8 Additional Answers
(Partner, BMAC Sales Consultants)
Surprised at how few responses were posted.
I have a library of 100 plus books on Sales and Selling.
The three 'foundation' books I recommend are:
SPIN-selling by Neil Rackham
Strategic Selling by Miller, Heiman and Tuleja
World Class Selling by Jim Holden
Together, they cover the BASIS(not the basics)of Selling methods, Content and Process. They don't tell the whole story as the science and the art of selling continue to evolve.
Reading them cover to cover, then applying what you have learned, that takes about three years, an Apprenticeship.
Or, pick up a 'Guide to Selling' 'phrase book' on the shelf next to Spanish phrase books at an Airport Departure Lounge. Read it in less than 60 minutes then bluff your way into Marketing or become a Sales 'Guru', who never actuals sells.
If you meant 'How do I measure Sales Training' read Leslie Rae's 'How to Measure Training Effectiveness'.
(CEO, Roth Sales Enhancers)
Anything by Gitomer
Anything published by David Brock
Selling to Vito
(HR, Training and Development Consultant, Self-Employed)
Neil Rackham's SPIN selling is the sales book for me. It's one of the very rare training books which not only explains the methodology but explains how that methodology was evalutated - it's worth its weight in gold.
(President, The Robertson Training Group)
It all depends on what type of knowledge you're looking for. Here are some of the best books I've read...
SNAP Selling, Jill Konrath
Selling to the C-Suite, Nicholas A.C. Read
Questions That Sell, Paul Cherry
No More Cold Calling, Joanne Black
SPIN Selling, Neil Rackham
Advanced Selling Strategies, Brian Tracy
Smart Calling, Art Sobczak
The Sales Winners Handbook, Wendy Weiss
The Profitable Retailer, Doug Fleener
Stop, Ask & Listen, Kelley Robertson
(CEO and Founder, ES Research Group, Inc.)
Here are some I recommend.
Customer Centric Selling (Second Edition) --- Holland, Visgatis, Bosworth
Fortify Your Salesforce --- Renie McClay
Hope is Not a Strategy --- Rick Page
Let’s Get Real or Let’s Not Play --- Mahan Khalsa and Randy Illig
Mastering the Complex Sale (Second Edition) --- Jeff Thull
Perfect Selling --- Linda Richardson
Power Base Selling --- Jim Holden
RFP’s Suck --- Tom Searcy
Sales Coaching --- Linda Richardson
Selling to Big Companies --- Jill Konrath
Selling to the C Suite --- Stephen Bistritz
Smart Selling on the Phone and Online --- Josiane Feigon
The New Solution Selling --- Keith Eades
The New Strategic Selling --- Miller and Heiman
The Sales Manager’s Handbook --- Jeff Lehman
The Seven Habits of Highly Successful People --- Stephen Covey
The Trusted Advisor --- David Maister and Charles Green
Trust-Based Selling --- Charles Green
Beyond Selling Value by Dan Shonka had a huge impact on me. Also Covey's 7 Habits which Dave mentions above is great for relationships, sales and life in general.
Strategic Negotiation by Brian Dietmeyer provides a great win-win negotiation framework.
Also One Minute Manager series by Ken Blanchard.
(Chief Results Officer, ADVANCED SYSTEMS)
Not to be the turtle in the road or the Swede as it may be, but sales encompasses many aspects from marketing to actually working through the selling phase of the sales process. From the numerous books already listed, I would add these:
buy-ology by Martin Lindstrom
Why Choose This Book by Read Montague
People Buy You by Jeb Blount
Tell to Win by Peter Guber
Questions that Sell by Paul Cherry
(V.P. Major Accounts, Document Systems)
Here is a must read and one of the best I have read in a long time, 'Slow Down, Sell Faster' by Kevin Davis.