Pead: Reading – Learning – Selling

Peady’s Selling Engagement sponsored by IRD Prospector

A confession 

    1.    I love to read and enjoy improving my skills.

    2.    I’m a HUGE fan of US sales trainers Jeffrey Gitomer and Zig Ziglar

With that in mind let’s start this post on great books to help you learn and grow with a quote from Gitomer, who describes what all successful sales people should do. 

He says: “Your job is to meet the right people and read the right books” 

13 great reads 

Here’s my list of the 13 “right books” that any successful sales manager or sales person should have on their shelf (or their tablet). Each of them in their own way will help you to excel in your role and maybe open your mind to new ideas or approaches. 

You’ll see there are classics as well as more contemporary titles. 

        –  “Little Red Book of Selling” and “21.5 Unbreakable Laws of Selling” by Jeffrey Gitomer

        –  “The Richest Man in Babylon” by George Samuel Clason

        –  “Welcome to Sales Management: The First 90 Days” by Mark White

        –  “Success Through a Positive Mental Attitude by Napoleon Hill & W. Clement Stone

        –  “25 habits of Highly Successful Sales People” by Stephan Shiffman

        –  “The Greatest Salesman in the World” by Og Mandino

        –  “In Search of Excellence” by Tom Peters

        –  “How to Win Friends & Influence People” by Dale Carnegie

        –  “The Accidental Sales Manager” and “The Accidental Sales Person” by Chris Lytle

        –  “See You at the Top” by Zig Ziglar

        –  “The Million Dollar Media Rep” by Michael Guld

All of these books are still in print if you want a hard copy or via Amazon or Fishpond in digital versions.

Note for sales managers 

Give each of your team one of these books then review and discuss at a sales meeting. It’s the discussion and “take away” that is really powerful. It adds terrific value to the meeting too. 

I’ll leave the last word Zig Ziglar who had this to say: “rich people have small TVs and big libraries, poor people have small libraries and big TVs.” 


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About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]



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