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What are the best books to read about effective inside sales?
I just started at my sales job and I am wondering if there are some good books I can read to familiarize myself even more with techniques and strategies for my job. What resources would you recommend?
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4 Answers
I second that, and also recommend Sales 2.0 by Anneke Seley.
http://amzn.to/9w5pzN
Selling to Big Companies by Jill Konrath is another must read! http://amzn.to/9tR3Nj
Her new book - Snap Selling! is another great read.
http://amzn.to/aKqW3X
Chris, You are already ahead of many that go into sales because of your question. Too many just jump in, but your approach to learning will take you a long way.
Two ways to learn what the hot books are:
1) Review the Profiles for your connections on LinkedIn and look for a feature called "Reading List by Amazon). It will provide solid insight into what others have read that are in sales, but even better, when you can review the reading list of the prospect/customer that you will be calling on. I have started many a sales relationship because of a book on their list.
2) Here is the link to the Best Sales Books of 2009 from SalesHQ: http://ftf.sh/frne
The books listed above by Jill Konrath and Anneke Seley are also excellent and you will find both on my Reading List on LinkedIn at www.linkedin.com/in/milesaustin
Best of luck in your career!
I would definitely recommend Smart Selling on the Phone and Online by
Josiane Feigon. Great book! http://www.amazon.com/Smart-Selling-Phone-Online-Results/dp/0814414656
For effective inside sales I would recommend Art Sobczak. Subscribe to his Business By Phone newsletter.
Jill Konrath's work is also solid.
Lastly for those looking for group inside sales training, I would recommend investigating Barry Rhein. Effective for inside or outside sales teams, Barry's 'Selling Through Curiosity' focuses on asking great questions and paying very close attention to prospect's answers. His training helps reps expand the scope and quality of their discovery, a particularly vital skill for inside sales.
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