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The Best Sales Books From The Sales Podcast

Hosted by Wes Schaeffer, The Sales Whisperer®

List of the Best Sales Books

Video is big news. Everyone is doing it, but how do you avoid getting burned? How do you ensure proper returns from it? The New Fire explains what makes video such a powerful communications medium. It looks at how it has finally come of age with the Technological Revolution and what this means for businesses. It examines how that shows you how to define your audience, your strategy and find stories that deliver results. Video is The New Fire. This book will help you harness it, powering your brand, your business, your people to new levels.

This invaluable Playbook was designed for modern sales leaders who want to win big. Based on extensive research and interviews with 41 Sales VPs from various industries, it contains 16 key ‘Plays’ to exponentially grow revenues and drive leadership success. It offers valuable insights and practical how-to’s from 16 recognized thought leaders as sideline coach experts for each ‘Play’. Every sales organization needs an engine that generates massive deals – repeatedly.Discover how to identify, develop and repeatedly close 5X deals – five times your average contract size – with this essential Playbook for TOP sales leaders from Mastermind Sales Strategist, Lisa Magnuson.

Learn strategies and tactics to build long-term executive relationships including:

•Cultivate the right executives and champions
•Unlock the code to on-going interactions with senior leaders
•Master effective meeting strategies and post-meeting momentum techniques
•Expert advice on engagement best practices
•War Room strategic planning to maintain key C-suite relationships

In The Successful Speaker, you will learn the five-step road map to start and scale a speaking business from the ground up, including:
- how to hone your message and know exactly who it's for
- the preparation process to help your next speech move an audience to action
- what it takes to establish yourself as an in-demand expert
- practical steps to finding and booking paid speaking gigs
- how to know when it's time to grow your impact and income

Rehumanize Your Business explains how to dramatically improve relationships and results with your customers, prospects, employees, and recruits by adding personal videos to emails, text messages, and social messages. It explains the what, why, and how behind this new movement toward simple, authentic videos—and when to replace some of your plain, typed-out communication with webcam and smartphone recordings.

The Fastest, Easiest Way to Write a Business Plan! Tens of thousands of corporations, small businesses and entrepreneurs around the world use The One Page Business Plan process to quickly and easily create highly focused and simple business plans. Rather than start with a blank piece of paper, the book and planning tool kit include business plan templates, as well as sample business plans to help get you started and produce a first draft in just a couple of hours! Easy to fill in the blanks business plan outlines make the process fast and easy. The book is divided into 5 unique sections... Vision, Mission, Objectives, Strategies, and Action Plans, providing a useful and complete business plan format that will show you step-by-step how to write a business plan.

This sales management book is written for small business owners that don't have much time and need a little sales management know how. Part-Time Sales Management is a proven approach to growing your company sales while spending only 10-20 hours a month in sales management. Using the Part-Time Sales Management System will help you develop a sales team that will help you grow your company the way you want.

Raise Your Standards is the definitive guide to creating high-performing sales teams. Author Mark Evans walks you through each standard in detail: (1) Mindset—the foundation for sales success, (2) Prep Work—prior to selling, make sure everything is in its place, (3) Selling—the actual work of building rapport, asking questions, speaking to answers, and creating a win-win, and (4) Follow Up—because your competition will overlook it.

EDGY Conversations is a gut-wrenchingly honest, no-holds-barred discussion about what it takes to be success today. It's based on the stories of 1,000 ordinary people in business, math, politics, sports and science who achieved mind-blowing feats of extraordinary greatness. 

Do you enjoy reading cartoons? You’re not alone. Editorial readership surveys show they’re almost always the best read and remembered part of magazines and newspapers. But how do the cartoonists do it? Where do their ideas come from and how do they convert those bits of inspiration into the delightful sprinkling of drawings we enjoy so much? That’s what makes this book so special. Not only does Wall Street Journal cartoonist Stu Heinecke share his doodlings, he takes us behind the scenes with stories about each cartoon in the book. Where the ideas came from, how they were created and who they touched all come into focus in this one-of-a-kind book.

Cartoons are the best-read and best- -remembered part of magazines and newspapers, and the most powerful involvement device ever invented. In Drawing Attention, author Stu Heinecke tells readers how they can put the magic of cartoons to work in various missions in their lives, from advertising and marketing to job search, VIP contact campaigns, publicity, social media -- even meeting people in restaurants and bars. With forewords by New Yorker Cartoon Editor, Robert Mankoff and Sandler Training President, Bruce Seidman.

In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he's developed after years of experience and from studying the secrets of others who've had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent. Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute.

Now, in Get the Meeting!, Heinecke, author of the groundbreaking How to Get a Meeting with Anyone, shares the latest tips, tools, and tactics to help readers break through to their top accounts in the most effective ways possible. With more than 60 fully illustrated case studies and tactical examples, this new book takes you inside successful contact marketing campaigns—from strategy, through execution, to results—and forecasts the contact marketing campaigns of the future based on cutting-edge technology. 

Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to bestselling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head.

 You will learn to think like a marketer as you:

  • Create an expert platform
  • Become an authority in your field
  • Mine networks to create critical relationships within your company and among your clients
  • Build and utilize your Sales Hourglass
  • Finish the sale and stay connected
  • Make referrals an automatic part of your process

Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends - it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Some of Jantsch's strategies include:

  • Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening.
  • The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical.
  • Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to.

Taking a strategic, systemic approach to marketing rather than being constantly won over to a “marketing idea of the week” helps small business leaders establish a solid foundation of trust with their customers that only grows stronger with the application of more metaphorical tape.

In Duct Tape Marketing, you will learn how to:

  • turn your marketing efforts into a lead generation machine
  • create long-term plans for your business’s continual growth
  • implement marketing strategies that make your business thrive