Let's Get Real or Let's Not Play

"Let's get real or let's not play" by Mahan Khalsa and Randy Illig

I'll second a few that have been mentioned already: * http://blog.startwithalead.com/weblog/ (Brian Carroll's blog) * http://www.amazon.com/Lets-Get-Real-Not-Play/dp/1883219507 you can read more from Mahan Khalsa at: http://www.ninetyfive5.com/default.aspx I found both of these very helpful in building my understanding of the sales process and for the tools they provide you with. The biggest shift in thinking they provided for me was that selling is about asking questions, finding a connection between what you're offering and what your customer is looking for and then asking for the business. They also showed me that selling is about focusing your activities on the right things to meet your goals, not just spending time "busy" selling.

I have been sales for years - the books mentioned are good not great. If there was one that was my favorite out of the 200+ ones I read, "let's get real or let's not play" by khalsa. It is good for you for several reasons: 1. based on consultative services not product sales 2. the audio is hands down the best. It brought tears to my eyes that I had to learn by hard knocks what he shows you to do. 3. it is greared to setup a win win situation and define precisely the value you are providing at the core of the business.