Glaringly omitted from this list are the Five Books Every B2B Sales Rep Must Read. Both of the Rackham books, SPIN Selling and Major Account Sales Strategy are among the most important books written on sales in the last twenty years. Stevens Achieve Sales Excellence and Ram Charan's What the Customer Wants You To Know are newer additions to the bookshelf, but both are necessary for anyone selling B2B in the 21st Century. Finally, Jeff Thull's Mastering the Complex Sale is an excellent, practical book, and like all the others on this list, it is full of strategies that can be applied regardless of your sales process.
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Filed under: Sales 3.0