1. 20
Sales Books
TAKEAWAYS
FROM THE TOP

2. Neil Rackham’s
SPIN Selling
1

3. TAKEAWAY:
“People do not buy from salespeople because
they understand their products but because
they felt the salesperson understood their
problems.”

4. Michael Bosworth & Ben Zoldan’s
What Great
Salespeople Do
2

5. “People who tell the stories
rule the world.”
TAKEAWAY:

6. 3
Matthew Dixon & Brent Adamson’s
The Challenger Sale

7. TAKEAWAY:
“Sales professionals who challenged customers
thinking and offered new insights or solutions
proved to be four times more likely to be a top
performer.”

8. Michael Bosworth’s
Solution Selling
4

9. “Shed the high-pressure, ‘always-be-
closing’ mindset and align your sales
approach with a buyer’s real desires.”
TAKEAWAY:

10. Rick Page’s
Hope Is Not A
Strategy
5

11. “No longer is being
‘a closer’ the basis of sustainable
success.”
TAKEAWAY:

12. Jeffrey Gitomer’s
Little Red Book
of Selling
6

13. “If you can’t get in front of the
real decision maker, you suck.”
TAKEAWAY:

14. Jill Konraths’s
Selling To Big
Companies
7

15. “Your ability to provide a continuous stream of fresh
ideas, insights, and information to corporate buyers
will make you irresistible, invaluable, and ultimately,
indispensable.”
TAKEAWAY:

16. Dale Carnegie’s
How to Win Friends
and Influence People
8

17. “You can make more friends in two months by
becoming interested in other people than you
can in two years by trying to get other people
interested in you.”
TAKEAWAY:

18. Robert Miller and Stephen Heiman’s
The New
Strategic Selling
9

19. “Persistence is an admirable quality, but it won’t get you
anywhere unless the people you are persistent with
believe in you and are absolutely convinced that they can
trust you.”
TAKEAWAY:

20. Geoffrey James’
How to Say It:
Business to Business Selling
10

21. “Selling is the heart and soul of
the business world.”
TAKEAWAY:

22. Mahan Khalsa and Randy Illig’s
Let’s Get Real
or Let’s Not Play
11

23. “Helping clients succeed is not a
euphemism for sales- it is the
essence of sales.”
TAKEAWAY:

24. Jill Konrath’s
SNAP Selling
12

25. “Using clever objection-handling
techniques insults your prospect’s
intelligence.
TAKEAWAY:

26. Aaron Ross’
Predictable Revenue
13

27. “Making field reps cold call is using highest
cost sales resources to perform lowest
cost activities.”
TAKEAWAY:

28. 14
Tom Hopkins’
How to Master
the Art of Selling

29. “No one limits your growth but you.
If you want to earn more, learn
more.”
TAKEAWAY:

30. 15
Zig Ziglar’s
The Secrets
of Closing the Sale

31. “Each close you use should be an educational
process by which you are able to raise the value
of the product or service in the prospect’s mind.”
TAKEAWAY:

32. 16
Brian Tracy’s
The Psychology
of Selling

33. “The most important rule for selling success is
spend more time with better prospects. This rule
contains just six words, but it summarizes your
complete strategy to selling.”
TAKEAWAY:

34. 17
Linda Richardson’s
Perfect Selling

35. The beginning of the call is “your customer’s window into
you- your style, your professionalism, your level or
preparedness, who you are- and it gives you a good peek
into the customer- if you look.”
TAKEAWAY:

36. 18
Robert Cialdini’s
Influence:
The Psychology of Persuasion

37. “A well-known principle of human behavior says
that when we ask someone to do us a favor we will
be more successful if we provide a reason. People
simply like to have reasons for what they do.”
TAKEAWAY:

38. 19
Og Mandino’s
The Greatest Salesman
in the World

39. “Only a habit can
subdue another habit.”
TAKEAWAY:

40. Jeff Thull’s
Mastering the
Complex Sale
20

41. “A smarter way to sell should transform the
conventional sales pitch that customers must
endure into a high quality decision-making
process that customers value.”
TAKEAWAY:

42. Our software finds sales
triggers faster. Get a free
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Sincerely, SalesLoft.
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