As a sales professional, continuous learning and skill building are essential to improving your performance. Reading widely on sales topics can help you develop better strategies for outsmarting the competition, motivating teams, and forging relationships with customers.
So whether you’re an experienced veteran or just starting off in the industry, these best sales books are sure to offer valuable insights into modern selling techniques and inspire growth through better habits. Let’s take a look at what made it into my Top 50 best sales books list!
If you are in the business of selling, then you might want to get your hands on this book. Not only does it contain valuable case studies, it also includes easy-to-follow templates and worksheets that can assist your sales team to get up-to-speed with new techniques quickly.
By doing so, you can arm them with the tools necessary to drive sales growth and facilitate outstanding customer experiences. With all these benefits, it is no wonder why this book should be regarded as a must-have in any sales team’s arsenal.
Effective sales managers should focus on data-driven decision-making.
The Challenger Sale, Matthew Dixon and Brent Adamson
The Challenger Sale seeks to create an environment in which customers will be more likely to consider alternative products or services.
Take the time to enhance your sales conversations and really listen to what the customer wants, rather than simply repeating a pitch they’ve heard countless times. Then you can create value for your customers and gain trust as well as their business.
You will see real-world examples to help your sales process around effective communication techniques, such as strategically using provocative language and finding ways to relate to the customer.
The Challenger Sale outlines key metrics for measuring success with the approach – metrics such as win rates, close ratios, and earnings per sale – so that readers can easily track progress over time.
How to take control of the sales conversation and succeed in today’s competitive marketplace.
To Sell Is Human, Daniel Pink
The book argues that sales success is being able to empathize with potential buyers and anticipate their needs, in order to provide a personalized experience that meets those needs.
To Sell Is Human encourages the use of data-driven decision-making instead of relying solely on intuition or gut feelings when interacting with customers.
Pink’s book provides valuable advice on how modern salespeople can move beyond simply ‘pitching’ products or services in order to forge deeper relationships with customers and increase their overall success rate.
Be more than just good at delivering product pitches – to be successful in your sales career you must also be adept at connecting with customers on an emotional level.
Selling in a New Market Space, Brian C. Burns and Tom U. Snyder
To survive in today’s world, firms must have a truly innovative product or service. But how can you sell your unique offering to customers who don’t know they need it? According to Brian C. Burns and Tom U. Snyder, the key difference between emerging-growth and start-up corporations and less successful companies is in their sales strategy.
Winning companies don’t rely on conventional methods but instead use the Maverick Method to approach potential buyers properly using “Selling in a New Market Space.” This guide shows you how to create a successful sales strategy.
Creativity in key to get your customers to buy a product they don’t know they need, yet.
Insight Selling, Mike Schultz and John E. Doerr
By setting measurable objectives such as achieving specific revenue goals or developing key performance indicators (KPIs), salespeople are able to focus their energy on what really matters – generating results for their businesses.
Overall, Insight Selling provides valuable insights into modern selling techniques and innovative approaches toward increasing new business in any market space.
In order to have a successful sales career, focus on building relationships with customers.
Value-Added Selling, Tom Reilly
Reilly emphasizes the importance of mastering communication skills and actively listening to customers in order to truly understand their needs and pain points.
Value-Added Selling provides valuable strategies for how your sales team can use data effectively to identify new opportunities and target potential buyers more accurately.
Finally, Value-Added Selling also covers important topics such as creating proposals customized to each customer’s unique requirements, managing price negotiations in an ethical manner, overcoming objections with empathy-driven approaches, developing high-quality follow-up strategies, and more.
Provide value-added services instead of relying solely on traditional tactics.
SPIN Selling, Neil Rackham
The SPIN approach involves four distinct stages: Situation, Problem, Implication, and Need Payoff (SPIN). In the first stage, Situation, salespeople should assess the current context of their customers in order to gain an understanding of their needs.
In the second stage, Problem, salespeople must identify what problem needs solving and how it impacts their customer’s business. It is important to recognize any implications of resolving this problem that may not be immediately evident during the initial conversation.
The third stage is Implication which requires your sales team to ask questions about how resolving this problem will benefit the customer in terms of time saved or increased efficiency.
Finally, in the fourth stage Need Payoff, negotiators must use persuasive language and focus on selling solutions based on value rather than price alone in order to create a win-win situation for both parties involved.
Focus on conversational selling. SPIN Selling encourages tailoring your solutions so that each customer receives value from the conversation.
Start with Why, Simon Sinek
Why did this make the top 50 best sales books list? Because it’s one of the foundational sales tactics all companies need to understand and implement, “The Golden Circle in Reverse.” Your sales methodology has to begin with why you do what you do, be able to explain how your product or service can help solve that problem, and then finally introduce what you are actually selling.
“The Golden Circle” states that most people start their sales pitch from the outside in—starting by introducing the product or service they are selling and working their way inward to the core reason why customers should purchase it. Do the opposite.
Predictable Revenue, Aaron Ross and Marylou Tyler
This best sales book highlights effective communication techniques such as emotional intelligence and storytelling can help foster trust between seller and buyer while creating a memorable experience that leaves a lasting impression on the customer.
Their research highlights the importance of forming relationships with clients early on in order to gain a better understanding of how those clients think and operate.
Focus on understanding why customers make purchasing decisions rather than just what they buy.
The Only Sales Guide You’ll Ever Need, Anthony Iannarino
This best sales book shares six personal development skills that you can nurture to improve your relationships with yourself and with others:
1. Self-discipline: This skill enables you to keep your promises to yourself and to others. By following through on your commitments, you show that you are reliable and trustworthy.
2. Accountability: When you hold yourself accountable for your actions, you take ownership of the outcomes that you sell. This means that you don’t make excuses when things don’t go your way, but instead, you take responsibility and learn from your mistakes.
3. Competitiveness: Embracing competition instead of being intimidated by it can be a powerful motivator. By setting goals and working toward them with a spirit of healthy competition, you can push yourself to achieve more than you thought possible.
4. Resourcefulness: This skill empowers you to find creative and unique solutions to problems. By blending your imagination, experience, and knowledge, you can overcome obstacles and find new pathways forward.
5. Storytelling: When you present a story in which the client is the hero and you’re their guide, you can create deeper and more meaningful relationships. By framing your interactions in terms of a shared journey, you can build trust and rapport with those around you.
6. Diagnosing: Sometimes, the surface-level problems that people present are just symptoms of deeper issues. By looking below the surface and understanding someone else’s real challenges and needs, you can provide more effective support and build stronger connections.
You need to be better than you were yesterday and better than your competitor is today.
Book Yourself Solid, Michael Port
To ensure a strong and positive public image, it is crucial to create a robust foundation that can withstand any scrutiny. This includes factors such as defining your brand message, cultivating a social media presence, developing key relationships, and building a trustworthy reputation in your industry. By putting in the time and effort to lay a solid groundwork for your public image, you will reap the benefits of increased trust, recognition, and success.
Choose your clients as carefully as you choose your friends.
SNAP Selling, Jill Konrath
• Keep It Simple: Make things easy and clear for your customers.
• Be iNvaluable: Stand out by being the person your customers can’t live without.
• Always Align: Make sure you’re in synch with your customers’ objectives, issues, and needs.
• Raise Priorities: Keep the most important decisions at the forefront of their mind.
Success is a decision.
Smart Calling, Art Sobczak
Learn the basics of cold calling with real-life examples to improve your sales technique and land more deals. Start by developing essential skills to build rapport and trust with prospects, and use proven strategies to overcome objections and close sales. Our guide features practical advice to help you succeed in the competitive world of sales.
- The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career
- Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what’s a waste of your time
- New methodologies that are proven to push you past your fear and into the world of successful prospecting
Realize a gatekeeper is a person too and they can be your best ally. You can make this outbound sales process far less painful with the right sales strategy.
The Ultimate Question, Fred Reichheld
The book provides an in-depth look at how to use Net Promoter Score (NPS) as a metric for gauging customer sentiment, as well as how to leverage customer feedback and insights to create value in the long term.
Create a personalized experience for each customer.
P3 Selling, Greg Nutter
A comprehensive guide on the fundamentals of selling in B2B markets. It covers everything from understanding customer needs, establishing trust and rapport with buyers, crafting persuasive sales messages, and setting up effective follow-up processes.
If you are in complex sales cycles this book will help by providing advice on pricing strategies, identifying buyer objections, negotiating contracts, and closing deals for maximum success.
Create a personalized experience for each customer.
Sales Development, Cory Bray and Hilmon Sorey
This is an essential guide for sales professionals looking to take their game to the next level. It offers invaluable advice on how to become successful in outbound sales and provides actionable insights that can help sales professionals increase their productivity and close more deals.
Prioritize developing an intimate understanding of your customers needs.
The Magic of Thinking Big, David Schwartz
Schwartz encourages readers to develop strategies for improving their outlook on life and the way they think about themselves, such as learning how to overcome fear, leveraging affirmations to cultivate confidence, setting realistic goals, and visualizing success.
Furthermore, Schwartz encourages readers to take personal responsibility for their actions and strive for excellence – noting that even small improvements can yield big results in the long run.
Have a positive and ambitious mindset. It’s how the top players are achieving success.
Building a StoryBrand, Donald Miller
According to Miller, the most effective way to communicate is by finding ways to relate to customers on an emotional level. He suggests developing stories about your product or service that illustrate how it can solve a problem faced by potential buyers.
Additionally, he highlights the need for authenticity in order to build trust with potential clients.
Understand and apply the principles of storytelling to sales pitches.
Expert Secrets, Russell Brunson
Why did Expert Secrets make the top 50 best sales books list? Because Russell Brunson is one of the G.O.A.T.s! He shows you how to turn website visitors into loyal customers.
Create value propositions that speak directly to potential clients’ needs.
The New Model of Selling, Jerry Acuff and Jeremy Miner
Jeremy Miner and Jerry Acuff understand the struggles of sales, especially with outdated approaches. Today’s customers have a lot of information and are skeptical, which makes traditional sales ineffective.
Jeremy Miner and Jerry Acuff’s new approach to sales reframes it through neuroscience and persuasion. Problem-solving and personal connection take priority, with the goal to empower customers to think for themselves. Don’t be a seller–be a customer.
Cultivate relationships with customers based on trust rather than aggressive tactics.
Fanatical Prospecting, Jeb Blount and Mike Weinberg
This book provides sales leaders with actionable advice on how to fill their pipelines by leveraging social selling, telephone, email, text, and cold calling.
The authors delve into topics such as developing effective scripts for outbound calls and emails; forming meaningful connections with customers through personalization and storytelling; utilizing data-driven marketing campaigns; optimizing negotiation techniques; employing automation software to improve efficiency and productivity; and more.
Understanding the customer’s current state of mind before making contact.
Way of the Wolf, Jordan Belfort
In Way of the Wolf, Jordan Belfort – the icon portrayed by Leonardo DiCaprio in The Wolf of Wall Street – reveals the ultimate sales and persuasion system that can transform anyone into a sales-closing rock star. For the very first time, Belfort discloses his copyrighted system – the same one he used to make big bucks for his sales teams, customers, and himself. Until now, Jordan’s program was only available through his pricey online training.
Way of the Wolf shows how anyone can recover from setbacks, persuade people to agree, and accumulate wealth. Whether you want to be a master salesperson, negotiator, entrepreneur, speaker or closer, this book provides the tools to achieve those goals. Every tip or strategy outlined has been thoroughly tested and proven to work in real-life scenarios.
You’ll develop the sales skill of learning how to identify opportunities and craft persuasive messages that appeal to their target audience in order to close deals faster and increase revenue.
Dotcom Secrets, Russell Brunson
- Find your voice and give you the confidence to become a leader…
- Build a mass movement of people whose lives you can affect…
- Make this calling a career, where people will pay you for your advice…
- Your message has the ability to change someone’s life.
It doesn’t matter what message, product, or service you are selling online, if you don’t build a mass movement of people who will pay to hear your message, it’s unlikely you will achieve success.
Drive, Daniel H. Pink
Why is this on my Top 50 best sales books list? Motivation matters.
Pink offers insight into what really motivates us – namely autonomy, mastery, and purpose – and how businesses can use these intrinsic motivators to improve performance.
Sales management will learn how to re-tool their offices to foster this type of motivation by creating a culture of trust; offering autonomy and flexibility; providing feedback; empowering people to do their best work; and making sure employees have an understanding of why their work is meaningful.
Learn to tap into the power of intrinsic motivations such as autonomy, mastery, and purpose to motivate employees for better performance in the workplace.
Sales executives will be able to foster greater engagement among team members while driving increased productivity through empowered individuals who are intrinsically motivated to succeed.
New Sales Simplified, Mike Weinberg
This top 50 best sales book was also named by Hubspot as a Top 20 Sales Book of All Time, hence the reason I had to include it.
A component of a successful sales strategy is identifying a strategic list of potential customers who are genuinely interested in your product or service. This involves researching and analyzing the market to target individuals and companies that are most likely to benefit from what you have to offer. By creating a targeted list of prospects, you can streamline your sales process and increase your chances of success.
Successful salespeople block time on your calendar for prospecting activity.
$100M Offers, Alex Hormozi
Hormozi outlines strategies for crafting offers that will appeal to customers while providing them with the best value. He covers topics such as understanding customer needs; leveraging market data; setting appropriate prices; utilizing storytelling and persuasion techniques; and negotiating ethically.
How to craft compelling offers by understanding customer needs, leveraging existing market data, pricing appropriately, utilizing persuasive messaging that appeals to their target audience, and negotiating ethically in order to close deals faster and increase revenue.
The Qualified Sales Leader, John McMahon and Dev Ittycheria
A top 50 best sales books for every sales manager out there. Sales vps will discover how to create an effective sales culture by establishing trust and providing autonomy; how to develop a data-driven approach that leads to more strategic decision-making; and how to help employees understand why their work is meaningful and important.
Culture does eat strategy for breakfast. Fall in line or lose to the competition.
Ninja Selling, Larry Kendall
He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type.
The NINJA system means you never cold call again!
Copywriting Secrets, Jim Edwards
In today’s social media-driven business world, two factors affect your ability to thrive: pace and attention.
It’s completely normal to feel like selling is a challenging task. Luckily, you can always learn how to sell more effectively with the right techniques. Finding the words that perfectly match your marketing strategy is crucial, and with a little effort and practice, anyone is capable of mastering the art of selling. In fact, once you figure out the strategies that work well for you, you’ll be surprised at how much your sales numbers can improve.
Bullets that describe benefits or arouse curiosity create pressure in people to get them to take the action you desire.
In Go for No!, Richard Fenton and Andrea Waltz
Accept rejections with open arms and use those rejections as an opportunity to learn and grow.
Learn how to accept rejections with grace and view these opportunities as valuable learning moments that can help them improve their abilities in sales.
Pitch Anything, Oren Klaff
Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:
Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision
Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.”
The Unsold Mindset, Colin Coggins and Garrett Brown
“The Unsold Mindset” unveils a unique and unconventional approach to not just selling, but life in general. Unlike other books that emphasize traditional sales techniques like “building rapport,” “objection handling,” or “trial closes,” this book takes you on a transformational journey towards an entirely new mindset.
By sharing insights from the most successful sellers on the planet, it demonstrates that they aren’t successful because of what they do, but because of what they think. The book highlights the strategies and ways of thinking that can take you towards greater success, in not only selling but also in life.
Your mindset is key. Period.
Sentient Strategy, Alan Weiss
Pre-pandemic strategies are no longer effective for any organizations, large or small, for-profit or non-profit. Claims of a “return to normal” or “the new normal” are ridiculous. The reality now is a need for agile strategic decisions and pragmatic views of the future, reducing strategy formulation to just a few days and views to only 12–18 months. Alan Weiss has developed Sentient Strategy, an original and completely new approach to strategy certification, adopted globally by over 100 people and used by more than two dozen firms.
Sentient Strategy focuses on awareness of an organization’s environment and the conscious impact of actions. It’s time to use volatility and disruption as offensive weapons instead of protection against them. Alan Weiss’ approach equips readers to consider this alternative to old approaches to strategy.
You need to be agile in your sales methodology.
The StorySelling Method, Philipp Humm
Learn how to improve your everyday business storytelling with The StorySelling Method by Philipp Humm. This step-by-step guide shows you how to craft and deliver captivating stories, making storytelling an essential part of your communication.
Whether you’re looking to leave a great first impression, become your clients’ top trusted advisor, or effectively communicate your value proposition, this guide has proven tactics and techniques you can use today. Overcome sales resistance, inspire and motivate those around you, and create authentic, natural conversations that lead to results.
Increase their success in sales by mastering the art of storytelling.
Joyful Selling, Michelle Rockwood
Use emotional intelligence and empathy to connect with customers and build trust-based relationships. By adopting this heart-centered selling approach, salespeople will gain the ability to create meaningful connections with prospects while staying focused on delivering value rather than aggressive tactics.
The key lesson is that salespeople can increase their success in sales by leveraging the power of heart-centered selling.
Flip the Switch, Coach Micheal Burt
Use visualization, goal setting, and habit formation to empower themselves and confidently achieve their desired business outcomes. By adopting a proactive approach to selling, salespeople will gain the ability to create meaningful opportunities for growth while staying focused on delivering value rather than aggressive tactics.
Additionally, readers of this book will learn how to leverage positive affirmations and self-motivation techniques to instill a sense of purpose and overcome any mental obstacles that may arise throughout the process.
Salespeople can increase their success in sales by activating their inner drive and cultivating an entrepreneurial mindset.
Jab, Jab, Jab, Right Hook, Gary Vaynerchuk and John Hopkinson
Effectively target prospects through a comprehensive understanding of customer preferences, leveraging the right mix of content, channels, and platforms to make an impression.
By adopting a customer-centric approach to selling, salespeople will have the ability to create personalized experiences that align with the customer’s values and needs – leaving a lasting impression.
Learn how to differentiate yourselves from competitors by analyzing industry trends and exploring diverse storytelling approaches – such as visual storytelling – to ensure maximum engagement with their message.
Break through the clutter of the digital space and capture customers’ attention with meaningful stories.
If You’re Not First, You’re Last, Grant Cardone and Tantor Audio
Develop unshakeable confidence in your abilities and embrace risk-taking in order to stay ahead of the competition.
By adopting an aggressive approach to selling, sales reps will gain the ability to create a unique point of difference in their offerings while staying focused on delivering value rather than aggressive tactics.
Additionally, readers of this book will learn how to use data-driven insights and analytics to better understand customer preferences, enabling them to craft compelling stories that engage prospects more effectively – resulting in increased conversions.
Take the initiative in order to successfully compete in their market.
People Buy You, Jeb Blount and Mel Foster
This book outlines strategies for sales reps to create an engaging customer experience that fosters trust and loyalty. By adopting a customer-centric approach to selling, salespeople will have the ability to connect with their customers on a personal level – allowing them to better tailor their message to meet their needs.
Learn to develop an authentic brand voice that resonates with target audiences.
Build meaningful relationships with their customers in order to be successful.
The Secrets of Closing the Sale, Zig Ziglar and Tom Ziglar
This book outlines strategies for salespeople to develop effective communication skills, while also pushing their customers to commit to the sale. By understanding and anticipating customer objections, salespeople can craft persuasive arguments to help them close a deal successfully.
Discover how to differentiate yourselves from competitors by utilizing creative techniques such as humor, storytelling, and gift-giving – allowing them to stand out from the crowd.
Use persuasive tactics in order to close a sale.
How to Grow Your Small Business, Donald Miller and HarperCollins Leadership
This sales book provides an insightful six-step plan for entrepreneurs and small business owners eager to create an effective strategy geared toward growing their businesses. The six key areas highlighted in the book are leadership, marketing, financials, legalities, operations, and metrics.
Growing a small business is all about making one smart decision after another and knowing how to recover when things don’t work out the way you expected.
The Altman Close, Josh Altman, and Austin Rising
Josh Altman, one of the most successful real estate agents in America, has used to close million-dollar deals. By understanding and anticipating customer objections, salespeople can craft persuasive arguments to help them close a deal successfully.
Be prepared for any situation in order to close a successful deal.
The Sell, Fredrik Eklund, and Bruce Littlefield
Learn the ultimate sales methodology from Fredrik Eklund, one of the world’s most successful real estate agents and entrepreneurs, who sold millions of dollars of products and services. By building trust and harnessing persuasion, a successful salesperson can create a comfortable environment for customers to buy.
You are selling all the time. Period.
Advanced Selling Strategies, Brian Tracy and Gildan Media
In today’s world, technology has leveled the competition for salespeople. To stand out from the average, it takes a salesperson with superior strategy, tactics, and mental preparedness. You can gain this selling edge through Brian Tracy’s comprehensive and effective approach. With a successful career, sales consulting, and seminar leadership under his belt, his approach has helped many attain success.
Your success in sales depends 80% on your attitude and only 20% on your aptitude.
Just Listen, Arthur Morey and Mark Goulston MD
Discover active listening techniques such as mirroring and summarizing to stimulate your customer’s innermost thoughts, feelings, and desires. Dr. Mark Goulston breaks down powerful strategies for you, including connecting with people genuinely.
Leverage the Persuasion cycle and focus on the other person by listening and making them feel important and felt.
How to Win Friends & Influence People, Dale Carnegie
* Three fundamental techniques in handling people
* The six ways to make people like you
* The twelve ways to win people to your way of thinking
* The nine ways to change people without arousing resentment
The only way to effectively influence other people is by understanding their needs and desires and then taking the necessary steps to show them how they can achieve those goals.
The 7 Habits of Highly Effective People, Stephen R. Covey
The 7 Habits of Highly Effective People, by Stephen R. Covey, is one of the most influential books of all time, offering timeless wisdom on how to live and lead with integrity. In this seminal work, Covey outlines seven habits that can help individuals become more effective in their personal and professional lives: be proactive; begin with the end in mind; put first things first; think win/win; seek firsts to understand, then be understood, synergize and sharpen the saw.
The significant problems we face cannot be solved at the same level of thinking we were at when we created them.
Sell or Be Sold: How to Get Your Way in Business and in Life, Grant Cardone
From selling your company’s products in the boardroom to convincing yourself to start eating healthy- selling is key. Sales expert, Grant Cardone highlights the importance of knowing sales principles to achieve success in life. In his book, “Sell or Be Sold”, Cardone simplifies the techniques required to master the art of selling, highlighting ways to handle rejection, turn negative situations around, and shorten sales cycles.
The more you practice, the more sales you’ll get. It’s simple math.
Good to Great, Jim Collins
Another G.O.A.T. hence the reason why it made my 50 best sales books list. By having a clear understanding of their customer’s needs, desires, and motivations, sales teams can create meaningful solutions which make customers feel more comfortable during a sale.
- Level 5 Leadership: A surprising style, required for greatness.
- The Hedgehog Concept: Finding your three circles, to transcend the curse of competence.
- A Culture of Discipline: The alchemy of great results.
- Technology Accelerators: How good-to-great companies think differently about technology.
- The Flywheel and the Doom Loop: Why those who do frequent restructuring fail to make the leap.
Greatness is not a function of circumstance. Greatness, it turns out, is largely a matter of conscious choice.
And there you have it! The 50 best sales books for 2023!
Which ones have you already read?
Which ones are you going to get and read over and implement right away?