{"id":11560,"date":"2025-01-08T10:45:05","date_gmt":"2025-01-08T10:45:05","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=11560"},"modified":"2025-01-10T15:19:21","modified_gmt":"2025-01-10T15:19:21","slug":"sales-books","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/sales-books\/","title":{"rendered":"27 of the Best Sales Books to Up Your Sales Game"},"content":{"rendered":"\n

There’s a ton of sales books out there. And as a salesperson, you want to make the most of your time with the best sales books.<\/p>\n\n\n\n

While you may view reading sales books as a chore, instead, try to think of it as a way to learn time-saving secrets from seasoned pros. These authors know the most efficient ways to cut down on your ramp time, build customer loyalty, and, ultimately, close the deal.<\/p>\n\n\n\n

27 of the top sales books<\/h2>\n\n\n\n

If you’re reading a 300-page sales book and find it’s not what you’re looking for within the first 50 pages, I’d recommend dropping it. The sales book that’s the right fit for you will have you nodding along early on and saying, “Yes! That makes sense \u2014 I get it!”<\/p>\n\n\n\n

Here are 27 best sales books that won’t waste your time:<\/p>\n\n\n\n

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1. ‘Gap Selling<\/a>‘ by Keenan<\/h3>\n\n\n\n

Many sellers are overly focussed on the buyer’s processes. They get in the weeds with spreadsheets, sales systems and workflows. None of that matters until you’ve established a meaningful problem. “Gap Selling” suggests that you quickly identify the current state of your business \u2014 and then envision its future. From there, you can get into the details of the actual solution.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Lots of actionable tips, offers concrete examples, provides a no-nonsense approach to selling<\/p>\n\n\n\n

Key quote:<\/strong> “Never sell to need. If you only solve the problem your buyer thinks they have instead of the one they really have, you haven’t helped them at all.”<\/p>\n\n\n\n

2. ‘Fanatical Prospecting<\/a>‘ by Jeb Blount<\/h3>\n\n\n\n

One of the original prospecting<\/a> books, “Fanatical Prospecting,” offers a solid foundation based on old-school sales principles.<\/p>\n\n\n\n

For example, the “golden hour” \u2014 or, the best time to reach your customer \u2014 is when you should be doing most of your prospecting. Work on your top-of-funnel hard activities at the beginning of the day, and leave most of your administrative work for the end of the day. Blount also writes about a memorable principle \u2014 eat the frog. It essentially means getting through the most distasteful chores as quickly as possible.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Offers an honest, real-world approach to the principles of prospecting<\/p>\n\n\n\n

Key quote:<\/strong> “The brutal fact is the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to prospect.”<\/p>\n\n\n\n

3. ‘Sell It Like a Mango<\/a>‘ by Donald C. Kelly<\/h3>\n\n\n\n

Author, trainer, and host of The Sales Evangelist podcast, Kelly has been a natural salesman since he was a kid growing up in Jamaica. He helped his family by selling mangos, quickly learning the secret to success in sales.<\/p>\n\n\n\n

“Success lies in the individual,” Kelly writes about realising what made one fruit seller stand out from the rest. “I came to realise that it wasn’t necessarily the product that made the difference; it was the seller.”<\/p>\n\n\n\n

Even if you’re not selling mangos by the roadside, the same lesson applies. If you have a product or service that can benefit others, it’s your job to persuade potential buyers by providing them with the necessary education to make a good decision.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Great personal stories and insights<\/p>\n\n\n\n

Key quote:<\/strong> “You have to outperform your yesterday.”<\/p>\n\n\n\n

4. ‘More Sales, Less Time<\/a>‘ by Jill Konrath<\/h3>\n\n\n\n

Konrath draws on her experience of losing hope when her demanding workload kept expanding. “I could never seem to call it a day,” Konrat writes. “Traditional time management strategies don’t take into account the unique needs and challenges of salespeople.”<\/p>\n\n\n\n

The author combines behavioural research with lessons from her own life. “I decided to turn myself into a human guinea pig \u2014 to figure out how to stop fighting the clock and start winning again in my career.”<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Contains research-tested strategies and practical advice for effective time-management<\/p>\n\n\n\n

Key quote:<\/strong> “You’ll find out how to save at least one hour a day by changing your relationship with e-mail and minimising the endless, time-sucking distractions that you encounter, particularly online.”<\/p>\n\n\n\n

5. ‘Cold Calling Sucks (And That’s Why It Works)<\/a>‘ by Armand Farrokh and Nick Cegelski<\/h3>\n\n\n\n

There’s a lot of talk these days that cold calling<\/a> is dead. People aren’t picking up the phone anymore. And that’s an excuse propagated by salespeople who have little interest in making cold calls. But if you learn the craft of cold calling, you’ll likely realise you’re in an arena without a lot of competition \u2014 so many people have abandoned the telephone. If you can learn to deal with cold calls and navigate them in a way others can’t, you’ll have an advantage.<\/p>\n\n\n\n

Why sellers love it:<\/strong> Offers step-by-step breakdowns of how to overcome objections<\/p>\n\n\n\n

Key quote:<\/strong> “If you embrace the suck of cold calling and master the frameworks in this book, you’ll reach the top 10% of reps who book one meeting for every three cold calls that connect.”<\/p>\n\n\n\n

6. ‘Beat the Bots<\/a>‘ by Anita Nielsen<\/h3>\n\n\n\n

Artificial intelligence (AI) is here to stay. And many salespeople are now wondering, “Am I going to lose the career I love \u2014 to a robot?”<\/p>\n\n\n\n

In her book, Nielsen describes how some sales pros have been “spooked” by reports about the imminent demise of the B2B salesperson \u2014 and offers some concrete solutions for humans to shore up sales prospects.<\/p>\n\n\n\n

“Beat the Bots” offers practical advice on how to make sure your customers won’t want to buy from anyone \u2014 or anything \u2014 else.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Tons of sales tips and tricks, offered with humour and humanity<\/p>\n\n\n\n

Key quote:<\/strong> “The truth is, B2B sales professionals are not only alive and kicking but the best ones are seeing even greater success by choosing to learn, grow, and evolve. They know that this growth is crucial in order to compete with machines.”<\/p>\n\n\n\n

7. ‘Jolt!<\/a>‘ by Larry Long Jr.<\/h3>\n\n\n\n

Long is a motivational speaker and coach focussed on inspiration and transformation. With his book, “Jolt!,” he outlines practical steps on how to get “unstuck” and get your business, life, and relationships back on track. “It’s your relationships that matter,” Long writes. “Whether it’s relationships in your faith, in your family, in your friendships, or through philanthropy.”<\/p>\n\n\n\n

Taking the lessons learned from his father and turning them into action, the author emphasises the importance of communication with buyers, quipping that he exchanges “StoryTELLING for StorySELLING.” Long takes the power of positive thinking to the next level by encouraging his readers to embrace their inner greatness and live it wholeheartedly.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Written with power and positive energy that shocks you into taking a good look at your own behaviour<\/p>\n\n\n\n

Key quote:<\/strong> “There is greatness in you just waiting to be discovered.”<\/p>\n\n\n\n

8. ‘She Sells<\/a>‘ by Lori Richardson<\/h3>\n\n\n\n

With more than three decades of experience as a sales leader and consultant, Richardson knows a thing or two about B2B sales<\/a>. She makes the case for women being companies’ secret weapon to score more sales. Her mantra is simple: “More women, more sales.”<\/p>\n\n\n\n

“Across the last 10 years, no one has done more to increase diversity and foster inclusion in the world of B2B sales than Lori Richardson,” raves fellow author Brent Adamson. “Her work is both critically important for the profession and deeply inspiring to all of us who care about improving the world of B2B commerce.”<\/p>\n\n\n\n

Winner of Top Sales World’s 2023 gold medal, “She Sells” offers a practical roadmap for companies to train, hire, and promote women. Every chapter includes a direct, 10-point tip sheet for putting Richardson’s recommendations into action.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Insightful, eye-opening, and instructive advice for salespeople \u2014 especially those of the male persuasion<\/p>\n\n\n\n

Key quote:<\/strong> “I’ve adopted the mantra: Go where you are celebrated, not tolerated.”<\/p>\n\n\n\n

9. ‘I Want to Be in Sales When I Grow Up!<\/a>‘ by John Barrows<\/h3>\n\n\n\n

Anyone who makes a living in sales is familiar with the negative portrayals of the profession in the media. Barrows wanted to help change that perception with the youngest salesperson in his family \u2014 his daughter, Charlotte.<\/p>\n\n\n\n

Barrows wrote his book, “I Want to Be in Sales When I Grow Up!,” based on his experience selling Girl Scout cookies with Charlotte. Proceeds from the book go to her favourite charity, the World Wildlife Fund.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Enjoyable and fun for young readers<\/p>\n\n\n\n

Key quote:<\/strong> “Sales is one of the greatest professions in the world when done right.”<\/p>\n\n\n\n

10. ‘How to Start a Sales Rebellion<\/a>‘ by Dale Dupree and Jeffery Villegas<\/h3>\n\n\n\n

Dupree, the self-described “copy warrior,” was not exactly a born salesperson. “I used to suck at sales,” he says bluntly. “I was so focussed on closing everyone I met that I forgot to bring my integrity to the appointment.”<\/p>\n\n\n\n

Using two fundamental concepts, Roots and R.E.A.S.O.N. (radically educate, attention, story, outline, and nuance), Dupree helps sales pros tell their stories and connect with prospects in a meaningful way.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Offers bite-sized adventures along with real-world sales tactics<\/p>\n\n\n\n

Key quote:<\/strong> “R.E.A.S.O.N. is all about going one step further: creating familiarity, causing curiosity, being relevant, and taking your prospect on an adventure.”<\/p>\n\n\n\n

11. ‘Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales<\/a>‘ by Cynthia Barnes<\/h3>\n\n\n\n

Barnes is the founder and CEO of the National Association of Women Sales Professionals and sees sales as her salvation. “(It’s) simply the best career on the planet \u2014 especially for women \u2014 because it lets you call all of the shots,” she says.<\/p>\n\n\n\n

Described as a “revolutionary blueprint designed for women,” “Reach the Top 1%” offers proven strategies on how to elevate your sales game, instructions to develop a resilient, positive mindset, and a guide to transition to a six-figure sales leader.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Offers practical advice combined with honest stories about being a woman in sales<\/p>\n\n\n\n

Key quote:<\/strong> “It might sound impossible compared to your current reality, but if you’re willing to learn and apply yourself, it can be yours in less than a year.”<\/p>\n\n\n\n

12. ‘Everybody Works in Sales<\/a>‘ by Niraj Kapur<\/h3>\n\n\n\n

Kapur grew up in working-class Northern Ireland and went through a series of miserable sales jobs. He says he endured “horrible failures” before finding his groove in corporate London.<\/p>\n\n\n\n

“Everybody Works in Sales” combines unique storytelling with proven strategies to build long-term relationships. The book contains over two dozen lessons Kapur learned on his journey to becoming an award-winning executive and several interviews with sales experts.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Insightful, inspirational, and motivational words from the author’s own experience<\/p>\n\n\n\n

Key quote:<\/strong> “I have no superpowers. I’m not a child of privilege. I never went to a private school or a top university. I never even made it to university, yet everyone I have ever managed or out-earned had a degree.”<\/p>\n\n\n\n

13. ‘Smarketing: Sell Smarter, Not Harder<\/a>‘ by Peter Strohkorb<\/h3>\n\n\n\n

Available as a free download, “Smarketing” makes the case for a strategic sales and marketing amplification initiative that lifts across-the-board revenue performance.<\/p>\n\n\n\n

“Unfortunately, it is now common to see fewer than 30% of sales reps achieve their sales quota<\/a>,” Strohkorb writes. “At the same time, sales cycles lengthen, prospects are becoming harder to reach, and buyers have a seemingly infinite choice of vendors. It is time to rethink the way we sell.”<\/p>\n\n\n\n

Strohkorb’s book outlines his proven methodology to use existing resources to boost sales performance across the board.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Demonstrates not just why \u2014 but how \u2014 to align sales and marketing teams<\/p>\n\n\n\n

Key quote:<\/strong> “It may not be quite the same as the adage ‘Do more with less,’ but at the very least it is, ‘Do better with what you already have.'”<\/p>\n\n\n\n

14. ‘Six-Figure Sales Secrets<\/a>‘ by Marcus Chan<\/h3>\n\n\n\n

Sales expert Chan pledges that his book, “Six-Figure Sales Secrets,” is the ultimate guide on becoming a top salesperson without using sleazy sales tactics.<\/p>\n\n\n\n

“Today is the day that you shortcut your way to heights you only dreamed of before,” Chan writes. “This book is your unfair advantage to unlock the potential hidden inside you that everyone around you sees, but somehow you haven’t been able to tap into.”<\/p>\n\n\n\n

Chan outlines how to earn an additional $50,000 to $100,000 in commissions annually without committing to 60+ hours a week. “The trick is to work smarter, not harder,” he advises.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Reinforces sales fundamentals along with motivational, easy-to-digest advice<\/p>\n\n\n\n

Key quote:<\/strong> “Surpass all of your sales goals as you rise to the top of the sales charts, crushing your competition, and becoming the sought-after leader you know you’re destined to be.”<\/p>\n\n\n\n

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We’re building the largest and most successful community of sales professionals, so you can learn, connect, and grow. <\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

\n\t\t\t\t\tGet Started<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t
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15. ‘What’s in the CARDS? 5 Post-Pandemic Sales Strategies<\/a>‘ by Cherilyn Castleman<\/h3>\n\n\n\n

This book can help you perfect the art and science of remote selling, using the C.A.R.D.S. principles: collaboration, analysis, relationships, development, and strategy.<\/p>\n\n\n\n

Castleman draws on her experience as a sales trainer and executive coach to identify “everyday superpowers” that can help them close effectively, whether in person or over a screen. And Castleman’s C.A.R.D.S. principles are succinct: Make a connection first, offer your presentation second.<\/p>\n\n\n\n

Account director Thomas Tyler says he successfully made the switch to sales from public education by leaning on Castleman’s advice.<\/p>\n\n\n\n

“This book changed how I speak to prospects,” Tyler says. “Before, I would lead a classic sales conversation, beginning a pitch. Now, I begin sales calls by sharing my personal story instead.”<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Targeted and practical advice for remote selling in a post-pandemic world<\/p>\n\n\n\n

Key quote:<\/strong>\u00a0“Channeling your lived experience \u2014 the good, the bad, and the ugly \u2014 is key to a successful sales career <\/a>because the secret to sales mastery is authentic connection.”<\/p>\n\n\n\n

16. ‘The Science of Selling<\/a>‘ by David Hoffeld<\/h3>\n\n\n\n

“The Science of Selling” uses the lens of social psychology to study selling by understanding how our brains form buying decisions. It outlines methods for engaging emotions to increase buyers’ receptiveness, lock in small commitments that lead to a sale, and guide customers through the necessary mental steps to make purchasing decisions.<\/p>\n\n\n\n

This evidence-based approach helps sway customers to sign on the dotted line. And sales experts agree.<\/p>\n\n\n\n

“Hoffeld dives deeper into how to use scientifically proven ways to build rapport, influence with ease, and pass through the scepticism that’s inherent in the selling process<\/a>,” writes Mary Poul, founder of Sales Mastery magazine.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Scientific yet accessible, offers research-driven insights and useful strategies<\/p>\n\n\n\n

Key quote:<\/strong> “A direct and scientifically validated way to boost your likability is to show your buyers that you like them. \u2026 When you find out that someone likes you, it is almost impossible not to like them back.”<\/p>\n\n\n\n

17. ‘The Seller’s Journey<\/a>‘ by Richard Harris<\/h3>\n\n\n\n

With more than 20 years of experience in technology and software as a service (SaaS) sales, Harris knows that sales is always personal. In his book, “The Seller’s Journey,” Harris outlines 13 sales tactics that put his trademarked N.E.A.T Selling technique into action.<\/p>\n\n\n\n

As Harris tells it, N.E.A.T selling is all about trust. The key is to help customers “fall in trust” with sellers. Using a compass, Harris outlines the seller’s journey through four points of interest: need, economic impact, access to authority, and timeline.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Easy-to-follow processes, practical tips, and valuable advice<\/p>\n\n\n\n

Key quote:<\/strong> “The road to success is paved over the potholes of risk-taking, mini-wins, and an open mind.”<\/p>\n\n\n\n

18. ‘More Than a Number<\/a>‘ by Scott Leese<\/h3>\n\n\n\n

Leese offers a playbook for sales professionals to achieve their goals in his book “More Than a Number: The Modern VP Sales Playbook.” But it’s not an easy road. Many people mistakenly view sales leadership roles as an easy path to riches. Instead of finding their fortunes, many sales pros get stuck just trying to keep their heads above water.<\/p>\n\n\n\n

“It doesn’t have to be that way,” Leese insists. “Learn how business operates and fuel your desire to lead, coach, and inspire other salespeople.”<\/p>\n\n\n\n

Leese has the track record to back up his methods. With decades of experience as a strategic advisor, he’s helped companies scale from zero to $25 million in annual recurring revenue.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Authentic, insightful, and specific examples written in a digestible format<\/p>\n\n\n\n

Key quote:<\/strong> “In your role, you might feel like you are just a number in the company. But you are more than your sales targets; your results are more than that. When you learn this playbook, your life becomes more than a number.”<\/p>\n\n\n\n

19. ‘The Challenger Sale<\/a>‘ by Matthew Dixon and Brent Adamson<\/h3>\n\n\n\n

Dixon and Adamson turn traditional sales wisdom on its head in “The Challenger Sale<\/a>.” They argue that great salespeople don’t just build relationships with customers \u2014 they challenge them.<\/p>\n\n\n\n

In this book, you’ll learn how to go from describing your products (boring) to approaching customers with unique insights (great). You’ll also discover how to go from caving to customer demands (bad) to pushing back when necessary and taking charge of the sale (better).<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Challenging, well-researched, and insightful<\/p>\n\n\n\n

Key quote:<\/strong> “Customers aren’t looking for reps to anticipate, or ‘discover,’ needs they already know they have, but rather to teach them about opportunities to make or save money that they didn’t even know were possible.”<\/p>\n\n\n\n

20. ‘Obviously Awesome<\/a>‘ by April Dunford<\/h3>\n\n\n\n

This book shows you how to find your product’s secret sauce \u2014 and then find the people who want to eat it up. Dunford draws on the lessons learned from launching several products at startup companies. He also worked on dozens more as a consultant, offering advice on how to break through the noise of a crowded market and position your product like a pro.<\/p>\n\n\n\n

The lessons in “Obviously Awesome” include how to connect an audience to the value of your product or service, studying market trends, and helping buyers feel the urgency of making a purchase. It’s a must-read for any sales rep who wants to know the ins and outs of product positioning.<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Approachable, useful, and concise.<\/p>\n\n\n\n

Key quote:<\/strong> “Positioning is the act of deliberately defining how you are the best at something that a defined market cares a lot about.”<\/p>\n\n\n\n

21. ‘The Sell<\/a>‘ by Fredrik Eklund and Bruce Littlefield<\/h3>\n\n\n\n

Eklund made his name as the larger-than-life real estate mogul from the New York iteration of “Bravo’s Million Dollar Listing” reality series. In “The Sell,” Eklund reveals all his secrets for curing buyers’ cold feet \u2014 and getting them to sign on the dotted line.<\/p>\n\n\n\n

Whatever Eklund is doing, it seems to be working. He\u00a0sold $3.7 billion<\/a>\u00a0in real estate in 2023, and he thanks his unique style of showmanship for his stacks of racks.<\/p>\n\n\n\n

“Have you been on a date where you dressed your best and turned on the charm? You were selling. Have you asked someone to take out the trash because you were tired and didn’t want to? You were selling,” Eklund explains. “That’s why ‘The Sell’ is for everyone.”<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Entertaining, funny, and uplifting content delivered in a lighthearted style<\/p>\n\n\n\n

Key quote:<\/strong> “Which would you remember more vividly: a real estate agent in a gray suit who hands you an off-white business card, or a real estate agent doing high kicks on the red carpet?”<\/p>\n\n\n\n

22. ‘MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale<\/a>‘ by Andy Whyte<\/h3>\n\n\n\n

MEDDICC \u2014 an acronym for metrics, economic decision-maker, decision criteria, decision process, implicate the pain, champion, and competition \u2014 guides sellers through a series of checkpoints that are part of any successful enterprise sale.<\/p>\n\n\n\n

Kevin Thiele, chief revenue officer of Sales Code, says the guide made him a better seller.<\/p>\n\n\n\n

“I realised that even with all my experience, I never truly understood the importance of a champion \u2014 someone with influence inside a prospect company who can advocate for the sale on your behalf when you’re not there,” he says. “The champion guides you through the decision-making process, introduces you to key players, and alerts you if things go wrong.”<\/p>\n\n\n\n

Why salespeople love it:<\/strong> Outlines a succinct, targeted sales methodology, diving deep into the sales prospecting process<\/p>\n\n\n\n

Key quote:<\/strong> “‘No champion, no deal’ \u2014 it’s been a true saying for as long as the term ‘champion’ has been used in sales.”<\/p>\n\n\n\n

23. ‘See You at the Top<\/a>‘ by Zig Ziglar<\/h3>\n\n\n\n

This classic book shares encouraging advice based on one principle: You can get everything you want in life if you help enough other people get what they want.<\/p>\n\n\n\n

Craig Earich, director of sales and business development at Linvio, says Ziglar reminds him to “see the good in other people.” He adds: “I’m not perfect at it, but it’s a goal I keep coming back to, and when I do, the revenue always follows.”<\/p>\n\n\n\n

Why salespeople love it:<\/strong> An inspirational and classic read<\/p>\n\n\n\n

Key quote:<\/strong> “It’s a universal truth that you treat people exactly like you see them. It’s also true that all you have to do to find ‘good’ or ‘ability’ in a person is to look for it. Once you find that ‘good’ or ‘ability’ in the other person, you treat them better and they perform better. So it’s good ‘business’ and good ‘humanness’ to be a ‘good finder.'”<\/p>\n\n\n\n

24. ‘The Four Agreements: A Practical Guide to Personal Freedom<\/a>‘ by Don Miguel Ruiz<\/h3>\n\n\n\n

On the New York Times bestseller list for more than a decade, “The Four Agreements” offers reps a code of conduct for selling with integrity and compassion. The four principles from the ancient Toltec culture of Mexico include:<\/p>\n\n\n\n