I’m really excited about the new chapter. And I realize no book or resource can substitute for experience, but if there are any standout materials that can aid in hitting the ground running, please share!
Thanks :)
Mastering The Complex Sale -- Jeff Thull
Exceptional Selling -- Jeff Thull
The Prime Solution -- Jeff Thull
The Challenger Sale -- Matthew Dixon, Brent Adamson
Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers -- Jeff Cox, Howard Stevens
And while it's not exactly about "sales" alone, I'd recommend The Four Steps to the Epiphany by Steve Blank as well. It touches on aspects of selling in an enterprise setting, especially for new products.
The Salesman Podcast: https://www.youtube.com/channel/UCL5m7amy0FXEAe9WxhXTI_A
If you do come across other great quality learning resources in any formats, do send a pull request.
I came from a technical background as well and this was the only book that really explained the process to me without a bunch of "closing tricks" or other gimmicky sales tactics.
Chapter 14: Planning & Executing the Attack is brilliant > https://www.goodreads.com/book/show/15863998-new-sales-simpl...
The Sales Tuners Podcast occasionally has good food for thought > https://www.salestuners.com/
- The Challenger Sale
- The Little Red Book of Sales
- The Charisma Myth
- Rules of the Game (Neil Strauss... and yes it is also a sales book)
- Secrets of Closing the Sale (transactional sales, but still fun)
http://www.jfdperfsolutions.com/modules/news/sales_~2F_growt...