By Neil Rackham
We hope you love the books people recommend! Just so you know, The CEO Library may collect a share of sales or other compensation from the links on this page.
This book has 5 recommendations
Mark Roberge (CRO/Hubspot)The other book on selling is an oldie but goldie, never goes away: SPIN Selling, by Neil Rackham. It's the one when a founder is trying to learn how to sell, belly to belly, I tell them to check out Spin Selling.
Michael Herrmann (Founder/Terminerinnerung)Good book on sales.
Primoz Cigler (Co-Founder/ProteusThemes)
Yes, it was sometime earlier this year. I read a book SPIN Selling by Neil Rackham. Chapter four has invaluable insights and instructions how to do sales calls and improve the probability that you make a sale.
This year, I had to change my role at ProteusThemes, as I have thoroughly explained in my other interview. I learned in the SPIN Selling book how to structure both the user interviews and the sales calls in a way that people like to participate and eventually buy from you because you show that you care about them and their business. Everything became easier since.
Tudor Teodorescu (Founder/Transylvania Uncharted)I can say that my area, or my background involves a lot of practical work, traveling, learning and performing a big variety of sports, meeting new people and making contacts. But taking into account that being a young entrepreneur I wish I had known a lot of things before starting everything. Therefore, what I would suggest people to do is invest a lot in themselves professionally and personally, where I put a lot of emphasis on developing an equilibrium between mind, body and spirit. This equilibrium will help a lot in everything you do in your daily life. So these are the books I would recommend.
Santiago Basulto (Co-Founder/rmotr.com)
If you want to make the transition into business, sales is a must. Most sales books are bloated and spand many thousands of pages without much insight, but there are a few that are different and you MUST read:
- Little Red Book of Selling: 12.5 Principles of Sales Greatness
- SPIN Selling
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
Get this book on Amazon | Barnes & Noble | Book Depository | iBooks
See more books recommended by
Mark Roberge, Michael Herrmann, Primoz Cigler, Tudor Teodorescu, Santiago Basulto
See more books written by
- How HubSpot Skyrocketed from $0 to $200M By Combining Inbound Marketing + World Class Sales Training
- Interview with Michael Herrmann
- Primoz Cigler, Co-Founder of ProteusThemes, on the Books that Helped Him Perfect His Sales Technique
- Tudor Teodorescu, Founder of Transylvania Uncharted, Shares the Story of How a Book Shaped His Life Path
- Santiago Basulto, Co-Founder of rmotr.com, Provides a Reading List for Founders, Coders & Stoics