Recommended Reading List

To make life easier for you, and if you want to buy the book, I have added a one click link to Amazon from each book image and title.

Sales Specific Books

Spin Selling by Neil Rackham. Based on research by Huthwaite of over 35,000 sales calls over 12 years, SPIN selling highlights the skills and techniques of successful sales people. Aimed at the complex sale.
Rethinking Sales Management by Beth Rogers. Excellent for Sales Managers / Directors to help analyse all of your customer base and develop the best strategies for different types of customers for any company. I love the innovative Geese and Fish, Goats and Bees model.
The New Strategic Selling by Robert Miller, Stephen Heiman with Tad Tuleja. Best seller and brilliant at how to plan, analyse and win large, complex sales opportunities. Great tips and advice on understanding the complex decision making unit.
The Challenger Sale by Matthew Dixon and Brent Adamson. Research by CEB shows that that the “Challenger” Salesperson is more successful than the other 5 types of sales people identified. Great insights into the behaviours that the best salespeople consistently use and display.  .
Let’s Get Real by Mahan Khalsa. I love the focus of this book that selling should be about “Helping the Client to Succeed” which is the sub title of the book. It’s all about being totally client – focussed, being more direct and having integrity.
Major Account Strategy by Neil Rackham.  Practical and proven strategies for getting to the decision maker and dealing with buyer psychology.
Key Customers & How to Manage them Profitably by Malcolm MacDonald, Beth Rogers & Diana Woodburn.  Comprehensive and well laid out reference book with tools to analyse and manage key customers successfully.
Conversations that win the Complex Sale by Erik Peterson & Tim Riesterer.  How to develop and use Power Messaging that is focussed on your clients and their outcomes.

Non Sales Books

The 7 Habits of Highly Effective People by Stephen R. Covey. Many of the habits are perfect for salespeople – especially: Be Proactive, Begin with the End in Mind and Win-Win.
The Trusted Advisor by David Maister. Useful insights into developing trusted advisor status – focussed on consultants and professional services but still useful for anyone in a complex sale.
Eat That Frog! by Brian Tracy. Love this book – not just about time management but also highlights what you really want to do / focus your time on. Not keen on the title as I like frogs!
Coaching for Performance Sir by John Whitmore. Considered by many to be the definitive guide to coaching, with the simple but effective GROW model – developed for business from best practice in sports coaching.
The Definitive Book of Body Language by Allan & Barbara Pease. Not only entertaining but has really useful tips to understand the unspoken words “said” through body language. 
Influence: The Psychology of Persuasion by Robert B Cialdini.  This great book on psychology looks at why people say yes and how to apply this knowledge to help improve your success at influence.  
Getting to Yes, Roger Fisher, William Ury & Bruce Patton. How to negotiate a win-win outcome from the Harvard Business boys. Great references to the world stage as well as business situations with practical advice on managing the different stages in negotiating.
Recommended Reading List October 19, 2017

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