Leverage Focus

The biggest effort of time or money does not equal the biggest results. Focused meaningful effort creates the biggest value. Value is achieved when desired change is realized. Leverage the key inflection points. Not every lever has the same power. Pull the strings that will add the most value, the soonest.

Sharpen

Work works. If you do the work, you get the results. Doing the wrong work is not doing the work though. Wrong work is just wasted effort. Work harder at the right stuff. Sharpen your tools so you can work better. Sharpen your tools so you can do more. Sharpen your tools so you can do the work that matters.

Spread the Fire

The best people to work with are enthusiastic. It doesn’t matter what the topic is, if you are excited, your likability increases 500%. When people want to be around you, you can get more done. Enthusiasm is like fire, it spreads fast with just a little spark. The more you can influence others, the more you can help.

The Ask

The best way to get what you want is to ask for it. You will either get a yes, a no, or a maybe. Any answer will do, since you never focus on what you cannot control, you focus on what you can. Just ask and let the cards play. Get an answer and move on. Create a plan and keep going.

Happy Birthday to my artist. He is a true artist both visually and with the art of “The ASK”.

The Sales Reading Guide You Always Wanted – Top 26 Sales Books of All Time

You can’t get a PhD in sales. At least not a real one. It doesn’t matter though; self-education is just as good, cheaper, and usually better.

Over the past 11 years, I have read about 60 books per year on average. Especially sales books. I bet someone has read more sales books than me, I just haven’t met them yet.

The need for proper training and coaching is real. Hungry professionals crave growth. One of the most common questions I get asked, is: “What should I be reading?” Well that depends… until now. I went through my notes and experience with every book on sales I have ever read and spent hours curating the ultimate self-education course.

Here it is, for free. You’re welcome. Share with others.

Process: Spend one week reading and studying the book, then spend the next week applying it in your work and teaching others. Repeat for the next book.

Result: After 1 year, you will have the greatest sales education in the world.

These books are listed in order of when they should be read based on setting the proper foundation, then gradually building the skills needed to succeed in sales. Milk before meat. Mindset, then actions, then refinement.

  1. The Outward Mindset – The Arbinger Institute
  2. The Go-Giver – Bob Burg, John David Mann
  3. The Greatest Salesman in The World – Og Mandino
  4. Freedom From Fear – Mark Matteson
  5. To Sell is Human – Daniel H. Pink
  6. It’s Time To Sell – Chris Spurvey
  7. The Psychology of Selling – Brian Tracy
  8. Selling 101 – Zig Ziglar
  9. New Sales. Simplified. – Mike Weinberg
  10. The Only Sales Guide You Will Ever Need – Anthony Iannarino
  11. How to Get a Meeting With Anyone – Stu Heinecke
  12. Heavy Hitter Selling – Steve W. Martin
  13. The Science of Selling – David Hoffeld
  14. Response Block Selling – Victor Antonio
  15. The DNA Selling Method – Patrick Henry Hansen
  16. Beyond The Sales Process – Steve Andersen, Dave Stein
  17. The Challenger Customer – Nick Toman, Matthew Dixon, Brent Adamson, Pat Spenner
  18. Sales Manager Survival Guide – David A. Brock
  19. Sales Management. Simplified. – Mike Weinberg
  20. The Art of Commercial Conversations – Bernadette McClelland
  21. The Lost Art of Closing – Anthony Iannarino (got advanced a copy, coming out August 2017)
  22. Key Account Hack – Jermaine Edwards
  23. Sales EQ – Jeb Blount
  24. The Joshua Principle – Tony J. Hughes
  25. Pre-Suasion – Robert Cialdini
  26. Mega Deals – Christopher Engman, Johan Åberg (got advanced a copy, coming out November 2017)

Since thoughts create actions, and learning is done in the mind, reading is your greatest asset. You can teach yourself anything by studying and application. Immerse yourself in the words of the greatest teachers and you will become great yourself. These are the some of the sales books that have changed my life, I hope they will change yours as well.

(**And for anyone in any profession, before you study these books, you should read The 7 Habits of Highly Effective People by Covey and So Good They Can’t Ignore You by Newport.**)

Try it. Let me know how it goes. 

Connect with me on LinkedIn. 

Wanting vs Committing

Commitment changes desires. What you want determines where you heart is. If you really are committed to something, you stop wanting the things that go against what you are committed to. If you want to sell, you want to take action. You stop wanting to hide. When you want to be healthy, you still want sugar. When you are committed to being healthy, you don’t want sugar. When you want success, you still might be lazy. When you are committed to success, you can’t stop hustling.

Increase Sight

When your sight is better than others, you can do more, you get more respect, and your work is more meaningful. To gain the needed sight your skills must be refined, your experience must be relevant, and your courage must be your driving characteristic. The better your sight, the more you can provide insight.

Mentors Give Maps

The most magnificent dreams often seem the hardest to get to. They don’t have to be. If you know the secret way in, every fortress can be entered. Every dream can be found with the right map and action. Find a mentor to help you develop the map, then make committed decisions that help you take action to follow the plan.

Stability

Everything changes. Find stability in the truth that doesn’t. If your home is not permanent, find something to bring with you that is. If your relationships are not permanent, find some that are. Stability is not found in the thing, it is found in the meaning we give to the thing. If you want stability, you can define it and then create it.