Sales and marketing are the lifeblood of an advisor’s practice. There is no shortage of helpful books on those topics. If you’ve been looking for a good read to rev up your business, look no further.
Today we’re looking at the best business books that have a sales and marketing angle.
I welcome your thoughts on my selections and if you feel like I left any deserving books off the list, please leave a comment below or send me an email at email@example.com
15. Getting to Yes: Negotiating Agreement Without Giving In (Penguin Books; Revised edition (May, 2011)
Background: Based on research from the Harvard Negotiation Project, Getting to Yes focused on the psychology of negotiation. In their research the authors found that the method of principled negotiation is based on five propositions:
- “Separate the people from the problem”
- “Focus on interests, not positions”
- “Invent options for mutual gain”
- “Insist on using objective criteria”
- “Know your BATNA (Best Alternative To Negotiated Agreement)”
Takeaway: The book offers a step by step, how to find your way to a win-win solution that helps meet your goals while at the same time preserving the relationship so that future negotiations also go smoothly.
Quote: “Negotiation is a basic means of getting what you want from others. It is a back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed (as well as some that may simply be different.”)
Up next: Guerilla Marketing
14. Guerilla Marketing (Mariner Books; 4th Updated Edition; May, 2007))
Background: The long held notion that marketing requires money was debunked with the publication of Levinson’s Guerilla Marketing, a book that turned traditional marketing on its head.
Takeaway: Guerrilla marketing took off with the use of graffiti, sticker bombing, flyer posting…Today, guerrilla marketing may also include promotion through a network of individuals, groups, or organizations working to popularize a product or idea by use of such strategies as flash mobs, viral marketing campaigns, or internet marketing.
Quote: “Traditional marketing has always maintained that to market properly, you must invest money. Guerrilla marketing maintains that if you want to invest money, you can — but you don’t have to if you are willing to invest time, energy, imagination, and information.”
Up next: The Wisdom of Crowds
13. The Wisdom of Crowds: Why the Many Are Smarter Than the Few and How Collective Wisdom Shapes Business, Economies, Societies and Nations (Anchor; Reprint edition; August, 2005)
Background: Surowiecki’s book took the idea that the many will outthink the few. He uses the example from the TV game show Who Wants to Be a Millionaire? which would result in the contestant clinging to the lifeline of someone on the other end of the phone, another brain that could help answer a troubling question.
Takeaway: The whole is greater than the sum of its parts.
Quote: ”Under the right circumstances, groups are remarkably intelligent, and are often smarter than the smartest people in them.”
Up next: Permission Marketing
12. Permission Marketing: Turning Strangers Into Friends And Friends Into Customers (Simon & Schuster; July, 1999)
By Seth Godin
Background: Godin is among the most popular marketing gurus of the 21st century. He’s a ubiquitous speaker and a prolific writer. With dozens of books to his name, Permission Marketing, a marketing guide from the ‘90s, remains my favorite.
Takeaway: Instead of annoying potential customers by interrupting their most coveted commodity — time — Permission Marketing offers consumers incentives to accept advertising voluntarily.
Quote: ”If consumers gave you permission to talk to them, would you have anything to say? Have you developed a marketing curriculum to teach people about your products?”
11. Zig Ziglar’s Secrets of Closing the Sale (Fleming H Revell Co; May 1984)
By Zig Ziglar
Background: How could we offer suggestions on books about selling without mention sales expert Zig Ziglar? The first business book I ever read was his Zig Ziglar’s Secrets of Closing the Sale and I’m happy to say it stands the test of time. I also recommend Zig’s books in audio format.
Takeaway: Everyone, not matter their line of work, has to “sell” their ideas and themselves to be successful.
Quote: ”You can get everything in life you want if you will just help enough other people get what they want.”
For more great business books: 25 best business books