What are you reading? Who are your influencers?
Mark Gibson
Fractional Sales and Marketing Leader | Scale-up Consultant | Sales Acceleration | Sales Enablement Services. Also serves as a sales and marketing consultant to EBRD for small businesses.
In every sales acceleration engagement, I introduce a reading list and an influencer list of people to follow on Linkedin. Why? Because I need everyone on the team to understand the power of my methodology and facilitate a transformation of the willing vs. the reluctant.
None of the sales organizations I have previously worked with have an active reading program. When I ask for a show of hands from salespeople on the sales books they have read in the past year or what they have invested in themselves with their own money for personal development, it's often met with silence or a stray hand raise.
I am sharing this list with just a line or two on each book, who should read it, or a thumbnail on each person on the LinkedIn list and why they are worth following.
I hope you find it of value
Influencers to Follow on LinkedIn
The first four Linkedin leaders exemplify Founder-led growth and daily/frequent video posting.
Founder of Refine Labs, a demand generation agency. Prolific video thought leader on modern demand generation and innovative data-driven B2B marketing strategies.
2. Pete Caputa
Sold us our first HubSpot in 2008. CEO at Databox.com , a hot new analytics platform, and former VP of Sales at HubSpot. Expert in sales processes and SaaS growth strategies.
CEO @ Retention.com & RB2B | Person-Level Website Visitor Identity, super engaging, controversial and completely transparent in exposing personal growth lessons.
4. Gal Aga
CEO of Aligned.com , a new platform for digital buyer enablement (digital sales room), also perfect for delivering and maintaining sales playbooks.
Founder of Winning by Design , author, and sales process innovator. Expert in SaaS sales methodologies. Prolific publisher of high-value sales process content and a competitor of ours.
6. Bob Moesta
Co-creator of Jobs-to-be-Done theory. An innovator in product development and customer-centric business strategies. Launched more than 3500 products, including the gas tank fill cap indicator arrow in every non-electric vehicle.
Co-founders of Forget The Funnel . Experts in SaaS marketing and customer-led growth strategies.
8. Chris Voss
Former FBI hostage negotiator, author of "Never Split the Difference ." Expert in negotiation tactics applicable to business. The most important book on human communication and negotiation you will ever read.
9. Josh Braun
Founder of Sales DNA, podcast host. Known for ethical sales techniques and improving sales conversations. Tons of good content on selling and communicating on JoshBraun.com.
10. Dave Kurlan
Founder of Objective Management Group , author. More than 2 million scientific sales assessments and sales force evaluations to date. Originator of Baseline Selling, a lightweight auditable sales process that I use and recommend.
11. David Brock
Founder of Partners in Excellence , author. Thought leader in sales strategy and organizational performance
12. Steve Richard
Co-founder of ExecVision, now Mediafly , sales training expert. Specializes in conversation intelligence and sales coaching. Daily video tips for sales lead generation.
13. Mark Kosoglow
Former SVP of Sales at Outreach.io . Expert in sales engagement and scaling high-performance sales teams., Prolific sharer of ideas and content that he has proved works.
14. Kyle Coleman
Former VP of Revenue Growth & Enablement at Clari. Now CEO od Copy.ai , an AI enablement plaform for sales innovators. I've watched Kyle's rise from SDR to CEO and an impressive young leader.
领英推荐
UK-based, Former founder of Refract, now owns MySlaesCoach, a sales conversation expert. Focuses on improving sales interactions through AI-powered coaching.
The most widely read and most frequent blogger of any sales leader in the planet. If you haven't read any of his books they are all relevant, so scroll down and order the AI Edge.
17. Mike Kunkle
A sales transformation architect who literally wrote the book on Sales Enablement
Founder of the Sales Enablement Society. President and Growth Architect at Growth Enablement, where he specializes in simplifying complex sales processes to drive organic revenue growth.
CEO and Founder of Membrain.com , a sales enablement CRM platform. He's recognized as a thought leader in sales effectiveness, challenging traditional CRM systems.
20. Bob Apollo
UK-based, founder at Inflexion Point . Sales effectiveness expert who helps B2B organizations improve their complex sales performance through outcome-based selling principles.
Reading List, books, video's, pdf's
The following are my top book recommendations for marketing and sales transformation.
Demand Side Sales 101? Bob Moesta (all)
This is an excellent introduction to Jobs-to-be-Done, a quick read, but will reframe professional selling into a much more useful context.
Co-creator of Jobs-to-be-Done and late former Harvard Business School professor again will reframe thinking on why people buy.
Gap Selling Keenan (Sales and Consulting)
The best book on pure technique for consultative selling in years. I've read it four times
Forget the Funnel Gia Laudi, Claire Suellentrop (Marketing)
This is for marketers who want to climb the skill ladder in Jobs to be Done quickly and a very useful workbook with scripts for "Switch Interviews"
Growth Levers Matt Lerner (Exec team)
It is such an important little book on understanding the Growth Levers that drive the business. The customer's North Star metric concept is gold and should be understood by every employee in the company, but unfortunately, it is not in most.
Shape Up (.pdf) Ryan Singer (for developers)
An awesome approach to software development that circumvents many of the pitfalls of traditional software development. It's a must-read for developers.
Language Market Fit video Nopadon Wongpakdee (for Website designers, marketers)
This is one of the best videos on Website design and is mandatory for marketers.
Sales Pitch April Dunford (Marketing and Sales)
While I strongly dislike the name of this book, elements of this and her prior work, Absolutely Awesome, are now part of my methodology for creating consultative conversations.
Cold Calling Sucks (Sales Development)
It is an awesome handbook for anyone in sales, from SDR to CRO.
The AI Edge (Sales)
Prolific authors Jeb Blount and Anthony Iannarino have teamed up to produce a practical handbook for salespeople who want to learn to use AI to improve sales effectiveness.
Never Split the Difference (Everyone)
Chris Voss, thank you for this book!
??Author/Advisor/Course Creator: The Building Blocks of Sales Enablement | Modern Sales Foundations | Sales Coaching Excellence
1 个月Thanks for including me, Mark. I’m not sure why I didn’t get notified, but fortunately I saw it. Very kind and much appreciated.
CEO @ Aligned | Don't Sell, offer Buying Process As A Service | Move the back-and-forth into a customer workspace that drives revenue
1 个月Thanks Mark Gibson, honored to be on your list
Working with customers opened my eyes and changed my life | Being kind and assuming positive intent will help you see the world from a different perspective
1 个月Thanks ?? for the mention Mark. What a fantastic list to be part off. Cheers ??
Working to Improve the World One Demo and One Discovery Conversation at a Time!
1 个月And here are two more terrific tomes! Doing Discovery https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/ref=sr_1_1?crid=1U8XAZMG8HBYK&keywords=doing+discovery&qid=1659904849&s=books&sprefix=doing+discovery%2Cstripbooks%2C216&sr=1-1 ? Great Demo! Third Edition: https://www.amazon.com/dp/B0C9SNKC2Y/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1688763837&sr=1-4