Sales book recommendation?
thehickmans: I'll second a few that have been mentioned already:* http://blog.startwithalead.com/weblog/ (Brian Carroll's blog)
* http://www.amazon.com/Lets-Get-Real-Not-Play/dp/1883219507you can read more from Mahan Khalsa at:
http://www.ninetyfive5.com/default.aspxI found both of these very helpful in building my understanding of the sales process and for the tools they provide you with. The biggest shift in thinking they provided for me was that selling is about asking questions, finding a connection between what you're offering and what your customer is looking for and then asking for the business. They also showed me that selling is about focusing your activities on the right things to meet your goals, not just spending time "busy" selling.