Career Development 29 Comments
Best Sales Books: 60+ Elite Picks to Step Up Your Sales Game [2019 Update]
Editors Note: These 60+ Best Sales Books are not endorsed or sponsored in any way – this is an expert-curated list that will enable sales reps at any experience level to crush their revenue goals!
Before you barrel through the following list of books, take a deep breath.
Most of us will scroll right to the list, hastily scanning the titles with an
“Oh, I know that one…that one, too…hmm, never heard of it…that one’s good.”
Check it out though – before you get too skeptical, we’ve got it covered. Our list of best sales books doesn’t just target one niche, so be prepared for a diverse set of top picks on how to build a sales process, sales strategy, sales management, sales acceleration, leadership, inspiration and more!
Slow Your Roll
We’re all used to tweets and texts, and flying through content. Books, however, require focus and attention. So peruse this list and consider how each book might improve your approach to problems, or work, or people.
Become a Student of the Game
If you truly want to be a better leader, better salesperson, better speaker, better writer, or just a better person, you need to study the craft. And if you look hard, you’ll find there’s already a book with the instructions.
Make the Best Use of Your Limited Time
It’s not like you need the home study, the leather chair, or the warm reading lamp over your shoulder for “reading time.”
- Listen to audiobooks&sales podcasts on your commute
- Subscribe to your favorite blogs and have articles emailed to you
- Discover awesome subjects by joining Goodreads
- Hear what others inquire about on Quora
- Follow the must-know authors and sales leaders mentioned in LinkedIn Top Voices
- Read cool stories in minutes on Medium
Sales Books Turn Readers Into Leaders
Studies continue to find that most CEO’s read 5 books a month, and earn 350% more income than the average American. So, don’t take this list with a grain of salt. Get under the hood and explore all these books have to offer.
Work on yourself harder than you work on your job: If you stay ready, you won’t need to get ready. You stay ready by reading.
This complete list of 30 best sales books are listed in no particular order, and I’m not encouraged or paid to recommend them. They also don’t represent ALL the ones I’d suggest. It’s all out there, though, part of a slew of great lists that will recommend excellent titles for you. Remember, what you seek is seeking you.
Our List of 60 Best Sales Books (2019 Update)
- Thinkertoys by Michael Michalko
- The 10X Rule by Grant Cardone
- Wooden on Leadership by John Wooden
- How to Win Friends and Influence People by Dale Carnegie
- The Sales Acceleration Formula by Mark Roberge
- The Little Red Book of Selling by Jeffrey Gitomer
- Predictable Revenue by Aaron Ross and Marylou Tyler
- Think and Grow Rich by Napoleon Hill
- Jab, Jab, Jab, Right Hook by Gary Vaynerchuk
- Agile Selling by Jill Konrath
- The Ultimate Sales Machine by Chet Holmes
- The New Solution Selling by Keith M. Eades
- The First 90 Days by Michael Watkins
- Difficult Conversations by Douglas Stone and Bruce Patton
- Smart Calling by Art Sobczak
- Money – Master the Game by Tony Robbins
- The 7 Habits of Highly Effective People by Stephen Covey
- Jack: Straight from the Gut by Jack Welch and John A. Byrne
- The Psychology of Selling by Brian Tracy
- Overcoming the Five Dysfunctions of a Team by Patrick Lencioni
- Zig Ziglar’s Secrets of Closing the Sale by Zig Ziglar
- 21.5 Unbreakable Laws of Selling by Jeffrey Gitomer
- Execution: The Discipline of Getting Things Done by Ram Charan and Larry Bossidy
- SPIN Selling by Neil Rackham
- The Joshua Principle by Tony J. Hughes
- Hyper Connected Selling by David J.P. Fisher
- Bonus: Combo Prospecting by Tony J. Hughes
- Bonus: Hacking Sales – The Playbook for Building a High Velocity Sales Machine by Max Altschuler
- Bonus: The Sales Enablement Playbook by Cory Bray and Hilmon Sorey
- Bonus: The No 1. Best Seller by Lee Bartlett
- Bonus: Outbound Sales, No Fluff by Rex Biberston and Ryan Reisert
- Steal Like an Artist by Austin Kleon
- The Decision Book by Mikael Krogerus and Roman Tschäppeler
- Innovating for People by LUMA Institute
- The Sketchnote Handbook by Mike Rohde
- Illuminate by Nancy Duarte and Patti Sanchez
- Exactly What to Say by Phil M. Jones
- Blueprints by Fernando Pizarro and Jacco Van Der Kooij
- How to Get a Meeting with Anyone by Stu Heinecke
- Sales Engagement by Manny Medina, Max Altschuler & Mark Kosoglow
- How I Raised Myself From Failure To Success In Selling by Frank Bettger
- Discover Questions Get You Connected by Deb Calvert
- From Impossible to Inevitable by Aaron Ross & Jason Lemkin
- The Go-Giver by Bob Burg & John David Mann
- Brilliant Selling by Tom Bird & Jeremy Cassell
- Mindset by Carol Dweck
- The Science of Selling by David Hoffeld
- Extreme Ownership by Jocko Willink & Leif Babin
- Sales Management. Simplified. by Mike Weinberg
- Winning With Data by Tomasz Tunguz & Frank Bien
- Insight Selling by Mike Schultz & John E. Doerr
- Coaching Sales People into Sales Champions by Keith Rosen
- Emotional Intelligence for Sales Success by Colleen Stanley
- Integrity Selling for the 21st Century by Ron Willingham
- More Sales, Less Time by Jill Konrath
- Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dan Ariely
- Selling to the C-Suite by Nicholas Read & Stephen Bistritz
- The Introvert’s Edge by Matthew Pollard and Derek Lewis
- The Motivation Myth by Jeff Haden
Find two solutions to every problem you encounter. It’ll get you thinking and acting like a leader. And you’ll be surprised how often you can resolve issues on your own.
This book is filled with creative thinking exercises, called thinkertoys, that help evoke answers already within you. Each chapter is prefaced with a deep quote from strategist and philosopher, Sun Tzu. Even if you choose not to read the exercises, you’ll have a book of killer Sun Tzu quotes.
Buy Thinkertoys here: bit.ly/thinkertoys
#2 The 10X Rule
How much money did you make in the last 24 hours? If you want a better-than-average anything in life, then you need to think and act better-than-average. Stop telling yourself why you can’t achieve greatness and limiting your beliefs.
Your thoughts and actions need to increase 10X to get to the next levels. Business leader, Grant Cardone, walks you through how to “10X your life,” and provides exercises for you at the end of each chapter.
Buy The 10X Rule here: bit.ly/10XRule-
#3 Wooden on Leadership
If every player on the team plays to the best of their ability, the team won’t need to look at the scoreboard or talk about winning.
The late UCLA Basketball Coach, John Wooden, inspired his team to win 10 NCAA national titles in a 12-year span. Coach Wooden’s legacy was built on his Pyramid of Success, which he explains in great detail. Speaking of detail, Coach Wooden once said, “It’s the little details that are vital. Little things make big things happen.”
Buy Wooden On Leadership here: bit.ly/Wooden-
Bonus: Combo Prospecting
Unleash an incredible combination of old and new sales strategies.
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day?
Old-school prospecting tactics or new-school techniques alone won’t provide the answers.
But Combo Prospecting will…by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
The book reveals today’s new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works.
With actionable insights in every chapter, it explains how to:
- Do deep-dive research into social.
- Locate leverage points that matter
- Secure decision-maker meetings
- Earn executive engagement
- Build a knockout, online brand
- Nurture a network that helps you thrive
- Profit from referrals –
- Publish insights that set you apart and steer the agenda
- Employ an efficient, lethal library of scripts and templates
Buy Combo Prospecting here: http://amzn.to/2B8ZKsZ
#4 How to Win Friends and Influence People
If everyone practiced the lessons in this book, the world would be a better place. Dale Carnegie wrote it in 1936, and it remains applicable to today’s world.
“Become genuinely interested in other people,” “Begin in a friendly way,” and “Praise every improvement” are just a few of Carnegie’s teachings. If you change, everything will change for you. Reading this book is your first step.
Buy How to Win Friends and Influence People here: bit.ly/win_friends
#5 The Sales Acceleration Formula
Like famous equations that changed the world, this formula teaches you how the power of inbound lead generation, marketing and sales data, pipeline and activity metrics, and sales technology can change your business for the better.
Buy The Sales Acceleration Formula here: bit.ly/roberge-sales
#6 The Little Red Book of Selling
It doesn’t matter what Gitomer book you read, you’ll learn better ways to sell. This one happens to be the one I’ve referred to the most. Jeffrey’s style of writing, his tone, and his tips can’t be ignored – value oozes from them.
Similar to Jill Konrath (see #10), I’ve subscribed to Jeffrey Gitomer’s free eNewsletter, for YEARS (about ten now). It still shows up in my inbox every Tuesday morning. This particular book is the largest-selling sales book of all time, worldwide.
It’s a classic that remains relevant over time. This is an absolute must read for all salespeople at any experience level.
Buy Little Red Book of Selling here: bit.ly/lil_red
#7 Predictable Revenue
Known by many as “the bible” of SaaS sales development, this book provides a bevy of proven ideas for managing the top of the funnel. Aaron unveils proven best practices created and used by Salesforce.
It’s a guide that remains relevant, by many standards, and is a must-read for anyone in demand generation and sales development.
Buy Predictable Revenue here: bit.ly/predict-rev
Bonus: Hacking Sales – The Playbook for Building a High Velocity Sales Machine
Because it’s our blog, and Max wrote this in 6 days from Bali, you know we had to add this to the list! In Hacking Sales, you’ll learn how to build a fully streamlined sales process using new technology built for salespeople along with innovative new techniques. Max showcases over 150 sales tools throughout the book, enabling you to build the ultimate sales stack to support a fully efficient sales machine.
Buy The Playbook for Building a High Velocity Sales Machine here: http://amzn.to/2mQToVU
#8 Think and Grow Rich
Wouldn’t you agree you will acquire knowledge by reading all the books on this list (or even half of them)? All that knowledge won’t be worth jack – nor will it attract the income you’re likely after – without practical PLANS OF ACTION.
This book was published in a year after Dale Carnegie’s (see #4) – like, um, EIGHTY years ago. Apply what you learn from it, right here and now, in our world of SaaS, social media, texts, tweets, and eMedia, and elevate yourself, your company, your product, your brand, and your customers to unthinkable heights.
Buy Think and Grow Rich here: bit.ly/thinkngrow-rich
#9 Jab, Jab, Jab, Right Hook
Though it might be the same story, you’ll need to tell it differently to a group of executives vs. a group of your friends. The term means to give, give, give, and then ask.
“Gary Vee” explains, in great detail, how to do this online, and includes methods for telling your story on every major social media platform. If you’re looking to build your brand, then you’ll want to know how to “speak the language” of each channel, and each audience.
Buy Jab, Jab, Jab, Right Hook here: bit.ly/gv-jjjrh
#10 Agile Selling
I have followed Jill Konrath since 2007, when I subscribed to her “Selling to Big Companies” blog. To this day, she sheds value on the sales industry like a bright, warm sunshine.
Buyers and sellers are on their own journeys – each resembling their unique roller coaster ride. Jill shares techniques and tactics to help salespeople adapt to these changes and arrive at the desired outcome. Everything she writes here is reinforced in her blog, eBooks and kits, and videos.
Buy Agile Selling here: bit.ly/konrath-agile
Bonus: The Sales Enablement Playbook
In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem
Get The Sales Enablement Playbook here: http://bit.ly/2gv94L
#11 The Ultimate Sales Machine
I’ve read this book a good 20 times, and have referred to it throughout my sales leadership career. It offers a 12-part program only used by high-caliber sales organizations, and requires “pig-headed discipline and determination” to work.
Chet Holmes left us with a recipe for success that is unparalleled. This book explicitly spells it out, and many of its lessons are reinforced today by Chet Holmes International.
Buy The Ultimate Sales Machine here: bit.ly/UltimateSales-
#12 The New Solution Selling
To know where you’re going means you need to know where you came from. This is the update to Mike Bosworth’s early 90’s classic, Solution Selling.
Applying a sales methodology to your selling gives you a tried and true advantage, and enables you to plan your work and work your plan. Among the popular methodologies, this happens to be a favorite. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal.
Other legendary methodologies include:
Buy The New Solution Selling here: bit.ly/new-solution
#13 The First 90 Days
This book is a road-map for leaders starting in a new organization. Time is critical in the first 90 days, and the faster you can reach “the breakeven point,” where you become a contributor of value vs. a consumer of value, the better.
Watkins provides real-world scenarios, several potential approaches, and different types of dialogue, to help you anticipate and prepare for any situation in your new environment.
Buy The First 90 Days here: bit.ly/First90-
#14 Difficult Conversations
Douglas Stone & Bruce Patton
It’s inevitable. You’re going to have difficult conversations – with senior leaders, with sales reps, with prospects and customers. Of course, most of us want to prevent these talks, or avoid them altogether.
When you’re focused, however, on productive problem solving instead of emotion or “winning” the argument, you’re able to calmly arrive with your “opponent” at a path forward. This book lays out the best, most professional, tactful, and respectful ways to handle difficult conversations.
Buy Difficult Conversations here: bit.ly/diff-convo
Bonus: The No 1. Best Seller
What does it take to be a top salesperson?
Many books claim to have the answer, but few demonstrate, by example, exactly how it is achieved. The No.1 Best Seller is a masterclass in professional selling, as seen through the eyes of a top salesman. With a career spent selling financial technology to the C-Suite and Investment Banking community, Lee Bartlett shares the mindset and methodology that has allowed him to consistently outperform his competitors to win the largest mandates in his industry.
Buy The No.1 Best Seller here: http://bit.ly/2sYvRas
#15 Smart Calling
Many argue that “cold calling” is dead, and in many ways it is. “Calling,” however, is alive and well, and salespeople NEED to know how to conduct a great phone call.
Sales trainer and coach, Art Sobczak, shares “dumb mistakes” most salespeople say in the first 10 seconds of their calls; and offers new, better approaches to ensure you engage people on the phone vs. spilling info about you, your company, and your product all over them.
Buy Smart Calling here: bit.ly/smart-calling
#16 Money – Master the Game
Assuming you’re going to crush it in your sales career, you’ll make a lot of money. You better learn how to manage it or it will disappear. It was once said, “If you took all the money in the world, divided it up equally among everybody, it would soon all be back in the same pockets.”
Tony Robbins spells out 7 simple steps to financial freedom, and interviews the world’s money masters, so you can model their success for yourself.
Buy Money – Master the Game here: bit.ly/robbins-money
#17 The 7 Habits of Highly Effective People
I attended a leadership conference in the early 2000’s, and Dr. Covey was the keynote speaker. He had us stand up, cover eyes, and point to where we thought was north. He then asked everyone to keep pointing while they uncovered their eyes. Everyone was pointing in a different direction.
In order to influence an organization of any size to head in the same direction, everyone must develop fundamental habits – like seeking first to understand before you’re understood. This book is a masterpiece in how to become highly effective in everything you do.
Buy The 7 Habits of Highly Effective People here: bit.ly/7-habits-
#18 Jack: Straight from the Gut
Jack Welch & John A. Byrne
Jack Welch is a master at business leadership. By driving culture before anything else, he shaped GE to become the “most valuable company in the world.”
This book illustrates Jack’s career path, his candid view on what matters most to businesses, his succession plan for up-and-coming executives (including personal, handwritten letters to his leaders), and the deep dives he encourages us to take when working on our business.
Buy Jack: Straight from the Gut here: bit.ly/jack-ceo
#19 The Psychology of Selling
Here, Brian walks through strategies and methods for moving deals through the pipeline and adding more “Closed Won” deals to the board. It is a classic book you’ll reference throughout your career.
Buy The Psychology of Selling here: bit.ly/psych-selling
#20 Overcoming The Five Dysfunctions of a Team
If you’re part of a struggling company or team, it’s likely because one or more of these dysfunctions is at play: absence of trust, fear of conflict, lack of commitment, avoidance of accountability, or inattention to results.
This is one of TEN powerhouse business and sales books from Pat Lencioni. He continues to share his gift with the world, working with his team at The Table Group, to lift businesses to the highest levels.
Buy Overcoming the Five Dysfunctions of a Team here: bit.ly/5-dysfunctions
#21 Zig Ziglar’s Secrets of Closing the Sale
The man. Zig Ziglar is a sales legend, and his lessons continue to resonate today. I never took the opportunity to see him live, but still listen to and watch his teachings.
In this book, Zig underscores the fact that “we’re all in sales.” He breaks down the very questions, attitude, and steps required to influence a “Yes!” from people.
Buy Zig Ziglar’s Secrets of Closing the Sale here: bit.ly/zigsecrets
#22 21.5 Unbreakable Laws of Selling
It doesn’t matter what Gitomer book you read, you’ll learn better ways to sell. This one happens to be the one I’ve referred to the most. Jeffrey’s style of writing, his tone, and his tips can’t be ignored – value oozes from them.
There are laws for every discipline (physics, civil, criminal, mathematical, economic). If particular conditions are present, the laws will always occur, plain and simple. This book deeply explains the essential laws of our craft – selling.
Buy 21.5 Unbreakable Laws of Selling here: bit.ly/git21-5
#23 Execution: The Discipline of Getting Things Done
Ram Charan & Larry Bossidy
The title mentions “the discipline of getting things done.” That alone should inspire you to read this book. Ram Charan is a business legend, and has advised the greatest CEO’s of all time, while Larry Bossidy has led at incredibly successful companies like Honeywell and GE.
Execution is a discipline that must be a core component of organizations, but should also be at your core. What people say they’ll do and what they actually do are often two different things. Just get ‘er done!
Buy Execution: The Discipline of Getting Things Done here: bit.ly/Execution-
#24 SPIN Selling
SPIN Selling is essential reading for anyone involved in selling or managing a sales team. This book outlines the revolutionary SPIN technique (Situation, Problem, Implication, Need-Payoff).
By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume.
Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won’t work for large sales and why conventional selling methods are doomed to fail in major sales.
Buy SPIN Selling here: http://amzn.to/2hXlY4e
#25 The Joshua Principle
Tony J. Hughes
Joshua Peters is a salesman in crisis – after losing a key deal his boss threatens him with the sack and he has doubts concerning his choice of career.
His father is a sales veteran who progressed all the way to CEO but with their relationship is at an all time low and he struggles to help. Then a mentor’s invitation from the other side of the world powerfully transforms everything as Joshua embarks on the journey of discovering leadership secrets of strategic selling.
He applies the principles to the biggest and most complex deal of his life and his mentorship culminates with a powerful meeting that finally reveals The Joshua Principle.
Learn about the Value Quadrant for Professional Sales Agents©, The New ROI©, the seven sins of selling, the ten laws of relationship and strategic selling, how to develop and execute effective strategy, the history and evolution of professional selling, how to gain insight to challenge thinking and create business value, how to successfully sell at the top, and much more.
Buy The Joshua Principle here: http://amzn.to/2tJIuqP
#26 Hyper Connected Selling: Win More Business by Building Personal Influence & Creating Human Connection
Technology has fundamentally shifted how prospects buy…which means that salespeople have to catch up and change how they sell. With the right approach, integrating technology into your daily sales activity multiplies your ability to engage and provide value.
But no matter how much technology we put in place, at its core selling is a human-to-human activity. Old-school communication tools haven’t gone out of style, in fact they’re you’re most powerful resource. Discover how to become a trusted Sales Sherpa™ for your prospects and integrate yourself into your prospects buying journey.
Buy Hyper Connected Selling here: http://amzn.to/2AtBQJu
Bonus: Outbound Sales, No Fluff
Rex Biberston & Ryan Reisert
This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It’s all practical advice – no cutesy stories, no rants, and no product pitches.
There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it’s the half of the formula that an individual sales rep can control (that’s why so many sales job descriptions include the phrase “we’re looking for a hunter”).
Buy Outbound Sales, No Fluff here.
#27 Steal Like an Artist: 10 Things Nobody Told You About Being Creative
You don’t need to be a genius, you just need to be yourself. That’s the message from Austin Kleon, a young writer and artist who knows that creativity is everywhere, creativity is for everyone. A manifesto for the digital age, Steal Like an Artist is a guide whose positive message, graphic look and illustrations, exercises, and examples will put readers directly in touch with their artistic side.
Buy Steal Like an Artist here: http://bit.ly/stealikeanartist
#28 The Decision Book – Fifty Models for Strategic Thinking
Mikael Krogerus & Roman Tschäppeler
The Decision Book distils into a single volume the fifty best decision-making models used on MBA courses and elsewhere that will help you tackle these important questions—from the well known (the Eisenhower matrix for time management) to the less familiar but equally useful (the Swiss Cheese model).
It will even show you how to remember everything you will have learned by the end of it. Stylish and compact, this little black book is a powerful asset. Whether you need to plot a presentation, assess someone’s business idea or get to know yourself better, this unique guide will help you simplify any problem and take steps towards the right decision.
Buy The Decision Book here: http://bit.ly/decisionbook50
#29 Innovating for People – Handbook for Human Centered Design Methods
Innovation is an economic imperative that calls for more people to be innovating, more often. This handbook equips people in various lines of work to become more innovative. It provides specific guidance for bringing new and lasting value into the world.
The key ingredient to successful innovation is the everyday practice of Human-Centered Design: the discipline of developing solutions in the service of people. Every story of a good innovation—whether it’s a new product, a new service, a new business model or a new form of governance—begins and ends with people. It starts with careful discernment of human needs, and concludes with solutions that meet or exceed personal expectations.
This handbook is your essential resource for innovation. It’s a compact reference book describing thirty-six methods of Human-Centered Design.
Buy Innovating for People here: http://bit.ly/innovatingfor
#30 The Sketchnote Handbook – Illustrated Guide to Visual Note Taking
This gorgeous, fully illustrated handbook tells the story of sketchnotes–why and how you can use them to capture your thinking visually, remember key information more clearly, and share what you’ve captured with others.
Author Mike Rohde shows you how to incorporate sketchnoting techniques into your note-taking proces—regardless of your artistic abilities—to help you better process the information that you are hearing and seeing through drawing, and to actually have fun taking notes.
Buy The Sketchnote Handbook here: http://bit.ly/rohdesign
#31 Illuminate: Ignite Change Through Speeches, Stories, Ceremonies, and Symbols
As a leader, you have the same potential to not only anticipate the future and invent creative initiatives, but to also inspire those around you to support and execute your vision.
In Illuminate, acclaimed author Nancy Duarte and communications expert Patti Sanchez equip you with the same communication tools that great leaders like Jobs, Howard Schultz, and Dr. Martin Luther King Jr. used to move people. Duarte and Sanchez lay out a plan to help you lead people through the five stages of transformation using speeches, stories, ceremonies, and symbols
Buy Illuminate here: http://bit.ly/illuminateignite
#32 Exactly What to Say: The Magic Words for Influence and Impact
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
Buy Exactly What to Say here: http://bit.ly/exactlywhat
#33 Blueprints for a SaaS Sales Organization
Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity.
With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors’ years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.
Buy Blueprints here: http://bit.ly/saasblueprints
#34 How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing
The hard part just got easy!
You know how to sell—that’s your job, after all—but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren’t so impossible to reach after all?
Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.”
Buy How to Get a Meeting with Anyone here: http://bit.ly/meetwithanyone
#35 Sales Engagement: How The World’s Fastest Growing Companies are Modernizing Sales Through Humanization at Scale
Modern-day buyers—who have more information available to them than ever before—will only engage with customer-focused organizations they can build a relationship with. Sales Engagement is a hands-on guide that contains transformative solutions, best practices, and actionable strategies to sell to buyers how they wish to be sold to. Sales Engagement is how savvy companies attract and interact with potential buyers in order to connect, gain attention, and generate enough interest to create and nurture a buying opportunity. Best of all, modern Sales Engagement has proved to be successful with numerous billion-dollar-plus companies, many of which are featured in this book.
Buy Sales Engagement here: http://bit.ly/sales-engagement-
#36 How I Raised Myself From Failure to Success in Selling
If you think you got all the bad cards when the game started, this classic autobiography offers a ray of hope. Frank Bettger struggled as an insurance salesman and considered quitting after 10 months of dismal failure. But he turned his life and career around by radically changing his attitude and behavior, eventually becoming Fidelity Mutual’s top salesman for 20 years. His legendary transformation is the textbook case often used to inspire salespeople and business professionals to achieve remarkable levels of excellence.
Buy How I Raised Myself From Failure to Success In Selling here: http://bit.ly/success-in-selling
#37 DISCOVER Questions Get You Connected
Not all questions lead to answers. Some just annoy prospects. This book presents a framework with which you can formulate meaningful, relevant, and interesting questions that help build rapport and glean crucial information from customers. The book is based on 25 years of research and observations, including the analysis of more than 10,000 sales calls.
Buy Discover Questions here: http://bit.ly/discover-questions
#38 From Impossible to Inevitable
This book details the tactics your team needs to accelerate sales through genuine ownership of what each member does. With inputs from the authors’ own success stories, the book shows you how the fastest growing companies — including Salesforce and Adobe EchoSign — are driving their explosive growth.
Buy From Impossible to Inevitable here: http://bit.ly/impossible-to-inevitable
#39 The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea
A career in sales can be overwhelming and you’ll need to get refreshed every so often. This book will momentarily take your mind off the mechanics of selling and pull you into the very heart of business. What is it that truly makes you feel fulfilled as you do your job? How do you define success and what is the most powerful way to achieve it? While a work of fiction, The Go-Giver has been praised by thought leaders across industries, and has been on The Wall Street Journal and Businessweek bestsellers list. In an economy that has become profoundly customer-centric, the book’s mantra of putting the interest of others first and giving value to their lives sounds powerfully relevant.
Buy The Go Giver, Expanded Edition Here: http://bit.ly/go-giver-expanded
#40 Brilliant Selling: What the Best Salespeople Know, Do and Say
Why settle for less when you can deliver brilliance? This book might be a decade old but its award-winning insight still matter in the frontlines of sales today. Drawing on the authors’ extensive experiences as sought-after sales trainers and performance coaches, the book details actionable tactics and engagement techniques that will dramatically improve your results.
Buy Brilliant Selling here: http://bit.ly/brilliant-selling
#41 Mindset: The New Psychology of Success
If you had any doubts that mind is stronger than matter, then this book will bring everything into perfect clarity. Written by foremost expert on the topic, the book draws from decades of research that explore the phenomenon of success in different fields from school to sports and from work to art. Discover how to modify your mindset in a way that fosters radical improvement in your skills, abilities, and lifestyle.
Buy Mindset here: http://bit.ly/mindset-sales-success
#42 The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
If your playbook and sequences disappoint more than they delight you, then it’s high time for an overhaul. This book outlines a number of data-backed selling strategies that might change the landscape of success at your organization. It’s also packed with mind-opening anecdotes culled from the sales floor. Learn how buying decisions are processed in the minds of your customers and calibrate your playbook to match their journey. Boost your sales performance and improve brand loyalty by understanding the factors that influence your ideal customers.
Buy The Science of Selling here: http://bit.ly/science-of-selling
#43 Extreme Ownership: How U.S. Navy SEALs Lead and Win
If you think sales is an uphill battle, then you need the right tactics and a strategic mindset to win. And who else should you turn to other than two highly decorated Navy SEAL officers, one of whom (Jocko Willink) is ranked “among the scariest human beings imaginable.” Having served in some of the most dangerous but remarkably successful missions in Asia, the Middle East, Africa, and Europe, Jocko Willink and Leif Babin distilled what they’ve learned of effective leadership in combat and translated its essence for high-performing teams, organizations, and businesses. This #1 New York Times bestseller is exactly the book you need to clarify your purpose and take the right action to win.
Buy Extreme Ownership here: http://bit.ly/extreme-ownership-jocko
#44 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. Often, he’s called in to a company to figure out why reps are taking the right actions, following the process, hitting quota. And often, he finds that the answer lies in actions the management and leadership teams are taking (or not taking). In his book, Weinberg distills his decades of experience into no-B.S. breakdowns of the most common issues with sales leadership, and offer surprisingly simple fixes.
Buy Sales Management. Simplified. here: http://bit.ly/sales-management-simplified
#45 Winning with Data: Transform Your Culture, Empower Your People and Shape the Future
When your foundations are weak, anything you build is bound to crumble. Data grounds your work with the realities in the field and makes it possible to drive optimal but sustainable profitability. This book presents the game-changing impact of big data on the world of business and how you can leverage oceans of market and performance data to build strategies that truly resonate with customers and translate to revenue growth.
Buy Winning with Data here: http://bit.ly/winning-data
#46 Insight Selling: Surprising Research on What Sales Winners Do Differently
Based on an in-depth analysis of more than 700 B2B purchases amounting to $3.1 billion, this book probes how high-performing sales teams differ from their peers. The result is a simple three-level approach characteristic of the Insight Selling framework: connect, convince, collaborate. If you need a selling template to start with, the tactics described in the book fits the requirements of most B2B sales organizations.
Buy Insight Selling Here: http://bit.ly/insight-selling-winners
#47 Coaching Salespeople into Sales Champions
Learning foundational sales skills and building product knowledge both go a long way. But they are seldom enough to move you at full throttle. Training helps, but if you really want to keep a sales team sharp at all times, regular mentoring will do the trick. This book shows you how to build a proactive coaching culture in your organization so your team always brings the right tactics and attitude to every engagement they are in.
Buy Coaching Salespeople into Sales Champions here: http://bit.ly/sales-champions
#48 Emotional Intelligence for Sales Success: Connect with Customers and Get Results
Few things predict your chances at success better than your emotional response to adversity. This book — endorsed and introduced by sales luminary Jill Konrath — explores the deep-seated link between emotional intelligence and sales performance. Found in its chapters are the secrets to building confidence, empathy, and rapport — the elements you need to bolster customer engagement and lift win rates.
Buy Emotional Intelligence for Sales Success here: http://bit.ly/emotional-intelligence-sales
#49 Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy
The Integrity Selling method has been around for decades and is adopted by more than 2000 companies including global organizations such Johnson & Johnson, IBM, and the Red Cross. This book represents an upgrade of the popular sales framework for business professionals in the new digital economy. As its name suggests, expect to read compelling insights on why ethical values — not your quota — should drive the way you engage and sell to customers.
Buy Integrity Selling for the 21st Century here: http://bit.ly/integrity-selling
#50 More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers
Most sellers miss quotas because they have far less time to face customers and do some actual selling. Swamped by an ocean of administrative work and the demands of customers for hyper personalized service, how can sellers find time to meet their targets and achieve desired business outcomes? This book by one of the most recognizable names in the world of sales will show you some fresh techniques and effective tactics for managing time and selling more.
Buy More Sales, Less Time here: http://bit.ly/more-sales-less-time-konrath
#51 Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions
Humans are unpredictable. Or are they? What do humans tend to value more in certain situations? What leads them to make purchase decisions the way they do? This book explores the paradoxes of human behavior and the surprising links between economics and emotions, something that can help you better engage prospects and customers. Knowing how your customers think or feel takes you step closer to making a sale.
Buy Predictably Irrational, Revised and Expanded Edition here: http://bit.ly/predictably-irrational-expanded
#52 Selling to the C-Suite
Nicholas Read & Stephen Bistritz
For B2B salespeople, selling to the C-suite is the new normal. The trouble is, top executives prefer getting practical needle-moving advice, not tired old sales pitches. This book shows how you can strike the perfect balance between being a trusted advisor and a quota-crushing professional. Learn how to build relationships with top corporate leaders and how to positively influence their purchase decisions. Discover the selling techniques preferred by corporate leaders as revealed by more than 500 C-suite executives themselves.
Buy Selling to the C-Suite here: http://bit.ly/selling-c-suite
#53 The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone
Who said shy people can’t sell? Just because extroverts find it easy to approach people and build rapport with customers doesn’t mean that introverts can’t perform any better. They actually do! Introverts compensate for their lack of social graces by being more prepared and strategic when dealing with people. Even if you are chronically shy, this book will reveal just how much potential you have at succeeding big time in sales.
Buy The Introvert’s Edge here: http://bit.ly/introverts-edge
#54 The Motivation Myth: How High Achievers Really Set Themselves Up to Win
In a sales slump? Don’t wait for motivation. Take action until something happens that inspires you to continue. This counterintuitive book goes against the conventional advice of many self-help experts. Motivation is not the secret sauce you need to start a project or achieve great things. It is the result of starting a project or taking the first step to winning your game. Method — not magic — makes success attainable.
Buy The Motivation Myth here: http://bit.ly/motivation-myth-haden
The End Of The Bookshelf
They’re not all here. WAY more books are out there, containing ALL the answers you need to succeed. Schedule time to crack them open, and become the awesome salesperson you are.
These books, without question, will bolster your self-improvement, develop your leadership presence, guide you towards building effective teams, offer you different ways of solving problems, and show you how to do your job better. If you think a great one is missing from this list, please leave a comment with the title and author. Otherwise, prepare to rise up.