Outliers
by Malcolm Gladwell
“This has some fantastic research that helps to explain what events impact success.
Strategic Selling
by Robert Miller and Stephen Heiman
“This is a favorite because it really digs into how a complex sale is structured and it gives valuable insight into how to create best action plans. This is a great read but the power of this information is not actualized until the process is used regularly.”
5 Paths to Persuasion
by Robert Miller and Gary Williams
“This book digs into the key characteristics of senior executives at the point in which they make a significant decision. The book is based on research and not a theory. In addition, it gives valuable ideas around how to change your approach to better accommodate your customer’s decision making style. I wish I had read this years ago – this is valuable for anyone trying to help another person make an important decision.”
HBR Changing the Way you Persuade
by Robert Miller and Gary Williams
“This quickly scratches the surface of ‘5 Paths to Persuasion’ for those that are in a hurry.”
Process Excellence: Inject Science into the Art of Selling
by Miller Heiman
“Is sales an art or is it a process? This article gives insight into where the two concepts meet. The organizations that have achieved excellence in their sales organizations have mastered both the art and the process…”
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