Recommended Reading
- Berkley, Susan, Speak to Influence: How to Unlock the Hidden Power of Your Voice (Englewood Cliffs, NJ: Campbell Hall Press, 2004).
- Bertuzzi, Trish, The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales (Moore-Lake, 2016).
- Blount, Jeb, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Hoboken, NJ: Wiley, 2016).
- Burg, Bob, and John David Mann, The Go-Giver Influencer: A Little Story About a Most Persuasive Idea (New York, NY: Portfolio/Penguin, 2018).
- Cialdini, Robert, Influence: The Psychology of Persuasion (New York, NY: William Morrow and Company, 1993).
- Elias, Craig, “Won Sales Analysis Template,” www.WonSalesAnalysis.com, Shift Selling Inc., 2019. Free to download at: https://shiftselling.com/won-sales-analysis/.
- Elias, Craig, and Tibor Shanto, SHiFT!: Harness the Trigger Events That Turn Prospects into Customers (Bloomington, IN: iUniverse, 2010).
- Fox, Jeffrey, and Richard Gregory, The Dollarization Discipline: How Smart Companies Create Customer Value … and Profit from It (Hoboken, NJ: Wiley, 2004).
- Heinecke, Stu, Get the Meeting!: An Illustrative Contact Marketing Playbook (Dallas, TX: BenBella Books, 2019).
- Heinecke, Stu, How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing (Dallas, TX: BenBella Books, 2019).
- Hughes, Tony. Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales (New York, NY: AMACOM, 2018).
- Hunter, Mark, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results (New York, NY: AMA, 2016).
- Iannarino, Anthony, The Only Sales Guide You’ll Ever Need (New York, NY: Penguin Random House, 2016).
- Konrath, Jill, “Value Proposition Kit,” n.d. Free to download at: https://www.jillkonrath.com/value-proposition-kit.
- Mackay, Harvey, Swim With the Sharks Without Being Eaten Alive (New York, NY: HarperBusiness Essentials, 2005).
- Mitnick, Kevin, and William Simon, The Art of Deception (Indianapolis, IN: Wiley, 2002).
- Muir, James, The Perfect Close: The Secret To Closing Sales—The Best Selling Practices & Techniques For Closing The Deal (Herriman, UT: Best Practice International, 2016).
- Parinello, Anthony, Selling to VITO: Get to the Top, Get to the Point, Get to the Sale (New York, NY: Adams, 2010).
- Peoples, David, Selling to the Top: David Peoples’ Executive Selling Skills (New York, NY: Wiley, 1993).
- Richter, Sam, interview with Art Sobczak, “Episode 90,” The Art of Sales podcast. Free to stream or download at: http://theartofsales.com/090-guest-how-to-quickly-and-easily-get-sales-intelligence-about-prospects-with-sam-richter/.
- Salz, Lee, Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want (New York, NY: HarperCollins Leadership, 2018).
- Tinney, Patrick, Perpetual Hunger: Sales Prospecting Lessons & Strategy (Ontario, Canada: Centroid Publishing, 2016).
- Tyler, Marylou, and Jeremy Donovan. Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline (Chicago, IL: McGraw-Hill Education, 2016).
- Weinberg, Mike, New Sales. Simplified. (New York, NY: AMACOM, 2013).
- Zimmerman, Alan, Pivot: How One Turn in Attitude Can Lead to Success (self-published: 2006).
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