Sales guru Gerhard Gschwandtner just posted his list of favorite sales-book titles at Selling Power. He calls them must-reads for sales managers because “I never judge a book by its cover,” he says. Why should we care? Gschwandtner's written dozens of sales training books and manuals over the last 30 years. And he reads a lot. His suggestions:
- Building a Winning Sales Force: Powerful Strategies for Driving High Performance, by Andris A. Zoltners, PhD, Prabhakant Sinha PhD, and Sally E. Lorimer. “It is the most complete sales management handbook I’ve seen since Dartnell stopped publishing the classic 1,200 page Sales Manager’s Handbook in 1990,” Gschwandtner writes.
- Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology by Anneke Seley and Brent Holloway. “This book clearly shows why the old practices no longer work, and it offers a clear blueprint for moving the sales organization to a significantly higher level of productivity.”
- The Facebook Era: Tapping Online Social Networks to Build Better Products, Reach New Audiences, and Sell More Stuff by Clara Shih. “This book can help any sales manager create fresh revenue opportunities using Facebook and other social media tools.”
- Twitter Power: How to Dominate Your Market One Tweet at a Time by Joel Comm. “It’s a fast read, and it can help any sales manager turn Twitter into a superb sales tool.”
His blog post includes YouTube interviews with the authors. Read his entire article at Selling Power.
What are some of your favorite sales books? See what Bizmore users and experts are recommending -- and add your own to the list. (Let's not forget one of Gschwandtner's books, The Sales Training Book: A Hands-On Guide for Managers and Their Salespeople.)
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