We're working with an awesome sales coach who assigned us to read the book The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. I really enjoyed reading it and learned a ton. Sales is not something I have a lot of formal training in, and this book taught me several new things that I didn't think of as sales before and which are very effective.
At a high level, the authors did a bunch of research and analysis and figured out the type of salesperson/behavior that is most effective. It boils down to three core behaviors: teaching unique insights, tailoring the conversation to multiple stakeholders, and taking control of the conversation and process. The teaching part was the newest to me and the most interesting. I enjoyed reading the case studies and examples and can totally see how teaching your customers unique insights can be super effective.
I read it on Kindle and ended up highlighting 276 things (i.e., I learned a lot!). You can read some of those here. I definitely recommend this book to anyone who wants to improve in sales or learn about "commercial teaching."