Hi Sales Community - I’m moving from a Mid-Market sales position into Enterprise sales and would love to use this ramping period to enhance my skills. After being in sales for 4+ years I feel decently confident in my sales acumen but I never received any formal training or held an SDR role so I’ve always felt a bit underprepared. I was wondering if anyone has a good sales book recommendation that might be beneficial for me to check out as I head into a more senior role? Thanks!

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Please don’t read a wolf of wall street book for enterprise sales.... Start with Challenger Customer for building champions (your biggest differentiator in an ES), and Dealstorming to get the right people inside your org rallied around your deals. GAP selling for discovery framework could also be helpful.

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Yes^ spot on AE1

Read up on Sandler selling. The big corps teach that in their training programs

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I second that. Sandler Selling methodology is excellent.

My favorite sales book of all time is The Way of the Wolf by Jordan Belford. While he didn’t operate in the tech space, his cold calling techniques work across sectors and speaks very well to the psychology behind talk tracks 👍🏼

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This is awful advice

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The Three Value Conversations and The Expansion Sale. Both avail on Amazon

It’s far more important to lead buyer’s to your differentiation then it is to lead with.

I like the thought - care to expand?

„Challenger Sale“ Series, Sandler Training and „the straight line“, depending on industry and market. I‘ve done Sandler selling at a Fortune500, as well as Challenger in a Future50, both with great success. The straight line is pretty good for getring the basic of objection handling down.

Thanks all!! Incredibly helpful, looking forward to checking these recommendations out

I'd recommend the Challenger Sale over Sandler. It sounds like you want to fill some fundamental gaps and I would also highly recommend Bec Holland of https://www.flipthescript.co/. Lastly, https://www.forcemanagement.com/ has a really good program that can help you further enhance everything you already plus some. Good luck!!

Finding the Sweet Spot

By Leigh Thompson. But ultimately, you gotta just get in there and have a lot of meetings with a lot of trial and error. Act confident even if you aren’t.

Also Fanatical prospecting to get pumped, good as an audiobook

The Lost Art of Closing by Anthony Iannarino

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