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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

What’s on Your Bookshelf?

Posted by Jamie Shanks on Mar 25, 2014 12:05:08 PM

The Challenger SaleI’ll be the first one to admit that I’m not much of a reader.

I straddle between being of Gen X age and a Gen Y digester of media. I listen to books, watch videos on YouTube – I learn digitally.

BUT when I meet sales reps from all around the world, it always astonishes me how many are NOT INVESTING IN THEMSELVES.

When I do speaking engagements, I love to ask the audience, “How many of you have read The Challenger Sale?”

The challenger sale

Generally speaking, for companies that have not been trained by the CEB, I would ‘guestimate’ that 25% or less have read the book. WHAT?!? WHAT?!?

I personally feel like it’s one of the most profound sales books of the 21st century! And only a handful of sales reps at each company have read it???

GET OFF THE COUCH. TURN OFF THE TV. START LEARNING MORE!

Why Aren't Sales Reps Continuing Their Learning & Development?

  • Sales reps don’t see their current situation as a lifelong career, only a job.
  • Sales reps don’t know where to find the tools to grow.
  • Sales reps THINK they have learnt all they can learn from sales (after a few productive years).

Solution #1:

I want you to go on your phone and download Audible. Most popular books are now available as eBooks, meaning you can listen in the car, subway, or at the airport – you can crush a book in a week or so.

I’ve digested Traction, Great by Choice, and The Power of Habit since January.

Audible

30 to 60 Banner Ad Sales for Life

Solution #2:

Download Feed.ly – this is a perfect application to listen to any blog in the world. I can instantly see ideas for the people that are shaping my industry.

Feedly

The Bottom Line

It's time to start becoming more informed. The ideas that have come into our business and/or my sales techniques, simply from listening to eBooks, watching videos and reading blogs, have amazed me. My bookshelf has never been busier.

If you're interested in becoming a social selling expert, book some time in my calendar and I'll show you how to get started.

9-step-thumb10-step-book 10X Rule Lets_talk_social_selling

Jamie Shanks

About the Author

Jamie Shanks is a world leading Social Selling expert, responsible for pioneering the space. Jamie Shanks has trained 1,000’s of sales professionals from Fortune 500 companies to solopreneurs.