SNAP Selling and Some Other Important Sales Books


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If you spend any time on sales blogs these days, you can’t miss the news that Jill Konrath’s new book, SNAP Selling, is out and doing very well. Here’s the endorsement I wrote for the book: “Having a unique perspective on the sales performance and sales training business, I see Jill Konrath at the top of the heap when it comes to practical ideas, loyal followers, understanding of the critical selling issues today, and most important, relevance. I not only recommend her books, I recommend her.”

This blog is written for sales leaders, not sales people. So let me say that, as good as this book is, it’s not a replacement for taking a strategic approach to selling within your organization. That includes, of course, building (or rebuilding) your sales methodology, its constituent processes, tools, messaging, infrastructure, compensation and incentive approaches, measurement systems, learning curriculum, reinforcement mechanisms, and delivery systems, technology-enabled learning platforms, hiring methodologies, and all else that is required for sales effectiveness.

The best use of this book is in integrating into your team’s documented sales methodology the best of the many ideas, tactics, approaches, and tips that are relevant, as determined by a comprehensive and objective assessment of your selling environment. Now that’s a winning combination.

With SNAP Selling on my desk, and several others close at hand that I regularly recommend, I thought I’d post this list. It’s not in any particular order, and it is not all-inclusive. There are other books that I really like that, for one reason or another, I didn’t include.

Here’s the list:

Title Author(s)
Fortify Your Salesforce Renie McClay
Hope is Not a Strategy Rick Page
Let’s Get Real or Let’s Not Play Mahan Khalsa and Randy Illig
Mastering the Complex Sale (2nd Edition) Jeff Thull
Perfect Selling Linda Richardson
Power Base Selling Jim Holden
RFP’s Suck Tom Searcy
Sales Coaching Linda Richardson
Selling to Big Companies Jill Konrath
Selling to the C Suite Stephen Bistritz
Smart Selling on the Phone and Online Josiane Feigon
Spin Selling Neil Rackham
The New Solution Selling Keith Eades
The New Strategic Selling Miller and Heiman
The Sales Manager’s Handbook Jeff Lehman
The Seven Habits of Highly Successful People Stephen Covey
The Trusted Advisor David Maister and Charles Green
Trust-Based Selling Charles Green

Let us know which book(s) contributed to your sales success by leaving a comment.

Kindle 2 photo source:

Republished with author's permission from original post.

Dave Stein
Dave specializes in helping his clients win critical B2B sales opportunities as well as helping them hire the best sales talent.Dave is co-author of Beyond the Sales Process. He wrote the best-selling How Winners Sell in 2004.


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