If you’re anything like me, your to-do list might look something like:
- call 100 prospects
- schedule 50 demos
- send 100 follow up emails
- generate 200 new prospects
... and so on.
So, when my boss mentioned I should read the book he just bought, it sort of went in one ear and out the other.
My top priority is to hit my quota, so reading a sales book just didn’t seem worthwhile. I went on with my days forgetting about this book, until I learned that one of my co-workers read the book and it was actually helping him hit his quota faster.
By not reading the book, I knew I was letting my boss down, but what I didn’t realize is that I was also missing out on valuable sales insights. Like the story of how Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. Or the enlightening findings from one of the largest studies ever done in sales.
Determined to see the same results as my co-worker, I dedicated 10 hours to read the sales book my boss recommended and two other books I heard had proven results:
- SNAP Selling by Jill Konrath
- Predictable Revenue by Aaron Ross
- The Challenger Sale by Brent Adamson and Matthew Dixon
It took me 10 hours to read these books, but it turns out the 740 pages can be summarized into three 15-page sections.
To save you time I created a summary of these three top sales books, which include:
- Three lists of key terms every reader should know
- Shareable quotes to strut your sales smarts
- Three actionable frameworks to try
Not only did reading these three books impress my boss, but I started hitting my quota quicker. I hope this summary brings you the same -- if not better -- results.