Monday, August 4, 2008

The Best Sales Books Are Not In Book Stores Yet

Without a doubt, my belief is that the best sales books for top professionals are not in book stores yet. The main reason is that our sales world is changing faster than it ever has before. Companies are still trying to make the "old school" methods of activity level planning successful in the face of an ever changing business environment.

Don't get me wrong, there are still a lot of worthwhile materials in book stores. However, many of the sales books are still focused on activity level and cold calling. These methods of selling can still work, but these strategies have certainly seen their better days. Salespeople are finding these methods of selling are becoming more and more difficult to generate the types of sales numbers they need to sustain a great living.

The information age has educated prospective customers more than ever. Rather than fighting the tide, the next generation of salespeople and companies are going to have to embrace this change to stay on top.

This goes for sales authors, too. Many of the 21st century's great sales authors have yet to be discovered. Looking on the web for sales advice, strategies, and new sales books is certainly where a salesperson should be headed if this individual wants to be tomorrow’s sales "superstar".


Christian A. Maurer said...


I share your view. There is a lot of material out there that is of the type "Trust me, I have done it, I was successful, why should it not work for you". As you say, we are in the middle of a paradigm shift. So you must ask yourself how good this advise still is. But it is not easy to know what is valid and what not. Even if you go to the web to serach for most recent information, you will find almost for any topic (e.g. cold calling) recent material from promoters and opponents. Spotting the real trend is thus difficult and time consuming.


From the Author: Will Fultz said...

I agree with your comments, Christian. I believe it is tougher than ever to find material that is very beneficial to salespeople. We are in a shift, and it will be interesting to see where it goes in the next 10 or 15 years.