I get asked this questions quite a bit & it was question I asked a lot at the start too.
The Challenger Sale?
Gap Selling?
Jolt Effect?
Never Split the difference?
All excellent books but when I tried to read them early in my career I felt majority of it went completely over my head because I wasn’t experienced enough.
A couple of months ago, after a recommendation from Henry Clayton I picked up a copy of problem prospecting by Stuart Taylor, Mark Ackers & Richard Smith
I can confidently say it is the most actionable sales book for people in business development roles, junior or experienced!
Everything is explained with such simplicity (AND I MEAN THAT IN THE POSITIVE WAY POSSIBLE)
So many times, I read something in it & was able to go straight across to the computer and implement it, which I find is so rare with books like this.
Are their any other books people would put in a similar category?
This post was originally shared by Eoin Murphy on Linkedin.