Looking for expert advice across the areas of sales strategy, personal development and motivation? Whether you’re a relative rookie when it comes to the sales game or a seasoned professional, there’s a book, heck there’s 47 books here for you! We set a data analyst loose on the big sales communities of Reddit and Quora. After a huge data trawl of every post on those sites (the guy hasn’t slept in days!) he has pulled together the definitive list of the most recommended sales books of all time!
We’ve ranked our findings according to the number of recommendations, sentiment and votes, with the numero 1 being awarded the accolade of(drum roll), ‘The Greatest Sales Book of All Time’.
Below are the most recommended sales books of all time. Enjoy.
With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training.
"If you are in the business of larger dollar amount sales (i.e. not hawking cell phones at the local Verizon shop, but are in the business of solutions selling), these are the only two sales books you will ever need: Spin Selling & Spin Selling Fieldbook" - gusbustafunk
How to Win Friends and Influence People is one of the first best-selling self-help books ever published. Emphasizing the use of other's egotistical tendencies to one's advantage, Carnegie maintained that success could be found by charm, appreciation, and personality.
"How to Win Friends & Influence People It's not quite a sales book, but it did teach me a lot about making good first impressions and building rapport with customers." - PeeTee31
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
"I've read the Challenger Sale after it was given to me at a conference. Certainly a contrarian view to sales that is very very important to understand. Highly recommend it." - Hitchd
Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.
"Discusses the Cold Calling 2.0 methodology. Basically, when doing cold outbound email, ask for a referral to the right person at the company who deals with xyz. No need to ever pick up the telephone for a cold call again!" - Maxwell Cole, Jobmatch.co
Daniel Pink explains why extraverts don't make the best salespeople, and shows how giving people an ""off-ramp"" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more.
"It depends on your experience level. If you're brand new to sales, I would recommend starting with Daniel Pink's To Sell Is Human to get a state of the union on the sales landscape." - Robert Oswald
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.
"I bought the book because there are small nuggets of good information in it. I kept it because I know someday I will need motivation.... If you want motivation, read this book." - mruseless
According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
"One of the best I've ever read about framing and pitching." - goatkindaguy
As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically.
"As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically." - shihtzusandgiggles
The classic book on persuasion, explains the psychology of why people say ""yes""—and how to apply these understandings. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them.
"Fascinating and helps to focus our thoughts on how people think and how we can influence their thoughts." - NCEMTP
The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve; sales, marketing, management, and more.
"This is more of a general business book that focuses on sales and marketing. It will teach you to be more strategic about how you do sales (i.e. it's more than a numbers game)"
Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company.
"A classic book on fundamental sales techniques that remains sound after 60 years" - Craig Matteson
Tom educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently
"Goes into the sales process and how to get people to say Yes." - Wilson Peng, Yesinsights.com
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often.
"Selling 101 for fundamentals" - MyLoveHammer
Mastery synthesizes the years of research Robert Greene conducted and demonstrates that the ultimate form of power is mastery itself. By analyzing the lives of such past masters as Charles Darwin, Benjamin Franklin, Albert Einstein, and Leonard da Vinci, as well as by interviewing nine contemporary masters Greene debunks our culture’s many myths about genius and distils the wisdom of the ages to reveal the secret to greatness.
"A book about what it takes to be that top 1% in whatever you do. It has steered my career decisions greatly. It's not where you start, it's where you end up." - WorkForBacon
Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.
This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success.
"It's a short read but I thought there was lots of actionable info at least if you're in SaaS. Less philosophical BS and made up sales theories." - honeyballers
The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success.
"This book is really detailed on how to ask question after question in order to lead a customer down the right path to make a sale." - Logan Staples
If you have no previous sales experience, this book can be your quickstart guide to B2B sales. If you already have a sales background, you'll find the step-by-step action guides, proven templates and detailed strategies helpful to take your sales game to the next level.
"If you've read Predictable Revenue and want more specific advice on how to implement what Aaron shares in his book, you'll love this. You get templates, scripts, scenarios of real sales situations and ready-made blueprints that you can directly implement into your sales practices." - Steli Efti (Himself!)
In this graphic adaptation of his best-seller, Robert B. Cialdini becomes society’s best hope in combatting compliance professionals throughout the world. He leads a team of special forces through a battleground filled with psychological sneak attacks designed to elicit pre-programmed responses from unknowing victims.
"A classic from the 1984, that applies to both service and product business professionals. Value: very useful for all marketing and sales specialists, but not only - anyone can benefit from learning what science says about persuading people. A lot of psychology here but it's really pleasurable and easy to read. psychological however it's not hard to read at all." - Bartosz Majewski, Righthello.com
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team.
"Focused on 'scaling' sales and using inbound marketing to be more efficient at prospecting + qualifying, which are better indicators of whether you make the sale or not (more than how clever you are during a sales conversation). Because an educated prospect is a good prospect." - Chiara Cokieng
Customer Centered Selling teaches the secrets of the world-famous Xerox sales training by reversing the conventional selling practices of searching for customer needs, pitching product, and adopting an order-taking mentality. Jolles provides a systematic, repeatable, predictable approach that teaches how to anticipate and influence behavior by studying and understanding the client’s "Decision Cycle" and critical "Decision Points."
"Rob Jolles teaches the importance of focusing on the customer and the customer's needs rather than on the features of your product or service." - David Jones
Mike Schultz and John Doerr studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.
Not only do sales winners sell differently, they sell radically differently, than the second-place finishers."
"First-rate book on how to sell when buyers are sophisticated and demanding." - Andrew Sobel
Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
"When I bought the book I thought this was going to be like a "full course on how to sell to big companies". After reading, it sounds more like "full course on how to start conversations with big companies". And that's fine. In the last three days I made about 10 contacts with corporate decision makers through LinkedIn InMail and got 6 responses. So, the book has already delivered results." - Cliente Amazon
Through the dialogue of the two main characters the authors have fashioned an entertaining story to present the key concepts essential to sales success. Readers learn... ...What it takes to outperform 92% of the world's salespeople ...That failing and failure are two very different things ... Why it's important to celebrate success and failure ... How to get past failures quickly and move on ...That the most empowering word in the world is not yes... it's NO!
"Go For NO! helped me a lot with my mindset around rejection." - ogrethebuffoon
Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!
"Selling to VITO will give you a workable blueprint for effectively getting to the right person. I've tried it and I like the structured approach."
This book conveys the experience of more than 500 men of great wealth, who began at scratch, with nothing to give in return for riches except thoughts, ideas and organized plans. Here you have the entire philosophy of moneymaking, just as it was organized from the actual achievements of the most successful men in America in the first half of the 20th century.
"Think and grow rich is a great book, but can be kind of dry." - Jtex1414
Gitomer gives sales professionals the right answers to the toughest questions:
"I tell everyone to start here." - majesticjg
There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much faster growth.
From Impossible to Inevitable details the hypergrowth playbook of companies like the record-breaking Zenefits , Salesforce.com , and EchoSign—aka Adobe Document Services—(which catapulted from $0 to $144 million in seven years).
"Basically a second part of Predictable Revenue. Really Good Stuff about growth, handling it, strategies and tactics connected to it." - Bartosz Majewski, Righthello.com
Doctors, housewives, ministers, parents, teachers … everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale—how to make them say "Yes, I will!"
" ...as I was 2/3rd's of the way finished, I realized that I have experienced several objections. Most of which I had accepted as reasons to move on. Through this book, I have learned that all sales people experience objections, and that it is the savvy salesperson who responds to those objections as though she is a guide, leading her prospect towards her solutions." - Carmen Matthews
The brothers Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the “human scale principle,” using the “Velcro Theory of Memory,” and creating “curiosity gaps.”
In this indispensable guide, we discover that sticky messages of all kinds–from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony–draw their power from the same six traits."
"With an entertaining blend of case studies and startling research, the Heath brothers lay out the critical elements of a sticky idea." - Brad Shorr
Learn how to convert leads to sales, motivate yourself and motivate others, give killer presentations, and keep your sense of humor.
"This has more detailed tips that are pertinent to B2B long cycle salesmen, and I found it to be quite comprehensive and helpful. I made an outline of it and read through it every few weeks or whenever I feel like I'm in a slump." - fugged_up_shib
In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of selling in a bad economy.
"It describes the mindset, level of energy, and the cardinal rules you need to be successful in sales. He also explains the sales process in detail and gives specific examples of how you should deal with certain situations." - C25Kwannabe
The Greatest Salesman in the World is a book, written by Og Mandino, that serves as a guide to a philosophy of salesmanship, and success, telling the story of Hafid, a poor camel boy who achieves a life of abundance.
" If you are looking for fancy smancy selling techniques, look elsewhere. This is not about technique, it is about the habits; the character that makes up a great salesman." - Tony DeFrancisco
In The 7 Habits of Highly Effective People, author Stephen R. Covey presents a holistic, integrated, principle-centered approach for solving personal and professional problems. With penetrating insights and pointed anecdotes, Covey reveals a step-by-step pathway for living with fairness, integrity, service, and human dignity--principles that give us the security to adapt to change and the wisdom and power to take advantage of the opportunities that change creates.
"It advocates a train of thought of how to bring anyone on board, and be at peace those times when you can't... But try again another time" - T9C-gars
Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules:
• Keep It Simple, • Be iNvaluable, • Always Align, • Raise Priorities.
"Being that you are selling SaaS there will need to be multiple stakeholders involved in the conversation. Jill Konrath really does a good job at conveying that people are "crazy busy" and you need to get to the point and make the point relevant to the individual." - Michael Daharsh
Contrary to popular sales training, you don't have to make presentations to everyone who will listen. You don't have to be subservient, forfeit your self-respect, or fake enthusiasm about your product or service. In fact, you don't have to be enthusiastic at all. And, you never have to lie! Prospects never control anyone who has mastered David Sandler's revolutionary 7-step program for top sales. In You Can't Teach a Kid to Ride a Bike at a Seminar, you learn to master each of the fundamental principles of the Sandler Selling System - and how and when to use them.
"I took Sandler for two years. I loved it then and still find the methodology extremely effective today. You could start with David Sandler's book "You Can't Teach a Kid to Ride a Bicycle at a Seminar" and then move to taking the classes if you like the material."
The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.
"Tracy is more into the consultative approach although he uses some of the tried and proven closing techniques that sales professionals use. What impressed me about Tracy is that he speaks from experience having been selling since he was ten years old. He has taught more than 500,000 students in over 500 companies. Like Tom Hopkins, he has walked the walk, talks the talk and is one great trainer as well." - Tony DeFrancisco
"Cold calling" - making contact with strangers - is the biggest fear confronting businesspeople, especially those who work in sales and marketing. This book, based on a very successive course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence.
"I used a book called 'cold calling for chickens' to dramatically help my sales team of 4 people. It wasn't that it helped them with phone calls, it made them much more prepared and structured. Made them all read it over the course of a weekend. Worked." - jamboman_
How do you succeed in the profession of selling while also maintaining your sanity, avoiding ulcers and heart attacks, continuing in a good relationship with your spouse and children, meeting your financial obligations, and preparing for those ""golden years"", and still have a moment you can call your own?
Zig Ziglar shows you how.
"Zig Ziglar is the man. I love his stuff." - dsrbrian
If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for.
"A must have for if you are the complex sales marketplace. This set ( Mastering , The Prime Solution, Exceptional Sales) of books which detail the Complex Sale process from the point of view of delivering value, are easily the most completely thought out approach I have read to date on selling value." - Reg Nordman
A succinct, engaging, and practical guide for succeeding in any creative sphere, The War of Art is nothing less than Sun-Tzu for the soul.
The War of Art emphasizes the resolve needed to recognize and overcome the obstacles of ambition and then effectively shows how to reach the highest level of creative discipline.
"About fulfilling your purpose and not getting distracted by bullshit" - WorkForBacon
If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust and reap the rewards of high sales.
"Gives good practical advice about how to properly execute a sale as well as a dose of conceptual/philosophical discourse on ethical salesmanship. Willingham's approach is very consultative which makes a great contrast to the Zig Ziglar style hype-motivation that characterizes most popular sales lit." - AThievingStableBoy
While most people operate with only three degrees of action-no action, retreat, or normal action-if you're after big goals, you don't want to settle for the ordinary. To reach the next level, you must understand the coveted 4th degree of action. This 4th degree, also known as the 10 X Rule, is that level of action that guarantees companies and individuals realize their goals and dreams.
"About what it's going to take to be successful in business and life in general." - C25Kwannabe
The charisma myth is the idea that charisma is a fundamental, inborn quality—you either have it (Bill Clinton, Steve Jobs, Oprah) or you don’t. But that’s simply not true, as Olivia Fox Cabane reveals. Charismatic behaviors can be learned and perfected by anyone.
"Pleasantly surprised so far. It reads like an academic approach to the subject matter rather than self-help drivel." - KMillionaire
Rejecting manipulative tactics and emphasizing "process", Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate, and it helped to turn Miller Heiman, the small company that created Strategic Selling, into a global leader in sales and development with the most prestigious client list in the industry.
"_Strategic Selling_ is a valuable book, especially for those of us who are not "salesmen" in the classic sense, but have to operate in the Complex Sales environment. Consultants and Client Relationship Managers will find it especially valuable."
Meet your sales objective and close more business in 20 minutes a day
CONNECT with your customer immediately
EXPLORE customer needs thoroughly and quickly
LEVERAGE your solutions persuasively
RESOLVE your customer’s questions and objections confidently
ACT when the time is right.
"I was looking for a book that gave me the foundations of a selling pitch and how to manage my prospects. That is exactly what I found here; this book goes straight to the point, is highly practical and you can definitely apply this framework in the real world. For me was without a doubt, a highly valuable (and fast) reading." - Cristian Guajardo Garcia
Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system.
"Lots of information about exactly what you're doing as a salesperson, how to properly phrase your calls and building rapport." - glassjoe92
Advanced Selling Strategies provides you with the techniques and tools used by top salespeople in every industry—methods that net immediate and spectacular results. This book explains how to:
"It helped me when I first started out, but it wouldn't give much to someone with more than 2-3 years' experience. It has some useful advice and a lot of motivation." - MiyagiSanDanielSan