The Best Business Books: Sales
Sterling Status is a trusted financial and business partner to growing technology companies, investment funds, and consulting firms. We deliver best-in-class financing outcomes, business advisory, growth acceleration, and profitability improvement. Learn more at sterlingstatus.com
John McMahon: The Qualified Sales Leader
John McMahon, the unparalleled authority in the enterprise SaaS sales domain, lays bare the intricacies of sales leadership in his book, "The Qualified Sales Leader". McMahon's insights stem from his remarkable tenure as the CRO at five public enterprise software companies, including household names like PTC, Ariba, BladeLogic, and BMC, and on the Board of Directors at Snowflake, MongoDB, Lacework and other category-leading enterprise software vendors.
In a world where a staggering 62% of sales reps flounder due to misaligned account assignments and over 50% feel out of control during the sales process, McMahon offers actionable solutions. He delves into the prevalent issues - from sales reps' struggles in establishing urgency and overcoming price objections to the broader challenges of inaccurate sales forecasts and high attrition rates.
Sterling Status champions "The Qualified Sales Leader" as a definitive guide for those striving for excellence in enterprise sales. This isn't just a book; it's a masterclass from a titan in the industry. Perfect for technical founders wary of the 'sales' stereotype and seeking genuine transformation.
Frank Slootman: Tape Sucks
Frank Slootman, current CEO of Snowflake and formerly Servicenow, cut his teeth at a backup and storage vendor that he led to a multibillion dollar exit by EMC. Frank delves deep into the chronicles of Data Domain in "Tape Sucks: Inside Data Domain." The book pulls back the curtain on the tumultuous journey of building a revolutionary tech company from the ground up.
Our favorite sections are Slootman’s RECIPE for culture (Respect, Excellence, Customer, Integrity, Performance, Execution) and how the upstart challenged incumbents’ predatory pricing through a land and expand approach. Sterling Status highly recommends "Tape Sucks" for its clear, concise, and no-nonsense narrative—much like Slootman himself.
Colin Coggins & Garrett Brown: The Unsold Mindset
Colin Coggins & Garrett Brown challenge every preconception we hold about selling. Contrary to the archetype of the assertive salesperson, they unveil a profound truth: the world's best sellers aren't necessarily the most outgoing, but rather the most self-aware and socially tuned-in.
High achievers like CEOs, military generals, professional athletes and entertainers all held one simple belief: being “sold to” by a pushy salesperson is not desirable. Think about it: have you ever had an iPhone shoved down your throat at the Apple store?
Sterling Status leverages the principles of "The Unsold Mindset" alongside next-gen marketing automation to actually engage leads, not hawk offers to juice sales activity. This is the book for technical founders who still characterize “sales” as sleazy.
David Falk: The Bald Truth
Forget what you saw in the movie "AIR". David Falk, the strategic mastermind behind Michael Jordan's game-changing Nike endorsement, unveils his journey in "The Bald Truth".
Business development deals with public companies are notoriously complex, and generally desitned to fail. See how Falk engaged multiple divisions, created wins for his stakeholders, and expanded his take-rate over time at a single logo.
Dive deep into the business brilliance that transcended the court.
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Sterling Status is a trusted financial and business partner to growing technology companies, investment funds, and consulting firms. We deliver best-in-class financing outcomes, business advisory, growth acceleration, and profitability improvement. Learn more at sterlingstatus.com