Steven’s Best Business Books
As we close out 2016, I set aside some time to read some holiday reading time to review the top business books written this year, and there were many. I have picked eight must-read books to help you “ROCK” it. If you are ambitious and a speed reader, luckily they are all available in a Kindle edition so you can pick them up today and read them over Christmas and New Year.
Whether you are a sales rep, sales manager, or business owner looking to crush your sales numbers in 2017, I have just the book for you in this list below (with links in each title to purchase the book on Amazon).
1. High-Profit Prospecting – Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results -Mark Hunter
The biggest issue most salespeople struggle with is prospecting, I know as I face the same challenges in my own business. In High-Profit Prospecting, sales expert Mark Hunter confronts head on the issues we all face, including social media, the telephone and email, and how to use each one effectively.
You will find yourself questioning many of the ideas that we’ve been led to believe do not work anymore. Mark, walks through in detail how to take ideas we think no longer work and turn them into strategies that will work.
2. The Only Sales Guide You Will Ever Need – Anthony Iannarino
As salespeople, we all want to be successful. Yet, only a small number of salespeople in any field are hugely successful, while the rest are stuck with mediocre results at best. Anthony Iannarino has boiled down everything he’s learned and tested into one convenient book, packed with useful material for everyone from raw rookies to tested veterans.
He focuses on the building blocks that all successful sellers, regardless of industry or organization, share: a mindset of powerful beliefs and a skill-set of key actions. He explores nineteen essential traits and skills that all great salespeople possess.
Whether you sell to big companies, small companies or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that work.
3. Your One Word: The Powerful Secret to Creating a Business and Life That Matter – Evan Carmichael
I “Believe” that everyone wants to be successful. Now success means different things to different people. In his book, Evan Carmichael shares the secret to turbo-charging your path to success on your own terms. With thought-provoking questions and inspiring, instructive examples, Your One Word will help you nail down your personal mottos – the word that captures your purpose and passion. With this operating philosophy in hand, you will then learn how to leverage this powerful tool to create the business and future of your dreams.
Aimed at entrepreneurs as well as intrapreneurs, managers, and anyone else who wants to achieve success in a powerfully meaningful way, Your One Word, is more than just a useful tool, it will inspire you to find your path to success.
4. The Perfect Close: The Secret to Closing Sales – The Best-Selling Practices & Techniques for Closing the Deal – James Muir
Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close, James Muir shares his closing method that is almost always successful (in the 95% range). It’s zero pressure and involves just two questions. It’s a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. It is especially helpful for new and inexperienced salespeople and professionals who dislike the “stigma” of selling or find the selling process awkward or uncomfortable.
5. Sales Manager Survival Guide: Lessons From Sales’ Front Lines – David Brock
As you know, I have been beating the drum for years on the importance of the front-line sales manager. In the Sales Managers Survival Guide, Dave shares his years of experience in sales, sales management, and sales executive positions. He provides valuable insight, wisdom, and practical guidance on how to handle the many challenges that today’s sales managers face.
For sales managers who not only want to survive but want to thrive in 2017 Dave’s book is a guide to success.
6. How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing – Stu Heinecke
We all struggle to book meetings with key people. In his book, Stu Heinieke shares his methods he has developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results that other marketers considered impossible, with response rates as high as 100 percent. Stu lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections.
How to Get a Meeting with Anyone is an invaluable toolkit that you can put to work right away so you can make the connections that are essential to your success.
7. More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers – Jill Konrath
Who wouldn’t want to sell more in less time? Salespeople are working more hours and feeling overwhelmed. We are all trying to find ways to have some degree of work-life balance.
In More Sales, Less Time, Jill Konrath shares her expertise to help salespeople be as productive as they can be. She provides an actionable guide for salespeople to discover ways to use their own natural behavioral tendencies coupled with technology tools to stay focused on the most important aspects of their job. This is another top seller written by Jill.
8. Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You – Jim Keenan
Although technically published in Dec. 2015, Keenan’s book Not Taught holds a spot on my list of top books to read. As we all strive for success, many of us realize that things have changed. In his book, Jim literally punches you in the face with the realities of work today and offers clear strategies on how to be successful in this crazy information-driven world.
Not Taught is your personal guide to the changing success landscape created by the information age, social media, access to information, the high cost of college, the internet and more. The book breaks down how the rules of the past no longer suffice and what it takes for you to win in the 21st century. Invest the time to learn how to succeed in the new age.
9. Want to “ROCK IT” in the New Year? Bonus holiday reading.
Like most busy sales executives, you are focused on bringing in more revenue for the business. Or at least, you SHOULD be. But how much time are you spending every day, week and month on “busy work” that doesn’t produce direct results?
How much more rewarding would your work be personally and how much more lucrative for the company’s bottom line if you could minimize your “admin” time and concentrate on creating and developing the business at hand?
The popular adage “By failing to prepare, you are preparing to fail.” is attributed to Benjamin Franklin, the father of time management. Winston Churchill later said something similar, “He who fails to plan is planning to fail.” Either way, it’s sound advice, don’t you think?
I’ve seen it repeatedly happen, where good people have failed simply because they didn’t have it all under control. They were overwhelmed by the minutia, with no time to plan, think or strategize — and it got the best of them. It can happen before you know it.
Having better planning skills can give you the freedom of more time, more energ, and more brain power to devote to delivering the best results.
Click here to download my free goal setting and planning guide to help you plan to achieve success in 2017.
Wishing you a Happy Holiday and success in the New Year!