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We’ve all come across articles like “Top 10 Books To Help You Dominate Sales”, “Best Sales Books 2019”, and “Books That Any Sales Pro Should Read”. It happens all the time. It’s one of the most popular search inquiries as well. People look for the latest sales books written by sales professionals, surround themselves with business literature, build their business by the book, and end up wasting their time.

It’s a bold assumption to make, of course. The Sales Development literature market has lots of books written by brilliant sales managers and sales executives, so to say that their insights aren’t useful is to disrespect their experience and knowledge.

Nevertheless, there is a huge difference between making use of other people’s experiences and following a set of tips. And in this article, we’re going to explore it.