Most top performing sales directors claim to regularly read sales books. Why? Because it’s probably the fastest and most cost-effective way to improve your sales capability and accelerate sales in your small business. In this article, we’ve rounded up the 30 best sales books of all time, which includes; bestsellers, classics, and innovative newcomers.
My recommendations are provided in alphabetical order so I recommend browsing through them and clicking through to take a closer look at the ones which are best suited to your current needs.
1. 21.5 Unbreakable Laws of Selling
- Author: Jeffrey Gitomer
- Published: Sep, 2013
- Formats: Digital, H/Cover
Overview
Jeff explains that there are universal laws of selling that determine whether you succeed or not. If you’re just getting started in selling, you will find the laws invaluable. Whether or not you learn the 21.5 laws them and follow them could make or break your sales career.
Typical Reader Review
“This is a great book and an amazing update of the “Sales Bible” for the modern social world. The book is packed full of actionable ideas, almost too many. Jeffrey goes above and beyond by also providing the extras that you can claim on the website. Bottom line, if you do not increase your sales, improve your business and happiness after reading this book, you don’t belong in sales.”
2. Advanced Selling Strategies
- Author: Brian Tracy
- Published: Aug, 1996
- Formats: H/cover. P/back Audiobook
Overview
Brian Tracy is still a big name in sales training, but this is one of his best sellers from the 1990s. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian has developed a comprehensive and effective approach to selling. Great on principles, but obviously behind the curve regarding the most modern methods and sales technology.
Typical reader review
“Tracy’s “The Psychology of Selling” is one of the few books I honestly classify as “essential,” and I do so without reservation. Like Ziglar, Tracy wants salespeople to see the craft of selling as a series of relationships, not drive-bys. You have to learn how to sell. The biggest challenge is “un-learning” the garbage you’ve been fed by snake oil peddlers.”
3. Agile Selling
- Author: Jill Konrath
- Published: Jul, 2015
- Formats: Digital, H/Cover P/back
Overview
When salespeople switch jobs, they need to learn lots of new things very quickly. under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. In Agile Selling, you’ll discover numerous strategies to help you become an overnight sales expert.
Typical reader review
“Agile Selling is one of those books that should be digested and not just read. The ideas for being a consistent sales winner come at you fast and furious in Jill’s short chapters. She makes a point, supports it with a story and provides actionable tips to implement…”
4. Book Yourself Solid
- Author: Michael Port
- Published: Nov, 2010
- Formats: Digital, H/cover, P/back
Overview
Book Yourself Solid reveals why self-promotion is a critical factor to success in a service-based business. Michael provides a fresh perspective that makes his guide more than an ordinary “how to” guide for new customer/client prospecting. For instance, it delivers smart networking and outreach strategies, new pricing models and social selling tactics to improve your sales effectiveness.
Typical reader review
“This book contains the best advice I have read on how to run a profitable service business. I have a read a lot of books like this one. Most of them are disappointing. Most of them seem to contain advice I didn’t want to follow. Michael’s book is quite different. The strategies are solid. It is advice I can follow without feeling I am yet another person demanding attention and money from an increasingly jaded public. Following just one of the strategies got me a booking immediately.”
5. Challenger Sale
- Author: Matthew Dixon & Others
- Published: Nov, 2011
- Formats: H/cover, P/back
Overview
Matthew argues that classic relationship building is a losing approach, especially when it comes to selling b2b solutions. He found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only “The Challenger” delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can help them make or save money.
Typical reader review
“I strongly recommend the book as part of your strategy to build a new business case for sales and marketing. This book is very well put together in every way. The information is spot on and very well explained. The book contains lists and excellent instructions on how to use the material.”
6. Cold Calling for Chickens
- Author: Bob Etherington
- Published: Oct, 2006
- Formats: P/back, Kindle
Overview
Cold Calling for Chickens is an excellent first (and only) book from an experienced sales professional. It provides practical ideas that make commercial sense and provides a structure to go out and cold call effectively for people contemplating cold calling for the first time.
Typical reader review
“I have been in software sales now for nearly 12 years and like most sales people I work with, there is a general loathing for cold calling. But as the book states, 85% of business out there is won by the 5% of the sales people able to make cold calls. This book provides an approach and, more importantly, a mental attitude that you can use, not only in sales, but in other areas of your life.”
7. Cold Calling Techniques
- Author: Stephan Schiffman
- Published: Jul, 2007
- Formats: Digital, P/back
Overview
This cold calling guide helps you beat today’s cold calling obstacles, such as voice mail, mobile phones and email. Cold Calling Techniques packs in plenty of tips and techniques to open new relationships with complete strangers.
Typical reader review
“I built my financial practice with many of the skills found in this book. I cannot recommend it highly enough as the most accurate, most succinct and most powerful book on the market to teach people how to open up relationships and opportunities over the phone with people you don’t previously know.”
8. Cracking the Sales Management Code
- Author: Jason Jordan
- Published: Oct, 2011
- Formats: Digital, H/cover
Overview
There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the internet era. As such, it fills a void. It identifies the 5 fundamental sales processes that can be managed to create desired business outcomes, and it helps readers choose which of the processes are needed to achieve their own strategic objectives
Typical reader review
“We have an exceptionally strong sales team, but despite that fact we always felt frustrated that the team never felt in our control or on the same page with the rest of the company. If you feel that same way, this is the perfect book to show you how to take control and eliminate the chaos that can exist even with a high performance sales team. This book will show you how to take that high performance team even higher.”
9. Discover Questions Get You Connected
- Author: Deb Calvert
- Published: Sep, 2013
- Formats: Digital, P/Back
Overview
The title says it all: Discover Questions teaches you how to ask the right questions at the right time and in the right way and what to do with the knowledge that you gain. Deb doesn’t just provide you the basics to good questioning strategies, she breaks it down and defines every element of building trust, creating relevance, adding value and connecting with customers through the power of questioning and active listening.
Typical reader review
“Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions. For sales it is exemplary, enough that this will become my 2016 Sales book of the year. The author makes a great case for asking the right question early enough so the seller can communicate value.”
10. Fanatical Prospecting
- Author: Jeb Blount
- Published: Jul, 2015
- Formats: Digital, H/Cover P/Back
Overview
Fanatical Prospecting gives business owners and salespeople a blueprint to sales prospecting. Jeb argues that the number one reason for failure in sales is an empty pipeline and the cause of an empty pipeline is the failure to consistently prospect. Jeb explains how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
Typical reader review
“Until someone mentioned ‘Fanatical Prospecting,’ I had never heard of the book or its author Jeb Blount. Noticing the book was #1 on Amazon’s telemarketing best seller list, I ordered a copy and began reading with an open mind. The book, especially at the beginning and the very end, is about 50% standard sales motivation However, the other 50% delivers very practical processes and templates that make the book one of the better sales books available. All told, I felt the book was a must read.”
11. Go-Givers Sell More
- Author: Bob Burg
- Published: Feb, 2010
- Formats: H/Cover, P/Back
Overview
Most of us think sales is about convincing customers to do something. As Burg demonstrates, it’s far more productive when salespeople think like givers and cultivate a trust-based relationship focused on creating value for the other person. Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg offers tips that anyone can apply right away.
Typical reader review
“I loved this book! At long last, someone has written the perfect companion to all those wonderful process books – this a beautiful gem on a winning sales philosophy. The perfect companion for all those wonderful process books.”
12. Hacking Sales
- Author: Max Altschuler
- Published: May, 2016
- Formats: Digital, H/Cover
Overview
Max Altschuler has dedicated his career to helping companies build up to date, tech-enabled sales processes that generate more revenue from a smaller sales team. In Hacking Sales, he guides you through the key changes you can make to improve your sales team efficiency and effectiveness. Max will take you through the entire sales process from start to finish, learning the important sales hacks each step of the way.
Typical reader review
“I don’t care if you’ve been in sales for 25 years or you’re just starting your sales career. This is MUST read. Gold… pure gold! There are so many Ah-Ha Moments throughout the book, it’s hard to choose which ones to write about. Max has taken the entire sales cycle; from figuring out your ideal customer profile to closing the deal, and consolidated it into a book. The examples, testimonials, and tools he talks about are mind boggling. You’ve gotta read it to believe it.”
13. How To Master The Art Of Selling
- Author: Tom Hopkins
- Published: May, 2005
- Formats: Digital, P/Back
Overview
This is a very informal and easy-to-read book on how to truly master the art of selling. Tom Hopkins, who is a legend in sales training circles, goes into incredible detail about how to sell anything by using his many tactics. It’s a long read, but every page has something of value to take from it.
Typical reader review
“My boss gave me this book when I was struggling to hit my sales targets. His suggestion was to leave it somewhere and read it in bits. I left it in my bathroom and read it on the throne. My sales doubled the first month and I have never had an easier time closing customers. Tom taught me how to stay out of my own way and allow the customer to buy my product, for their reasons not mine.”
14. Insight Selling
- Author: Mike Schultz
- Published: May, 2014
- Formats: Digital, H/Cover
Overview
In Insight Selling, Mike shares the surprising results of his research on what sales winners do differently. Mikes introduces a simple three-level model that is based on what prospects and how to respond to tip the scales in your favor.
Typical reader review
“I immediately connected with this book when it started framing up the world we sell in today. It has changed. One of the big ways it has changed is that you can’t win by simply knowing your customer. As they point out, you have to move beyond diagnosing needs and begin achieving a much deeper understanding of your customer’s business, their aspirations and how they make decisions. That takes more than information; that requires bringing insight to every step of the sales process. They show you how.”
15. Integrity Selling
- Author: Ron Willingham
- Published: Jun, 2003
- Formats: Digital, P/Back
Overview
If you’ve tried manipulative or persuasive selling techniques that demean you and your customer, then Integrity Selling will turn on a light. The concept is simple: only by getting to know your customers and their needs (and believing that you can meet their needs) will you enjoy relationships with customers built on trust.
Typical reader review
“Willingham is a genius who stands on the shoulders of great inspirational thinkers, like Napoleon Hill, Earl Nightingale, Clement Stone, Steven Covey and others. He translates their philosophy into a “new” philosophy of selling that is appropriate for today’s market. I say “new”, but Willingham has been teaching these brilliant ideas since the early 80’s, believe it or not.”
16. Mastering the Complex Sale
- Author: Jeff Thull
- Published: Mar, 2010
- Formats: Digital, H/Cover
Overview
This is the first book I have seen that provides a clear process for selling cross-company, cross-border and cross-culturally where you have multiple decision makers with multiple agendas and budgets. This is far more than a selling process; Jeff has developed an outstanding approach to bring all the disparate pieces of the puzzle together.
Typical reader review
“Mastering the Complex Sale brilliantly sets up value from the customer’s perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment.”
17. New Sales. Simplified.
- Author: Mike Weinberg
- Published: Sep, 2012
- Formats: Digital, P/back, Audiobook
Overview
If you are expected to bring in new business, you need a proven formula for prospecting, developing and closing deals. This book will provide any new sales rep with a detailed guide to getting all of the basics right. What’s more, the Audiobook is currently available on Amazon for free.
Typical reader review
“Buy this book now! I would give this book 10 stars if I could. After reading numerous sales books looking for a way to improve my skills, I came across New Sales. Simplified. I purchased and read 1/2 the book in one sitting – making notes and highlighting on almost every page. This truly is a treasure chest for any salesperson. The information is provided in a straightforward – dare I say simple – way but it makes so much sense and I can attest that it works.”
18. Perfect Selling
- Author: Linda Richardson
- Published: Jul, 2007
- Formats: Digital, P/back
Overview
In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur. Simple and effective, Linda helps demystify the art behind selling by providing structure.
Typical reader review
“Not ‘flawless’ selling, you’ll still make mistakes, and you’re allowed to, but these guidelines will help get you back on track if you have the discipline to follow through.”
19. Pitch Anything
- Author: Oren Klaff
- Published: Feb, 2011
- Formats: Digital, H/Cover
Overview
Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. This is a must read for anyone in B2B sales, where a strong sales pitch is crucial.
Typical reader review
“If you’re looking for a formulaic “A) Make eye contact. B) Firm handshake. C) Compliment them on their shoes. D) Seal the deal!” type of book I recommend you look elsewhere. This book is human psychology 101 with a twist. It’s a brisk read that delves just deeply enough into the human brain so as not to read like a term paper, but at the end of it you’ll not only understand deal pitching better – you’ll understand people better.”
20. Predictable Revenue
- Author: Aaron Ross
- Published: Jul, 2011
- Formats: Digital, P/Back
Overview
Discover the outbound sales process that helped add $100 million in recurring revenue to Salesforce.com with zero cold calls. This is a new kind of sales book with a process Aaron calls sales 2.0
Typical reader review
“I find most sales books sorely lacking in actual process to grow my business, though Predictable Revenue was a wonderful find. It gives a straightforward breakdown of the best ways to prospect and then how to move them through a sales process. If you are running or involved in a B2B company that sells reasonably high-priced products, then this is well worth your time to read.”
21. Predictably Irrational
- Author: Dan Ariely
- Published: Apr, 2010
- Formats: H/Cover, P/Back
Overview
In this newly revised and expanded edition of the groundbreaking New York Times bestseller, Dan explains why we behave in what seems to be irrational ways. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, we consistently overpay, underestimate, and procrastinate. Yet these misguided behaviors are neither random nor senseless. They’re predictably irrational.
Typical reader review
“This book was recommended by a mentor I’m following and boy am I glad I got it from the library. I decided to first see if I like it or not. After reading it, I decided to buy it here on Amazon. This is one of the best books I’ve ever read on marketing and sales. Absolutely fascinating!! Crazy how these tactics work. This is a must for anyone in business and selling products or services.”
22. Selling to Big Companies
- Author: Jill Konrath
- Published: Dec, 2005
- Formats: Digital, P/Back
Overview
Setting up meetings with corporate decision makers has never been harder. It’s almost impossible to get them to pick up the phone. They never return your calls. And if you happen to catch them, they blow you off right away. In this book Jill explains that it’s time to stop making endless cold calls and provides new strategies that will help you to penetrate these big accounts.
Typical reader review
“I read this book and expected another typical sales book that was over hyped and under thought. Well, not here. This one is really simple, well written and totally to the point. The days of selling have fundamentally changed and you better learn the new rules.”
23. SPIN Selling
- Author: Neil Rackham
- Published: Jul, 2015
- Formats: Digital, Audio CD
Overview
In this book, Neil lays out a solid foundation of how you should structure your sales process, and not only that, but data to back up their claims and examples to on how to lead. Read this book and take notes; if you weren’t already aware of how to sell in this style, your sales performance should improve.
Typical reader review
“As someone who has worked in sales most of his adult life and focus primarily enterprise based sales with long cycles, this book provided some excellent ideas that have only improved my ability to close deals.”
24. The Challenger Customer
- Author: Brent Adamson
- Published: Sep, 2015
- Formats: H/cover, P/back, Audible, Audio CD
Overview
Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature, it’s easier. But according to new research the highest-performing teams focus their time on potential customers who are far more sceptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. This book explains why.
Typical reader review
“Any sales organization trying to stay out in front of trends needs to read this book. Getting into the mind of the buyer is an invaluable tool to learn as a professional salesperson. A very deep dive read but worth the study.”
25. The Little Red Book of Selling
- Author: Jeff Gitomer
- Published: Sep, 2004
- Formats: Digital, H/Cover
Overview
Let’s face it: Nobody wants a lengthy book about selling, especially when reading it eats into hours they could be out there closing deals. That’s why Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives. The Little Red Book of Selling offers the answers to just about every straightforward sales question a salesperson could ask.
Typical reader review
“To say that Jeffrey Gitomer is prolific would be an understatement…he’s worked his way into the upper echelon of sales gurus like Brian Tracy and the late, legendary Zig Ziglar. I’ve read the majority of his books and will say that this is the ‘If you’re only going to buy one Jeffrey Gitomer book’ book.”
26. The No. 1 Best Seller
- Author: Lee Bartlett
- Published: Sep, 2016
- Formats: Digital, P/Back
Overview
The No.1 Best Seller is a guide to professional selling as seen through the eyes of Lee Bartlett, a top performing salesman. He reflects on his sales career, selling financial tech to C-Suite in the Investment Banking sector. The main focus is not on sales techniques but on the extra-curricular detail, employed by the best salesman, that makes the difference between success and the rest.
Typical reader review
“I have an entire bookshelf of Business books that I’ve read over the past decade, yet this is the first one that is written by a top salesperson. Every other book analyzes what they believe the best salespeople do, but they have no actual insight into what goes through the mind of a successful seller. Lee doesn’t talk about gimmicks or quick fixes, he discusses real world strategies that produce results time and time again. He includes his real-life experiences to illustrate his points.”
27. The Science of Selling
- Author: David Hoffield
- Published: Nov, 2016
- Formats: Digital, H/Cover
Overview
Based in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions and thus improving your ability to close deals. David’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you understand how to succeed more frequently.
Typical reader review
“I’ve read a handful of books about sales and this one is a really deep dive into the psychology behind what goes into a buying decision so you (the salesperson) can give your prospects exactly what their brain expects in order to go forward and buy. Content is easy to internalize as well because it applies to all humans, even the seller, so you can relate to and put into practice the concepts laid out and increase your sales effectiveness. Great book. Every sales professional should read!”
28. To Sell is Human
- Author: Daniel Pink
- Published: Dec, 2013
- Formats: Digital, P/Back
Overview
To Sell Is Human offers a fresh look at the art and science of selling. Daniel draws on social science for his counterintuitive insights. He reveals the new ABCs of moving others and explains why these days extraverts don’t necessarily make the best salespeople.
Typical reader review
“What goes through your mind when you think of someone who works in sales? Why is there still a need for the salesperson? What if I (or better yet Dan Pink) told you that not only are we all in sales but it is a crucial part of your job? Dan Pink’s new book To Sell Is Human: The Surprising Truth About Moving Others may turn your idea of what selling is upside down. And you will thank him for it.”
29. Ultimate Sales Machine
- Author: Chet Holmes
- Published: May, 2008
- Formats: Digital, P/Back
Overview
Chet’s advice starts with one simple concept: focus! Instead of trying to master everything, zero in on the few essential skill areas that make the big difference. The Ultimate Sales Machine shows you how to tune up every part of your business by spending just an hour per week on each impact area you want to improve.
Typical reader review
“I have read this book over 10 times, this guy is a genius! I would recommend this book to anyone wanting to get into sales. This book will make you the superstar anywhere you work.”
30. Words That Sell
- Author: Richard Bayan
- Published: Apr, 2006
- Formats: Digital, P/Back
Overview
Words That Sell expands the vocabulary you need to get your concepts across. For instance, you’ll even find more than 100 variations of the word “exciting.” This book will help you to get across exactly what you want to convey.
Typical reader review
“If I did not have this book, I would not be able to make a living as a copywriter. I never leave home without it. It flies with me on trips, it goes to every copy shop with me. It is my reference guide, my idea sparker, and my mind-map helper.”
Over To You
Sales books are a great way to develop your personal sales potential. While these are our top recommendations, we’d also like to hear from you. In the comment section below, tell us what your opinion on the best sales books, and what they helped you achieve.
For even more sales education resources, be sure to check out our top online sales training videos.
Randy Bernard
Jeremy, I wrote Sales Book, and while it is no where near as well known as the above, I think it stands up! It is an Amazon Bestseller.. If I send you a copy for free would you read/review it? http://www.thebestsalesbook.com (The Pocket Guide For Sales Survival)
Jeremy Marsan
Hi Randy,
Can you tell us in just a few sentences what your book covers, and who you recommend it for?
Best,
Jeremy
Bob Burg
Honored to have John David Mann’s and my book included, especially among so many books that have been enormous difference-makers for me! Wow – very grateful, Jeremy. Thank you!
Jeremy Marsan
Hi Bob, absolutely! It’s an honor to have you drop in here at Fit Small Business!