Resources
A professional learns his craft. This can be in the form of seminars, CDs, books, etc. I read over 20 books per year (usually during the summer) on sales and management–while leading teams (ranging from three people to thousands). It is highly encouraged that you learn from the masters who have come before you and have documented their path. Some books or resources may only contain a few ideas–but these alone will often help you become the best of the best and among the elite in your field.
Following are additional resources that will improve your skills:
Websites
- Chanimal.com. The Ultimate Resource for Software Marketing. Contains a LOT of the principles used within Chanimal. Over 500 pages of content. Understand the channel, sales, HR, and our strategy.
- ZigZiglar.com. Great content. One of the greatest sales and motivational trainers in all history. Get his books and watch his videos (check YouTube).
- TomHopkins.com. One of the most concise hard-selling skills sales trainers ever. Shows a systematic approach that can teach everyone to sell. Includes books, CD’s, MP3’s and videos (including YouTube).
Blogs
- Essential Sales Manager Skills. Reinforces some of the same points within the Chanimal Sales Manager section, especially on hiring, metrics, coaching, and leadership.
Books
Most of the books within the following categories can be ordered via Amazon.
Sales
- The Greatest Salesman In The World. The greatest classic ever–I almost memorized this entire book (read over 50 times! It is part of me)
- The Lacy Techniques. Helped increase my door ratio from 27 – 97%. The time in my life when I did direct sales.
- How To Master The Art of Selling – Tom Hopkins. Hard skills – closing, and overcoming objections, are essential for anyone who carries a bag.
- The One Minute Sales Person. Again, an OMM series–easy to read, and quick to apply.
- Spin Selling. The classic model of solution selling (solve the problem and your product will sell).
- Secrets To Closing The Sale – Zig Ziglar. Another “hard” sales skills. Zig is the perfect trainer (I have read almost every book and wore out his tapes!
Management
- Seven Habits of Highly Effective People. The all-time classic for working with people–get it, learn it, live by it.
- The One Minute Manager. Entertaining, classic, and timeless.
- Putting The One Minute Manager To Work. Shows how to implement the principles.
- Leadership and The One Minute Manager. Introduces the PAR, PIP, etc. Classic.
- One Page Management. Wow – I wrote a white paper about this same concept. The defacto for managerial reports.
- The One Minute Manager Meets the Monkey. If it says, One Minute Manager… just get it.
- Gung Ho. How to make your teams buy in on your vision–so everyone is pulling.
- One Minute for Myself. It’s all about balance.
- The One Minute Manager Gets Fit. Yep, FAT doesn’t help you succeed.
- Raving Fans. Same author as OMM – classic.
- Situational Leader. The original book that started the One Minute Manager series (classic)
- The Game of Work. This book changed my entire career in sales and applies else ware (all about the numbers)
- Dress For Success. Ultimate classic. Think “class” and you do well every time.
