Favorite Reads for Sales Teams: Avoid the "Book of the Month Club” Approach

By Tom Martin

It’s that time of the year again -- Holiday Starbucks cups, panic over Q4 deals to close on 12/31, and finally, lists of books your sales team should read over the holidays (“Top 10  Must Read Books on Sales!”)  This won’t be one of those blog posts.  In fact, I encourage you NOT to push new sales books on your reps over the holidays.

What are the types of reads your sales team would be willing to peruse in their down time that have actual relevance to your business?

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The Changing Nature of B2B Sales

By Hope Eyre

I’ve been reading a lot about the changing nature of B2B sales: journal articles, blogs, research reports, white papers, opinion from training companies and consulting firms, you name it. Exactly how the world of B2B sales is changing, what’s causing it and how sellers must adapt (or die, presumably) is subject to very broad interpretation.

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To See Sales Trends in Action, Fly to LaGuardia

By Hope Eyre

“By 2020, 80% of business-to-business transactions will be automated. As a result … in the coming years we can expect the number of sales jobs to shrink from 15.5 million to just four or five million.”  -- Gerhard Gschwandtner, Founder and CEO of Selling Power. 

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