrace competition rather than let it intimidate you.
  • Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
  • Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you’re their guide.
  • Diagnosing: How to look below the surface to figure out someone else’s real challenges and needs.

Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that really work.

About the author: Anthony Iannarino is an international speaker, author of an award-winning daily blog called “The Sales Blog,” a sales leader, and an entrepreneur.

More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers
by Jill Konrath

Synopsis: 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. You’ll discover how to:

• Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media.

• Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers.

• Optimize your sales processes to eliminate redundancies and wasted time.

• Transform your mindset to effortlessly incorporate new, more productive habits; leverage your best brainpower, and stay at the top of your sales game.

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.

About the author: Jill Konrath is a sales strategist, speaker and the author of the sales books Selling to Big Companies and SNAP Selling.

 

Cold to Committed: Find leads, engage prospects, and book more meetings
by Kyle Vamvouris

Synopsis: In Cold to Committed, Kyle Vamvouris answers a simple question without an obvious answer: How do you book a meeting?

Everyone wants more meetings on their calendar, but they often are missing the knowledge on how to go about prospecting and keeping their pipeline full. How can you close a deal if no one is there to listen to your pitch?

In his words: When I started as a Sales Development Representative (SDR), my only job was to book meetings. I looked everywhere for a book that could walk me through the process of booking the meeting but I couldn’t find it. I learned, like many of us, in the field and got bumped and bruised along the way.

In this book, you are holding the fruit of my labor, the book that I wish I had. If you are looking for a book to walk you through what it takes to book a meeting, this is it. From cold calling to sending out email campaigns, it is all here.

About the author: Kyle Vamvouris is an independent SDR process and productivity consultant, previously with Talkdesk and Intuit.

The No.1 Best Seller: A Unique Insight into the Mind, Strategy, and Processes of a Top Salesman
by Lee Bartlett

Synopsis: The No.1 Best Seller is a masterclass in professional selling, as seen through the eyes of a top salesman. Reflecting on an exemplary sales career, predominantly spent selling financial technology to the C-Suite and Investment Banking community, Lee Bartlett shares the mindset and methodology that have allowed him to consistently win the largest mandates in his industry.

The book is split neatly into four sections, which build upon each other to conclude with the full methodology. The focus is not on sales techniques but on the extra-curricular detail, employed by only the best, that is often omitted from the following key areas:

  • Successful product selection
  • Sales execution: forward planning, engraining effective sales processes, working efficiently, client communication, pitch preparation, invisible revenue, networking, embracing your ego and recovering lost sales
  • Navigating the various political and emotional obstacles that hinder sales success
  • Negotiating a sales-based employment contract

The landscape of professional selling is constantly evolving to suit modern-day buyer habits, but core sales principles will always hold true. This fascinating autobiographical account provides an eye-opening insight into the level of detail and discipline that a top salesperson employs – not only to gain an edge over their competition but, ultimately, to close more business.

About the author: Lee Bartlett has enjoyed a highly successful sales career working for a variety of tier 1 institutions. He has held roles in large US, UK, and European-based corporations, and sold extensively across most countries in these regions, as well as in Asia.

The 40 Best Sales Techniques Ever: Conquer the Leaderboard, Crash President’s Club, and Make More Mone
by Jonathan Jewett

Synopsis: The 40 Best Sales Techniques Ever is filled with the high-powered skills, secrets, and tips that top earners use to beat their quota and make more money. These techniques are field-tested and proven to work.

Jewett developed these 40 techniques over a career selling enterprise software to the Fortune 500. Each technique is 100% actionable and ready to be used immediately to improve your sales results.

Whether you’re a salesperson or a sales leader responsible for results, The 40 Best is your ticket to a more robust pipeline, greater revenue, higher close rates, bigger commissions, and career success.

You’ll learn the details of each technique along with step-by-step guides to help you prepare and execute. You’ll learn how to:

  • Close the big deals you’ve always dreamed about
  • Fill your pipeline with qualified opportunities to avoid sales slumps
  • Sell more to your existing customers
  • And more

Once you start applying The 40 Best in your daily activities, you’ll be making more money sooner than you ever thought possible.

About the author: Jonathan Jewett is a senior sales executive and leader with 20 years experience building high-performance sales teams and delivering $MM revenue results for high-growth companies. He is the CRO and a co-founder at BitPlay Today.

The Sandler Rules For Sales Leaders
by David Mattson

Synopsis: Here’s a mystery. We have a common language and a common process for every single department in the organization … except Sales. Everyone in Accounting talks the same language. In Marketing, there’s a very analytical process by which team members agree to measure the results. In Operations, or Engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet Sales, for some reason, typically doesn’t have a consistent process that managers and employees can understand and agree to follow. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole … and managers tend to let them! Why?

The Sandler Rules for Salespeople details a sales management process that works. It offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller The Sandler Rules, also authored by David Mattson.

About the author: Dave Mattson is the CEO and president of Sandler Training, a global training organization with more than three decades of experience in providing training to companies of all sizes throughout the world.

Next Era Selling: 5 Strategies to Make Your Business Unstoppable
by Anneke Seley & Britton Manasco

Synopsis:As Next Era Selling demonstrates how business and sales leaders are now executing a series of strategies to meet ambitious goals. They are:

  • Unifying the front office of sales, marketing, and customer success teams — identifying synergies that can increase customer value.
  • Unleashing inside sales teams by raising deal thresholds and expanding their territorial reach.
  • Empowering outside sales and account management teams to pursue larger, more strategic deals.
  • Building a powerful alliance between inside and outside sales teams to increase market coverage.
  • Leveraging a network of specialists to guide buyers through high-stakes decisions.

Such strategies are the natural response to today’s Virtual Selling Imperative. As a revenue growth leader, you are now challenged to overcome the barriers of trust, time and geography to build profitable and enduring customer relationships. You are challenged to make the virtual truly personal. This book provides an essential framework for action and investment.

About the authors:

Anneke Seley is CEO & Founder of Reality Works, a sales strategy and implementation consultancy, and co-author of Sales 2.0. She and her team specialize in inside sales, social sales, and helping companies build technology and data-driven revenue-generating sales organizations.

Britton Manasco is a co-founder of Visible Impact. He has nearly two decades of deep expertise in business technology and professional services focused on developing strategic marketing and sales enablement programs to build business credibility, generate demand, and enhance sales outreach.

Sales Glue: The Vital Ingredient That Makes Sales Success Stick
by Matt Sykes

 

Synopsis: Written for those in sales who are seeking to progress, Sales Glue is packed with over 30 proven sales tips, improvement strategies and advice from some of the very best from the world of Performance Improvement and Selling. Read and apply what’s inside this transformational book to:

•Understand the direct link between how you think and how to sell
•Harness the way your brain naturally functions to nd more prospects
•Leap beyond just building rapport and learn how to really influence
•Set ‘smart’ goals that lead to totally bankable sales results
•Lock onto a proven sales process to transform your results for good

This book is your first step towards finding the vital ingredient that allows sales skills to stick and makes selling success a habit.

About the author: Matt Sykes runs his own business specializing in sales training and is a Director at training company Mindspan Global. His sales knowledge, experience and passion for performance psychology ideally position him to help progressive sales professionals achieve even more in their sales and life roles.

Present Like a Pro: The Modern Guide to Getting Your Point Across in Meetings, Speeches, and the Media
by Carl Hausman

Synopsis: Highly accessible, full of memorable examples, and at times amusing, Present Like a Pro presents ten powerful techniques for getting your point across in all venues—including new media.

• Clearly explains how to identify the best approach for a presentation, gear your speech toward your audience, and ensure a presentation is a resounding success

• Describes how to make your voice more powerful, clear, and appealing by employing techniques used by broadcasters, voice artists, and singers

• Identifies strategies for going beyond the old-fashioned “public speaking” mode into the modern world of the media-savvy presenter who integrates different formats and technologies into his or her approach—a particularly valuable skill set for entrepreneurs

• Teaches how to develop flexible skills that will allow you to persuade, captivate, and entertain, regardless of the specific purpose of your presentation

About the author: Carl Hausman is Professor of Journalism at Rowan University and the author of several books about media ethics, journalism, and media technology.

Inside-Out Selling: Forget Technique, Know Your Customer
by Craig Klein

Synopsis: Most successful salespeople have a unique ability to understand each customer’s needs and help them find what’s valuable to them as individuals. Long lasting relationships of trust with customers have strategic value to businesses. How can leaders teach salespeople this art?

In today’s environment, customers demand answers immediately, when they want them. Sales teams must be geared to respond to customers quickly, with exactly what the customer needs, at that moment.

Inside-Out Selling provides a framework for sales teams to build lasting relationships with customers and provide the rapid response that customers demand, all while giving management the accountability required to manage, motivate and inspire their sales team.

Topics include: Finding Your Mission in Life, Time Management, Understanding the Buying Process, Buyers are Liars, Consultative Selling, Listening and Empathy, Compliments are Key, Phone Selling, Funnel Math, From Ideas to Practice.

About the author: Craig Klein is the CEO and President of SalesNexus. He has 15 years of selling experience from knocking on doors to building and managing a nationwide sales team. Klein is steeped in consultative sales training approaches including 5 years of Sandler Sales Institute training

 

Sales Insanity: 20 True Stories of Epic Sales Blunders (and how to avoid them yourself)
by Cannon Thomas

Synopsis: Sales Insanity is the exact opposite of those books. Instead of vitamins, it dispenses painkillers. Rather than extolling the virtues of good behavior, Sales Insanity helps you avoid the disastrous outcomes of bad behavior. It reveals the things you should never do under any circumstance because these actions will always lead to spectacular failure.

So what are these deadly Worst Practices in the sales profession? What are the common activities you need to purge from your own daily routine to stop losing sales? What unintentionally insane decisions do you make every day that cause you unnecessary, self-inflicted pain?

Cannon Thomas has the answers because he’s witnessed the Worst Practices first-hand. With keen insight and excellent storytelling, Cannon shares 20 entertaining vignettes that prove a point: While it’s good to know what to do, it’s even better to know what not to do.

About the author: Cannon Thomas is a recovering management consultant who spent a career helping salespeople and senior executives improve sales results. Working with companies across every industry, he saw many great successes. 

 

A Leadership Kick in the Ass: How to Learn from Rough Landings, Blunders, and Missteps
by Bill Treasurer

Synopsis: Even the best leaders—in fact, most of the best leaders—start out as decidedly bad ones. And sooner or later they reach a moment of reckoning that leadership expert Bill Treasurer calls the leadership kick in the ass. When it happens, it feels like it’s all over. But Treasurer says that with the right attitude, that kick can be a new beginning.

Based on his work with thousands of leaders, A Leadership Kick in the Ass: How to Learn from Rough Landings, Blunders, and Missteps reveals how to turn those ego-bruising events into the kind of transformative experiences that mark the paths of great leaders. As Steve Jobs famously said, “Getting fired was the best thing that ever happened to me.” This book is a survival guide, coach, and morale booster to help you use that kick to move forward instead of fall down. If you succeed, the next place you get kicked might be upstairs.

About the author: Bill Treasurer is the chief encouragement officer at Giant Leap Consulting, a courage-building company. Clients include NASA, Accenture, Saks Fifth Avenue, UBS Bank, US Veterans Administration, and the Pittsburgh Pirates. 

 

How to Demonstrate Software So People Buy It
by Brian Geery

Synopsis: How to Demonstrate Software So People Buy It presents strategies for fine-tuning your software demonstration activities before, during, and after the demonstration.

In software sales, the demonstration comes at the apex of your prospects’ purchasing process. Your demonstration must be memorable, solve pressing business challenges, justify cost, and outperform any other solution.

Some marketers have told me this statement is too harsh, but I’ll say it anyway. This book enables you to decimate your competitors, including developing in-house or the status quo.

In their own words, top producing software sales professionals talk about their journey to success. It is heartfelt. You’ll learn about their lost deals, embarrassing moments, and learning experiences (the good, the bad, and the ugly) on the road to consistently achieving or exceeding quota and earning substantial commission checks.

About the author: Brian Geery’s specialty is working with software companies to improve their demonstration-to-close ratio. His high-growth software company clients attest to it. Brian has worked with more than 175 clients, including AT&T, Centerstone Software, Centric Software, CerTek Software, Comcast, among others.

 

7 Deadly Sins of Sales Leaders: Silent, Hidden Mistakes That Can Destroy Credibility, Trust, & the Morale of Any Sales Team 
by Ryan Ohls

Synopsis: Sales leadership rarely ever contains a blueprint for “what good looks like”. Many sales leaders tend to be reactive and behaviors, even the most damaging, are generally learned through observing others.

This report is designed to shed a spotlight on “7 Deadly Sins” in sales leadership – the “Silent Killers”. These traits are so common most leaders don’t think about them, but they can eat away at morale, trust, and ultimately, revenue. YOU may be doing them right now. Why? Because it’s “always been done that way”.

About the author: Ryan Ohls is the Director of Sales at Rackspace, the #1 managed cloud company.

On Sales, Leadership & Other Helpful Business Stuff: A collection of columns offering sales and leadership insight and advice from award-winning columnist Judy Ferraro
by Judy Ferraro

Synopsis: On Sales, Leadership & Other Helpful Business Stuff is a collection of short business articles written by award-winning columnist Judy Ferraro. Her unique perspective and writing style is appealing to those who spends much of their time in the business world as well as anyone interested in the dynamics of business relationships.

In her columns, Judy offers valuable advice and insight for business people in any industry. With humor and keen perception, she provides practical suggestions on how to adapt and succeed in an always-changing business environment.

Judy leverages her comedy and management background in crafting uniquely interactive workshops, speeches and training programs. Her training sessions are designed to both inform and engage audiences with humor and dramatization. She emphasizes the importance of listening, high-level questioning, team collaboration and the essential ability to laugh at oneself! Seriously.

About the author: judyferraro.com is an author, professional speaker, talent development trainer specializing in sales and leadership.

 

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
by Paul Smith

Synopsis: Despite all the high-tech tools available to salespeople, the most personal method still works best.

Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made.

Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:

  • Select the right story
  • Craft a compelling and memorable narrative
  • Incorporate challenge, conflict, and resolution
  • Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more

Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett-Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.

About the author: Paul Smith is one of the world’s leading experts on organizational storytelling. He’s a keynote speaker, storytelling coach, and author of the books Sell with a Story, Parenting with a Story, and the bestseller Lead with a Story already in its 8th printing and available in 6 languages around the world.

 

The Sales Leader’s Problem Solver
by Suzanne M. Paling

 

Synopsis: This is the book every sales manager wishes they had—before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas.

Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success.

Drawn from the author’s experiences as a sales manager, sales management consultant, and coach, The Sales Leader’s Problem Solver offers guidance on solving common but difficult issues with the salesperson who:

  • Sells inconsistently
  • Cheats on sales contests
  • Doesn’t enter data in the CRM.
  • Calls only on the largest or easiest clients.
  • Won’t prospect for new business.

By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by:

  • Clarifying the issue.
  • Creating a plan.
  • Presenting a solution to executives.
  • Discussing the issue with the rep(s) in question.

The Sales Leader’s Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem-solvers.

About the author: Suzanne Paling is the principal consultant of Sales Management Services, a consulting and coaching firm in Boston. She’s the author of The Accidental Sales Manager, published by Entrepreneur Press. It was a finalist for a Best Books 2010 Award from USA Book News and a bronze medalist at the Axiom book awards.

 

The Smart Sales Method 2017: The CEO’s Guide To Improving Sales Results For B2B Technology Sales
by Joe Morone, Karen Benjamin, & Marty Smith

Synopsis: The Smart Sales Method 2017 is for the CEOs and Sales Leaders who feel their organizations have not yet won their fair share of their potential market.

Smart Selling for B2B Technology Sales Teams is a client-facing sales methodology designed specifically for organizations that sell complex offerings in a highly competitive marketplace.

When fully implemented, your sales team will be utilizing a statistically supported sales method for developing more pipeline and closing more sales.

Let’s get on the path of exponential year-over-year sales growth… so that you can win your fair share.

About the authors

Joe Morone is an internationally active B2B sales speaker, author, sales trainer and CEO of the Smart Sales Institute and of Worldleaders Inc., one of the leading B2B technology sales training, B2B sales consulting and outsourced B2B sales recruiting firms in the world today.

Karen Benjamin leads Worldleaders Inc.’s Outsourced Sales Recruiting Practice, a service designed to ensure that Worldleaders clients have a consistent pipeline of top performing sales talent.

Marty Smith is the general manager at Worldleaders where he assists in program development and operational leadership.

Sell More With Stories – Book 4: Sail the 7 Cs to Sensational Storytelling: Seven Steps to Create a Story That Sells
by Michael Davis

Synopsis: Storytelling has become popular in the business world. The salespeople who’ve mastered the craft use a proven set of storytelling tools. You can pick up these foundational steps in the book ‘Sail the 7 Cs to Sensational Storytelling.’

The Magic is in the Process.

You may be thinking, “Storytelling is a skill you’re either born with or you’re not.” Nothing could be further from the truth. If you’ve struggled to develop and deliver stories that get results, you simply need to implement these seven steps. Use this repeatable process and watch people take action on your message.

Imagine being able to:

  • Create interest from your first words
  • Develop emotional buy-in to your message
  • Keep people on the edge of their seats from start-to-finish
  • Present a foundational concept that people remember long after you speak, and much more

In this 4th book of the ‘Sell More With Stories’ series, you’ll discover how to use storytelling to build trust and compel people to buy your products and services.

About the authors: Michael Davis is a certified world class speaking coach. The processes and skills he teaches help people increase their visibility, create more opportunities for advancement, save time, and increase income.

 

Ninja Selling: Subtle Skills. Big Results.
by Larry Kendall

Synopsis: In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients.

Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.

About the author: Larry Kendall is one of the founding partners of The Group, Inc., a real estate company with two hundred sales associates and six offices in Northern Colorado. He is the creator of Ninja Selling, a sales training system with over fifty thousand graduates in the US, Canada, and Spain.

 

Selling With Purpose: The Universal Way Kindle Edition
by William Barr

Synopsis: As a sales professional, you may be well versed in the rhetoric and techniques of past authors and sales trainers. Most sales materials have not changed; they just get redefined and reinterpreted with each generation.

What has changed is the attention span and the availability of your prospects. People have less time, and sales efforts must be more impactful than ever before. As a result, William Barr has created a selling system that cuts to the chase with understanding how, why, and when prospects buy.

In Selling with Purpose: The Universal Way, you will learn how to:

  • Save time and energy, while earning your prospect’s business
  • Set or reset your destiny through goal setting
  • Develop more impactful communication skills

About the author: William Barr is President and CEO of Universal Windows Direct. He and co-owner/co-founder Michael Strmac were named 2010 Ernst & Young Entrepreneur Of The Year Award regional winners for the Northeast Ohio region.


Add some of these books to your 2017 sales reading list. You’ll surely pick up knowledge that will help you perform better and move you closer to crushing your goals this year!

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Aki Merced

Aki Merced

Aki Merced writes about B2B sales and marketing as a content marketer for Tenfold. Follow her on Twitter @akimerced!