Required Reading for Salespeople

Want to master some of the best sales ideas out there and some of the business concepts that SaaS salespeople need to know?

These book digests will get you up to speed on the key points in just a few minutes:

Sales Books

SPIN Selling: Learn the art of effective discovery that helps you uncover needs that motivate purchases. For the P.S.I. Selling take on discovery, check out this article.

The Challenger Sale: Win deals by teaching prospects about their needs and taking control of the process. For the P.S.I. Selling perspective on sales persuasion, check out our article on effective demos.

Strategic Selling: Manage complex multi-stakeholder deal processes by building a coalition in favor of a purchase. Click here for the P.S.I. Selling take on managing deals and stakeholders.

What Great Salespeople Do: Use storytelling to overcome buyer resistance to change, which is often rooted in emotional factors that are hard to overcome with logic alone. This book has a different take than the logic-focused P.S.I. approach, but it's a valuable perspective to consider. For the P.S.I. take on sales persuasion, check out the concept of Product Themes and this overview of how Themes turn into persuasive conversations.

Getting to Yes: Negotiate mutually beneficial agreements by looking for ways in which your interests are compatible. To see P.S.I. Selling's take on negotiation, check out this article on the Four Modes of Negotiation.

Leadership Books

The Sales Acceleration Formula: Discover how process rigor can build an effective team by understanding the formulas for hiring great reps, training them, managing them, and generating demand.

High-Output Management: See how the principle of leverage can help managers decide how best to improve the performance of their team.

Business Books

Good Strategy/Bad Strategy: Understand how smart businesses focus their efforts on the pivot points that drive results so you can tie your product to those key initiatives and motivate a purchase.

The Innovator's Solution: Learn about the threats and opportunities created by technological change so you can position your product as a way for your customers to profit from change rather than being diminished by it.

- - -

If you liked this article, check out the P.S.I. Selling Content Page for more insights on sales communication, strategy, and leadership.

Want to build a sales process that proves value and a team that can execute? Get in touch.

For more about the author, check out Mike's bio.