Brain Snacks

Sales Competencies: Books

Books chosen by our experts; Summaries offered by Google’s GenAI Gemini

This book offers a fresh approach to driving change. It argues that removing barriers and understanding why people resist is more effective than pushing for change. By becoming a “catalyst,” you can help people overcome obstacles and achieve their desired transformations.

Source: Berger, Jonah (2022). The Catalyst: How to Change Anyone’s Mind. Simon & Schuster [Link]

This book offers a roadmap to success in your career and personal life. It goes beyond technical skills, providing key principles like building rapport and persuasive communication. Packed with practical strategies, this book empowers you to navigate various situations and achieve your full potential.

Source: Carnegie, Dale (2006). How to Win Friends and Influence People. Random House [Link]

Influence, a bestseller on persuasion, gets a refresh! Cialdini, a persuasion expert, unveils the 7 Universal Principles (like reciprocity and social proof) that drive “yes” decisions. Learn to ethically use them to become a persuasive pro and avoid manipulation tactics used against you.

Source: Cialdini, Robert B. (2021). Influence: The Psychology of Persuasion (New and Expanded). HarperBus. [Link]

This book challenges the traditional sales approach of building relationships. It argues that high performing salespeople confront customers, offer unique insights, and control the conversation. By learning from Challengers, any salesperson can improve performance and drive sales growth.

Source: Dixon, Matthew and Brent Adamson (2011). The Challenger Sale: How to Take Control of the Customer Conversation. Penguin. [Link]

This book argues that selling skills are crucial in today’s world, even for non-salespeople. Daniel Pink, the author, offers fresh insights on persuasion, debunking myths like “extroverts are best at sales.” He provides practical tools for influencing others, making you more persuasive in all areas of life.

Source: Pink, Daniel H. (2012). To Sell is Human. CanonGate. [Link]

Sales Competencies: Articles

Articles chosen by our experts; Summaries offered by Google’s GenAI Gemini

Startups: Short-term sales won’t win! This HBR article stresses building a scalable sales team (recruiting, training) for long-term growth. Invest now for a future-proof sales force.

Source: Cespedes, Frank V. and David Mattson (2017), “How a Fast-Growing Startup Built Its Sales Team for Long-Term Success,” HBR Online [Link]

Fast growth? Skip the one-time revenue boost! This HBR article advises companies to focus on multiple, strategic improvements across departments (customer focus, processes). This holistic approach is key for sustainable revenue growth.

Source: Edinger, Scott (2015), “Sales Teams Need More (and Better) Coaching,” HBR Online [Link]

Effective salespeople focus on building relationships with potential customers. They actively listen to understand needs, and constantly analyze their sales process to improve. By honing these habits, salespeople can boost their success.

Source: Frost, Aja (2021), “26 Habits of Incredibly Successful Salespeople,” Hubspot [Link]

Forget charisma or being a “natural seller.” This article identifies the two essential qualities for sales success: empathy and ego-drive. Empathy allows salespeople to connect with customers and understand their needs. Ego-drive fuels their motivation to close the deal and achieve results.

Source: Mayer, David and Herbert M. Greenberg (2006), “What Makes a Good Salesman,” Harvard Business Review [Link]

Successful salespeople thrive despite constant rejection, according to this analysis. They build strong customer relationships by understanding needs, not relying on charm or “natural selling” tactics. This psychological approach is key to their success.

Source: Rapaille, G. Clotaire [a conversation with] (2006), ”Leveraging the Psychology of the Salesperson”, Harvard Business Review [Link]