Top 5 summer reads on business development and sales

The summer break is a great time to get inspired by new ideas. And it’s often the only time we have all year to read a book straight through without interruptions.

Here are my top 5 business development reads for the summer break.

All are bestsellers in their own genre, so if you haven’t had a chance to check them out yet, now is the perfect time:

·      Start with Why – A modern classic by Simon Sinek that tells us that customers don’t buy WHAT we do, they buy WHY we do it. This book will spark ideas about the context of what you’re selling.

·      The Challenger Sale – Dixon and Adamson present compelling research that explains why customers prefer suppliers who don’t just give them what they think they want, but instead “teach” them new ways to compete better and do business better. This book will help you think about the content of your offer.

·      Selling To Big Companies – Jill Konrath’s practical, easy to read guide on how to navigate large organisations and sell more successfully. This book gives helpful tips to re-think how you’re selling.

·      To Sell Is Human – An engaging and approachable read from Dan Pink about persuading, convincing and influencing others. This book provides a useful re-frame for experts and technical professionals about why what we do is actually “selling”.

·      Hooked – Gabrielle Dolan and Yamini Naidu have written the definitive text on how leaders connect, engage and inspire with storytelling. This book will expand your right-brain communication skills and help you connect emotionally, as well as rationally, with customers.

Wishing you a safe and happy festive season and the best of success in 2016.

Robyn Haydon is a business development consultant specialising in business that is won through competitive bids and tenders. Her clients have won and retained hundreds of millions of dollars worth of business with many of Australia’s largest corporate and government buyers.

Had a tough year? Missed out on business you really wanted? Let’s make sure 2016 is different. The Pole Position program will position you to win the opportunities on your radar for next year. Email info@robynhaydon.com or call 03 9557 4585 to find out more.