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The Best Books for
Modern Sales Professionals
@Brandon_Lee_09
If you search for sales books on Amazon,
over 100,000 titles come up. I’m a big
believer in education, and books are the
best way to develop your craft. But where
should you start?
Books Book Books!
@Brandon_Lee_09
I’ve put together a list of my top sales 25
book, broken out into categories.
• Sales Process & Pipeline Generation
• Sales Strategy & Frameworks
• Sales Management
• Cold Calling & Phone Prospecting
• Account Based Sales
Top Books by Category
@Brandon_Lee_09
Let’s dive in!
@Brandon_Lee_09
Sales Process & Pipeline Generation
• Fanatical Prospecting
• Amp Up Your Sales
• New Sales. Simplified
• SHiFT
@Brandon_Lee_09
“There is no easy button in sales.
Prospecting is hard, emotionally draining
work, and it is the price you have to pay
to earn a high income.”
-Jeb Blount
Fanatical Prospecting
@Brandon_Lee_09
Author: Jeb Blount
Amazon Rating: 4.8 (from 169 reviews) Best Seller
Hardcover: 304 pages
Date Published: October 5, 2015
Fanatical Prospecting
@Brandon_Lee_09
Why You Need To Read This Book
I had the pleasure of interviewing Jeb for the podcast that we host with
Datanyze, and he was one of my favorite guests. He also happens to
have one of the best books I’ve read recently for sales reps who need to
prospect more effectively and generate more pipeline.
Fanatical Prospecting
@Brandon_Lee_09
What This Book Covers
In this book, Jeb covers how to leverage the Law of Familiarity to reduce
prospecting friction and avoid rejection, how to use social selling to build
relationships with prospects, a more effective script for cold calling, how to get
more replies with cold emails, and some of the hottest new tools in the space.
Read this book if you’re a sales rep responsible for creating your own pipeline
or an SDR looking to up your game.
Fanatical Prospecting
@Brandon_Lee_09
Author: Andy Paul
Amazon Rating: 4.9 (from 39 reviews)
Paperback: 240 pages
Date Published: November 26, 2014
Amp Up Your Sales
@Brandon_Lee_09
Why You Need To Read This Book
This is another highly tactical sales book for reps who want an edge in
selling, or for entrepreneurs setting up their own sales process. Andy,
another good friend of PersistIQ and a guest on our podcast, explains
that in order to get the edge in sales today, it’s not about what you sell.
It’s about how you sell. Another sales veteran with years in the trenches,
he uses his own experience to illustrate some of the points in the book.
Amp Up Your Sales
@Brandon_Lee_09
What This Book Covers
Andy breaks his book into 8 parts: 1) simplifying your sales 2) accelerating
your responsiveness 3) maximizing value 4) growing through follow up 5)
amp up your prospecting 6) Qualification: doing more with less 7)
mastering stories that sell 8) selling through customer service.
This is another must read if you’re looking to create more qualified pipeline
or refining your own sales process. It’s also a good read for SDRs.
Amp Up Your Sales
@Brandon_Lee_09
Author: Mike Weinberg
Amazon Rating: 4.8 (from 173 reviews)
Paperback: 220 pages
Date Published: September 4, 2012
New Sales. Simplified
@Brandon_Lee_09
Why You Need To Read This Book
Much like his book Sales Management. Simplified., Mike’s writing is very
easy to read, and the concepts are further illustrated with stories and
examples. I put this book in the same camp as Fanatical Prospecting and
Amp Up Your Sales in terms of the problem it’s helping solve. The main
differences are Mike provides more compelling stories (in my opinion) but
covers less on social selling and tools/technology (a lot has changed in
the 4 years since this was published).
New Sales. Simplified
@Brandon_Lee_09
What This Book Covers
This is a great education on strategies for finding more and better
prospects, creating your “sales story”, honing your cold calling skills,
perception management, building rapport, managing your day, getting more
meetings and having more productive and effective conversations.
Buy this book if you’re a rep looking for ways to differentiate in starting
more conversation and closing more deals. SDRs will find value in this
book too.
New Sales. Simplified
@Brandon_Lee_09
Authors: Craig Elias and Tibor Shanto
Amazon Rating: 4.7 (from 12 reviews)
Paperback: 256 pages
Date Published: June 28, 2010
SHiFT
@Brandon_Lee_09
Why You Need To Read This Book
If you’ve been at any sales conferences and seen a guy wearing a bright
orange shirt, that’s most likely Craig! His book is dressed in the same
bright orange. This book is all about using Trigger Events to close more
deals. I was really impressed with the level of thought that the authors put
on defining, identifying, and leveraging trigger events. Selling is all about
timing, and this book breaks down everything you need to know about
timing around major events.
SHiFT
@Brandon_Lee_09
What This Book Covers
Craig and Tibor cover everything from conducting a Won Sales Analysis, to
identifying trigger events that cause people to enter the window of
dissatisfaction, how to become the emotional favorite to buyers, how to get
more referrals, and how to gain more credibility.
Pick up this book if you’re on the front lines and need to break into larger
accounts.
SHiFT
@Brandon_Lee_09
Sales Strategy and Frameworks
• SPIN Selling
• The Challenger Sales
• Agile Selling
@Brandon_Lee_09
“Successful people ask a lot more questions
during sales calls than do their less successful
colleagues. We found that these less successful
people tend to do most of the talking.
-Neil Rackham
SPIN Selling
@Brandon_Lee_09
Author: Neil Rackham
Amazon Rating: 4.2 (from 289 reviews) Best Seller
Hardcover: 216 pages
Date Published: May 1, 1988
SPIN Selling
@Brandon_Lee_09
Why You Need To Read This Book
This may be the oldest book on this list, but that speaks to its
timelessness. Personally, I believe this book should be the cornerstone of
all sales reps training. Huthwaite and Dr. Rackham’s research was the
first real in-depth scientific look into the non-scientific art of selling, which
forever changed the way we sell. Every sales rep must memorize chapter
4 of this book, then start to build out their own methodology as they take
bits and pieces from other books and frameworks.
SPIN Selling
@Brandon_Lee_09
What This Book Covers
By investing in this book, you’ll learn the stages of a sales call, a
breakdown of classic closing techniques and their effectiveness, the right
way to obtain commitment from buyers, how to uncover and develop
needs, the SPIN framework (Situation, Problem, Implication and Needs-
Payoff), and handling objections.
You MUST read this book if you are in sales. Period!
SPIN Selling
@Brandon_Lee_09
Author: Matthew Dixon and Brent Adamson
Amazon Rating: 4.4 (from 394 reviews)
Hardcover: 240 pages
Date Published: November 10, 2011
The Challenger Sales
@Brandon_Lee_09
Why You Need To Read This Book
All good salespeople are aware of the consultative sale, but this takes it
to the next level, adding a little more data and another layer of
sophistication. The sales is not just about building a relationship and
getting a buyer to like you. The most successful sales reps — the
challengers — are able to push their prospects to think (usually contrary
to their normal beliefs, hence the challenger) in a new way and teach
them something new.
The Challenger Sales
@Brandon_Lee_09
What This Book Covers
The Challenger Sale will teach you the different types of sales reps, how
Challengers will teach, tailor and take control in a sales situation, how to
lead with your strengths while tactfully challenging the prospect’s
assumptions, and how managers can be better coaches.
This is the perfect book if you’re in a closing role and frequently on the
phone or face-to-face with prospects.
The Challenger Sales
@Brandon_Lee_09
Author: Jill Konrath
Amazon Rating: 4.8 (from 78 reviews)
Paperback: 272 pages
Date Published: July 7, 2015
Agile Selling
@Brandon_Lee_09
Why You Need To Read This Book
Jill’s book SNAP Selling gives sales reps tactics and methodologies to
keep up in the rapidly change sales space. Today’s best sales reps are
flexible, adaptable and, well, agile. This is not a new, ground-breaking
methodology, but the tips and tactics are still highly valuable. Chapters
are broken into small, easily-digestible pieces, so there are many of them
(over 60).
Agile Selling
@Brandon_Lee_09
What This Book Covers
Diving into this book, you’ll learn about time management tools, tactics to
keep personal motivation high, how to gain creativity and break the
monotony of your day, and gamification strategies for modern reps.
This book is perfect for reps who have been selling a while but need to get
caught up with the modern time.
Agile Selling
@Brandon_Lee_09
Sales Management
• The Sales Development Playbook
• Sales Manager Survival Guide
• Sales Management. Simplified
• Sales Acceleration Formula
• Coaching Salespeople into Sales Champions
@Brandon_Lee_09
“Your career, your culture, and everyone
else’s livelihood is depending on you. Let’s
not waste one more minute.”
-Trish Bertuzzi
The Sales Development Playbook
@Brandon_Lee_09
Author: Trish Bertuzzi
Amazon Rating: 4.9 (from 69 reviews)
Paperback: 262 pages
Date Published: January 15, 2016
The Sales Development Playbook
@Brandon_Lee_09
Why You Need To Read This Book
It’s been called, “The sales development Bible” by numerous sales
leaders, and I won’t argue. Sales development may be one of the biggest
innovations in the sales space over the last decade, and Trish is the
perfect person to be writing the book on it. This is a true playbook with
step-by-step tactics and strategies for building, managing and leading a
modern sales team. This gets my award for the most actionable sales
book that I’ve ever read.
The Sales Development Playbook
@Brandon_Lee_09
What This Book Covers
At a high level the 6 sections that Trish covers are 1) Strategy: A framework for aligning
your sales model with market dynamics 2) Specialization: How to segment your
prospect universe 3) Recruiting: How to find, hire and compensate good sales talent 4)
Retention: How to engage, develop and motivate reps 5) Execution: How to properly
conduct outbound sales 6) Leadership: How to be a good sales team leader, from
establishing quota to performance metrics to building out our sales stack.
You especially need to read this book if you’re scaling or restructuring your sales team.
The Sales Development Playbook
@Brandon_Lee_09
Author: David A Brock
Amazon Rating: 5.0 (from 19 reviews)
Paperback: 358 pages
Date Published: May 17, 2016
Sales Manager Survival Guide
@Brandon_Lee_09
Why You Need To Read This Book
This book is pure gold. It came across my radar after talking with and
hearing only positive praise from other top sales professionals. I’ve dog-
eared, underlined, and scribble more notes in this book than I have in any
book for a while. It’s a rather lengthy book (358 pages in 66 chapter) and
pretty dense, but the content is timeless. He writes from experience, and
his stories are short and to the point. The lessons are very
comprehensive and thoughtful.
Sales Manager Survival Guide
@Brandon_Lee_09
What This Book Covers
He breaks the book up into nine parts: 1) The New Sales Manager; 2) Coaching is
Your Job; 3) Accelerate Your Coaching Impact; 4) Recruiting, Interviewing, Hiring,
and Onboarding; 5) Performance Management; 6) Tactical Business Management
— Managing the Business Week to Week, Quarter to Quarter; 7) Sales
Enablement: Equipping Your People to Sell; 8) Term Sales Management Issues,
9) Your Future as a Sales Manger
If you are in sales managing at any level (from new, 1st time managers to
seasoned veterans), I highly recommend this book.
Sales Manager Survival Guide
@Brandon_Lee_09
Author: Mike Weinberg
Amazon Rating:
Hardcover: 224 pages
Date Published: October 21, 2015
Sales Management. Simplified
@Brandon_Lee_09
Why You Need To Read This Book
This was one of those books that I just couldn’t put down, which is
especially impressive because it’s a sales management book, not a
graphic novel about vampires or wizards (I actually read zero fiction). It
was very easy to read with advice and anecdotes all along the way.
Sales Management. Simplified
@Brandon_Lee_09
What This Book Covers
Some of the main topics that Mike covers in the book are implementing a
simple framework for leadership, fostering a healthy and high-performing
culture, conducting productive meetings, establishing an effective
compensation plan, finding the right people for the right roles, retaining top
talent, telling your sales story and mastering your calendar.
Buy this book now if you’re in a sales leadership role managing a team of
more than a handful of reps.
Sales Management. Simplified
@Brandon_Lee_09
Author: Mark Roberge
Amazon Rating: 4.8 (from 123 reviews)
Hardcover: 224 pages
Date Published: February 24, 2015
Sales Acceleration Formula
@Brandon_Lee_09
Why You Need To Read This Book
Mark’s book is required reading for our new sales reps because it’s that
good. The engineering degree from MIT was the perfect background for a
leader who challenged the conventional methods of selling by utilizing
metrics and processes to build a sales machine that sent the Hubspot
team on a rocketship to the top. He literally engineered sales success at
Hubspot.
Sales Acceleration Formula
@Brandon_Lee_09
What This Book Covers
Mark breaks down his book into sections: 1) The Sales Hiring Formula 2)
The Sales Training Formula 3) The Sales Management Formula 4) The
Demand Generation Formula and 5) Technology and Experimentation.
If you’re building your sales team, this book is another must-read.
Sales Acceleration Formula
@Brandon_Lee_09
Author: Keith Rosen
Amazon Rating: 4.7 (from 96 reviews)
Hardcover: 352 pages
Date Published: March 14, 2008
Coaching Salespeople into Sales Champions
@Brandon_Lee_09
Why You Need To Read This Book
The first of two books on this list by Keith Rosen is all about taking your
existing sales force and coaching them into sales stars, along with some
solid advice on how to cut the underperformers. What I love about Keith’s
approach is that he doesn’t believe that Sales Champions are made
using pressure and fear to perform better. If you’ve read management
theory by Drucker or Carnegie, some of the concepts here won’t be new,
but they’re always worth a refresher.
Coaching Salespeople into Sales Champions
@Brandon_Lee_09
What This Book Covers
Some of the most valuable takeaways from this book are universal
principles of coaching, the biggest mistakes coaches make and how to
avoid them, different styles of managing for different types of managers,
how to conduct an effective coaching session, and how to turn around or
let go of underperformers.
This book is perfect for any manager or coach of a sales team.
Coaching Salespeople into Sales Champions
@Brandon_Lee_09
Authors: Marcus Buckingham and Curt Coffman
Amazon Rating: 4.5 (from 545 reviews)
Hardcover: 271 pages
Date Published: May 5, 1999
First, Break All the Rules
@Brandon_Lee_09
Why You Need To Read This Book
This book came on my radar over 5 years ago, and it’s always been on
my reading list. But when I finally read it, I regretted not reading it sooner.
Based on findings from their in-depth study of great managers across a
wide variety of situations, industries, and company sizes, the authors
have delivered one of the most important books on people management.
The management principles shared in this book are timeless and will help
you build strong foundations for a healthy culture with your sales team.
First, Break All the Rules
@Brandon_Lee_09
What This Book Covers
In this book, you’ll learn how to find and keep the top talent, leverage
compensations, benefits and promotions in the right way, the most
efficient way to train employees and what to look for beyond hard skills in
predicting success.
Every manager and HR personnel needs to read this book.
First, Break All the Rules
@Brandon_Lee_09
Author: John Wooden
Amazon Rating: 4.8 (from 192 reviews)
Hardcover: 302 pages
Date Published: April 26, 2005
Wooden on Leadership
@Brandon_Lee_09
Why You Need To Read This Book
Being a huge sports fan, there are several other great books written by
top sports coaches that I was tempted to include in this list — books from
Bill Belichick, Bill Walsh and Phil Jackson. In this book, Coach Wooden
outlines the mental, emotional, and physical qualities that are essential to
building a winning organization, which are applicable to whether you’re
building a basketball team or a sales team. Both professions require you
to work hard in developing your skills, confidence, and competitive fire.
Wooden on Leadership
@Brandon_Lee_09
What This Book Covers
The book is organized into 3 parts: 1) The Foundation of My Leadership,
where the Coach explains his pyramid of success 2) Lessons in Leadership,
in which he offers lessons and anecdotes from his professional career and 3)
Lessons From My Notebook, which is filled with “notes, observations,
reminders, suggestions, and lists of relevant goals and how to achieve them.”
This book is for you if you’re leading a team, need to motivate the troops,
and/or love sports.
Wooden on Leadership
@Brandon_Lee_09
Training doesn’t stop after onboarding.
Exams and certifications add predictability to sales trainings.
Establish this culture early on during your onboarding, and do not
deviate from the plan.
Ongoing Training
@Brandon_Lee_09
Cold Calling & Phone Prospecting
• Smart Calling
• The Complete Idiot’s Guide to Cold Calling
• Take the Cold Out of Cold Calling
@Brandon_Lee_09
“Businesses that react… are not nearly as
successful as those who employ proactive
hunting, or telephone prospecting, as part
of the mix.”
-Art Sobczak
Smart Calling
@Brandon_Lee_09
Author: Art Sobczak
Amazon Rating: 4.8 (from 131 reviews)
Hardcover: 256 pages
Date Published: April 8, 2013
Smart Calling
@Brandon_Lee_09
Why You Need To Read This Book
When I was an SDR, I was on the phone for 6+ hours per day. That
wasn’t time blocked off for calls, that was actual talk time. I would have
killed for this book. This is not a book where you can sit down and breeze
through it in one reading. It’s a book where you need to read one section
at a time, then go apply it, them come back later.
Smart Calling
@Brandon_Lee_09
What This Book Covers
Art covers areas like creating a value proposition, gather intelligence to
make your calls smart, using “social engineering” to get insight on your
prospect, how to work with screeners, gatekeepers, and assistants,
perfecting opening statements, minimizing resistance, getting a
commitment for the next action, and stay motivated
You need this book if you’re an inside sales rep constantly on the phone.
Smart Calling
@Brandon_Lee_09
Author: Keith Rosen
Amazon Rating: 4.6 (from 53 reviews)
Hardcover: Paperback: 336 pages
Date Published: August 3, 2004
The Complete Idiot’s Guide to Cold Calling
@Brandon_Lee_09
Why You Need To Read This Book
This book pairs well with Art Sobczak’s book Smart Calling if you just
getting into sales and cold calling. While Art’s book is more situational
and practical, Keith’s book is more process oriented. There’s not a whole
lot of new information in this book, so if you’ve been on the phones for
years, this may not be for you.
The Complete Idiot’s Guide to Cold Calling
@Brandon_Lee_09
What This Book Covers
Section one of his books covers preparation and the inner game of
prospecting. Section two is about generating new business with systems
and proper planning. Section three is about having better conversations.
Section four covers getting returned calls and getting past the gatekeeper.
And the final section is about how you can continue to refine your process.
Pick this up if you’re new to calling and need to hit your dials for the day.
The Complete Idiot’s Guide to Cold Calling
@Brandon_Lee_09
Author: Sam Richter
Amazon Rating: 4.9 (from 74 reviews)
Paperback: 312 pages
Date Published: July 9, 2009
Take the Cold Out of Cold Calling
@Brandon_Lee_09
Why You Need To Read This Book
Don’t judge a book by it’s cover, literally. Once you get past the ugly
cover and slightly misleading title, Sam Richter dives into how to prospect
for cold calling. He doesn’t dive into how to call at all, but rather how to do
the right research on prospects so that they’re warm and receptive once
you do call them. Though it was written 7 years ago and the online
landscape has, much of what Sam writes about is as valid today, if not
more so.
Take the Cold Out of Cold Calling
@Brandon_Lee_09
What This Book Covers
You’ll learn ways to access highly qualified lead lists, tips and tricks for
leveraging search engines to prospect, use social networks to get more
sales insights, how to access premium information resources at no or very
low cost, how to massively increase your credibility with prospects and
existing clients, and expert “Warm Call Scripts.”
Read this if you’re in inside sales and need to do a lot of outbound
prospecting on your own.
Take the Cold Out of Cold Calling
@Brandon_Lee_09
Account Based Sales
• Account-Based Sales Development Playbook
• Whale Hunting
• Selling to Big Companies
• Dealstorming
“A new trend is emerging and changing the way B2B
sales teams operate and individual reps sell. It’s time
we start leveraging different technologies across the
stack and strategically hunt target accounts.”
-Megan Tonzi
The Account Based Sales Development
Playbook
@Brandon_Lee_09
Authors: Brandon Redlinger and Megan Tonzi
Amazon Rating: Just published
ebook: 43 pages
Date Published: May 17, 2016
Account-Based Sales Development Playbook
@Brandon_Lee_09
Why You Need To Read This Book
A new trend is emerging in the sales space, a trend that is changing the
way B2B sales teams operate and individual reps sell. It’s not actually an
entirely new concept, but the language and implementation have
changed. It’s called Account Based Sales Development (ABSD). Yes, this
is shameless plug since I’m a co-author, but I honestly believe this is
valuable knowledge that people need when implementing an account
based sales development model.
Account-Based Sales Development Playbook
@Brandon_Lee_09
What This Book Covers
This is ebook a strategic overview of ABSD that will teach you what account based
sales development is and why it matters. It provides criteria on whether or not
ABSD is the right approach for your team. Next, it covers how to prepare and align
your organization. Then, the next section is about how to create, clean up and
manage your database and track performance (KPIs and benchmarks). And the
final section provides methodology & best practices for ABSD.
If you are getting started with Account Based selling, this is for you.
Account-Based Sales Development Playbook
@Brandon_Lee_09
Author: Tom Searcy and Barbara Weaver Smith
Amazon Rating: 4.8 (from 32 reviews)
Hardcover: 288 pages
Date Published: January 2, 2008
Whale Hunting
@Brandon_Lee_09
Why You Need To Read This Book
Some people criticize the title, but the authors draw the analogy of the
Inuit people hunting a whale being like a sales team going after a large
account. Not just any account, but an account that would dramatically
impact the bottom line for your business. There’s a lot written out there
about how individual sales reps can increase sales, but this book shows
you how a team can collaborate and work together.
Whale Hunting
@Brandon_Lee_09
What This Book Covers
The phases for hunting whales are: 1) Pre-Scouting 2) Scouting 3)
Planning 4) Hunting 5) Capture 6) The Big Show 7) Servicing 8)
Understand the process.
Pick this book up if you’re selling to large enterprise accounts that require
team collaboration.
Whale Hunting
@Brandon_Lee_09
Author: Jill Konrath
Amazon Rating: 4.7 (from 147 reviews)
Paperback: 272 pages
Date Published: December 1, 2005
Selling to Big Companies
@Brandon_Lee_09
Why You Need To Read This Book
Having read her other books, I almost skipped over this one because I
thought it may be outdated, but I’m glad I picked it up. It focuses on a very
specific problem that sales reps and teams face — how to get
conversations started with these big companies.
Selling to Big Companies
@Brandon_Lee_09
What This Book Covers
Part one covers what is required of those who attempt to sell to “big(ger)”
companies. Part two expands on building a foundation for what eventually
should become a cohesive, comprehensive, and cost-effective system for
effective selling. And part three is all about executing and launching your
campaign.
Read this book if you’re a rep or a manager deploying an account based
sales model.
Selling to Big Companies
@Brandon_Lee_09
Author: Tim Sanders
Amazon Rating: 5 (from 21 reviews)
Pages: 242
Date Published: February 23, 2016
Dealstorming
@Brandon_Lee_09
Why You Need To Read This Book
Although Tim never explicitly states that this book is for people going after
larger deals, the reason I put this under account-based sales is the general
principles align very closely with how a sales team operating in an account
based approach works. Dealstorming is a problem-solving technique helps
position organizations as trusted advisors and can deliver high-value
solutions. This book offers great insight into how a sales rep can create a
structured, scalable, and repeatable process that can break through any
sales deadlock.
Dealstorming
@Brandon_Lee_09
What This Book Covers
This book is broken up into 3 sections: 1) The Case for Sales
Collaboration, where the issue of how large, more complex deals are
currently handled 2) The Dealstorming Methodology of organize, prepare,
convene, execute, analyze and report 3) Tools for Innovation, where he
outlines some useful tools for building a process and nurturing
relationships.
This is great for reps dealing with large, complex sales.
Dealstorming
@Brandon_Lee_09
“Read 500 pages ever day. That’s how
knowledge works. It builds up like
compound interest.”
-Warren Buffett
@Brandon_Lee_09
This list is only valuable if you do something with
it!
If you want to learn how to read this entire list in
the next 6 months, start by reading this blog post.
Start Reading!
@Brandon_Lee_09
Other Resources
If you liked this SlideShare, you may also like our deck on
The Top 10 Podcasts That Every Salesperson
Needs To Be Listening To

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The Best Books for Modern Sales Professionals

  • 1. The Best Books for Modern Sales Professionals @Brandon_Lee_09
  • 2. If you search for sales books on Amazon, over 100,000 titles come up. I’m a big believer in education, and books are the best way to develop your craft. But where should you start? Books Book Books! @Brandon_Lee_09
  • 3. I’ve put together a list of my top sales 25 book, broken out into categories. • Sales Process & Pipeline Generation • Sales Strategy & Frameworks • Sales Management • Cold Calling & Phone Prospecting • Account Based Sales Top Books by Category @Brandon_Lee_09
  • 5. Sales Process & Pipeline Generation • Fanatical Prospecting • Amp Up Your Sales • New Sales. Simplified • SHiFT @Brandon_Lee_09
  • 6. “There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” -Jeb Blount Fanatical Prospecting @Brandon_Lee_09
  • 7. Author: Jeb Blount Amazon Rating: 4.8 (from 169 reviews) Best Seller Hardcover: 304 pages Date Published: October 5, 2015 Fanatical Prospecting @Brandon_Lee_09
  • 8. Why You Need To Read This Book I had the pleasure of interviewing Jeb for the podcast that we host with Datanyze, and he was one of my favorite guests. He also happens to have one of the best books I’ve read recently for sales reps who need to prospect more effectively and generate more pipeline. Fanatical Prospecting @Brandon_Lee_09
  • 9. What This Book Covers In this book, Jeb covers how to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection, how to use social selling to build relationships with prospects, a more effective script for cold calling, how to get more replies with cold emails, and some of the hottest new tools in the space. Read this book if you’re a sales rep responsible for creating your own pipeline or an SDR looking to up your game. Fanatical Prospecting @Brandon_Lee_09
  • 10. Author: Andy Paul Amazon Rating: 4.9 (from 39 reviews) Paperback: 240 pages Date Published: November 26, 2014 Amp Up Your Sales @Brandon_Lee_09
  • 11. Why You Need To Read This Book This is another highly tactical sales book for reps who want an edge in selling, or for entrepreneurs setting up their own sales process. Andy, another good friend of PersistIQ and a guest on our podcast, explains that in order to get the edge in sales today, it’s not about what you sell. It’s about how you sell. Another sales veteran with years in the trenches, he uses his own experience to illustrate some of the points in the book. Amp Up Your Sales @Brandon_Lee_09
  • 12. What This Book Covers Andy breaks his book into 8 parts: 1) simplifying your sales 2) accelerating your responsiveness 3) maximizing value 4) growing through follow up 5) amp up your prospecting 6) Qualification: doing more with less 7) mastering stories that sell 8) selling through customer service. This is another must read if you’re looking to create more qualified pipeline or refining your own sales process. It’s also a good read for SDRs. Amp Up Your Sales @Brandon_Lee_09
  • 13. Author: Mike Weinberg Amazon Rating: 4.8 (from 173 reviews) Paperback: 220 pages Date Published: September 4, 2012 New Sales. Simplified @Brandon_Lee_09
  • 14. Why You Need To Read This Book Much like his book Sales Management. Simplified., Mike’s writing is very easy to read, and the concepts are further illustrated with stories and examples. I put this book in the same camp as Fanatical Prospecting and Amp Up Your Sales in terms of the problem it’s helping solve. The main differences are Mike provides more compelling stories (in my opinion) but covers less on social selling and tools/technology (a lot has changed in the 4 years since this was published). New Sales. Simplified @Brandon_Lee_09
  • 15. What This Book Covers This is a great education on strategies for finding more and better prospects, creating your “sales story”, honing your cold calling skills, perception management, building rapport, managing your day, getting more meetings and having more productive and effective conversations. Buy this book if you’re a rep looking for ways to differentiate in starting more conversation and closing more deals. SDRs will find value in this book too. New Sales. Simplified @Brandon_Lee_09
  • 16. Authors: Craig Elias and Tibor Shanto Amazon Rating: 4.7 (from 12 reviews) Paperback: 256 pages Date Published: June 28, 2010 SHiFT @Brandon_Lee_09
  • 17. Why You Need To Read This Book If you’ve been at any sales conferences and seen a guy wearing a bright orange shirt, that’s most likely Craig! His book is dressed in the same bright orange. This book is all about using Trigger Events to close more deals. I was really impressed with the level of thought that the authors put on defining, identifying, and leveraging trigger events. Selling is all about timing, and this book breaks down everything you need to know about timing around major events. SHiFT @Brandon_Lee_09
  • 18. What This Book Covers Craig and Tibor cover everything from conducting a Won Sales Analysis, to identifying trigger events that cause people to enter the window of dissatisfaction, how to become the emotional favorite to buyers, how to get more referrals, and how to gain more credibility. Pick up this book if you’re on the front lines and need to break into larger accounts. SHiFT @Brandon_Lee_09
  • 19. Sales Strategy and Frameworks • SPIN Selling • The Challenger Sales • Agile Selling @Brandon_Lee_09
  • 20. “Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking. -Neil Rackham SPIN Selling @Brandon_Lee_09
  • 21. Author: Neil Rackham Amazon Rating: 4.2 (from 289 reviews) Best Seller Hardcover: 216 pages Date Published: May 1, 1988 SPIN Selling @Brandon_Lee_09
  • 22. Why You Need To Read This Book This may be the oldest book on this list, but that speaks to its timelessness. Personally, I believe this book should be the cornerstone of all sales reps training. Huthwaite and Dr. Rackham’s research was the first real in-depth scientific look into the non-scientific art of selling, which forever changed the way we sell. Every sales rep must memorize chapter 4 of this book, then start to build out their own methodology as they take bits and pieces from other books and frameworks. SPIN Selling @Brandon_Lee_09
  • 23. What This Book Covers By investing in this book, you’ll learn the stages of a sales call, a breakdown of classic closing techniques and their effectiveness, the right way to obtain commitment from buyers, how to uncover and develop needs, the SPIN framework (Situation, Problem, Implication and Needs- Payoff), and handling objections. You MUST read this book if you are in sales. Period! SPIN Selling @Brandon_Lee_09
  • 24. Author: Matthew Dixon and Brent Adamson Amazon Rating: 4.4 (from 394 reviews) Hardcover: 240 pages Date Published: November 10, 2011 The Challenger Sales @Brandon_Lee_09
  • 25. Why You Need To Read This Book All good salespeople are aware of the consultative sale, but this takes it to the next level, adding a little more data and another layer of sophistication. The sales is not just about building a relationship and getting a buyer to like you. The most successful sales reps — the challengers — are able to push their prospects to think (usually contrary to their normal beliefs, hence the challenger) in a new way and teach them something new. The Challenger Sales @Brandon_Lee_09
  • 26. What This Book Covers The Challenger Sale will teach you the different types of sales reps, how Challengers will teach, tailor and take control in a sales situation, how to lead with your strengths while tactfully challenging the prospect’s assumptions, and how managers can be better coaches. This is the perfect book if you’re in a closing role and frequently on the phone or face-to-face with prospects. The Challenger Sales @Brandon_Lee_09
  • 27. Author: Jill Konrath Amazon Rating: 4.8 (from 78 reviews) Paperback: 272 pages Date Published: July 7, 2015 Agile Selling @Brandon_Lee_09
  • 28. Why You Need To Read This Book Jill’s book SNAP Selling gives sales reps tactics and methodologies to keep up in the rapidly change sales space. Today’s best sales reps are flexible, adaptable and, well, agile. This is not a new, ground-breaking methodology, but the tips and tactics are still highly valuable. Chapters are broken into small, easily-digestible pieces, so there are many of them (over 60). Agile Selling @Brandon_Lee_09
  • 29. What This Book Covers Diving into this book, you’ll learn about time management tools, tactics to keep personal motivation high, how to gain creativity and break the monotony of your day, and gamification strategies for modern reps. This book is perfect for reps who have been selling a while but need to get caught up with the modern time. Agile Selling @Brandon_Lee_09
  • 30. Sales Management • The Sales Development Playbook • Sales Manager Survival Guide • Sales Management. Simplified • Sales Acceleration Formula • Coaching Salespeople into Sales Champions @Brandon_Lee_09
  • 31. “Your career, your culture, and everyone else’s livelihood is depending on you. Let’s not waste one more minute.” -Trish Bertuzzi The Sales Development Playbook @Brandon_Lee_09
  • 32. Author: Trish Bertuzzi Amazon Rating: 4.9 (from 69 reviews) Paperback: 262 pages Date Published: January 15, 2016 The Sales Development Playbook @Brandon_Lee_09
  • 33. Why You Need To Read This Book It’s been called, “The sales development Bible” by numerous sales leaders, and I won’t argue. Sales development may be one of the biggest innovations in the sales space over the last decade, and Trish is the perfect person to be writing the book on it. This is a true playbook with step-by-step tactics and strategies for building, managing and leading a modern sales team. This gets my award for the most actionable sales book that I’ve ever read. The Sales Development Playbook @Brandon_Lee_09
  • 34. What This Book Covers At a high level the 6 sections that Trish covers are 1) Strategy: A framework for aligning your sales model with market dynamics 2) Specialization: How to segment your prospect universe 3) Recruiting: How to find, hire and compensate good sales talent 4) Retention: How to engage, develop and motivate reps 5) Execution: How to properly conduct outbound sales 6) Leadership: How to be a good sales team leader, from establishing quota to performance metrics to building out our sales stack. You especially need to read this book if you’re scaling or restructuring your sales team. The Sales Development Playbook @Brandon_Lee_09
  • 35. Author: David A Brock Amazon Rating: 5.0 (from 19 reviews) Paperback: 358 pages Date Published: May 17, 2016 Sales Manager Survival Guide @Brandon_Lee_09
  • 36. Why You Need To Read This Book This book is pure gold. It came across my radar after talking with and hearing only positive praise from other top sales professionals. I’ve dog- eared, underlined, and scribble more notes in this book than I have in any book for a while. It’s a rather lengthy book (358 pages in 66 chapter) and pretty dense, but the content is timeless. He writes from experience, and his stories are short and to the point. The lessons are very comprehensive and thoughtful. Sales Manager Survival Guide @Brandon_Lee_09
  • 37. What This Book Covers He breaks the book up into nine parts: 1) The New Sales Manager; 2) Coaching is Your Job; 3) Accelerate Your Coaching Impact; 4) Recruiting, Interviewing, Hiring, and Onboarding; 5) Performance Management; 6) Tactical Business Management — Managing the Business Week to Week, Quarter to Quarter; 7) Sales Enablement: Equipping Your People to Sell; 8) Term Sales Management Issues, 9) Your Future as a Sales Manger If you are in sales managing at any level (from new, 1st time managers to seasoned veterans), I highly recommend this book. Sales Manager Survival Guide @Brandon_Lee_09
  • 38. Author: Mike Weinberg Amazon Rating: Hardcover: 224 pages Date Published: October 21, 2015 Sales Management. Simplified @Brandon_Lee_09
  • 39. Why You Need To Read This Book This was one of those books that I just couldn’t put down, which is especially impressive because it’s a sales management book, not a graphic novel about vampires or wizards (I actually read zero fiction). It was very easy to read with advice and anecdotes all along the way. Sales Management. Simplified @Brandon_Lee_09
  • 40. What This Book Covers Some of the main topics that Mike covers in the book are implementing a simple framework for leadership, fostering a healthy and high-performing culture, conducting productive meetings, establishing an effective compensation plan, finding the right people for the right roles, retaining top talent, telling your sales story and mastering your calendar. Buy this book now if you’re in a sales leadership role managing a team of more than a handful of reps. Sales Management. Simplified @Brandon_Lee_09
  • 41. Author: Mark Roberge Amazon Rating: 4.8 (from 123 reviews) Hardcover: 224 pages Date Published: February 24, 2015 Sales Acceleration Formula @Brandon_Lee_09
  • 42. Why You Need To Read This Book Mark’s book is required reading for our new sales reps because it’s that good. The engineering degree from MIT was the perfect background for a leader who challenged the conventional methods of selling by utilizing metrics and processes to build a sales machine that sent the Hubspot team on a rocketship to the top. He literally engineered sales success at Hubspot. Sales Acceleration Formula @Brandon_Lee_09
  • 43. What This Book Covers Mark breaks down his book into sections: 1) The Sales Hiring Formula 2) The Sales Training Formula 3) The Sales Management Formula 4) The Demand Generation Formula and 5) Technology and Experimentation. If you’re building your sales team, this book is another must-read. Sales Acceleration Formula @Brandon_Lee_09
  • 44. Author: Keith Rosen Amazon Rating: 4.7 (from 96 reviews) Hardcover: 352 pages Date Published: March 14, 2008 Coaching Salespeople into Sales Champions @Brandon_Lee_09
  • 45. Why You Need To Read This Book The first of two books on this list by Keith Rosen is all about taking your existing sales force and coaching them into sales stars, along with some solid advice on how to cut the underperformers. What I love about Keith’s approach is that he doesn’t believe that Sales Champions are made using pressure and fear to perform better. If you’ve read management theory by Drucker or Carnegie, some of the concepts here won’t be new, but they’re always worth a refresher. Coaching Salespeople into Sales Champions @Brandon_Lee_09
  • 46. What This Book Covers Some of the most valuable takeaways from this book are universal principles of coaching, the biggest mistakes coaches make and how to avoid them, different styles of managing for different types of managers, how to conduct an effective coaching session, and how to turn around or let go of underperformers. This book is perfect for any manager or coach of a sales team. Coaching Salespeople into Sales Champions @Brandon_Lee_09
  • 47. Authors: Marcus Buckingham and Curt Coffman Amazon Rating: 4.5 (from 545 reviews) Hardcover: 271 pages Date Published: May 5, 1999 First, Break All the Rules @Brandon_Lee_09
  • 48. Why You Need To Read This Book This book came on my radar over 5 years ago, and it’s always been on my reading list. But when I finally read it, I regretted not reading it sooner. Based on findings from their in-depth study of great managers across a wide variety of situations, industries, and company sizes, the authors have delivered one of the most important books on people management. The management principles shared in this book are timeless and will help you build strong foundations for a healthy culture with your sales team. First, Break All the Rules @Brandon_Lee_09
  • 49. What This Book Covers In this book, you’ll learn how to find and keep the top talent, leverage compensations, benefits and promotions in the right way, the most efficient way to train employees and what to look for beyond hard skills in predicting success. Every manager and HR personnel needs to read this book. First, Break All the Rules @Brandon_Lee_09
  • 50. Author: John Wooden Amazon Rating: 4.8 (from 192 reviews) Hardcover: 302 pages Date Published: April 26, 2005 Wooden on Leadership @Brandon_Lee_09
  • 51. Why You Need To Read This Book Being a huge sports fan, there are several other great books written by top sports coaches that I was tempted to include in this list — books from Bill Belichick, Bill Walsh and Phil Jackson. In this book, Coach Wooden outlines the mental, emotional, and physical qualities that are essential to building a winning organization, which are applicable to whether you’re building a basketball team or a sales team. Both professions require you to work hard in developing your skills, confidence, and competitive fire. Wooden on Leadership @Brandon_Lee_09
  • 52. What This Book Covers The book is organized into 3 parts: 1) The Foundation of My Leadership, where the Coach explains his pyramid of success 2) Lessons in Leadership, in which he offers lessons and anecdotes from his professional career and 3) Lessons From My Notebook, which is filled with “notes, observations, reminders, suggestions, and lists of relevant goals and how to achieve them.” This book is for you if you’re leading a team, need to motivate the troops, and/or love sports. Wooden on Leadership @Brandon_Lee_09
  • 53. Training doesn’t stop after onboarding. Exams and certifications add predictability to sales trainings. Establish this culture early on during your onboarding, and do not deviate from the plan. Ongoing Training @Brandon_Lee_09
  • 54. Cold Calling & Phone Prospecting • Smart Calling • The Complete Idiot’s Guide to Cold Calling • Take the Cold Out of Cold Calling @Brandon_Lee_09
  • 55. “Businesses that react… are not nearly as successful as those who employ proactive hunting, or telephone prospecting, as part of the mix.” -Art Sobczak Smart Calling @Brandon_Lee_09
  • 56. Author: Art Sobczak Amazon Rating: 4.8 (from 131 reviews) Hardcover: 256 pages Date Published: April 8, 2013 Smart Calling @Brandon_Lee_09
  • 57. Why You Need To Read This Book When I was an SDR, I was on the phone for 6+ hours per day. That wasn’t time blocked off for calls, that was actual talk time. I would have killed for this book. This is not a book where you can sit down and breeze through it in one reading. It’s a book where you need to read one section at a time, then go apply it, them come back later. Smart Calling @Brandon_Lee_09
  • 58. What This Book Covers Art covers areas like creating a value proposition, gather intelligence to make your calls smart, using “social engineering” to get insight on your prospect, how to work with screeners, gatekeepers, and assistants, perfecting opening statements, minimizing resistance, getting a commitment for the next action, and stay motivated You need this book if you’re an inside sales rep constantly on the phone. Smart Calling @Brandon_Lee_09
  • 59. Author: Keith Rosen Amazon Rating: 4.6 (from 53 reviews) Hardcover: Paperback: 336 pages Date Published: August 3, 2004 The Complete Idiot’s Guide to Cold Calling @Brandon_Lee_09
  • 60. Why You Need To Read This Book This book pairs well with Art Sobczak’s book Smart Calling if you just getting into sales and cold calling. While Art’s book is more situational and practical, Keith’s book is more process oriented. There’s not a whole lot of new information in this book, so if you’ve been on the phones for years, this may not be for you. The Complete Idiot’s Guide to Cold Calling @Brandon_Lee_09
  • 61. What This Book Covers Section one of his books covers preparation and the inner game of prospecting. Section two is about generating new business with systems and proper planning. Section three is about having better conversations. Section four covers getting returned calls and getting past the gatekeeper. And the final section is about how you can continue to refine your process. Pick this up if you’re new to calling and need to hit your dials for the day. The Complete Idiot’s Guide to Cold Calling @Brandon_Lee_09
  • 62. Author: Sam Richter Amazon Rating: 4.9 (from 74 reviews) Paperback: 312 pages Date Published: July 9, 2009 Take the Cold Out of Cold Calling @Brandon_Lee_09
  • 63. Why You Need To Read This Book Don’t judge a book by it’s cover, literally. Once you get past the ugly cover and slightly misleading title, Sam Richter dives into how to prospect for cold calling. He doesn’t dive into how to call at all, but rather how to do the right research on prospects so that they’re warm and receptive once you do call them. Though it was written 7 years ago and the online landscape has, much of what Sam writes about is as valid today, if not more so. Take the Cold Out of Cold Calling @Brandon_Lee_09
  • 64. What This Book Covers You’ll learn ways to access highly qualified lead lists, tips and tricks for leveraging search engines to prospect, use social networks to get more sales insights, how to access premium information resources at no or very low cost, how to massively increase your credibility with prospects and existing clients, and expert “Warm Call Scripts.” Read this if you’re in inside sales and need to do a lot of outbound prospecting on your own. Take the Cold Out of Cold Calling @Brandon_Lee_09
  • 65. Account Based Sales • Account-Based Sales Development Playbook • Whale Hunting • Selling to Big Companies • Dealstorming
  • 66. “A new trend is emerging and changing the way B2B sales teams operate and individual reps sell. It’s time we start leveraging different technologies across the stack and strategically hunt target accounts.” -Megan Tonzi The Account Based Sales Development Playbook @Brandon_Lee_09
  • 67. Authors: Brandon Redlinger and Megan Tonzi Amazon Rating: Just published ebook: 43 pages Date Published: May 17, 2016 Account-Based Sales Development Playbook @Brandon_Lee_09
  • 68. Why You Need To Read This Book A new trend is emerging in the sales space, a trend that is changing the way B2B sales teams operate and individual reps sell. It’s not actually an entirely new concept, but the language and implementation have changed. It’s called Account Based Sales Development (ABSD). Yes, this is shameless plug since I’m a co-author, but I honestly believe this is valuable knowledge that people need when implementing an account based sales development model. Account-Based Sales Development Playbook @Brandon_Lee_09
  • 69. What This Book Covers This is ebook a strategic overview of ABSD that will teach you what account based sales development is and why it matters. It provides criteria on whether or not ABSD is the right approach for your team. Next, it covers how to prepare and align your organization. Then, the next section is about how to create, clean up and manage your database and track performance (KPIs and benchmarks). And the final section provides methodology & best practices for ABSD. If you are getting started with Account Based selling, this is for you. Account-Based Sales Development Playbook @Brandon_Lee_09
  • 70. Author: Tom Searcy and Barbara Weaver Smith Amazon Rating: 4.8 (from 32 reviews) Hardcover: 288 pages Date Published: January 2, 2008 Whale Hunting @Brandon_Lee_09
  • 71. Why You Need To Read This Book Some people criticize the title, but the authors draw the analogy of the Inuit people hunting a whale being like a sales team going after a large account. Not just any account, but an account that would dramatically impact the bottom line for your business. There’s a lot written out there about how individual sales reps can increase sales, but this book shows you how a team can collaborate and work together. Whale Hunting @Brandon_Lee_09
  • 72. What This Book Covers The phases for hunting whales are: 1) Pre-Scouting 2) Scouting 3) Planning 4) Hunting 5) Capture 6) The Big Show 7) Servicing 8) Understand the process. Pick this book up if you’re selling to large enterprise accounts that require team collaboration. Whale Hunting @Brandon_Lee_09
  • 73. Author: Jill Konrath Amazon Rating: 4.7 (from 147 reviews) Paperback: 272 pages Date Published: December 1, 2005 Selling to Big Companies @Brandon_Lee_09
  • 74. Why You Need To Read This Book Having read her other books, I almost skipped over this one because I thought it may be outdated, but I’m glad I picked it up. It focuses on a very specific problem that sales reps and teams face — how to get conversations started with these big companies. Selling to Big Companies @Brandon_Lee_09
  • 75. What This Book Covers Part one covers what is required of those who attempt to sell to “big(ger)” companies. Part two expands on building a foundation for what eventually should become a cohesive, comprehensive, and cost-effective system for effective selling. And part three is all about executing and launching your campaign. Read this book if you’re a rep or a manager deploying an account based sales model. Selling to Big Companies @Brandon_Lee_09
  • 76. Author: Tim Sanders Amazon Rating: 5 (from 21 reviews) Pages: 242 Date Published: February 23, 2016 Dealstorming @Brandon_Lee_09
  • 77. Why You Need To Read This Book Although Tim never explicitly states that this book is for people going after larger deals, the reason I put this under account-based sales is the general principles align very closely with how a sales team operating in an account based approach works. Dealstorming is a problem-solving technique helps position organizations as trusted advisors and can deliver high-value solutions. This book offers great insight into how a sales rep can create a structured, scalable, and repeatable process that can break through any sales deadlock. Dealstorming @Brandon_Lee_09
  • 78. What This Book Covers This book is broken up into 3 sections: 1) The Case for Sales Collaboration, where the issue of how large, more complex deals are currently handled 2) The Dealstorming Methodology of organize, prepare, convene, execute, analyze and report 3) Tools for Innovation, where he outlines some useful tools for building a process and nurturing relationships. This is great for reps dealing with large, complex sales. Dealstorming @Brandon_Lee_09
  • 79. “Read 500 pages ever day. That’s how knowledge works. It builds up like compound interest.” -Warren Buffett @Brandon_Lee_09
  • 80. This list is only valuable if you do something with it! If you want to learn how to read this entire list in the next 6 months, start by reading this blog post. Start Reading! @Brandon_Lee_09
  • 81. Other Resources If you liked this SlideShare, you may also like our deck on The Top 10 Podcasts That Every Salesperson Needs To Be Listening To

Hinweis der Redaktion

  1. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  2. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  3. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  4. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  5. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  6. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  7. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  8. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  9. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  10. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  11. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  12. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  13. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  14. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  15. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  16. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  17. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  18. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  19. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  20. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  21. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  22. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  23. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  24. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  25. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  26. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  27. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  28. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  29. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  30. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  31. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  32. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  33. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  34. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  35. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  36. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  37. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  38. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  39. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  40. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  41. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  42. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  43. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  44. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  45. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  46. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  47. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  48. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  49. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  50. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  51. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  52. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  53. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  54. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  55. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  56. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  57. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  58. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  59. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  60. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  61. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  62. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  63. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  64. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  65. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  66. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  67. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  68. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  69. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  70. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  71. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  72. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  73. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
  74. Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S