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Top Sales Reads of 2016

The Most Impactful Books We Read This Year

2016: A Good Year for Reading

It was a good year for personal and professional development content. Many good books were put into the world. Some were new and some were new to us for the first time. The ones we've selected (for this list) added value, support and inspiration as we navigated our way through 2016. We hope you'll pick up some of them... Remember, our improvement is your improvement. Your improvement is our improvement.

This is a short list of the books that we loved (in no particular order). Enjoy and be sure to let us know what you think.

Deep Work by Cal Newport

One of the best books of the year... a follow up to his previous volume "So Good They Can't Ignore You", Newport dives deep into what's involved with becoming a more-fully developed individual, personally and professionally. The idea that we must commit to a "craftsman" mindset applies directly to profession of selling.

Extreme Ownership by Jocko Willink & Leif Babin

If you like military analogies, combat stories and direct correlation to business scenarios, you will enjoy this book. Jocko and Leif are former Navy Seal Commanders and now advise business leaders based on their training and expertise. We were impressed by the level of "agile thinking" deployed by the US Navy Seals. Solid read.

How to Get A Meeting With Anyone by Jay Conrad Levinson
A very timely piece on how to deploy "contact campaigns". In a world where cold outreach is very challenging, Jay's ideas on breaking through to key decision makers are a solid reminder that there's always a way... this is a must have book for anyone truly committed to reaching their dream client.

The Like Switch by Jack Schafer & Marvin Karlins
OK, we know, this one came out in 2015. But we only found it this year (and we're glad we did). A staple read on communication, body language and the messages we send, this book should be read and reviewed often. Especially by professional sales personnel.

Books Worth Re-reading

Fanatical Prospecting by Jeb Blount
Finally! A real book on the value of prospecting. If you haven't read this book, click over to your favorite online book retailer... go ahead, we'll wait... and buy this book now. There is so much good information in this book it'd be impossible to list all of the ideas, strategies and tactics included. It is, in essence, a text book, steeped in principle, for the truly committed sales professional.

Peaks & Valleys: Making Good & Bad Times Work for You (At Work & In Life) by Spencer Johnson
This book helps a lot if you're a salesperson (or human). As you may have noticed, selling can be tough. This quick read will "reset" your capacity to carry on. We recommend this book highly.

Scrum- The Art of Doing Twice the Work In Half the Time by J.J. & Jeff Sutherland
This book is our guide... the starting point for how we build and run high performance sales teams. We started with Scrum as the foundation of our Team Selling Framework. Needless to say, we believe in this strategy and it's inherent dynamism. Every new client receives a copy of this epic on the Scrum framework.

The Greatest Salesman In the World by Og Mandino
Last and certainly NOT least, this is still one of the best books ever inspired for Salespeople. One of our favorite books to read and re-read every year. Looking to improve in 2017? Open this book, pick a scroll and be uplifted and inspired. You will improve. Og has beautifully ascribed the nature of the work we perform as professional salespeople.

2017 Team Selling eBook... Soon To Be Released

In 2017, ProSales Systems will release it's first Team Selling eBook. Team Selling is a dynamic, strategic approach to selling in today’s complex marketplace. It allows businesses to optimize selling processes and benefit from cross functional, skilled specialists and other team‐strengthening strategies. If you'd like to read a primer on our approach, you can begin by reading a special report on the topic.

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More on ProSales Systems
Interested in learning more about a Team Selling strategy for your sales organization? Read our manifesto. Or, you can learn from other sales leaders by joining our Team Selling Strategies LinkedIn Group or listen to our podcast.

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