The most successful people attribute their accomplishments to the never-ending journey of learning. Learning does not stop when you leave school, pass an examination, or finish a book—it’s a continuous and lifelong process that makes us better.
For sales representatives, the same is true. It’s not enough to only focus on first-hand experience and training to gain sales knowledge. You must invest time and energy into the continuous learning process, too, outside of your day job. Not only will this help you hone your skills and test new techniques, it will help you close more deals and be a highly successful and efficient sales professional.
The Ultimate Guide of Top Sales Books You Need to Read Now
One of the best and more affordable ways to learn is to pick up a book. However, the challenge with finding the perfect sales book is there are too many to choose from and it can be an overwhelming process picking the best book for you. That’s where this list will come in handy. Below, we’ve compiled the top 39 sales books that will completely change (and enhance) the way you sell, helping you create better relationships with customers, find higher quality leads and close deals faster.
Remember: Visiting your local bookshop, or buying books second hand, is not only better for your wallet, but also for our planet!
As always: The article structure has nothing to do with the quality of the books mentioned and does not constitute a rating.
Books about (sales) psychology and motivation
The Psychology of Selling
Author: Brian Tracy
The Psychology of Selling discusses how selling is more than just strategy and politics. To be successful at sales, you also need to understand human psychology and behavior in the context of business. Author Brian Tracy uncovers the inner motivations of buyers and sellers, explaining how they interconnect to create opportunities for sales reps. In this book, Tracy thoroughly covers psychological ideas, methodologies, strategies, and techniques to help you close more deals, faster than you have ever before.
How to Win Friends and Influence People
Author: Dale Carnegie
B2B sales is only about tactics and technology, right? Wrong! B2B sales is about people and how to deal with them. The more you know, the better. In this bestseller by Dale Carnegie, you’ll learn how to influence people, get them to embrace your ideas, and get them to like you. Be on your way to achieving your goals both personally and professionally.
Dale Carnegie's book is a classic for building interpersonal relationships. Especially today, in the age of bots, GPTs and all kinds of cadencing tools, it's time to get back to basics. "How to Win Friends" is a good reminder that in Sales, there are always people behind the processes.
Michael Larche, Vice President New Business Sales @ Dealfront
Emotional Intelligence for Sales Success
Author: Colleen Stanley
Emotional intelligence (EI) is an important skill for all sales professionals as it plays a vital role in the selling process. It’s easy to get defensive when faced with a prospect challenging your pitch, or, you might fold under pressure too quickly when your price is challenged. In this book, learn how EI is an indicator of sales success and how to sharpen your skills to help expand your EI toolkit.
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Author: Ben Zoldan & Michael T. Bosworth
Have you ever heard that storytelling is king? In this book, Ben Zoldan & Michael T. Bosworth offer great insights into how to further connect with those you are selling to using the power of story. Zoldan suggests that people don’t make decisions solely based on fact but mostly on emotion. Learn how to use the power of storytelling to inspire your audience about what you are pitching and close the deal.
Selling with EASE
The best and highest performing salespeople deploy four steps in every transaction with clients or customers. It’s vital to understand how to execute on those four steps so you can set yourself apart from your competition. If you are looking for genuine sales and business success, this book is for you. Start creating relationships with happy, repeat customers that will recommend you.
Inside the Mind of Sales: How to Understand the Mind & Sell Anything
Author: Derek Borthwick
For successful B2B sales, it is important to know how the human mind works and how to use this knowledge to persuade people. Derek Borthwick's book introduces you to the secrets behind the human mind and shows you step-by-step how to strengthen your sales skills and skyrocket your sales. For more details, we recommend our sales psychology guide – read it here.
Influence: The Psychology of Persuasion
Author: Robert Cialdini
This classic book covers the psychology of why buyers say “yes” and how to get them to that decision point. Robert Cialdini provides six principles of influence including reciprocation, commitment and consistency, social proof, liking, authority and scarcity. Learn how to apply these principles in your next pitch using the techniques presented in this book and successfully influence your customer to buy what you’re selling.
Think and Grow Rich
Author: Napoleon Hill
This is a classic book, loved and referenced by many professional salespeople. This book not only teaches you what you need to be successful but steps that will help you become a better sales professional. The techniques are simple and once applied, you will realize your full potential.
Books for traditional sales and cold calling
Never Split the Difference: Negotiating as if Your Life Depended on It
Author: Chris Voss
A book from a former FBI agent making an appearance on a list about sales books may seem out of place, but there is a lot you can learn from Chris Voss and his negotiation expertise. Never Split the Difference focuses on nine key principles that helped Voss and his colleagues succeed where no one else could. Learn from his experiences as an intelligence professional and position your products or services in such a way that your prospect can’t help but say “yes!”
Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales
Author: Cynthia Barnes
Cynthia Barnes is an author, entrepreneur, and business success expert. She delivers you her insights based on years of experience as a successful business leader and professional. Learn how to become financially independent, flexible and how to stay motivated as a woman in business. Also, discover why a sales career is ideal for women, and how to create and stay on the path to success.
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Author: Art Sobczak
In Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, Art Sobczak uncovers the secrets to cold calling success. Cold calling is an essential and necessary function of any sales professional workflow, and it’s no secret that it can be one of the most tedious and intimidating techniques due to the overwhelming rate of rejection. Sobczak offers tips and tricks to help sales professionals successfully close cold call deals while minimizing the fear of rejection. While other books tell the reader to “learn to love” rejection, Smart Calling is different, by instead empowering the reader to take action, call leads and close the deal almost every time.
How to Sell Anything to Anybody
Author: Joe Girard, Stanley H. Brown
In his book, Joe Girard reveals how absolutely anyone can successfully close deals in any type of business. If anyone knows how to do it, it's Joe! With more than 15 years of sales experience, he has sold over 13,000 cars, setting a Guinness World Record. Joe believes that anyone can achieve their goals in sales by focusing on basic principles such as trust and hard work. So, what are you waiting for?
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Author: Jeb Blount
Is your focus primarily on a single sales channel? Then it’s time to change that! With Jeb Blount’s book, you can say goodbye to ineffective sales tactics and fill your pipeline with relevant leads. Step-by-step, Blonde talks about his approach to new customer acquisition, and why a well-rounded acquisition across multiple channels is beneficial.
Get a comprehensive overview on cold calling, social selling, and persuasive email copy that will blow your prospects away!
I really enjoyed reading Jeb Blount's book Fanatical Prospecting, because he explains just how crucial prospecting is for sales professionals. He explains that it doesn't matter whether you prioritize quality or quantity: If you choose to pursue a high-quality lead approach, it's still important to continuously search for and engage with potential customers to fill your pipeline and keep your sales funnel moving. Jeb Blount's writing style makes it easy to read, and he provides concrete examples of why some problems might occur. As an Account Executive, I can totally relate to the examples, he provides.
Arman Pargar, Account Executive @ Dealfront
Sales Truth. Debunk the Myths. Apply Powerful Principles. Win More New Sales.
Author: Mike Weinberg
Sales trends come and go, but which of these trends can you actually trust? Mike Weinberg addresses all the current trends and buzzwords in his book “Sales Truth”. He refutes the claims of LinkedIn experts that there is some magic formula for social selling, sales enablement or sales engagement.
Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No
Author: Jeb Blount
All salespeople understand the frustration of a prospect turning down your offer after you’ve had a great sales conversation. In this book, Jeb Blount teaches you everything you need to know about saying “no”. Why do people turn down offers? “Objections” gets straight to the heart of the issue and helps you pinpoint how you can improve in your daily sales life.
Sell or Be Sold: How to Get Your Way in Business and in Life
Author: Grant Cardone
Grant Cardone presents in his book Sell or Be Sold that everything in life should be treated as a sale. Whether you are in the boardroom pitching your product or service or trying to convince yourself to eat healthy, you need to focus on selling whatever that idea is to others and yourself. This book breaks down the techniques of how to master the art of selling in any avenue. One major takeaway is that to be successful at sales, you yourself need to be sold on the product.
Books for (digital) B2B sales
B2B Is Really P2P: How to Win With High Touch in a High Tech World
Author: Frank Somma
In this book, Frank Somma discusses the sales gene and how to use that to your advantage to identify the nuances of body language, vocal tone, micro-expressions and word choice when talking to prospects which can help you to start developing long-lasting relationships with customers. This book will provide sales veterans, sales leaders or recent grads alike the tools and techniques to help build lasting relationships that result in sales.
Selling to the C-Suite
Author: Nicholas Read & Stephen Bistritz
This book is a classic guide to high-level selling. Have you ever wondered how salespeople develop long-lasting relationships with c-level executives? In the B2B world, selling to executives is normal and those executives are looking for needle-moving advice. With this book learn strategies on effective c-suite selling and become your target company’s trusted advisor.
Own Your Niche
Author: Stephanie Chandler
This book covers internet marketing and sales tactics your sales teams should be considering in today’s digital market. Own Your Niche teaches you how to showcase your business to your audience online in an authentic way. Stephanie Chandler offers easy-to-use and implement strategies that you can take advantage of today to help grow your business for tomorrow.
Fast Forward: Accelerating B2B Sales for Startups
If you’ve already started a business or are currently considering it, then this book by Martin Giese and Matthias Hilpert is the one for you. Learn to scale your business and build sustainable customer relationships. With insights from successful founders like Moritz Zimmermann of Hybris (now SAP), Neil Ryland of Peakon (now Workday), and Veronika Riederle of Demodesk, you’ll be learning from the pros!
The New Handshake: Sales Meets Social Media
Author: Joan C. Curtis & Barbara Giamanco
We live in an increasingly digital world and today’s social media environment has completely changed how we communicate and connect with others. In this book, you’ll learn how to adopt social media selling solutions, learn how to build a social media selling road map, and how to empower sales professionals to adopt these new tactics. Take advantage of social media and start connecting with your target audience in an authentic and strategic way.
The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers (Volume 4 of 6)
Are you working in SaaS sales and looking for a tried and true method to boost your sales game? Then Jacco and Dan’s books should be your go-to book series. But don’t worry, you won’t have to wade through long, dreary texts! What you’ll get are clear breakdowns and insights into what makes SaaS sales tick.
In this volume, SDRs can learn the most important aspects of prospecting. Learn how to determine your target audience and leverage expert tips to really understand them.
All of the books in “The SaaS Sales Method” series are current and definitely worth a read.
Volume 1: The SaaS Sales Method: Sales As a Science (Sales Blueprints Book 1)
Volume 2: Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization
Volume 3: The SaaS Sales Method Fundamentals: How to Have Customer Conversations
Volume 4: The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers
Volume 5: The SaaS Sales Method for Account Executives: How to Win Customers
Volume 6: The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers
More Sales, Less Time
Author: Jill Konrath
Do you often feel really behind at work and are faced with the stress of meeting end-of-month or end-of-quarter sales quotas? If this sounds like you, you’re an overwhelmed seller. In this book, Jill Konrath helps sales professionals develop strategies to help them overcome these overwhelmed and stressed feelings to help you sell smarter and more efficiently.
Books for executives & management
The Motivation Myth: How High Achievers Really Set Themselves Up to Win
Author: Jeff Haden
The best sellers are gifted with endless motivation, right? Wrong. In Jeff Haden’s book The Motivation Myth, he explains that motivation is actually a myth and Haden proposes that, instead, motivation is the result of a good process. Learn how to garner motivation through a structured sales process and how you yourself can become one of a top-performing seller with endless amounts of motivation.
The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone
Author: Matthew Owen Pollard & Derek Lewis
It’s a common myth that extroverts make the best salespeople. Sales is a skill just like any other skill and with the right practice, anyone can be a successful sales professional. If you’re an introvert, this book is great for you as it describes how you can build your sales skill and feel just as comfortable in the sales world as your extroverted counterparts (and even how to outperform them with your introverted qualities).
Sales Management. Simplified. The Straight Truth About Getting Exceptional Results from Your Sales Team
Author: Mike Weinberg
What defines a sales team's success? Spoiler alert: it’s not based on the skills of a few individuals. Mike Weinberg shares how he helps companies by building their sales teams. You can expect executable tips on effective leadership frameworks, meeting culture, and how to give the right salesperson the right responsibilities. Learn how effective team organization makes for a winning team.
Coaching Salespeople into Sales Champions
Author: Keith Rosen
Have you ever wondered what the secret is to building a highly successful and profitable sales team? Product knowledge and foundational sales skills go a long way but there is more to the equation. In this book, Keith Rosen describes how to effectively coach a sales team instead of simply just managing a sales team. Learn tips and tricks on how to turn your sales team into the most profitable team in your organization.
Books for sales strategies and scaling
The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
Author: David Hoffeld
If your selling strategies aren’t resulting in closed deals, it might be time to look for a new approach. This book will provide you with new, data-backed selling strategies that you can implement to start closing more deals. Use this book to start boosting your sales and creating deeper, mutually beneficial relationships with your customers.
Brilliant Selling: What the Best Salespeople Know, Do, and Say
Whether you are new to selling or a selling veteran, Brilliant Selling will show you how to improve your sales performance so you start closing more deals. This book is packed with tips and advice on what works when selling to prospects, how to perfect and develop your sales techniques and how you can understand your customer’s needs to deliver the perfect pitch at the right time.
The Sales Acceleration Formula
Author: Mark Roberge
The Sales Acceleration Formula offers insights on how you can boost your revenue realistically, reliably and with scalability. Mark Roberge lets you in on how to build a successful sales team and how you can adapt your strategy to an ever evolving digital world.
Also, learn how to put structures in place that you can rely on and how you can take advantage of intelligent sales data.
More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy
Author: Jill Konrath
Do you find it difficult to stay on top of your work? Do you find your monthly or quarterly quotas hard to meet? Sounds a lot like overwhelm. In this book, Jill Konrath helps sales professionals develop strategies to overcome overwhelm and stress. Get started selling smarter and more efficiently! More information
Words that Sell
Author: Richard Bayan
Are you quickly realizing that your vocabulary is packed with sales jargon that doesn’t resonate with your customer? This helpful book will help you unlock the power of words to help you start closing the deal. Learn phrases that will capture your prospects attention, create desire for your product or service, and ultimately win their business.
Author: Neil Rackham
In 216 pages, Neil spills the sales wisdom he gained from analyzing over 35,000 calls made by 10,000 salespeople from 23 countries. He introduces the concept of SPIN selling, an effective sales strategy to do high-value selling. According to him, salespeople should ask 4 types of questions – Situation, Problem, Implication, and Need-payoff – to convert prospects into customers. Though published in 1988, this approach stands the test of time for its actionable and data-backed strategies.
Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success
Author: Jordan Belfort
"Sell me this Pen!" – Jordan Belfort's life not only provides enough content to fill a Hollywood movie in "The Wolf of Wall Street." It also makes enough experiences for an exciting sales book, peppered with anecdotes from the Wall Street. In his book, Belfort opens up his playbook and shows you how to overcome setbacks with proven strategies and techniques, master the art of persuasion, and close deals in your sleep. A must for every sales professional!
Secrets of Successful Sales
Author: Alison Edgar
The leads are there, your spirits are high—but you're not selling anything. In this book, British sales specialist Alison Edgar explores how to close deals and really master sales. No tricks, just the truth. She delivers you over 150 pages full of hands-on strategies and methodology that actually work.
I really enjoyed reading Sales Management Simplified as it focuses on the fundamentals of sales management instead of small tips and tricks that might be trending currently. Mike Weinberg introduces a simple framework for success and offers actionable insights and reminders for any sales leader out there.
Jesse Pärnänen, Senior Director Platform Sales (Nordics, UKI & International) @ Dealfront
Book Yourself Solid
Author: Michael Port
If you’re a seasoned sales professional, consider picking up Book Yourself Solid to hone your sales skills. Michael Port offers fresh ideas and perspectives on tried and true sales techniques that can help keep you bringing in business for years to come. Learn seven core strategies to help you make a name for yourself through self-promotion. Unlock the secret to long-lasting business.
The Challenger Sale
Many salespeople will tell you that it’s the customer relationship that counts, but Matthew Dixon and Brent Adamson would disagree. In their book, they demonstrate through examples why you should challenge prospects and customers rather than pouring all your efforts into likeability. You’ll learn how to refine your skill set and sales leaders will learn how to build sustainable sales processes.
The Sales Development Playbook
Author: Trish Bertuzzi
If you are looking for a book to help with sales development and prospecting, we encourage you to check out The Sales Development Playbook. This book isn’t only about how to achieve growth, but how to achieve high growth. It covers how to effectively acquire a new pipeline by empowering internal sales teams to successfully prospect. Learn the six steps you can take now to start cultivating high-quality leads.
The Greatest Salesman in the World
Author: Og Mandino
This classic sales book by Og Mandino helps the reader discover the “why” behind selling. This book reframes the act of selling away from being something that could be considered as manipulative, and instead selling is an act to help people achieve their goals and dreams—with the help of a great salesman, of course.
Gap Selling: Getting the customer to yes
If you thought that prospects would drop out of negotiations because of the price, you’d be wrong. In his book “Gap Selling”, Keenan debunks old sales myths and strategies that are still believed today, and why price isn’t what’s preventing a close. Learn what’s really behind an unclosed deal and how to make your prospects happier. Target higher sales with a full pipeline without pandering.
Refine Your Sales Techniques and Close More Deals
When choosing which sales books to rely on, remember your goals. All of these books will provide you with the right techniques to build reliable and scalable sales processes to help your business achieve your sales goals as long as you have defined what success looks like to you and your business. Picking up a book is the first step in the learning process. Don’t forget that you need to put in the work to build your roadmap and refine your skills to become the best sales professional you can be. Until next time, happy selling!