It really depends on what you're selling and to whom. I sell consulting services on a business to business (b2b) basis. I do a reasonably ok job but I'm not an

It really depends on what you're selling and to whom. I sell consulting services on a business to business (b2b) basis. I do a reasonably ok job but I'm not an out and out sales guy. It sounds to me like you need to get a better idea of what you're going to sell and to whom before you look at how. For example: What's your route to market? (Cold calls? Mailshots? SEO? Form signups?) Who are you selling to? (SMEs? Enterprise businesses? Teenagers?) What are you unique selling points (USPs)? (Price? Quality? Uniqueness?) From there you can start looking at theory, things like the 4Ps, Sales funnels etc. depending on your answers. Some things that have worked for me: Cold Caling Techniques (That Really Work) by Steven Schiffman Spin Selling by Neil Rackham Why People Don't Buy Things by Wallace and Washburn Before you go off buying these books, bear in mind that you haven't sorted out your approach yet. By all means have a look, but sort out your own answers to the questions first.