The Sales Platoon Armory

Recommended Field Guides

Looking to learn more about the sales profession? The Colonel has read hundreds of sales-related books over the past 30+ years and shares his favorites below. Some of the descriptions are his own opinions, others are written by the author, by Amazon.com, or other notable sources. Grab a title for your next long flight!  We are also continuously researching and field testing the “latest and greatest” in sales technology—and offer a list of the newest products to help you out in the field.  Just click on one of the catagories to the right and check out our armory! 

Never take a knife to a gun fight, be prepared! – The Colonel

 This is one of those books that everyone should read regardless of profession. But for the sales person it is an absolute must! The Dale Carnegie selling course was one of the first formal training courses the Colonel experienced.

A must read for every salesperson.   One common trait of all successful sales commandos is a positive outlook and attitude.  This guys a Pro!!!!

 Kim and Mauborgne’s blue ocean metaphor elegantly summarizes their vision of the kind of expanding, competitor-free markets that innovative companies can navigate. Unlike “red oceans,” which are well explored and crowded with competitors, “blue oceans” represent “untapped market space” and the “opportunity for highly profitable growth.”

If you’re in sales and you quote from “the little red book,” you probably won’t be mistaken for a communist these days. Jeffrey Gitomer’s “The Little Red Book of Selling” is itself selling: more than a half-million copies world-wide since it was published.

Author Steve Marx reveals how the most accomplished professionals actually do big deals and create long-lasting client relationships. They merge selling and buying into a single process–interactive selling. It’s a process anyone can learn and any company can adopt.

 With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz, Ed.D., conducted in-depth interviews with executive-level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don’t avoid sales pitches; in fact, they welcome them—provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid.

 Everybody knows that the best way to persuade people to reach the “Yes” response is by using logic and reason, right? Wrong. According to the latest research in neuroscience, most people respond to emotional cues rather than rational ones. Instead of using facts and figures to persuade, you should be tapping into the brain’s internal triggers for making decisions. Activating one or more of the other person’s triggers will make you a master persuader in every aspect of your life. You’ll learn how to motivate a “Yes” response from clients, coworkers, employees, and entire organizations.

 Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale, Jeff Thull once again pushes the envelope to give professionals—from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short—a comprehensive guide to navigate and win high-stakes sales. Jeff will lead you through Diagnostic Business Development, a complete and effective system derived from years of experience with top sales professionals and executive teams worldwide. It is a proven diagnostic, value-based approach that positions you with respect and exceptional credibility as a valued business advisor and contributor to your customers’ success.

 All business hopefuls seek to enter a sphere of players more powerful than themselves, and Ferrazzi says that sometimes all it takes is asking. The book is dense with suggestions. Seek out mentors to guide you and introduce you to the people you need to know and then become a mentor yourself. Use your initial conversation to show the other person what you have to offer them, and never keep score. Make others feel important by remembering their names and birthdays. And don’t be afraid to open up and show vulnerability–it’s a great icebreaker. Ferrazzi presents a whirlwind of ideas to widen your circle of contacts that goes way beyond the usual stale concepts of “networking.”

 The Colonel has read and re-read Tom’s book several times over the years. This one plays a close second to Dale Carnegie’s “How to win friends…:! Here’s what another Sales Commando had to say…”You have to be “in” to selling to appreciate what he is explaining in this book. Some of the items that he discusses may sound cliche, but he emphasizes that every little bit helps. In sales, you can be someone with talent and quite good. However, there is always room to be better. It is all about taking every advantage you can get. If you follow Tom Hopkin’s tips you will be a master of selling.”

Mr. Ziglar is a legend in our field. The Colonel had the honor to meet him personally and he is the real deal. He has written many books but this one is a favorite of mine. Doesn’t matter what you’re selling Zig’s advice works for everyone.

Another great book by the Legend Himself.