My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales.
People Styles at Work…And Beyond: Making Bad Relationships Good and Good Relationships Better by Robert and Dorothy Bolton
We interact with people differently. There are four basic styles: Analytical, Driver, Expressive, and Amiable. What’s your style? Bridget found out she is an Expressive; she’s assertive with a people element. There isn’t a wrong or right style, knowing your style will help you interact with others.
The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg
The Go-Giver is a parable based on the five laws of stratospheric success. This book lays out a path to success in life, as well, as in business; giving, serving, and placing the needs of others before your own.
The Score Takes Care of Itself: My Philosophy of Leadership by Bill Walsh, Steve Jamison, and Craig Walsh
The late Bill Walsh was the coach who transformed the San Francisco 49ers from the worst team into a dynasty. The book is about focusing on the standards of performance and excellence. Bill believed that before you become successful, you are going to crash and burn more often than not.
Selling Your Story in 60 Seconds: The Guaranteed Way to Get Your Screenplay or Novel Read by Michael Hauge
This book is about selling your story, but more than that it is about dealing with the emotional side of your story, not just telling it while engaging the feeling of the listener.
Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith
Despite all of the technologies out there, the personal method works the greatest; storytelling, which turns customers into lasting relationships. Paul’s other books include Lead with a Story and Parenting with a Story.
Winner’s Dream: A Journey from Corner Store to Corner Office by Bill McDermott and Joanne Gordon
Bill McDermott, the CEO of SAP – chronicles his life, optimism, and attitude to motivate sales and leadership.
My first job in sales?
Selling and networking products and desktop computers for Xerox.
My most powerful sales tool?
One book every salesperson should read?
Winner’s Dream by Bill McDermott
Music that psyches me up before an important sales call?
I tend to go quiet and focus and role play the call instead of listening to music.