The 108 Best Sales Books in 2021 for Improving Your Skills and Performance
I am always looking for new ways to learn and improve my skills. And when it comes to sales, nothing beats one of the best sales books.
I have researched the top sales books from a range of disciplines to provide you with all the information that is necessary for staying on-trend, leading conversations, and understanding trends. Of course, this also includes improving your game.
This list is not endorsed or sponsored in any way. It’s simply my opinion of the best sales books to read, regardless of whether they are published this year or next.
Best Sales books that made the cut:
- Are on my own bookshelf
- I have learned from sales professionals.
- Experts are talking about this within the community and it is being discussed.
- There are plenty of books that have just been published, but they don’t seem to be getting the attention that other popular authors get. However, it is likely these novels will start gaining more popularity soon.
There are many ways to find the sales books that are relevant for you. You can visit Amazon, search on Google Books or do a quick online bookstore scan.
I’ve divided the list of the best sales books by sales discipline and then alphabetized them under each author.
To find the best sales books for you, first identify what type of book you are looking for. There is a list that will be organized by category and then there should only be about 10-15 different types of books in each section so it’s easy to read up on which ones may apply or interest you.
Here they are top sales books.
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year
The 104 Best Sales Books for 2022
Sales Models and Fundamentals Best Sales Books on Selling
- The Transparency Sale
- The Challenger Sale
- The New Solution Selling
- The Little Red Book of Selling
- The 21.5 Unbreakable Laws of Selling by Jeffrey Gitomer
- Gap Selling
- The New Strategic Selling
- Agile Selling
- Spin Selling
- It is not possible to teach a child how to ride a bike at an event.
- Insight Selling
- Spear Selling
- Triangle Selling
- The Psychology of Selling
- Buyer-centered Selling
- Technical sales is a complex and difficult process. This guide will provide some insights on how to succeed in this field.
- The sale of integrity has been on the rise for many years and is now more important than ever.
Best Sales Books to Read about Strategy and Process
- Hacking Sales
- Hyper-Connected Selling
- The Joshua Principle
- Eat Their Lunch
- Selling to Big Companies
- The Pirates Guide to Sales
- Demand Side Sales
- The Sales Acceleration Formula
- B2B Is Really P2P
- The Sellers Challenge
- Mastering the Complex Sale
I’ve been learning a lot about the sales process and how to develop prospects, as well.
- The Sales Development Playbook
- Outbound Sales, No Fluff
- Fanatical Prospecting
- Sales Development
- The New Handshake
- Top of Mind
- We all know that meeting with a potential employer is always nerve-wracking. But what if you want to meet with someone in your industry who might be able to give advice, or even offer you a job? We’ve come up with some ways for getting meetings set up.
- Combo Prospecting
- High-Profit Prospecting
- Smart Calling
- Predictable Prospecting
- Predictable Revenue
- New Sales. Simplified.
Sales and Marketing Books about Pitching and Closing
- The Challenger Customer
- DISCOVER questions help you to understand the person and their world.
- The Science of Selling
- Secrets of a Master Closer
- Pitch Anything
- The Perfect Close
- Selling to the C-Suite
- Sales Differentiation
- Never Split the Difference
The Best Books for Sales Engagement
- Sales Engagement
Best Books for Sales Reps about Sales Enablement
- The Sales Enablement Playbook
- Enablement Mastery
- I have learned that coaching salespeople can be a very useful technique. It is important to give the right kind of feedback in order for them to succeed.
Best Selling Sales Books about Management and Operations
- Sales Manager Survival Guide
- The Ultimate Sales Machine
- The 5 Dysfunctions of a Team
- When I first began hiring salespeople, my approach was to test different pay and commission structures. This turned out not to be the best way because it turns out that money is not everything.
- From Impossible to Inevitable
- Hire Right, Higher Profits
- Radical Candor
- In the Selling Revolution, as artificial intelligence takes over many traditional sales jobs, it is important to know how to thrive in this new world.
- Winning with Data
- Sales Management. Simplified.
- Jack: Straight from the Gut
Sales Training Books
- Brilliant Selling
- How to be a great salesperson?
- Go for No!
- Sales EQ
- The Motivation Myth
- Exactly What to Say
- Selling with EASE
- Beat the Bots
- Selling to VITO
- To Sell Is Human
- The Introverts Edge
- The importance of emotional intelligence in sales is often overlooked.
- Active Listening 2.0
- Difficult Conversations
- The First 90 Days
- Ditch the Pitch
I learned that other factors such as skills and knowledge also motivate people.
- Predictably Irrational
- This book is a must-read for anyone who wants to live an effective life.
- The Inner Edge
- Thinking Fast and Slow
- Steal Like an Artist
- The Decision Book
- Innovating for People
- Money: Master the Game
- The Sketchnote Handbook
- Jab, Jab, Jab, Right Hook
- Extreme Ownership
- Wooden on Leadership
- More Sales, Less Time
- 80/20 Sales and Marketing
- The No 1. Best Seller
- One day, I made the decision to stop relying on other people’s opinions and take control of my own life.
- The Go-Giver
- The 10X Rule
- Think and Grow Rich
- It Takes What It Takes
- The Slight Edge
- Start with Why
Why You Need to Be Reading Best Sales Books
As a salesperson, I’ve come to realize that there are some specific books every person in the field should read.
Top Performers Are Students of the Game
In order to be the best you can be, it is important that you are intentional about your growth and learning. If you want to become a better leader or salesperson, for example, then studying what goes into those positions will help.
You can find a book that gives you instructions on how to motivate your salespeople. Some of the books in this list are classics, they have been around for a while but still, get read because they’re relevant and up-to-date with today’s marketplace.
Readers Become Leaders
Studies show that CEOs read 5 books a month and earn 350% more than the average American. They also find time to explore, grow, and learn by reading sales-related material. So get out there and see what you can gain from these sales books.
If you keep your skills sharp and up to date, it will be easier for employers or future employees to notice when they need someone with those specific abilities. You stay ready by reading.
Now, let’s dig in!
Sales Models and Fundamentals
The Transparency Sale
It may be hard to imagine, but having your salespeople open with their weaknesses can actually result in faster sales cycles and higher win rates. This is because it makes competing against you almost impossible.
Transparency and vulnerability lead to faster buyer consensus, larger deals, faster payments, longer commitments. It also makes sales forecasting more predictable.
Todd Caponi, a world-renowned sales leader who has won awards for his work in the field of customer service and engagement, will reveal what he believes to be the best practices when dealing with potential buyers. The book will focus on understanding your customers better so that you can provide them with an experience they’ll enjoy
The Challenger Sale
The authors of the article are Matthew Dixon and Brent Adamson.
The Challenger Sale is a new book by the CEO of sales consulting company, Grow. He has studied many different industries and found that classic relationship building does not work well for selling complex business-to-business solutions.
The authors of the study found that all salespeople fall into one of five profiles, and not every type can deliver high performance. The only profile with consistently high performance is the Challenger.
It turns out that Challengers are not just one-of-a-kind salespersons. They can be replicated and taught to other average salespeople if you understand what makes them unique, the authors say.
The New Solution Selling
Keith M. Eades
Mike Bosworth, a best-selling author and one of the world’s leading sales experts, has published an update to his early 90’s classic Solution Selling. In this book, he teaches how knowing where you came from is essential for determining your destination.
Applying a sales methodology to your selling gives you the advantage of knowing what steps need to be taken and when. One such example is this formula: PPVVC=S (Pain x Power x Vision x ValueControl = Sale). Using it will help increase your odds of closing deals.
The Little Red Book of Selling
Every time I read a Gitomer book, there is always something new to learn. This one happens to be the best of them all.
The way Jeffrey writes, his tone, and even the tips he gives are valuable.
One of the first books I read about sales was The Sales Bible. This book is an absolute must-read for any level of experience.
21.5 Unbreakable Laws of Selling
This book is full of essential laws about sales. These are things that will always happen if certain conditions are present.
Whether you are just starting in sales or have been doing it for a while, the Laws of Selling will be invaluable. You may not know them all and forgetting to do some can really affect your career.
When we break the Laws, our sales suffer. The rewards are gone and it becomes difficult to make a call or do good work because what really works is not being done anymore.
I used to think that the salesperson’s job was not only to close but also to overcome objections. But now I know it is my buyers’ responsibility; they are the ones who make up their minds about what product or service they want and then decide if you can help them with that decision.
Gap Selling is a book that can change the way people sell. Keenan breaks down myths of sales and highlights how it’s easier to connect with buyers than ever before.
It’s time to start thinking about different ways that I can leverage my influence at every stage of the buying process.
The New Strategic Selling: The Unique Sales System Proven Successful by Americas Best Companies
Miller and Heiman
This article is for anyone in complex high-value, low-volume sales because it will give you the edge. The process outlined in this article has been known to help reps close 30% more deals.
This is the new edition of a classic business book, addressing how salespeople need to change their approach in order to stay competitive. The authors have added real-world examples and more insight into dealing with competition.
Jill Konrath has been a leader in the sales industry for many years. She provides valuable insight on how to be successful as an employee and entrepreneur
Buyers and sellers are at different points in their journey just like they’re on a roller coaster.
Konrath offers tips and tricks to help salespeople adapt to this ever-changing world. She emphasizes that these changes are not new, but rather they have been happening for the past decade or so.
SPIN Selling is a revolutionary book that outlines the SPIN technique, which helps people understand how to sell more effectively. It also explains what motivates salespeople and provides managers with ways of motivating their teams.
SPIN is a set of techniques that, when followed and applied to your business, will increase sales dramatically.
The author answers the question of what motivates people to be successful in sales and how techniques like closing work with small deals but fail on larger ones.
It turns out that there are key differences between consumer and enterprise sales. Conventional selling methods like high-pressure tactics don’t work for large deals, but I can help you with this problem.
You Can’t Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institutes 7-Step System for Successful Selling
David H. Sandler
In sales, it is not necessary to sell yourself or your product. You don’t have to be enthusiastic about what you are selling and in fact, there is no need for false enthusiasm at all.
David Sandler’s 7-step program for top sales has helped many people to be successful in their careers. The book is full of tips and tricks that can help you become a better salesman or woman.
Insight Selling: Surprising Research on What Sales Winners Do Differently
Mike Schultz & John E. Doerr
This book analyzes the high-performing sales teams and compares them to their peers, all of which are B2B companies. It discusses how pay differs between these two groups.
The Insight Selling Framework is based on three levels of selling: connecting, convincing and collaborating.
If you need a starting point for your sales strategy, this book is filled with tactics that are compatible with most B2B companies.
SPEAR Selling is a battle-tested process that can be used by both sales leaders and professional sellers to increase their account-based selling results.
Shanks has helped many companies increase their sales pipeline by implementing SPEAR Selling. This method is designed to be used in all types of industries, including inside and field sales.
The key to account-based sales is the upfront planning and marketing strategy that differentiates you from your competitors. These strategies can be used as a way of improving activation rates, by finding good opportunities for new accounts.
Triangle Selling: Sales Fundamentals to Fuel Growth
Hilmon Sorey and Cory Bray
You may be thinking that fast growth is the key to success, but without skills and frameworks in place for long-term sustainability, you will eventually hit a plateau.
Triangle Selling has been proven to work in all sorts of industries and company sizes. Regardless of what is currently being done, Triangle Selling will empower salespeople with the fundamentals they need for success.
Doctors, lawyers, and engineers learn the fundamentals of their profession to drive success. So do salespeople with this third book by industry veterans Sorey and Bray.
The Psychology of Selling
Brian Tracy, a motivational speaker and author of dozens of books on the subject, says that we should decide to be successful in everything we do. I take this advice seriously and apply it daily as one of my five philosophies.
In this article, Brian discusses strategies and methods for ensuring that deals are moving through the pipeline at a steady pace. In addition to these suggestions, he also provides helpful advice on what to do when something goes wrong with a deal.
It is a book that will be useful to you throughout your career.
It’s easy to be skeptical of the idea that sales success can come from perfecting your social media profiles and waiting for qualified leads. It seems like a lot has changed in this field, but it is worth examining what these “experts” are saying before you dismiss them.
One of the toughest parts about being a salesperson is that you constantly have to deal with people telling you how your job has changed and what they think would be best for your career. Sometimes it’s just enough to put them off their game.
However, the more “miracle solutions” I used to motivate my salespeople and employees alike, the harder it became for them to perform.
This book is a wake-up call to those who have been caught up in the latest trend and are looking for easy solutions. It brings you back down to earth with proven principles that will help you sell your product better.
Buyer-Centred Selling: How Modern Sellers Engage & Collaborate with Buyers
Tom Williams and Tom Saine
This book combines the challenges of sellers with buyers’ dilemmas because, without their cooperation, many buying processes are doomed by lethargy and fear.
Buyer-centered Selling provides strategies and tactics that help the buyer overcome eleven dilemmas. The reader will quickly see how buying is connected to selling in its focus on helping customers buy.
A Simple Guide to Technical Sales
Russell Jay Williamson
This book is designed to teach the reader how to be successful in sales, and it contains a set of hard-and-fast rules that will propel you out of your engineering comfort zone. This book teaches skills required for success if one has an engineering mentality on or off, black or white thinking.
Russell Jay Williamson has a diverse background in both large and small companies. His experience includes 11 years of design engineering with over 100,000 employees at one company and 1 year of design engineering with only 11 employees at another.
This book, The Sales Engineers Toolkit by Chris Widener, contains all the techniques that he has refined over years of trial and error. This will provide you with shortcuts so you don’t have to waste time becoming a great sales engineer.
Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
There is a technique called Integrity Selling that has been around for decades and it’s used by 2000 companies, including Johnson & Johnson, IBM, and the Red Cross.
This book provides a new perspective on sales for business professionals in the digital economy. Rather than focusing solely on quotas, this book argues that ethical values should motivate you to engage and sell products to customers.
Strategy and Process
Hacking Sales The Playbook for Building a High-Velocity Sales Machine
Building a good sales team is the key to success for any business. This book provides valuable information on how you can build your own fully-functional and modernly designed system of selling.
I realized that I had to let go of technology and focus on the human aspects of sales because people are not just motivated by money. There is a point where you have to stop relying on your ability with words and rely more heavily on who you are as an individual.
In Hacking Sales, you’ll learn how to use technology that was designed specifically for salespeople and the innovative new techniques they are using.
The book has over 150 tools for you to use in order to build a fully efficient sales machine.
Hyper-Connected Selling: Win More Business by Building Personal Influence & Creating Human Connection
David J.P. Fisher
Technology has changed the way that prospects buy. In order to compete, salespeople need to change how they sell by integrating technology into their daily activities.
But the human-to-human nature of sales is what ultimately matters. While technology can help, old-school communication tools are still powerful and should be used to integrate yourself into your prospects’ buying journey.
The Joshua Principle
Tony J. Hughes
After losing a big deal, Joshua Peters is in trouble with his boss. He has doubts about whether or not he made the right decision when it came to choosing this career path.
A mentor’s invitation from the other side of the world powerfully transforms everything as Joshua embarks on a journey to discover leadership secrets of strategic selling. His father is a sales veteran who progressed in all high-level positions, but their relationship has deteriorated due to his constant traveling and work schedule.
In the book, he explains how his mentorship with Joshua led to a successful meeting that finally revealed The Joshua Principle.
There are many different ways to learn about selling. For example, you can read The Value Quadrant for Professional Sales Agents book that talks about how pay and commissions do not always provide enough motivation or the seven sins of salespeople. You can also look at how there is a new ROI that has changed the dynamics in recent years.
Eat Their Lunch
In a competitive industry, it is often hard to grow. However, there are two ways that can be done: being more innovative and looking for new opportunities in the market.
It is not easy for any salesperson to execute a competitive displacement. This means, in other words, eating their lunch which can be difficult if you have an attitude that leaves people seeing you as someone who has only short-term goals and does anything necessary to get ahead. Instead of acting like the mafia don with no concern about how your actions affect others or what will happen long term; this book shows readers how they should act when competing against another company.
This book is a guide to strategic and tactical advice for transitioning sales from an expansive blue ocean of opportunity into the challenging environment where competitive firms are vying. It teaches you how to steal customers away without hurting your company’s reputation, which would lead them back.
Selling to Big Companies
Setting up meetings with corporate decision-makers has never been more difficult. They will not answer the phone, and if they do pick it up, you can bet that they won’t take your call.
It’s time to stop making cold calls or waiting for the phone to ring. Today, big companies are looking for new sales strategies in order to get their attention.
This book will help you to be successful in your sales career by giving strategies for entering big accounts, shortening the sales cycle, and closing more business. You can use this process with a toolkit of ideas.
The Pirates Guide to Sales: A Sellers Guide for Getting from Why to Buy
In this rapidly changing world, our selling methods fail to keep up with the expectations of human beings. Most sales books are written by people who have never actually sold anything or those that just want to tell their own story and provide little data about how they were successful.
The Pirates Guide to Sales is a must-read for anyone who wants an easy way to learn how sales are done. The book has all the best research and experience distilled into one, which makes it easier than ever before.
This book will provide a practical guide to success in sales. It has pulled from the thoughts of other great thinkers and put together an easy-to-read, informative manual on how to sell more effectively.
Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress
For a lot of us, selling is icky. It’s not our fault that we are uncomfortable with telling people what they want to hear or trying to pressure them into buying something because it feels like extortion. We were never taught how and the last time someone tried this on us left a bad taste in our mouth.
If you want to make sales an empowering experience for your customers, then try using the right approach. That way it will be less icky and more profitable.
The Sales Acceleration Formula
HubSpot’s growth is a result of the successful scaling strategy that was initiated by its CEO, Mark Roberge. This same strategy helped propel Hubspot into going public.
I am a business owner, sales executive, and investor with an idea for the next $100 million revenue company. I wanted to find success quickly but was having trouble scaling my sales because it is traditionally considered as art rather than science.
The Sales Acceleration Formula completely changes the way that I think about hiring salespeople. In today’s digital world, where every action is logged and masses of data are available to us at our fingertips, it doesn’t need to be an art form anymore when you’re building a team; there’s a process for how we can predict their success rate.
B2B Is Really P2P: How to Win With High Touch in a High Tech World
After earning a degree in Neuro-linguistic Programming, Somma explains the nuances of body language and vocal intonations that lead to rapport. He also teaches you how word choice can make or break sales.
Whether you are a seasoned sales veteran, or just starting out in the field of selling, there is something to be learned from Frank’s Communication Skills.
It is no longer enough to just do a good job and sell your product. It’s not about the deal anymore, it’s all about building relationships.
The Sellers Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales
The article mentions Thomas Williams and Thomas Saine.
The Sellers Challenge is a field manual that takes current research and applies it to real-life examples. It helps sellers maximize their chances of winning by planning, researching, and executing activities with the best possible outcome in mind.
Here are 10 obstacles that can kill a sale, as well as ways to overcome them.
Mastering the Complex Sale, 2nd ed.
When you are up against the tough competition, it is important to distinguish yourself. Thull’s book provides a value-based approach that positions the company as the most credible solution and removes any internal barriers for customers who want to move forward.
“Sven Kroneberg, President of Seminarium Internacional says that ‘Jeff Thull has significantly redefined sales and marketing strategies which have been translated to an international audience. If you want great results, read his book!”
Salespeople are not just motivated by money. Selling is no longer about convincing someone to buy something; it’s more of a guide in making quality decisions and creating collaborative value with customers, according to Jeff Thull.
Sales Development and Prospecting
The Sales Development Playbook
This book is about the best kind of growth, not just any old slow and steady increase in sales. It’s about high growth; it shows you how to achieve explosive expansion.
For a business-to-business company, the only way to grow is through sales development. With this method of growth, there will be no limits on how successful your company can become.
The book is based on author Trish Bertuzzi’s three decades of experience in the industry. It offers a six-step plan for increasing revenue by building a pipeline and accelerating sales with inside sales.
Outbound Sales, No Fluff
Rex Biberston & Ryan Reisert
This book provides the framework, knowledge, and skills for any sales professional to be successful. It includes practical advice on how you can fill your pipeline with qualified opportunities that lead to a sale.
When filling a funnel, you can either focus on inbound leads or outbound prospecting.
Biberson and Reisert are of the opinion that outbound prospecting is a great way to grow sales because it’s something every individual salesperson can control. This means most job descriptions include phrases like we want someone who loves hunting for new business opportunities,
This book provides a detailed explanation of the importance and process behind prospecting, which is essential for any salesperson to understand.
One of the most important things to do in sales is prospecting. When we ignore this and it becomes an afterthought, our pipeline will eventually dry up and become empty. This makes many otherwise competent people fail.
Jeb Blount shares his approach to prospecting that is geared towards real people and helps them find prospects in the real world.
Sales Development: Cracking the Code of Outbound Sales
Cory Bray and Hilmon Sorey
Sales development is one of the fastest-growing careers in America. It’s a fast-paced, often on the leading edge career with high potential for making money.
Unlike other professions such as accounting, medicine, or law that people can study in college and receive a degree for, most salespeople do not have the opportunity to prepare themselves by getting an education before entering this profession. This means they are thrown into it without any training and support from their company.
Sales Development is written specifically for those who want to break into the world of sales development. It teaches you how to get a job, perform well and grow your career. This book will help you become a rock star in this industry.
The New Handshake: Sales Meets Social Media
Joan C. Curtis and Barbara Giamanco are both experts in the field of human resources management, which is why they authored “Strategic Pay: Aligning Employee Performance with Business Needs.”
Facebook has more than 400 million active users, 50% of which log in on any given day. Social media is redefining the way people communicate and interact with one another as well as how consumers operate in the marketplace. Sales professionals have been slow to adopt new technology.
In The New Handshake: Sales Meets Social Media, Curtis and Giamanco show that selling in today’s digital world is not just about face-to-face or telephone sales. They provide the example of using social media to expand what can be sold.
The book starts by examining the effects of the communication revolution on sales and then goes into history. It also has examples to support incorporating social media in business, as well as chapters explaining each social network and how they work so that a strategy can be made for them. The final chapter includes overcoming resistance.
Top of Mind
Why are some businesses and leaders more successful than others? One reason is that they have a great reputation. But how do you earn this level of trust that influences people to think it the right way at the right time?
When it comes to motivating your audience, you have to focus on engaging them in a meaningful way. This means that you need relationships with clients and provide them value consistently.
John Hall, CEO of Influence & Co., has used content to grow his company. He shows you how he does it and also explains why a strong brand is so important.
“This article was so insightful,” said Amy Volas. This guide will show you how to create content that speaks directly to the minds of decision-makers who matter.
A business is always about relationships, which are vital to success. This book will help you stay in contact with clients and maintain a strong connection.
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing
The hard part just got easy!
It is the job of a salesperson to sell, but what if they were able to get more people on their side?
When Stu Heinecke was looking for a way to reach those elusive executives, he realized that the best approach would be not by calling them but by contacting and mailing personalized letters.
John Stopper believes that the approach of an emotional, fired-up salesperson is not sustainable. The cool and analytical professionals will outperform them.
Tony J. Hughes
I’ve found that the best way to motivate salespeople is by combining old and new strategies.
How do you get the attention of a high-level executive who’s intent on blocking out all external noise?
Old-school prospecting tactics are not enough. The right technique is needed.
I have a new way of prospecting that combines traditional sales techniques with the newest social media and technology hacks.
The book Chief Executive Buyers is a guide for companies looking to sell their products or services. It includes information on the channels buyers use, what they are willing to pay, and how you can succeed with them.
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Even with the change in how we prospect, success is still dependent on a salesperson’s pipeline of prospects.
A lot of salespeople think that just because they’re top producers, their job is done. But in reality, the best ones are still out there prospecting all day long.
As time has gone on, buyers have evolved and so must the way that salespeople go about prospecting. Hunter in this book shatters myths of what used to work for us when we were just starting out but is no longer viable today. He merges new strategies with proven practices that many people may not be aware of because they are abandoned or forgotten (much to their demise). This resource should be a must-have for anyone who sells anything at all.
Prospecting is still the best way to get new customers. This book will help you take back control of your pipeline.
Many people think that cold calling is dead, but in many ways, it is still very much alive. Calling itself has not gone anywhere and salespeople need to know how to conduct a great phone call.
Art Sobczak, a sales trainer, and coach says that the first 10 seconds of your call are crucial because this is when you can either make or break what will happen on the phone. He offers new approaches to help people engage with their prospects over the phone.
This book, unlike others that perpetuate myths like prospecting, is a numbers game and salespeople need to be comfortable with rejection will empower readers by giving them the tools they need to get more yeses.
Tyler and Donovan found that the assumption of high base pay was incorrect.
Building a successful pipeline of potential clients requires specialized skills, including the ability to target and qualify prospects. This guide will teach you how to find opportunities for your company.
The article teaches you how to find your target market, the best ways of making contact with them and achieving success. The strategies are divided into four sections – targeting prospects; optimizing lead generation methods; improving performance by looking at sales techniques like overcoming objections or negotiating prices.; finally, there is a section on tracking progress.
Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine. The benefits of following the framework are increased sales numbers and diversified marketing lead generation channels which will help justify ROI for your company’s marketing budget.
Aaron Ross & Marylou Tyler
This book is often referred to as the bible of SaaS sales development. It offers many ideas for managing both the top and bottom parts of the funnel.
Ross and Tyler unveil the best practices that they’ve used to achieve their success.
This book is a great resource for anyone who has to deal with sales and demand generation. It provides some helpful guidance on how to do your job more effectively.
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
Most people are not motivated by high base pay and lucrative commissions, so it is important to find other sources of motivation. Mike Weinberg has found that the best way to motivate salespeople is with refreshing honesty or humor.
The article talks about how to find a list of genuine prospects, then draft a compelling story that speaks directly to them. It also discusses the importance of making time for business development activities and going into each meeting with some ideas on what will be discussed.
Prospecting can be challenging, especially if you are trying to overcome the natural anti-salesperson reflex. However, this easy plan will make it easier for you by removing any mystery and having prospects eagerly waiting on your call.
Pitching and Closing
The Challenger Customer
A study by Adamson, Dixon, Spenner and Toman found that a paycheck is not the only thing motivating people to work.
The authors of The Challenger Sale have continued their research and found that being a challenger isn’t enough. They are still trying to find the perfect solution for how to motivate salespeople.
In order to motivate your salespeople, you also need to challenge them with complex deals.
The book provides a blueprint for identifying hidden influencers and getting them to go against their company from the inside.
DISCOVER Questions Get You Connected
Prospects do not always respond to questions, and sometimes they will get annoyed when you ask them a question.
This book discusses how to form meaningful questions that will help you connect with customers and get the information you need.
The book is based on 25 years of research and observations, including the analysis studying of more than 10,000 sales calls.
The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
If your sales playbook and techniques are not working, it is time to make a change. This book will give you data-backed strategies that can improve the success of your organization.
This book is full of anecdotes and stories that will help you understand how your customers make decisions. It has real-life examples to teach you what makes the perfect customer for a company, so they can buy more from them in the future.
Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere
If you want to know how easy it is for a prospect to become a customer, and even tell their friends about your company… then I recommend reading this book.
Salesmanship is not just about closing the deal or making it happen. It has specific steps and stages that lead to a happy customer who feels like they are helped.
When you provide honest and enlightening customer service, that goes a long way to winning customers. People will remember the good feeling they had when dealing with your company for years.
Klaff says that the process of creating and presenting a great pitch is not an art, but rather it’s more like a science. He discusses his method in detail by using recent findings from neuroeconomics research as well as real-life examples to show how our brain makes decisions when listening to pitches.
I now know that there are many things to consider when selling, and I can stay in control of all aspects by using this information.
A good friend of mine, who is a consummate salesperson told me about this one because it has transformed the way he interacts with people. It’s helped him in his job even when he isn’t actively selling.
The book, “The S.T.R.O.N.G Method” teaches you how to identify the hurdles that prevent a sale and offers tips for reading power dynamics during meetings.
This book will show you how to regain control of your meetings and the agenda.
The Perfect Close: The Secret to Closing Sales The Best Selling Practices & Techniques for Closing the Deal
The Perfect Close is a sales technique that can be used to close any sale. It involves being genuinely authentic and having the highest levels of success.
The book is not just a story; it’s an in-depth course that explains the process of making your sales to closure.
I recommend this book to all salespeople because it is the perfect first step in learning how to be effective. This book teaches you about more than just selling-it also gives you advice on customer service and closing.
This book is for experienced professionals who want to take their closing skills to the next level. It will help you become a more effective and successful salesperson.
Selling to the C-Suite
Nicholas Read and Stephen Bistritz
As we all know, the new trend in B2B sales is to focus on executive-level clients. What I didn’t realize was that these executives don’t want old and tired pitches; they need practical advice for solving their problems.
Find out how to build a strong relationship with top corporate leaders and understand what techniques they prefer. Hear from more than 500 C-suite executives themselves as you learn the selling techniques that work.
Lee B. Salz
In his book, Sales Differentiation: 19 Ways to Win More Deals by Protecting Margins, Lee B. Salz outlines nineteen tactics that salespeople can use in order to differentiate themselves from their competitors and be more successful without sacrificing margins.
The strategies in this book are presented through easy-to-understand stories and can be put into practice quickly. The first section focuses on what to sell, while the second explores how to sell it.
No matter what your experience level, Sales Differentiation will help you to better understand the market and build more profitable relationships. This allows for higher prices on deals that are won.
Never Split the Difference
With negotiating, you can find a balance of what both parties want and need. In life, it’s important to be flexible in order to get things done.
The book Never Split the Difference by Chris Voss and Tahl Raz takes emotional intelligence to a new level. It teaches you how to negotiate like an expert, not just in business but also with friends or family.
The book, written by a former FBI international hostage negotiator and full of 9 counterintuitive principles that take emotional intelligence to the next level. It can be used in high-stakes negotiations as well as all aspects of life.
Michael Cavopol, an experienced real estate agent in the New York City area said that this strategy is VERY good.
Sales Engineer Daniel Episcope at DialSource considers this to be one of his favorite strategies.
Sales Engagement: How The Worlds Fastest Growing Companies are Modernizing Sales Through Humanization at Scale
In a recent article, Manny Medina and Max Altschuler detail the key components of employee motivation. They conclude that an effective incentive program should include at least three areas: base pay, commissions bonuses for achieving objectives set by the company as well as incentives given to other employees in order to foster a sense of camaraderie.
Buyers today, with the internet at their fingertips and an overload of information to sort through, will only engage in customer-focused organizations that they can build a relationship with.
The Sales Engagement book is full of advice and strategies for how to sell effectively, with the most success.
Sales engagement is a process by which companies attract and interact with potential buyers in order to connect, gain attention, and generate enough interest to create or nurture buying opportunities. These interactions can take many forms such as social media posts on LinkedIn for example. Sales Engagement has been proven successful at creating numerous billion-dollar businesses like Adidas.
The Sales Enablement Playbook
Cory Bray & Hilmon Sorey
Cory Bray and Hilmon Sorey, veterans in the sales industry provide insights into how to create a culture of sales enablement throughout your organization.
This book is a series of stand-alone chapters that provide frameworks and tactics to help you grow your company. Whether you are an executive, practitioner or someone who doesn’t work in sales but wants to be involved with the growth process, this playbook will show how people can impact it.
When a company-wide initiative is taken up and sponsored by the CEO, it changes things. Teams will align and results can accelerate.
In his book, Enablement Mastery, Cohen gives a straightforward and effective way to get people on board with relevant learning by coaching them through it.
This book will show you how to build organizational value and increase revenue by teaching your employees the skills they need. This is geared towards sales enablement professionals, who are able to teach leadership teams about creating a learning culture so that customer engagement can be increased.
Coaching Salespeople into Sales Champions
I found that a salesperson needs to have some foundational skills, and also knowledge of the product. However, these are not enough for them to be fully motivated.
Training is helpful, but mentoring will make your sales team much more successful.
This book shows you how to build a proactive coaching culture in your organization so that employees are constantly bringing the right attitude and tactics with them.
Management and Operations
Sales Manager Survival Guide: Lessons from Sales Front Lines
David A Brock
As a front line sales manager, you are in charge of keeping your numbers up while also having to take care of coaching and team building. You have the responsibility for recruiting new employees as well. It is often difficult because there is no one who can show you how to do these things.
This guide will help you manage your salespeople by looking at the various aspects of their work. It does this in a clear, honest way that takes into account all sorts of different factors.
Here, you’ll find practical guidance in how to survive and thrive as a front line sales manager. This book will help you climb the ranks of management or become an effective one if that is your goal.
The Ultimate Sales Machine
Chet Holmes helps his clients improve their business by focusing on the few skill areas that make a big difference. He says, “instead of trying to master four thousand strategies for success, zero in on the essential skills.”
The book, The Ultimate Sales Machine by Chet Holmes is a practical and powerful guide that teaches you how to improve every part of your business. For just an hour per week on each area of improvement, it will help tune up and soup up virtually any aspect
The book has been endorsed by top salespeople, so it would be worth your time to read.
“This book has been my go-to resource for 12 years. It is only used by high caliber sales organizations and requires an enormous amount of self-discipline to follow the program.” -Ralph Barsi
One of the many benefits of “The Art and Science of Selling” is that it can be applied in a wide variety of industries. Even if you’ve never been involved with sales before, this book will still help make your business successful.
The 5 Dysfunctions of a Team: A Leadership Fable
by Pat Lencioni
If you are part of a struggling company or team, it is likely because one or more dysfunctions are at play: lack of trust between coworkers, fear that conflict will lead to an argument which leads to the avoidance of accountability. This could also be due to inattention towards achieving results.
In The Five Dysfunctions of a Team, Lencioni weaves an engaging story that is as instructional as it is inspiring. It also reveals the five dysfunctions which are at the heart of why teams-even good ones-often struggle.
This is a powerful message for all those who strive to be exceptional team leaders. They need not complicate their task with grandiose leadership methods because the simplest of messages are often the most profound.
Blueprints for a SaaS Sales Organization
Fernando Pizarro and Jacco Van Der Kooij
SaaS companies live and die on revenue growth. The window for scaling is very small, so missing it means the difference between massive success or mediocrity.
When a company is just starting out, it’s crucial to have a well-organized sales team. Yet most companies don’t think about their teams until they’re in the midst of rapid growth and need someone to manage them properly. This book will teach you how to design your own high-performance SaaS (software as service) team from scratch.
From Impossible to Inevitable
Aaron Ross & Jason Lemkin
There are a lot of companies that have tripled their revenue in the past three years. If you need to do this, would you know how?
It turns out that if you want to grow your business, it’s not just about the size of your workforce. There is a template for success in growing businesses that can be followed by anyone.
This book teaches you how to get past a plateau and avoid the up-and-down revenue rollercoaster by answering three questions about growing your business from tens of thousands into millions.
Hire Right, Higher Profits: The Executives Guide to Building a World-Class Sales Force
by Lee B. Salz
Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed and evaluate the best way to invest in their new salespeople. It will save them time so they can get a fast return on that investment.
The book is a practical guide that teaches you how to implement the revenue investment concept, impacting both top and bottom lines. It’s fun to read with plenty of anecdotes.
Hire Right, Higher Profits is a book that has been in the market for over twenty years and can be used by any company or industry. The information presented in this book isn’t based on scientific studies but rather practical knowledge gained from Lee Salz’s experience as a salesman.
Whether you are a seasoned executive or a new sales manager, this book will help you build an effective and successful team of salespeople.
Radical Candor: Be a Kickass Boss without Losing Your Humanity
This new strategy is simple: you don’t have to be a pushover or an overbearing jerk. Radical Candor avoids the perils of Obnoxious Aggression, Manipulative Insincerity, and Ruinous Empathy by being kind while also clear.
Radical Candor is about both praise and criticism, encouraging you to grow your skills as a leader while also challenging others to be better. Radical Candor focuses on love for work but not shyness in criticizing it too.
It is important for bosses to be honest with their employees, as this allows them to fulfill three key responsibilities: 1) Holding the line on quality and productivity standards; 2) Sharing information about company direction and challenges; 3) Making sure team members are satisfied.
- Create a culture of Constructive Feedback
- Build a cohesive team
- This article is about how people in the workplace need to work together and not be selfish.
Radical Candor has helped to create the best management practices. It is required reading for all of these organizations.
The Selling Revolution: Prospering in the New World of Artificial Intelligence
The implementation of AI has been a great help to my job, but it’s still difficult for me because I don’t know what’s going on in the background.
Do you worry about the coming threat from AI that will disrupt sales? Do you want to learn how to face this challenge fueled by advanced technologies?
In this book, DJ Sebastian tells of the coming revolution in sales and then provides strategies for B2B professionals to keep up with the changes.
Winning with Data: Transform Your Culture, Empower Your People and Shape the Future
Tomasz Tunguz & Frank Bien
When you build your business on a shaky foundation, it’s just waiting to crumble.
With data, you can be sure that your work is grounded in the realities of what’s happening on the ground and will help you to create a sustainable business model with optimal profitability.
This book explains how to use big data in your business and what it can do for you. Big data has the potential to be revolutionary because when used correctly, it is able to provide valuable information about customers that will help turn sales into revenue.
Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
Author Mike Weinberg has a lot of experience as a sales management consultant. He is often called in to figure out why reps are taking the right actions, following their process, and hitting quota. Often he finds that it’s because there were mistakes made by leadership or not done at all.
This book is a no-B.S., quick read that breaks down the most common problems with sales leadership and offers surprisingly simple solutions.
In Sales Management Simplified, Weinberg calls out the mistakes that managers make and teaches you how to fix them.
This article teaches you how to implement a simple framework for sales leadership, foster a healthy and high-performance culture among your employees. You can also learn about productive meetings that will allow the company to be more effective with its time. Lastly, it helps identify who is not performing well in order to fix this problem.
In this book, the author provides a detailed explanation of how to be successful as a sales manager. He starts by telling you what not to do and then finishes with advice on how best to approach your job.
Jack: Straight from the Gut
Jack Welch & John A. Byrne
Jack Welch was a master at business leadership. He made GE the most valuable company in the world by driving culture before anything else.
In this autobiography, Welch shares his story of being born into a working-class family and moving on to become the CEO of General Electric. Throughout all stages in life, he is honest about his past mistakes while acknowledging that sometimes you have to take risks.
Jack is a story about people, from those who demanded the best of themselves and others to those who refused to compromise.
This article discusses what it takes to succeed in sales, no matter the challenges.
Brilliant Selling: What the Best Salespeople Know, Do and Say
Tom Bird & Jeremy Cassell
Stop settling for less and go all out.
One of the most popular books on sales is over a decade old, but its insights still matter to those in front-line positions.
The authors, who have over 50 years of combined experience in training and coaching salespeople, offer advice that will help you to dramatically improve your results.
Brilliant Selling will show you how to be more successful in sales by instantly improving your performance and getting the job done.
If you are new to sales or have struggled in the past, this book will help. It is packed with practical tips and advice from experienced professionals who know what works for them as well as sharing trade secrets on how to guarantee your success. As well instead of learning all these skills at once, there are easy steps that break down each skill into manageable pieces so that readers can master their techniques without feeling overwhelmed.
Technology has made the sales process more complicated than ever before. Now, buyers have access to all of their options and can control how they purchase products themselves. This is why you need new psychology for selling – Sales EQ.
In this book, the author gives you advice and frameworks to achieve high performance with any sales process or industry.
Sales EQ is the human side of sales that have not been addressed in The Challenger Sale, Strategic Selling, and Spin Selling. With so many companies failing because their employees have never learned how to engage with customers on an emotional level, Sales EQ can help close this gap.
Blount makes a compelling argument that Sales EQ is more important than any other skill set, and it helps to be the best at your job. It’s not enough just to know about how your product works or what industry you’re in; if you want success as a salesperson, then focus on developing emotional intelligence.
How To Be A GREAT SalespersonBy Monday Morning!
This article talks about the basics of sales, which include asking open-ended questions to build rapport and discussing benefits. The author also covers how to schedule follow-up calls meetings so that you have control over your sale instead of being at their mercy. He finishes by telling when it is appropriate for a salesman or woman to stop selling and start closing.
Go for No! Yes is the Destination, No is How You Get There
You would think that success is all about what you do. That’s the lesson twenty-eight-year-old copier salesman Eric James Bratton is about to learn and he will be learning it from his future self. Imagine going to bed one night, then waking up in a strange house with no idea of how you got there only this time your host turns out not just any household but your own home as an extremely successful person if you are willing to start doing something.
The Motivation Myth: How High Achievers Really Set Themselves Up to Win
In a sales slump? Don’t wait for motivation. Get up and take action, because if you don’t do anything, nothing will happen to motivate you.
Motivation is not the secret sauce that will get you to start your project or take the first steps towards success. Motivation comes from actually taking those first steps.
When I first began hiring salespeople, I just assumed pay along with commissions and bonuses would be enough motivation. However, it turns out that a paycheck is not the only thing that matters.
Exactly What to Say: The Magic Words for Influence and Impact
Phil M. Jones
It’s no secret that the success or failure of any interaction is based on how you choose to say what needs to be said.
Hard work, talent, and perfect timing are not enough to get the job done. You need persuasive skills in order to negotiate a deal.
This book is a helpful resource for those who have found themselves feeling lost in conversation, or coming away from the discussion without achieving their desired outcome. It offers both principles and examples to help you improve your skills.
Selling with EASE
Chris Murray and Jeb Blount
In order to be successful in sales, it is necessary for a business transaction to follow 4 steps. The understanding and execution of these four steps make the difference between success and failure.
Why is it so hard to remember the last time that we were treated well by a salesperson?
Did the majority of those salespeople not want to use what they knew? Or are common sense strategies just that-not so commonsense after all.
This book is the only way to make sure that you are successful in sales and business, which will lead to happy customers who would recommend your company.
Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career
As a salesperson, you need confidence and passion to win. But as buyers become savvier with their research and people are buying less in general, it’s easy to feel beaten down in the world where customers no longer seem to care about your pitch or discounts that used to be enough motivation.
Am I going to lose my job because of a robot?
In Beat the Bots, Anita Nielsen gives readers a series of trench tales that illustrate how to best succeed in this new sales landscape. She also provides high-impact questions and thought processes that show you how to use your knowledge about personalized value as a way to differentiate yourself from other competitors.
This book, which has been named one of the Top Sales Books of All Time by Book Authority is a must-read for sales professionals and leaders who are ready to consistently achieve their growth objectives.
Selling to VITO
The authors of this book have been there before and know what it takes to get sales managers’ attention. They will show you how to be a top performer in the company by giving advice that has never been published.
In this book, you’ll learn how to stop wasting time and energy on small sales. You’ll also be able to reduce rejections by 20% while boosting your revenue by 65%. This will all happen with less work because the author’s strategies are proven.
I read a book by Parinello and it helped me to get more valuable referrals from other high-level executives. I make the money that I deserve now.
To Sell Is Human
Daniel H. Pink
Most people are selling something. Whether it’s a product, service, or an idea, one in nine Americans work as salespeople and the other eight of us sell on some level too.
The book To Sell Is Human gives a fresh perspective on the art and science of sales. He discusses why extroverts are not always successful in this profession, how to understand people’s motivations so you can help them better, and shows that being nice is an important part of any business.
Along the way, Pink describes six types of pitches that are more persuasive than just a traditional elevator pitch. The three rules for understanding another’s perspective and five frames that can make your message clearer and more persuasive also apply to work at home as well.
The Introverts Edge: How the Quiet and Shy Can Outsell Anyone
Matthew Pollard & Derek Lewis
Introverted salespeople are not an oxymoron. Introverts need to learn how to use their strengths in order for them to succeed.
The Introverts Edge is powerful because it does not require introverts to change who they are. Rather, the book teaches them how to better use their strengths and feel just as comfortable in sales situations without having to become extroverted.
Introverts are often not confident, but this book is designed to help them become more so. It teaches introverts how to prepare for any situation and even ask the customer if they would like a product without feeling uncomfortable.
Emotional Intelligence for Sales Success: Connect with Customers and Get Results
When it comes to success, there are few things that predict your chances better than how you react in the face of adversity.
This book, endorsed by Jill Konrath and written with sales professionals in mind is about the importance of emotional intelligence for successful sales.
Emotional Intelligence for Sales Success is the first book to offer salespeople a step-by-step guide on how emotional intelligence can help them sell more effectively. This groundbreaking resource will teach you how to increase impulse control, improve questioning and listening skills, make prospects like you more by showing empathy during your conversations with them., learn which EI skills are related directly to likability and trustworthiness – all of these insights will give sellers an edge over their competition.
You might think that a website with all the information is enough to make you competitive. However, when it comes down to making deals and talking about products in person there are qualities like emotional intelligence which will be more important than just having knowledge.
Douglas Stone & Bruce Patton
Inevitably, you will have difficult conversations with your employees. This could be a talk about the current state of their performance or it might be an ultimatum to end poor habits that are hurting them and or the company.
In this book, you’ll learn how to be a better communicator by focusing on productive problem solving and not letting your emotions get in the way.
Active Listening 2.0: Overcoming Stalls and Objections by Asking the Right Questions at the Right Time
For most of the twentieth century, salespeople were in charge of gathering data about their products. If a prospect wanted to learn more information, they had to reach out first and then wait for an email or phone call from the company’s salesperson.
In today’s society, customers are more educated than ever. They can find out a large amount of information about your product and industry before they even have to talk with you.
A great way to improve your sales is by listening better than ever before. The goal of a salesman or woman is to find out exactly what the prospect wants and needs, but you can’t do that if you’re not paying attention.
The First 90 Days
This book is a map for leaders who are new to an organization. The first 90 days are critical, and the faster you can reach the breakeven point where your contributions exceed what you take from the company in terms of resources, time, or money
Watkins’s book is a guide to the world of sales, from getting through an interview and being good at your job. It provides readers with examples that can be used in any situation.
Ditch the Pitch: The Art of Improvised Persuasion
We all know that no one wants to hear a sales pitch, so why do we still rely on them? Let’s stop teaching people how to make pitches and focus more on educating customers about the benefits of our products.
Ditch the Pitch is a six-step program designed to teach how to have fresh, spontaneous conversations. The skills taught will show you what it takes for each customer and help navigate your conversation so that they are focused on the right message at just the right time.
The author, Yastrow, spent years studying improv artists to find out how they are able to create spontaneous situations that lead their audiences into buying something. He then translated these techniques for his book so anyone can become a master of persuasive customer interactions.
Other Valuable Skills and Knowledge
Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions
When it comes to sales, people are unpredictable. But what makes them want to buy? What drives their purchase decisions in different situations?
This is one of the best sales books that takes a look at the behaviors of humans and how economics can affect them. It also talks about people’s emotional needs, which you should take into account when dealing with customers.
To make a sale, you need to understand your customer.
How to Win Friends and Influence People
One of the best sales books ever written is Dale Carnegie’s 1936 How to Win Friends and Influence People. The world would be a better place if everyone read this book.
The book, How to Win Friends and Influence People by Dale Carnegie is a must-read for any salesperson. This famous author has many teachings that will help you in your career; the first step should be reading this book.
This is one of the best sales books wherein the author explains why people feel compelled to say yes.
In his book, Cialdini has combined evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser. His research is written in a narrative style to provide readers with an easy-to-follow reading experience.
The eagerly awaited revision of Influence is widely used in the classroom and sold to people who are already successful. It reminds readers that persuasion can be a powerful tool.
Cialdini’s compliance techniques are categorized into six groups, each one based on a psychological principle that affects human behavior. These principles include reciprocation (giving back to someone who has given you something), consistency (doing what we’ve done before even if it was not good for us in the past), social proof (watching other people do things and doing them ourselves because they seem like the right thing to do at this time), liking or attractiveness of others’ company or products, authority figures which make their suggestions sound authoritative so we follow them without question despite being unconvinced by our own thoughts about why those decisions should be made, and scarcity – limited availability makes an item more desirable.
The 7 Habits of Highly Effective People
In the early 2000s, I attended a leadership conference with Dr. Covey as a keynote speaker and we were asked to stand up and cover our eyes while pointing in one direction. Once uncovered, everyone was pointed in different directions.
This book has made me a more effective person in every aspect of my life. It was written to help people understand how they can become better at everything by following certain habits, like the habit of understanding before being understood.
Illuminate: Ignite Change Through Speeches, Stories, Ceremonies, and Symbols
Nancy Duarte and Patti Sanchez
As a leader, you have the potential to not only anticipate and prepare for what’s coming next but also inspire those around you with your vision.
Illuminate is a book that can help you understand how to be an effective leader and inspire others. It will show you how great leaders like Jobs, Howard Schultz, and Dr. Martin Luther King Jr., used speeches, stories symbols in order to lead people through transformation.
The Inner Edge
Joelle K. Jay
This book is not strictly about sales, but for anyone in a leadership position, it should be required reading. The author has worked with many executives who want to take their skills up to another level and she includes the same exercises that they do.
In The Inner Edge, Dr. Jay provides a variety of ways to lead with customized coaching and exercises that help leaders overcome challenges in their work environment. He also helps readers understand the difference between leadership as a label or way of life.
Jay’s training teaches leaders the importance of knowing themselves and how to use their strengths, as well as understanding others. He helps them find a way that will work for everyone involved.
Thinking Fast and Slow
When it comes to sales, there are two thought systems that can help you win. The first is the idea of social proof and what people think will happen if they do something or buy a product.
This book by renowned psychologist and Nobel Prize winner Daniel Kahneman examines the psychology of money, looking at how it impacts our happiness.
Overconfidence can lead to poor corporate strategies, difficulties predicting what will make us happy in the future, and how cognitive biases affect things like playing the stock market or planning our next vacation. Understanding these effects is possible only by understanding both systems.
This book discusses the ways in which we make decisions and how to avoid mental errors.
Steal Like an Artist: 10 Things Nobody Told You About Being Creative
Austin Kleon says that creativity is not a talent reserved for geniuses, but rather it exists in everyone.
Steal Like an Artist is a guide that has had more than 1 million copies sold, and teaches readers how to be creative. The book provides positive messages with illustrations, exercises, and examples of successful artists.
The Decision Book: Fifty Models for Strategic Thinking
Krogerus and Tschppeler
The Decision Book condenses 50 of the best decision-making models into a single volume that is useful for any task. You will find well-known, but also lesser-known models to help you tackle important questions.
This little black book is an easy-to-read guide that will teach you everything you need to know. It’s small and stylish, so it can go with you anywhere.
This book simplifies any problem and helps you make the right decision. It is unique because it can be used for anything, whether assessing a business idea or preparing an important presentation.
Innovating for People: Handbook for Human-Centered Design Methods
Innovation is a way to find new and innovative ways of doing things. This handbook teaches people how to be more creative by giving them advice on what they can do in their work or at home.
Successful innovation starts with an idea that is focused on the people it will affect. The beginning of a great design process is making sure to discern what humans need and then designing solutions that meet or exceed those expectations.
This handbook is your guide to innovation. Its a concise reference book with thirty-six methods of Human-Centered Design.
It’s important to find two solutions for every problem you encounter. You might not always be able to resolve issues on your own, but the more options and different ways of thinking that come up will get you out of a rut.
This book has a series of creative thinking exercises that will help you come up with ideas. It is prefaced with quotes from Sun Tzu, the strategist, and philosopher.
Even if you choose not to read the exercises, this book will have a series of inspirational quotes from Sun Tzu.
Money: Master the Game
If you are going to have a successful sales career, it will be lucrative. You need to know how to manage your money because if not, all of that wealth can vanish.
It is said that if you took all the money in the world and distributed it equally among everyone, eventually everything would end up back where it started.
Tony Robbins interviews the world’s top money masters to find out what they do differently from others. These 7 steps will teach you how to create your own financial freedom.
The Sketchnote Handbook: Illustrated Guide to Visual Note Taking
This beautiful book contains step-by-step instructions on how to use sketchnotes, or hand-drawn images of key information. You can do this for both yourself and with other people.
Mike Rohde shares how sketch noting can help you process information and have fun taking notes, regardless of your artistic abilities.
Jab, Jab, Jab, Right Hook
When you speak to an audience, whether it is your friends or executives, the story might be the same but how you tell that story will differ. You need to give them information before asking for anything.
Gary Vaynerchuk, the author of this article, has created a way to communicate with your audience online. He does so by creating social media posts that are engaging and informative.
It’s not just about creating great content but adapting that content to specific social media platforms and mobile devices. For example, the same video may be tailored for Facebook or Twitter.
Extreme Ownership: How U.S. Navy SEALs Lead and Win
Jocko Willink & Leif Babin
If you think sales is an uphill battle, then it’s time to get the right strategy and mindset. Who better than two highly decorated Navy SEAL officers? One of them (Jocko Willink) ranked among the scariest human beings imaginable.
Jocko Willink and Leif Babin have experienced some of the most dangerous missions in Asia, the Middle East, Africa, and Europe. They came to realize that effective leadership comes from focusing on what is important for success.
This book is a #1 New York Times bestseller that will help you understand what your purpose in life should be and take the right actions to achieve it. Its possibly one of the best books for salespeople out there because not only does it talk about selling, but also about achieving success in all aspects of life.
Wooden on Leadership
If every player on the team plays to their best ability, then they will not need to be concerned with the scoreboard or whether they are winning.
In the late 60s, John Wooden was a successful basketball coach at UCLA. His legacy is based on his Pyramid of Success which he had created to teach people how they can reach their goals through following these steps: focusing on an objective and then practicing that skill over and over again.
“It’s the little things that make a big difference.” Coach Wooden
Execution: The Discipline of Getting Things Done
Ram Charan & Larry Bossidy
This book will provide you with the discipline to get things done.
Ram Charan is a business legend and has advised some of the most successful CEOs in history, while Larry Bossidy was CEO at Honeywell and GE.
Execution is an integral part of any organization, but it should also be at the core of your personality. What people say they will do and what they actually accomplish are often two different things. Just get ‘er done!
More Sales, Less Time: Surprisingly Simple Strategies for Today Crazy-Busy Sellers
A lot of sellers miss their quotas because they are constantly busy with paperwork and have little time to spend on face-to-face contact.
Many salespeople are swamped with administrative work and customers that want personalized service. This leaves the seller to find time for their desired business outcomes.
This book, by one of the most recognizable names in sales today, provides a fresh perspective on time management and selling. It has plenty of effective tactics for managers to use.
80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More
If you are a sales and marketing professional, then by reading this book you will be able to reduce your time spent on the wrong things. By following these steps, in just five pages you can save 80% of your time because it only takes 20% of work to get 10X success.
Pareto Principle is powerful, and it’s included in the book. I recommend using online 8020 software to take advantage of this principle.
- The most effective way to increase productivity is by eliminating time-wasters.
- Look for new ways to increase your profits.
- When advertising, make sure you are targeting people who will be quick to buy and not wasting time with those that may never.
- It is important to be ranked high on search engines, but it can take a lot of time and money. The best way to do this quickly is by using the Pareto principle (popularly known as “the 8020 rule”). This means that 20% of your traffic should account for around 80% of sales.
- It is important to understand the competition and how they are trying to differentiate themselves. It may be possible that you can do something different than your competitors, so this should not go unnoticed.
- If you want to be respected in your industry, make sure that all of the work you do is at a high level.
A marketing and sales consultant with a best-selling book, Perry Marshall created tools that show you exactly how much money is being left on the table. He also teaches people to reinvest this wasted cash for more success.
The No 1. Best Seller
There are a few common traits that top salespeople share.
There are many books out there that claim to have the answer for what it takes to be a successful salesperson, but few of them actually demonstrate their advice by example. The No.1 Best Seller is one such book because its author has been in the industry and understands how things work from firsthand experience.
How I Raised Myself From Failure to Success in Selling
If you think that all your bad luck is already decided, Frank Bettger’s autobiography will offer a glimmer of hope. After 10 months as an insurance salesman and dismal failure, he considered quitting.
The man in question was initially experiencing financial difficulties, but he turned his life around by changing the way that he thought and acted. Eventually, this change led to him becoming Fidelity Mutuals’ top salesman for 20 years.
His life story is often used as an example of how someone can change for the better and achieve success.
The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea
Bob Burg & John David Mann
If you’re interested in sales, this book will help you stay motivated. The author shares stories about the importance of selling and how it can make or break a company.
When you’re on the job, what makes you feel fulfilled? What is success to you and how can we achieve it in a powerful way?
The Go-Giver is a book about how to succeed in life and business by becoming generous. It has been praised for its wisdom across many industries, including The Wall Street Journal and Businessweek bestsellers list.
The 10X Rule
If you want to be the best, then think and act like it.
Stop telling yourself why you can’t achieve greatness and limiting your beliefs. To get to the next level, think about things 10 times more than before.
The book, 10X Your Life by Grant Cardone is a self-help motivational guide that will teach you how to increase your income and build wealth. The author provides exercises at the end of each chapter for readers who want a more in-depth understanding.
Mindset: The New Psychology of Success
If you’re still not convinced that the mind is stronger than matter, then this book will show you just how strong it can be.
Written by the leading expert on this topic, the book is based on decades worth of research that has been done in various fields such as school and sports. It also includes information about success in different areas like work of art.
Discover how to change your mindset in a way that will allow you to improve yourself and make radical changes.
Think and Grow Rich
All that knowledge won’t be worth jack without practical plans of action.
This book was published a year after Dale Carnegie’s like, um, EIGHTY years ago. The ideas and principles it teaches are timeless and can be applied to any business or industry.
It Takes What It Takes
Trevor Moawad is the most trusted mental coach in sports. He has worked with many of the top athletes and coaches to help them reach their full potential. Trevor shares lessons he’s learned from his work as well as personal setbacks, that have helped him become an expert on how to succeed.
Moawads motivational approach is elegant and simple. He replaces the negative mindset that people are used to with a neutral one, which involves coolly assessing problems without being judgmental or reactive.
When we let go of past failures and losses, it allows us to focus on the present. If you can embrace this idea then your performance will skyrocket.
The Slight Edge
The Slight Edge is a way of thinking that will allow you to make the right decisions every day, so as to lead yourself on your path towards success and happiness.
This article teaches you how to make your dreams come true by using the tools that are already within you.
The Slight Edge is not just a story, but also how the story continues to impact people’s lives. The book teaches you how one way of thinking can affect your daily choices and lead you towards success.
Start with Why
Why are some people and organizations more innovative, influential, profitable than others? Why do they have stronger customer loyalty or employee morale? Even among the successful few who repeat their success over time why is it so hard to find those qualities in other areas of life as well.
There are a lot of people who have been successful, but they all had one thing in common: WHY. They realized that you can’t just expect to sell something because it’s worth the money or has good reviews – there needs to be some sort of emotional attachment as well.
Start With Why is a book that says the leaders who have had the most influence in this world all think, act and communicate differently than other people. The idea of why should be first to motivate others.
Which One Wins Your Vote for the Best Sales Book?
These books will help you to improve your sales skills, build up your leadership presence, create effective teams and solve problems in different ways. You’ll also be able to do the job better.
So which book would you say is the best? Well, there are a lot of factors to consider. For example, what does your goal for this year look like and how do those goals align with each other?
So, what is the best sales book out there?
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year
Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!
We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!