Our Must-Read Books for Sellers

May 22, 2024

Exploring essential reads for B2B sellers, the hosts reveal impactful books that fine-tune selling strategies and career growth. They dive into actionable insights from titles like 'The Challenger Sale' and 'Atomic Habits,' emphasizing the power of habits and routines. The conversation highlights the importance of a productive work environment, while also discussing a new community initiative for networking and sharing sales knowledge. Listeners are encouraged to get involved and leverage these insights for their success.

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Episode notes

Intro

00:00 • 2min

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Essential Reads for Sales Growth

02:07 • 11min

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Harnessing Habits for Sales Success

13:12 • 3min

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Optimizing Work Environments for B2B Success

16:04 • 7min

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Connecting and Enhancing Community Through Sales Insights

23:08 • 3min

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From Impossible to Inevitable

Jason Lemkin

Aaron Ross

From Impossible to Inevitable provides a blueprint for businesses to achieve rapid and sustainable growth. The book, written by Aaron Ross and Jason Lemkin, outlines the 'Seven Ingredients of Hypergrowth': Nail a Niche, Create Predictable Pipeline, Make Sales Scalable, Double Your Deal Size, Do the Time, Embrace Employee Ownership, and Define Your Destiny. It includes real-world case studies and practical steps to help companies of all sizes implement these strategies and break through revenue plateaus.

The Sales Development Playbook

Trish Bertuzzi

The Ultimate Sales Machine

Turbocharge Your Business with the 12 Key Strategies of Top Performers

Chet Holmes

Amanda Holmes

In 'The Ultimate Sales Machine', Chet Holmes outlines 12 essential strategies for running a successful business. The book emphasizes the importance of systems and processes in sales success, teaching employees to work smarter, leveraging marketing effectively, and perfecting every sales interaction. The updated edition, contributed to by Amanda Holmes, includes new material relevant to modern business, such as core story frameworks and the use of modern marketing mediums. The book offers practical tools, real-life examples, and proven strategies to help businesses achieve significant improvements in sales performance and overall success.

The Challenger Sale

Taking Control of the Customer Conversation

Brent Adamson

Matthew Dixon

Based on an extensive study of thousands of sales reps across multiple industries, 'The Challenger Sale' argues that classic relationship building is less effective, especially in complex business-to-business sales. The authors identify five distinct sales profiles, with the 'Challenger' being the highest performer. Challengers approach customers with unique insights, tailor their message to the customer's needs, and assertively take control of the sale. The book provides a framework for identifying and training sales reps to adopt the Challenger approach, which can lead to higher customer loyalty and greater growth.

Discipline Equals Freedom

Field Manual

Jocko Willink

In 'Discipline Equals Freedom: Field Manual', Jocko Willink outlines the importance of discipline in achieving success and freedom in all aspects of life. Born from his experiences in the Navy SEALs, the book provides strategies and tactics for overcoming weakness, procrastination, and fear. It includes specific physical training workouts for different levels of athletes, as well as recommendations for optimal sleep habits and food intake. The book emphasizes the internal force of discipline, starting with simple actions like waking up early and extending to controlling emotions, making good decisions, and facing fears. Willink argues that discipline is the core principle that leads to strength, health, intelligence, and ultimately, freedom.

Atomic Habits

James Clear

Atomic Habits by James Clear provides a practical and scientifically-backed guide to forming good habits and breaking bad ones. The book introduces the Four Laws of Behavior Change: make it obvious, make it attractive, make it easy, and make it satisfying. It also emphasizes the importance of small, incremental changes (atomic habits) that compound over time to produce significant results. Clear discusses techniques such as habit stacking, optimizing the environment to support desired habits, and focusing on continuous improvement rather than goal fixation. The book is filled with actionable strategies, real-life examples, and stories from various fields, making it a valuable resource for anyone seeking to improve their habits and achieve personal growth.

The Sales Players each share 3 books that influenced their career, mindset and business.

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