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Whether you’re a newbie to the sales world or a professional who would like to improve skills, you’ve come to the right place.
We have compiled a list of best books for sales prospecting that you must read in 2019.
Books require a lot of focus and attention so choose one and become a better salesperson today.
Let’s dive in!
Sales Prospecting For Dummies
- Author: Tom Hopkins
- Best for: Beginners
- Published: 1998
If you are about to start a career in sales, this book is a great starting point for the beginners and anyone else interested in learning about the sales prospecting.
One of the biggest challenges in the sales world is related to knowing where to look for the right opportunities and learning to recognize them once they arise.
According to the author Tom Hopkins, a great salesperson should know how to turn those challenges to his or her advantage.
This book provides a solid understanding of the prospecting process and offers tips on improving your phone skills, using the power of internet to your advantage, and getting the best possible ROI for your advertising budget.
A drawback of this piece is that it’s a little bit outdated and you might not find it as valuable as some other prospecting books.
However, For Dummies series is one of the most popular instructional resources in the world and if you are just entering the sales field for the first time you will find this book beneficial.
Fanatical Prospecting
The Ultimate Guide To Opening Sales Conversations And Filling The Pipeline
- Author: Jeb Blount
- Best for: Beginners & Professionals
- Published: 2015
This is one of the most comprehensive resources on the sales prospecting process. It is packed with tools, techniques, and secrets by some of the top sales leaders and entrepreneurs.
Bad sales are often the result of an empty pipeline and in this piece, Jeb Blount offers his practical and innovative approach on how to keep the pipeline full of qualified opportunities.
Some secrets that you will be able to learn from this book include:
- 30-day rule and why it is super important for keeping the pipeline full
- How to reduce prospecting friction
- 5-Step telephone framework for booking more appointments
- Leveraging voicemail technique
- The 5 C’s of social selling
The book highlights social selling as an important step in supporting sales prospecting. You will also get a lot of tips on scripts and knowing exactly what to say when connecting with prospects.
This is a great sales book for both amateurs and professionals alike.
Combo Prospecting
The Powerful One-Two Punch That Fills Your Pipeline And Wins Sales
- Author: Tony J. Hughes
- Best for: Professionals
- Published: 2018
The focus of this sales book is on social media strategies and technology hacks and how they can help fill your company’s pipeline and close more sales.
One of the biggest challenges in today’s digital society is breaking through the noise and reaching C-level executives.
Combo Prospecting offers valuable scripts and templates, tips on nurturing a strong network, creating an online brand but also doing research on Linkedin and other social media networks.
The book will teach you:
- Truths that will set you free
- Foundations of executive engagement
- Pragmatic research
- Creating an online brand
- Writing effective scripts
- Executing COMBO Strategy
- Personal effectiveness
- And more!
This sales prospecting book is among the top 10 books in the Telemarketing category on Amazon. It’s a great read for those responsible for driving new business leads.
High-Profit Prospecting
Powerful Strategies To Find The Best Leads And Drive Breakthrough Sales Results
- Author: Mark Hunter
- Best for: Beginners
- Published: 2016
In this book, sales expert Mark Hunter deconstructs various myths surrounding the sales process. He highlights the fact that the internet only, won’t help you fill your sales funnel and offers practical and hard-hitting tips for regaining your power.
High-Profit Prospecting is great for beginners interested in sales, as it offers some great lessons and basic truths about prospecting. It also prepares you for prospecting success by offering valuable tips on dealing with high-profit customers.
A large chunk of the book is dedicated to tools and techniques that will help you find the best leads. That includes the best time-management tips, best practices for making the initial contact, prospecting via social media etc.
High-Profit Prospecting offers many actionable tips and will motivate you to take the first steps now!
Predictable Prospecting
How To Radically Increase Your B2B Sales Pipeline
- Author: Jeremy Donovan & Marylou Tyler
- Best for: Beginners & Professionals
- Published: 2016
This book offers a proven system for massive B2B sales growth by offering strategies that can be implemented instantly.
You will learn:
- how to track ideal prospects
- how to optimize for content acquisition
- how to initiate conversations and land meetings
- how to define the right metrics
- and more!
It is also packed with valuable material such as email templates, worksheets, and scripts.
Predictable Prospecting is useful for staying up to date with the current technologies and trends and it makes the whole process of prospecting less daunting by offering a more systemized approach.
Prospecting And Setting Appointments Made Easy
- Author: Barry Andruschak
- Best for: Beginners & Professionals
- Published: 2015
Barry’s proven approach to prospecting and setting up appointments will help anyone improve their sales track.
The key takeaways are very well organized throughout the book. You will learn the art of finding potential clients, turning strangers into prospects, setting live appointments, and following up.
A section that is extremely helpful is dedicated to the power of persuasion and psychology behind the appointment setting. He also touches on the topic of being an introvert in a highly extroverted business.
Potent Prospecting
The Practical Guide To Real-World Strategies For Filling Empty Pipelines
- Author: Curtis DeCora
- Best for: Beginners & Professionals
- Published: 2018
During his long career, Curtis W. DeCora compiled some of the biggest mistakes and successes related to effective prospecting.
He gives an overview of a sales cycle and the processes he used over the span of his career, how the ideal client profile looks like, prospecting tracking tools, messaging sequence, follow up tips and more.
The book is quite short but it offers many actionable and valuable tactics that can be implemented right away.
Perpetual Hunger
Sales Prospecting Lessons And Strategy
- Author: Patrick Tinney
- Best for: Professionals & Entrepreneurs
- Published: 2016
Whether you’re a sales professional or an entrepreneur, this book will help you unlock your sales potential. It is filled with strategies and tactics to help you land more prospects.
It also walks you through all the stages of the sales cycle while including helpful exercises along the way.
What’s very interesting about this book is that it will help you figure out your sales philosophy and offer ways to jumpstart sales prospecting success. Having a clear sales philosophy will help you overcome any challenges that come your way.
It’s a must read for anyone who wants to learn how to craft the perfect message and how to sell it.
Sales Prospecting
The Ultimate Guide To Referral Prospecting, Networking, Social Contact Marketing, Telephone Prospecting, And Cold Calling To Find Highly Likely Prospects You Can Close In One Call
- Author: Claude Whitacre
- Best for: Professionals
- Published: 2014
The key factor in sales prospecting is talking to people that are highly interested in your product or service.
This book outlines the process and offers tips for finding the sales prospects who are highly likely to buy from you.
The things you will discover inside the book include:
- bad prospecting ideas you should avoid
- finding high probability prospects
- cold calling
- the benefit of referrals
- elevator speech
- and more
This book is a great fit for professionals whose income depends on the sales, for people who do in-person sales, and for those individuals who will be doing the prospecting by themselves.
Power Prospecting
Cold Calling Strategies For Modern-Day Sales People
- Author: Patrick Henry Hansen
- Best for: Beginners & Professionals
- Published: 2006
This is a completely different book to all the other ones that were previously mentioned. The author makes an interesting historical connection to sales making it a fun and inspiring read.
The book has four integral parts:
- Pre-Prospecting Preparation
- Opening The Call
- Power Prospecting
- Rules of Engagement
All of his key points are accompanied by historical events and examples, making it distinctive from the usual business books.
It is a great read for both the beginners in sales and professionals who would like to improve their skills.
New Sales. Simplified.
The Essential Handbook For Prospecting And New Business Development
- Author: Mike Weinberg
- Best for: Beginners
- Published: 2012
This book is full of valuable tips and tricks related to new business development. The author Mike Weinberg lays the groundwork for a simple sales model and he pinpoints why so many salespeople fail at new business development.
You will also learn how to create a simple framework for developing new business and how to sharpen your storytelling.
It’s a great piece for beginners since it offers a very solid base and overview of the sales process and acquiring new customers.
He also touches on the topic of mental preparation before the cold calling process and how to start the conversation with the right message.
New Sales. Simplified. is one of the best-rated sales books of all time, so if you want to get a solid understanding of sales, you may as well start with this one.
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That’s it! Did we miss your favourite sales prospecting book? If yes, let us know in the comments below.
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