Ask HN: Best books or videos to get better at sales? • Hacker News Board

Re: Ask HN: Best books or videos to get better at sales?

#21

Post by revorad » Thu, Sep 17, 2015, 3:22 PM UTC

Read and listen to everything Steli Efti says -

His book - http://www.startupsalesguide.com/

“The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin - http://www.saastr.com/the-predictable-revenue-guide-to-tripl...

Re: Ask HN: Best books or videos to get better at sales?

#22

Post by edoceo » Thu, Sep 17, 2015, 3:25 PM UTC

Mike Bosworth - Solution Selling - it talks all about consultative selling, listening and walking prospects through a 9 steps process from introduction to close

Re: Ask HN: Best books or videos to get better at sales?

#23

Post by vchamakkala » Thu, Sep 17, 2015, 3:30 PM UTC

Definitely check out the Enterprise Sales Guide created by Mickey at Work-Bench. A ton of insight into the art of enterprise selling.

http://www.enterprisesales.nyc/

Re: Ask HN: Best books or videos to get better at sales?

#24

Post by ccockerhamkc » Thu, Sep 17, 2015, 3:32 PM UTC

I can't recommend "The Little Red Book Of Selling" by Jeffrey Gitomer enough. I have a copy in my desk right now.

http://www.amazon.com/Little-Red-Book-Selling-Principles/dp/...

Re: Ask HN: Best books or videos to get better at sales?

#25

Post by verkter » Thu, Sep 17, 2015, 3:38 PM UTC

Zig Ziglar

Re: Ask HN: Best books or videos to get better at sales?

#26

Post by verkter » Thu, Sep 17, 2015, 3:38 PM UTC

Zig Ziglar

Re: Ask HN: Best books or videos to get better at sales?

#27

Post by curiousjorge » Thu, Sep 17, 2015, 3:39 PM UTC

I've read SPIN selling and now reading Challenger Sales.

SPIN is much easier to read, know and understand while I found Challenger Sales a lot difficult to follow and put into practice.

Challenger Sale's major premise is the assumption that SPIN selling doesn't work anymore for some reason because of the 2008 recession. I'm not sure how true this assumption is but I'll leave this up for the real sales people.

I'm interested in hacking enterprise sales. ANother HN user's blog on the subject here is excellent as well: http://doanhdo.blogspot.ca/

Re: Ask HN: Best books or videos to get better at sales?

#28

Post by smalter » Thu, Sep 17, 2015, 3:47 PM UTC

revorad wrote: post #21

Read and listen to everything Steli Efti says - https://twitter.com/steli His book - http://www.startupsalesguide.com/ “The Predictable Revenue Guide To Tripling Your Sales” by Aaron Ross and Jason M. Lemkin - http://www.saastr.com/the-predictable-revenue-guide-to-tripl...

great resources—plus, the close.io blog is fantastic (steli efti's company) with lots of nitty gritty sales tips: close.io/blog.

Re: Ask HN: Best books or videos to get better at sales?

#29

Post by wunderlust » Thu, Sep 17, 2015, 3:55 PM UTC

"To Sell is Human" by Dan Pink. It doesn't so much teach you how to sell as to take the perspective of people whom you may want/need to convince or persuade.

Re: Ask HN: Best books or videos to get better at sales?

#30

Post by dave_sullivan » Thu, Sep 17, 2015, 3:57 PM UTC

There are 3 books you should read: SPIN Selling. The Challenger Sale. The Charisma Myth. In that order. You will learn so many jedi mind tricks.

Yes, there is such a thing as sales. But do yourself a favor and don't sell shitty products. There's a wide range of incomes among people selling the best products, and the difference is stuff you can at least read about in those books.