By Oliver
There’s always time to read up about other techniques and methodologies, so here’s my ever growing list of sales and strategy books you must read. Let me know in the comments below if I’ve missed any or if you think you want to recommend something.
Sales Books
Rethinking Sales Management
by Beth Rogers
A great book to learn more about the formal processes behind sales strategy, management, and supplier/customer relationship analysis.
Read this if you want to know more about formal analysis techniques and key account management strategies.
Messengers
by Stephen Martin and Joseph Marks
A really fascinating look in to why we listen to certain people and not others, how we can influence those choices, and how the message isn’t as important as the messenger.
Read this if you want to know more about how to frame your message to get the most uptake and influence.
To Sell is Human
by Daniel H. Pink
I doubt there is a business-person alive that doesn’t own at least one Daniel Pink book, but To Sell is Human, like Messengers, looks at how to nudge people toward your chosen direction.
Read if you want to understand the modern approach to sales, as well as an engaging read.
Implementing Key Account Management
Designing Customer-Centric Processes for Mutual Growth
by Javier Marcos and Mark Davies
This book was recommended to me by Beth Rogers, the author of Rethinking Sales Management. It’s a great look at how best to implement Key Account Management frameworks and which customers to focus on.
Read if you want to implement key account management processes or want to double check your current processes. A great read.
Strategy Books
Leaders eat last
by Simon Sinek
Much like Daniel Pink, Simon Sinek is a ubiquitous read, and few business book shelves are missing one of his books. He’s certainly the master of self-branding and many of his books are worth reading, if for no reason other than to see what the fuss is about.
Read if you want to understand more about team motivation and real life examples of team leadership.
A Spy’s Guide to Strategy
by John Braddock
A fascinating read on how to self-strategise based on the life lessons of real life spy. While it may be aimed at individuals, many of the lessons can be migrated to the work environment.
Read if you want to see the world like a spy, and also to learn the importance of planning and timing.
