5 Books Every Sales and Marketing Person Should Read

by Nov 25, 2016Outbound Marketing, Sales

5 Books Every Sales and Marketing Person Should Read

“Reading opens up the mind and leads us to success”, my English teacher used to say. Apart from the stern voice she used when saying it, it’s true, many successful people are avid readers.

Sales and marketing personnel can learn a lot from others, but with the enormous number of books available (some mediocre), how does one know which one will add value to their working life?

To help you, we searched for the top 5 most highly-rated and recommended books for sales and marketing professionals. These books are must-reads if you want to succeed in sales:

#1 Sales Management Simplified by Mike Weinberg

If you manage a sales team and would like to be a better manager, pick up this book.

Here’s an excerpt of the book:

“Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer–and it’s one that may surprise you. Typically, the issue lies not with the sales team–but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.

In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed.”

The book is rated at 4.4 out of 5 on Goodreads.

#2 The Psychology of Selling by Brian Tracy

Sales is an art, and Brian Tracy’s book helps you to close sales faster by taking advantage of the inner motivations of buyers. If you as a sales professional can get into the mind of your customer and understand what drives them to buy, you can make more sales faster.

The book is a best seller and is rated at 4.2 out of 5 on Goodreads.

#3 Growth Juice by John A. Weber

This is a practical book to learn how to achieve growth, one sale at a time. It doesn’t give you the notion of instant sales results as most books do, but it emphasizes that sales and profit growth are achieved one profitable sale at a time.

Weber uses real life concepts and examples to prove his points and help any type of business to achieve consistent growth results.

The book is rated at 4 out of 5 on Goodreads.

#4 Spin Selling by Neil Rackham

This is a book that revolutionised the sales industry into a science. Rackham introduces the “SPIN strategy”, developed from 12 years of research and studies of over 35,000 sales calls. The book teaches sales professionals how to analyse the following:

  • Situation
  • Problem
  • Implication
  • Need

He also explains why traditional sales methods don’t work, and why certain salespeople outperform others.

The book is rated at 3.9 out of 5 on Goodreads.

#5 The Ultimate Sales Revolution: Sell Differently by Steve Lishansky

This book is great for relationship building with clients. Many sales people can sell, but they don’t know how to maintain a successful after-sales relationship with their clients. This book helps any sales professional to attain the highest level of a professional relationship with clients, and to gain trust with them

Review excerpt: “As someone who practiced, managed, trained and taught sales most of my career I was blown away when I read Steve’s book. Steve has never ceased to amaze me with his ability make the complex understandable and effective. Highly recommended!”

The book is rated at 3.8 out of 5 on Goodreads.