20 Greatest Sales Books (Of All Time) To Up Your Sales Game

What these sales books can help you achieve in one year, courses may not be able to teach you in five!

\”Success in sales is not about persuading people to buy what you have; it\’s about understanding what they need and helping them achieve it.\”
-Zig Ziglar

This understanding that the sales pioneer of the 20th century, Zig Ziglar is talking about is well explained in this article.

As an ardent reader of books myself and coming from a sales background, I figured it\’d be best to list down some of the best sales books I\’ve come across. I\’ve ranked them based on the relevancy of the book and how much concrete knowledge the author has shared.

Most books you\’ll come across will mostly have jargon. It\’s only some of the trusted persons in this space who have the eyes, ears, and most importantly a mouth made for sale that write a read-worthy book.

Whether you\’d like to reach out via sales emails, or you\’d like to give them a call. The resources mentioned in this article will propel you toward a successful sales journey.

So without any further ado, let\’s dive right into the 20 sales books that I believe will up your sales game entirely!

 

Top 20 Sales Books For Entrepreneurs

The following list has been deliberately created for business professionals, entrepreneurs, salespersons, or just anyone who\’d like to have access to high-level resources for sales. This list may not contain many of the popular books you may find on Google as those are the generic ones.

In this list, you\’ll find some generic books, but mostly in-depth resources.

And at number one we have a comprehensive guide on sales that provides A-Z knowledge. Take a look.

1. Secrets Of Closing The Sale by Zig Ziglar

 

Ziglar\’s book is a treasure trove of winning strategies to help you secure positive responses and seal the deal. Packed with engaging stories and real-life examples, Ziglar provides practical techniques and guidelines to master the art of persuasive communication.

The thing with Zig Ziglar is that if you read any one of his books, you\’ll have a very good idea as to what he\’s all about. This sales book has it all; a good start for anyone exploring this space.

Even as a sales professional, you will get many useful insights from the real-life examples that Ziglar has mentioned.

Let Ziglar illuminate your path to successful sales closures.

Ziglar\’s principles of success are not only easily understandable but also highly applicable. They have a profound and wide-ranging impact. By following his proven methods, you\’ll approach your prospects with enthusiasm and confidence, paving the way for greater success.

 

2. Way Of The Wolf by Jordan Belfort

 

Of course, you must have watched \’The Wolf of Wall Street,\’ and have seen the sales skills of Jordan Belfort. Well, the real-life wolf has written a masterpiece on sales that takes an aggressive approach toward the subject.

In his book, Jordan Belfort emphasizes the importance of identifying the fundamental needs and beliefs of your customers to craft a compelling sales pitch. Establishing a strong rapport with prospects is crucial in this process.

Till now sales books that we\’ve mentioned are generic in knowledge. This is why anybody who has even the slightest interest in sales can go through this book by Jordan Belfort.

Additionally, Belfort highlights the significance of maintaining a positive mindset and enjoying the journey toward your goals, as excessive stress can hinder your success.

 

3. The Sales Acceleration Formula by Mark Roberge

 

Now that we have looked at generic sales books that are suited for beginners as well, let\’s look at some resources meant for sales professionals.

If you possess an interest in analytics, you will undoubtedly find great interest in the forthcoming lecture on our recommended book.

Mark Roberge\’s The Sales Acceleration Formula provides a comprehensive framework for developing impactful sales strategies rooted in data-driven insights. By implementing these strategies, your organization can experience substantial revenue growth and establish a high-performing sales team.

As an entrepreneur, you likely aspire to create a thriving and innovative enterprise. Mark Roberge, an esteemed alumnus of MIT, has achieved this feat by employing a distinctive methodology, which he generously imparts to readers through his sales books.

Still in need of further convincing?

 

4. Inbound Selling: How To Change The Way You Sell To Match How People Buy (Sales Books) by Brian Signorelli

 

In the modern business landscape, the dynamics of customer-company interactions have been revolutionized by inbound marketing. Today, customers possess greater autonomy and no longer rely heavily on sales representatives to gather information about a company\’s products or services.

Remarkably, over 60% of purchasing decisions are now made independently, without direct involvement from sales representatives. In light of this shift, it becomes crucial for sales professionals to adapt their strategies and adopt a fresh mindset.

This sales book offers invaluable insights into the realm of inbound sales, presenting a comprehensive, practical framework for sales professionals to navigate the changing landscape.

Sales books like these dive into the step-by-step approach for implementing inbound sales strategies and shed light on the key aspects of leading a team of inbound sellers.

 

5. The Sales Handbook By Intercom (multiple author sales books)

 

Are you looking to accelerate and optimize your business growth?

The Sales Handbook is an invaluable resource packed with proven frameworks, expert recommendations, and effective sales strategies. The authors provide a comprehensive guide on expanding sales teams and implementing contemporary sales techniques.

The Sales Handbook is one of those sales books that cater to professionals seeking to enhance their sales prowess and accelerate business growth. It is suitable for individuals at various knowledge levels, from moderate to experienced sales professionals.

However, a beginner might feel perplexed while reading this.

When you delve into this book, you\’ll feel as though you\’re reading firsthand accounts from accomplished sales professionals. What sets it apart is that each story is accompanied by practical advice, allowing you to directly apply the lessons learned.

 

6. To Sell is Human: The Surprising Truth About Persuading, Convincing, and Influencing Others by Daniel H. Pink

 

This book is not just another sales guide. As someone who has extensively studied and written about the subject, I can confidently say that sales books like these are exceptional.

Sales books may come and go, but this one is here to stay.

For those currently engaged in sales, it\’s evident that traditional methods no longer suffice. In this book, Pink provides valuable and up-to-date perspectives on the art of selling, offering practical advice on influencing others, enhancing the clarity and persuasiveness of your message, and generating referrals.

This is one of those sales books that addresses the power of referrals in modern selling. Pink recognizes the significance of building relationships and leveraging existing connections to expand one\’s customer base.

Overall, \”To Sell Is Human\” is exceptional because it redefines the sales paradigm, embracing a broader perspective on what it means to sell.

 

7. Data-Driven Sales: Learn How Sales Leaders At HubSpot, Salesloft, And Other Top B2B Companies Use Data To Grow Faster by Clearbit & Matt Sornson

 

Authored by the B2B Marketing Intelligence company called Clearbit along with Matt Sornson (former CEO at Clearbit), this book contains some high-level knowledge.

Data-Driven Sales, much like The Sales Acceleration Formula, offer practical insights on leveraging data to drive business growth for entrepreneurs.

Each chapter of this book takes you on a journey, showcasing how companies successfully overcame challenges on their path to success.

The advice provided is specific and tailored, avoiding generic approaches. That\’s the best part: no generic knowledge whatsoever! Best suited for logical-minded salespersons who are interested in the details of the sales process.

 

8. Little Red Book of Selling by Jeffrey Gitomer

 

If sales professionals are preoccupied with the techniques of selling, according to Jeffery Gitomer, they are overlooking the crucial aspect of understanding why people make purchases. He asserts that this understanding is the only thing that truly matters in sales.

The Little Red Book of Selling takes a light-hearted approach to demystifying the principles behind buying, specifically tailored for salespeople.

Concise and straightforward, this book provides the sought-after answers that salespeople need to excel in their current sales efforts and throughout their entire careers.

Who should read it? This is highly recommended for individuals or teams working in the sales profession.

And Why is it worth reading?

Recognizing that salespeople often have an aversion to reading, the Little Red Book of Selling is designed to be engaging and easily accessible. It includes entertaining cartoons, memorable quotes, and practical takeaways. It also combines humor and professionalism to help salespeople open many more doors in their careers.

 

9. SNAP Selling by Jill Konrath

 

In his book, Jill Konrath recognizes the challenges faced by modern decision-makers who are often overwhelmed, making it challenging to effectively engage with them. To tackle this issue, Konrath presents four straightforward principles comprising SNAP selling, specifically designed to overcome customer reluctance.

SNAP selling stands out from other techniques due to its practicality and focus on addressing the needs of frazzled decision-makers. It provides four simple rules that empower sales professionals to cut through the noise, overcome customer hesitation, and create meaningful connections.

It\’s a game-changer for navigating the complexities of modern selling.

 

10. Predictable Revenue by Aaron Ross & Marylou Tyler

 

Uncover the proven outbound sales strategy that transformed Salesforce.com, resulting in a remarkable $100 million increase in recurring revenue within just a few years. This approach not only nearly doubled their enterprise growth but also achieved these impressive results without resorting to cold calls.

In his enlightening book, Predictable Revenue, Aaron Ross, a respected guest on our Founder Coffee Podcast, shares valuable insights into the Seven Fatal Sales Mistakes commonly made by CEOs and Sales VPs.

He also dives into the creation of self-managing sales teams, empowering your employees to operate like mini-CEOs and significantly boosting the effectiveness of your sales force.

Predictable Revenue is one of the most essential sales books for CEOs, sales VPs, and entrepreneurs seeking to establish a high-performing sales machine. Ross\’s methodologies offer a promise of enhancing your sales process, generating a reliable and scalable stream of revenue.

 

11. The Sales Magnet by Kendra Lee & Jill Konrath Sales Books

 

In the realm of sales, the traditional approach of cold calling is not the only path to success. These sales books serve as a comprehensive guide, offering valuable insights and techniques to effectively engage potential customers.

Another classic by Jill Konrath along with another renowned author in this space, Kendra Lee, this is a must-read.

In this book, Lee introduces the concept of \”magnetic selling,\” emphasizing the importance of creating irresistible attraction rather than using aggressive tactics. She shares practical strategies for developing a compelling personal brand and crafting captivating messages that resonate with prospects.

One standout phrase is the \”Prospect-Focused Elevator Pitch,\” which emphasizes tailoring your pitch to address the specific needs and desires of your potential customers. A thing that sales books in general focus on.

Lee also provides valuable advice on leveraging social media platforms effectively, nurturing long-term relationships, and harnessing the power of referrals.

 

12. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana

 

These sales books are designed to enhance sales performance by focusing on the most important metrics.

The authors make a valid point that the abundance of management reporting has created a misleading sense of control for sales executives. True control comes from providing clear guidance to the sales team, and this book explains how to do so in an actionable manner.

Cracking the Sales Management Code fills this knowledge gap by offering fundamental insights into how the sales force operates. It uncovers the mechanisms and factors that genuinely influence sales outcomes. It brings clarity to things you already have an intuitive understanding of and provides valuable insights into areas you may not be familiar with.

It will revolutionize your day-to-day sales management approach and significantly impact your long-term results.

 

13. The Challenger Sale by Brent Adamson & Matthew Dixon

 

The Challenger Sale presents a fresh perspective on sales strategies, particularly in the context of selling complex, large-scale business-to-business solutions. It\’s at the pinnacle of sales books for professionals.

According to Dixon\’s research, a specific type of sales representative called the Challenger consistently achieves exceptional results. Unlike the traditional approach of solely building relationships with customers, Challengers demonstrate assertiveness by challenging customer assumptions and taking charge of the sales process.

By identifying the Challengers within your organization, their successful approach can be replicated and integrated across your entire sales force.

 

14. SPIN Selling by Neil Rackham

 

Similar to SNAP selling, SPIN Selling is also a step-by-step and methodical procedure for professional sales. As the authors of both these sales books are acquainted, Neil Rackham, author of SPIN selling wrote the foreword for SNAP selling.

Through his book \’Spin Selling,\’ Rackham presents the outcomes of his extensive 12-year research project, which involved a significant investment of resources.

He explores successful sales practices and provides an in-depth analysis of the SPIN framework (Situation, Problem, Implication, Need-payoff), outlining its fundamental principles.

 

15. The TOP Sales Leader Playbook – How to Win 5X Deals Repeatedly by Lisa D. Magnuson

 

This comprehensive guide offers 16 effective techniques, referred to as \’plays,\’ designed to help you secure larger deals. These strategies have been curated from insightful interviews with 41 esteemed sales executives. The plays cover essential aspects such as identifying lucrative opportunities, nurturing relationships with potential clients, and successfully closing deals.

It\’s because of these plays that it\’s one of the most comprehensive sales books there is.

While this playbook provides practical and systematic guidance, complete with detailed step-by-step instructions, it is the result of extensive research conducted with 41 sales VPs.

Their valuable input led to the identification of four crucial areas of focus for sales leaders, which serve as the core themes of this book: Leadership, Methodology, Execution, and Culture.

 

16. The Psychology Of Selling by Brian Tracy

 

The book \’The Psychology of Selling\’ is an excellent resource for sales professionals at all levels, whether they are beginners, experienced individuals, or top performers. It offers practical advice and is written in a clear and accessible manner, making it easy to grasp the foundational principles of successful salesmanship.

This book goes beyond common sense by providing a detailed guide on how to establish, develop, and sustain a thriving sales career. It not only imparts valuable knowledge but also serves as a motivational tool, helping readers understand how to apply psychological principles in the sales process.

By delving into the psychology of buyers, this book offers unique insights that cannot be found elsewhere. It equips salespeople with a deep understanding of the mindset of potential customers, enabling them to better connect and engage with them.

 

17. The Science Of Selling by David Hoffeld

 

Hoffeld provides valuable guidance backed by cutting-edge research from the fields of behavioral economics, social psychology, and neuroscience. In \’The Science of Selling,\’ you will gain a science-based framework to enhance your sales techniques, including effective questioning, securing gradual commitments, addressing objections, minimizing your competitors\’ impact, and much more.

‘The Science of Selling\’ is the ultimate collection of evidence-based practices for sales books ever collected in one volume.

Previously, much of the research included in \’The Science of Selling\’ was dispersed and difficult to access, primarily confined to academic journals, limiting its reach among sales leaders.

 

18. 7L: The Seven Levels of Communication by Michael J. Maher

If you\’re not actively seeking and receiving personal introductions to potential customers, you\’re missing out on a valuable opportunity to grow your business. Learn the practical strategies that will help you earn referrals consistently. While \”7L\” was originally designed for real estate professionals, its principles and techniques can benefit anyone working in sales.

Sales books like this provide readers with valuable insights into the proven strategies that propelled Rick from building relationships to generating referrals.

 

19. Pitch Anything by Oren Klaff

 

A single exceptional sales presentation has the potential to significantly advance your career, generate substantial financial gains, and profoundly transform your life. Sales books like these will help you with exactly that.

In his sales books, Klaff leverages cutting-edge neuroeconomics research to elucidate the decision-making processes of the human brain and how it responds to sales pitches. He also shares captivating real-life accounts that showcase the effectiveness of his approach.

Wondering who would benefit from reading this book?

Well, pitching is a crucial skill for leaders across various domains of life. Whether you\’re a beginner or a seasoned professional, Pitch Anything is an indispensable resource for enhancing your pitching techniques.

 

20. Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dan Ariely

 

And to end our sales books guide, we have chosen one of the most in-depth human consciousness exploring sales books, that might make you feel confused whether they\’re sales books or psychology books.

Have you ever felt puzzled by a potential customer\’s illogical choices?

This book will provide you with valuable insights into the underlying assumptions and emotions that influence our decision-making. It will significantly enhance your ability to steer buyers toward making the right choices.

 

Conclusion: Sales Books Are Here To Save The Day

As you may have observed, sales books can greatly benefit professionals in the sales industry.

By engaging with the content and implementing the strategies and insights provided in these books, you can enhance your sales expertise and understanding, resulting in an increase in successful sales and greater financial rewards.

If you are seeking to enhance your sales capabilities, we strongly recommend acquiring one of the exceptional sales books featured on our recommended list.