Differentiate yourself so memorably before and during the sale that comparison becomes irrelevant
The Sales Bible: The Ultimate Sales Resource · Jeffrey Gitomer
Nineteen emotional and rational forces that cause people to buy—and how to uncover them
The Sales Bible: The Ultimate Sales Resource · Jeffrey Gitomer
Make every problem visible and exploit every asset—before the competitor does
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
Sell only to buyers who perceive a gap—and create the gap for those who don't
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
Map every person who can derail or advance your sale into one of four decisive roles
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
A complete system for winning complex B2B sales through process, not persuasion
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
Modern overload demands decision shortcuts; exploiting them degrades the whole ecosystem
Influence: Science and Practice · Robert B. Cialdini
Anticipate every executive's justification checklist before they raise it
Getting to VITO (The Very Important Top Officer) · Anthony Parinello
World-class managers coach to known behaviors and innovate around unknown obstacles to unstick deals
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Adapt the teaching message to each stakeholder's specific goals, role, and economic context
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
The three-part methodology for winning complex B2B sales through constructive tension
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
A data-derived taxonomy that reveals which rep type wins complex sales by a landslide
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Write blog posts that sketch two points and let the reader leap between them
Seth Godin - Coaching Tim on Overcoming Resistance, Lessons from Isaac Asimov, Writing Secrets · Seth Godin
Follow a systematic 32-step process from research to revision for sales pages
The Copyhackers Guide to Conversion Copywriting · Joanna Wiebe
Problem-Agitate-Solution: the most reliable sales formula ever
The Ultimate Guide to Copywriting Formulas · Joanna Wiebe
Mass marketing is dead — create remarkable products that the right people seek out instead of interrupting everyone
Purple Cow, New Edition: Transform Your Business by Being Remarkable · Seth Godin
Remove yourself as the bottleneck by building a management layer with long-term incentives that aligns their interests with the company's growth.
Built to Sell · John Warrillow
A 24-step strategic sequence for winning hearts and minds
The Art Of Seduction (The Robert Greene Collection) · Robert Greene
Match your sales channel to your buyer's expectations and your product's complexity
Crossing the Chasm · Geoffrey A. Moore
Build a chain of small acceptances so prospects believe claims they'd reject head-on
Breakthrough Advertising · Eugene Schwartz