Coach Dave’s Favorite Marketing and Sales Books

Medical and legal professionals have continuing education credit requirements, but what about the rest of us?  While there are no mandates for those in human resources, marketing, sales, or some financial jobs, it’s always good to hone your craft and learn independently.

Marketing and sales books are aplenty and abundant.  With hundreds of books written by dozens of top-selling authors, it’s hard to narrow it down to a handful, but read on to learn my recommendations.

Four of the Best Books on Sales and Marketing

Business development books do more than teach; they inspire.  So, even if you disagree with a process or suggestion, you’ve been allowed to become aware of it.  Here are my favorite four of the best books on sales and marketing.

• 22 Immutable Laws of Marketing by Al Ries and Jack Trout  – This book discusses 22 rules for succeeding in an international marketplace.  It talks about the laws of leadership, laws of the mind, and laws of the categories.
• Little Red Book of Selling by Jeffrey Gitomer – This book also dives into why people buy rather than how people sell.  The cartoons throughout the book help drive the point home with quotes, musings, and realistic examples.
• Same Side Selling by Jack Quarles and Ian Altman – This book discusses sales with the veil of sports over the lessons and examples.  However, rather than succumbing to a win-lose scenario, it explores winning with a common goal.
• Spin Selling by Neil Rackham – This book dives into selling high-value and high-priced products and services.  Abbreviated SPIN (Situation, Problem, Implication, and Need Payoff), you’ll learn the simple process with valuable techniques that help dramatically increase sales from significant accounts.

Choosing books for entrepreneurial professionals is no small ask.  Unfortunately, not all marketing and sales books will resonate with you or your customers.  Some focus on the customer impact, while others focus on the sales technique.  Some have practical examples, while others are more lecture-style.  But remember, too, just because it doesn’t resonate now doesn’t mean it cannot become valuable down the road.

Additional Reading Material

Often, colleges and universities offer their syllabi online, and you can peruse the required reading.  This is a great way to choose your marketing and sales books if you’re trying to understand future trends or what others are discussing.

How to Get the Most from Your Readings

As you read any book related to your craft of passion, take notes and reflect.  If you’re unwilling to mark up the book, try using a pad and pen to jot down your thoughts and takeaways.  Plus, some books have an exercise at the end of a chapter to help you solidify the learnings.

The best books on sales and marketing are the books that resonate with you and you get the most from.  So please share your ideas with others who have read the book, share it with friends, or create a club to discuss critical takeaways.  As always, what you put in, you get out.  Click here for a complimentary video coaching call with Coach Dave to discuss your sales and marketing opportunities.

Coach Dave