Jeffrey Gitomer's little red book of selling

…arching around HN for recommendations, and have so far picked our the following books that have been suggested (i've already read The Secrets of Selling by Geoff King) * Jeffrey Gitomer's Little Red Book of Selling * How I Raised Myself from Failure to Success in Selling - by Frank Bettger * Bag the Elephant - by Steve Kaplan Are there any other books that you would recommend for a small startup in our situation? Any help you can offer would be appreciated.

…it, and just go for it. If you can learn how to effectively cold call, you can rule the world. There are lots of crappy sales books, but there are many good ones. I like SPIN Selling by Rackham; it's researched, reasonable, and most other solution selling books that came out afterward just repackage Rackham's results. I like Jeffrey Gitomer's Little Red Book of Selling. It's mostly about maintaining a positive attitude while people are telling you no. This is necessary, because selling is a goddamn emotional roller coaster. Watch out for books aimed at the hard sell. You can't hard sell a university. Good luck!