The Pavilion Podcast
The Pavilion Podcast

Episode · 8 months ago

Ep 200: The 10 Books Every Salesperson Needs To Read w/ Tom Alaimo

ABOUT THIS EPISODE

Ep 200: The 10 Books Every Salesperson Needs To Read w/ Tom Alaimo 

Part of the TGIM (Thank God It's Monday!) series hosted by Tom Alaimo.

All right, everybody, welcome back to the pavilion PODCASTS, your host, Tom a Lamo. Thank God it's Monday. Let's get after it. This is to show where revenue leaders learned the tips, tricks and tactics they need to be successful in their roles. Excited for this one. Is Actually episode two hundred. We had a milestone. Because of that, I got no copilot, I got no guests. I'm going Solo Golow on this one. This is actually a a podcast that I did for my own podcast, which is called millennial sales. If you're interested in sales, go check that out. But I wanted to repost it here because I see all the time, I see comments posts on Linkedin and slack and twitter about sales books and Challenger this and spin selling that and never split the difference and all great titles, all great books. There's some other great ones, but to me one of the most important things you need to do to be successful in sales and in life is to learn and to develop yourself personally, and I think one of...

...the best ways to do that is through books. You have access to. You know millions and millions of people that have existed currently and have existed in the past on earth and that have done exactly what you want to do and probably even better than you've done it. And so I think you're foolish if you don't take advantage of that. And when I think is interesting is that for most salespeople, the best, most impactful books are not necessarily about sales. They're non necessarily, how have the word sales in the title. They might not talk about sales in the book necessarily, but they're applicable. And Kevin Dorsey, KD, often says if you live better, you sell better and if you're a better person that's going to help you be more successful, and I could not agree with that more. And so most of the books that I'm going to drop today are around, you know, personal development. They might be about they might be about sales and might be about entrepreneurship, mindfulness, a lot of different things, but these are ten that have severely strongly impacted me. Would love to hear your take. So here's the call...

...to action. Had to Linkedin. If you listen to this and let me know what did you agree? Did you disagree? What would you add? What we use subtract? We all got our top ten just like everyone's got their top five favorite, you know, rapper or basketball player or whatever it might be, you know, type of dog whenever. So let me know what you think. And before we get to that, I got a quick seventeen point two second announcement from our sponsor and then we'll get straight to the content. All right, this episode is brought to you by Sendoso, the leading corporate gifting platform that inspires human connections for revenue driven teams to stand out at strategic points through the customer journey. Can check them out at sendosocom. Now back to the show. Who? All right, what's up everybody? This is your host, Tommy Tahoe Alemo. Welcome to the millennial sales podcast. Let's get this off the bat. My voice is scratchy. I was at a Bachelor Party this weekend in Scottsdale at the Waste Management Open. You...

...don't know what that is, look it up. I was on the sixteen screen. I was yelling a lot, so let's just call that what it is. You interpret that how you May. Either way, it does not stop the content train. This is the show where, you know, young sales people come to learn. So that's what we're going to do today. Let's get let's get into it. Before I tell you a little bit about the solo episode, I do want to just shit say, give some love, shout us out. If you're listening on spotify, apple, you're watch on Youtube, what up? Subscribe all there. I post every single day on Linkedin, Tom Alamo, so give me a fallow there. Hit me up, connect with me, show me some love, show me some hate, whatever, I'd love to hear from you either way. This post was inspired by this podcast. Rather, was inspired by post that put on Linkedin. I saw a slack thread the other day that was talking about sales books. Everyone's dropping challenger sale and gap sale and question based selling and all this shit, and some of those are pretty good, I won't lie. But if I was starting out in sales right now, and I know some people...

...that are doing that, I would not recommend any of those books. Yet you've got to set the foundation for success before you actually layer on top of it the tactics that you need. And so, in my opinion, the best sales books, most of them don't have the word sales in the title. Most of them might not even have the word sales anywhere in the book. It's about the mindset. It's about becoming the person that can be successful as a sales person. Before you get to tactics, although there are great tactical books that maybe I'll cover on another pod, but never split the difference gap selling, fanatical prospecting all great, but that's not where I would start. Here's where I'd start, in no particular order. I'm going to go off my top ten and here it is. Number one, thinking grow rich by Napoleon Hill. This book changed my life. I was just starting my first sales job post college. I was drinking, was party and I was...

...doing all this crazy shit, thinking like if I do average or a little above average, which is what I was a you know, academically, then I'll be good. You know, that's that's what I'm here for, and it completely changed my mind about being able to set really high goals and go after them hard as put me on the path of personal development ever since then. The second one is the greatest salesman in the world by Aug Mandino. This is a very short book. It's a fable about a young camel boy who wants to be the greatest salesman in the world. He stumbles upon these ten scrolls by the current greatest salesman in the world. Then that he follows in. What you're supposed to do is read that the scroll. Each scrolls about, you know, five very short pages. Supposed to read them morning, noon and night for thirty days each, and so should take you ten months to do it, and I actually did that last year, March through December, and had one of my best sales years ever. It will absolutely lock you in on being a great salesperson, you know, waking up with...

...positive energy to the world, going to serve others. It's amazing. The third book the For agreements by Don Miguel Rui's this book would also be, I would classify his life changing. Tom Brady reads it every single offseason. So there's that. It gives you the for agreements that you should have with yourself as to, you know, how to, you know, kind of create a good internal structure so you don't get swayed off course. If I can remember them off the top of my head, it's it's don't take anything personally, it's always do your best. It's I'm forgetting three and fourth top my head, but read the book. It's great. The third, the fourth book, the obstacles the way by Ryan Holiday Amazing. It is what it says. Actually have a necklace. It says the same thing. The obstacle is the way. It's not to run away from the obstacle, it's not to try to go around the obstacle, it's not to cour and fear. The only way to get to what you want to do is go through the obstacle. And Ryan breaks in history, breaks it, military strategy, sports, all based within Stoicism, which is really the the heat of what...

...he brings. Number five, the war of art by Stephen Pressfield. I know what you're thinking, sales people aren't artist. I don't necessarily agree with you. In this book is not really about art. It's about the things that the heat calls resistance, that blocks us from doing something that we're meant to do, that we want to do, that betters our lives, whether it's selling, whether it's going to the gym, starting a relationship, starting a business, anything that takes real strength, internal strength and activity. He breaks down resistance as our number one enemy and how to defeat it. Number six, the alchemists Paulo Quilo. I'm actually rereading this right now. Similar to great a salesman in the world. It is a fable about trying to, you know, essentially live towards, you know why we were put on this earth, going towards whatever your destiny is. It sounds very fluffy. It's amazing. I think like thirty million copies have been bought. Number seven, mind set by Carol dweck. It's all about growth mindset. Either you...

...have are your somewhere on the spectrum of a fixed mindset and a growth mindset in all areas of your life, sales, business, relationships, health, etc. And so if your growth in one, it's very possible you might be fixed in another or somewhere on that spectrum, and that was really kind of like brain chattering to me at the time when I read the book and I love it. She's a Stamford, you know, psychologist. She knows her ship. It's awesome to check it out. Number Eight, extreme ownership by jocko will ink in Life Fabin. This is what it would it sounds like. You probably know Jocko from twitter, instagram or his podcast or something, but he's a these guys are retired Navy seals and they talked about the number one key to leadership and I would argue in your sales career, or probably your life, to being successful as making sure that you are taking accountability and ownership over everything that goes on. If you're making excuses, if you're blaming others, there's no way that you're going to learn from your failures and move on. Now Umber Nine, the one thing by Gary Keller. Gary...

Keller Created Keller Williams, or half of Keller Williams, which I believe is the number one real estate firm in the world, and the whole premise is always focus on the one thing that you can do every day. That makes everything else either you know you don't need to do them or they get done because you got that one thing done. You know what I'm saying. So, instead of focusing on which supplement to take, get your workout in, instead of wondering, you know, should your third word on your subject line be slightly tweaked? Make sure you're actually getting out your fifty emails that you need to a day right. It's focusing on the big rocks versus the small pebbles. There's cool illustrations and he's a salesperson, so it's really good. The last one shoe doog by film night filled night is the founder of Nike and this the Best Entrepreneurial Story that I've ever read. It's amazing. Goes through the ups and downs of him founding it after college. He was afraid to tell his daddy had the idea, and then he's going through, you...

...know, years and years and years and decades upon almost going bankrupt and battling and battling people in Japan who are faking his product and taking it to the market. It's a crazy, crazy story and Phil night as is so authentic. He's so real and vulnerable and I just loved that story. And if hires me up, to think that I can do great things too, and so that's why I would choose that. When there's a lot of other great books, that would probably be the honorable mentions like, I think, how to win friends and influence people by Dale Carnegie, Atomic Habits by James Clear, grit by Angela Duckworth are a few notable ones. There's so many great books out there, y'all. I think these are you know, I'm just looking through some of the comments to like Tim Grover's book relentless is Great. So I would definitely check them out. Check these books out if you're just starting your sales career, even if you're not, if you haven't read all ten of these and you're getting too into the weeds, you need a little pump me up. You need a little mindset change. Check these ten books...

...out. Let me know what you think. If I miss one, give me a shout out on Linkedin. Tom A lemo. Let me know if you agree or disagree and hit subscribe wherever you're listening on Youtube, spotify, apple, etc. I'll be back Wednesday with another interview. Until then, let's get after it. Peace. All Right, thanks for listening. That episode was brought to you by Sendoso. They are redefining the way businesses inspired human connections by offering an intelligent gifting experience with a global fulfillment infrastructure, highly curated premium vendors, deep analytics and personalization at scale. Thanks for listening. Check me out on Linkedin. My Name's Tom Lemo, and until next week, let's keep getting after it. Thank God it's Monday. Peace.

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