Welcome to Ask The Right Questions, the podcast where we explore the world of sales, RevOps and CRMs. I’m your host, Fab Calando, and in this episode, I’m joined by my co-host, Paul Lafleur, to share with you 9 books every sales leader needs to read. These books will help you take your sales skills and performance to the next level.

We will discuss each book's main ideas and insights and how you can apply them to your daily work. Whether you are a seasoned sales leader or a new one, these books will provide you with valuable knowledge and tips that you can use to grow your business and lead your team.

Here are the 9 books we recommend for sales leaders:

Level 5 Selling by John Hoskins: This book will help you understand the different levels of sales performance and how to coach your team to reach the highest level.
Spin Selling by Neil Rackham: This book will teach you how to ask the right questions and uncover the real needs of your clients. You will also learn why hard closes don’t work and how to use soft closes instead.
Building a Strong Brand by Donald Miller: This book will show you how to create a compelling story for your brand and make your client the hero of that story. You will also learn how to use the StoryBrand framework to clarify your message and grow your business.
Leadership Strategy and Tactics by Jocko Willink: This book will give you practical advice on how to lead effectively in any situation. You will learn how to deal with challenges, conflicts, and failures and empower your team and help them find their own path to success.
How to Win Friends and Influence People by Dale Carnegie: This book is a classic that will teach you how to communicate better, build rapport, and influence others. You will also learn how to handle criticism, avoid arguments, and win people over.
The Challenger Sale by Matthew Dixon and Brent Adamson: This book will introduce you to the challenger sales model and how it can help you sell more effectively in complex and competitive markets. You will learn how to challenge your clients’ assumptions, teach them something new, and tailor your solution to their specific needs.
The JOLT Effect by Ted McKenna and Matthew Dixon: This book will help you overcome buyer indecision and close more deals. You will learn how to use jolts, which are unexpected events or actions that disrupt the status quo and create urgency for change.
The Inner Game of Tennis by Timothy Gallwey: This book is about tennis, coaching, and performance. You will learn how to overcome self-doubt, fear, and anxiety and improve your focus, concentration, and confidence.
The Creative Act by Rick Rubin: This book is a collection of interviews with Rick Rubin, one of the most influential music producers of all time. You will learn how he helps artists find their inner voice, express their creativity, and achieve their potential.

We hope you enjoy this episode and find it useful.

If you do, please leave us a rating and a review on your favourite podcast platform.

Also, let us know in the comments which book you are most interested in reading or have already read.

Thank you for listening, and see you in the next episode!

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Ask the Right Questions, The Sales and RevOps PodcastBy Fab Calando & Paul LafleurMar 28, 2024