Sales Management Books

Sales Management Books are not plentiful on the market, but we have put together a collection of books that support varying aspects of sales management. 

	No More Cold Calling, Joanne S. Black. In todays marketing evolution (social media, eblasts, webinars, you tube, twitter and websites) we still can’t get away from the value of a personal referral (or introduction made for you). Referrals shrink your sales cycles, reduce marketing costs and it’s actually more fun. It’s not just about asking your customers at the end of each close to provide a referral. Her book and your commitment can conquer one of the most difficult skills in sales, having a consistent funnel of qualified prospects that expect to talk to you. As Sales Management Books go I would put this high on the value scale.
	CustomerCentric SellingTM, Michael T. Bosworth and John R. Holland shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. The book does a great job in explaining the process of consultative selling which is what Service-Minded Selling is all about. The detail put into explaining the sales process and how to make it accountable is where this book ranks high in the Sales Management Books arena.
	Managing for Sales Results, Ron Marks. Ron Marks is a professional who has sold and managed and that is why I respect his book. His book is not about theory and trends, it is about what works with sales people and how to build a team focused on results. All the theories don’t mean a thing if the sales people still can’t sell. If any other Sales Management Books you have purchased are too complicated, you will enjoy reading Ron’s book.
	Less is More Leadership, H. Dale Burke. Every leader knows the feeling. You think that if you just work harder, faster, and longer, you’ll eventually get on top of the pile. But no matter how hard you try, you feel like the hamster who runs fast and furious only to get off the wheel and find his scenery hasn’t changed one bit. The book is easy to read, he keeps it simple (less is more) and includes action plans for those who want to implement ideas easily.
	God is My Success, Larry Julianshows that your adversity holds the key to your destiny and the success God intended. God doesn’t promise a life free of adversity. He does, however, promise to be with us in our adversity. As we partner with God to overcome our obstacles we discover that, ultimately, God Himself is our success. Every sales person or business owner deals with adversity. Gaining healthy perspective on our adversity will bring more success to your sales day.
	Infu Guru Marketing. Robert Middleton has spent over 20 years working with Independent Professionals and has learned first hand what works and what does not work to attract clients. Includes detailed sections on creating your marketing message, packaging your services so that prospects will be interested, promoting in the most effective ways and ultimately persuading prospects to work with you.
	Motivational Management, Alex Hiam. At the heart of management and leadership is motivation. Many managers tell me, “If only my people were motivated”, my response is that is why you are managing them. Managers are not taught how to motivate when they are part of the team. Alex offers practical tools and case studies that will help any manager learn how to motivate without having to become a cheerleader.
	Your Best Year Yet!, Jinny S. Ditzler explains how to set and realize goals for everything from increased earning power through better health and fitness using courage, heart, and discipline. When sales people improve themselves they improve their sales. This book provides a complete self improvement program you can offer employees or teams.
	The New Rules of Marketing and PR, David Meerman Scott is a must read if you feel you are missing out on attracting customers through the web. It is not about e-commerce, it is about using news releases, blogs, podcasting, viral marketing & online media to reach your buyers directly.
	The One Page Business Plan, Jim Horan. I look for ideas that are simple and easy to implement. Jim Horan has done it with the One Page Business Plan. We build plans using The One Page Business plan with our clients and they love it. It makes the complex simple.
	God is my CEO, Larry Julian. Many business leaders struggle with the dilemma of being successful and living a life with purpose. Often, their personal beliefs seem to conflict with the bottom-line demands of today’s business world. God is My CEO offers a practical and inspirational source of guidance for achieving a meaningful and accomplished life.The book illustrates it’s points through wonderful interviews with well know executives in the world.