Ask HN: Best Getting Started with Sales Book?

15 points by blackpanda 2 years ago | 6 comments

Looking specifically for Enterprise Sales (IT services). What books / resources /courses helped you in getting started?

Am looking for guidance in this space. Please suggest, it’s urgent.

tikkun 2 years ago |

For enterprise sales, definitely Founding Sales by Kazanjy and the entrepid how to sell guide. (Foundingsales.com + https://www.entrepidpartners.com/how-to-sell-guide). I’d probably say start with a quick read through of the entrepid one to get an overview and then do 1x read through of founding sales and then treat founding sales like your reference manual.

Other sales books like fanatical prospecting, challenger sale, spin selling, to sell is human are all good, but they’re better imo for optimizing your sales skills once you already have all the basics and are closing deals and want to improve.

For getting started and closing your first 3-5 deals for any kind of software sales selling products for $5k+ per year per customer, the Kazanjy book and the Entrepid book.

blackpanda 2 years ago | |

Thx a lot, will definitely check out Kazanjy and Entrepid.

cssanchez 2 years ago |

A while ago I picked up Fanatical Prospecting as an audiobook and I would recommend it if you’re getting started. Its all about the mindset needed to thrive in sales. One thing it will do is help you decide if sales is for you.

blackpanda 2 years ago | |

Thx, will try it.

amazingdavid 2 years ago |

read eMyth?

blackpanda 2 years ago | |

On it, it’s a beautiful book.