If you want to improve your sales game and enterprise growth, you need to commit yourself to this topic by learning more about it. To learn how to become a better salesperson, you can read the greatest sales books written for this purpose.
We have compiled a list of best-selling books, which consists of 11 books related to sales methodology and influential ideas for sales leaders.
This list includes short summaries of the books, authors’ biographies, and reasons why you should read them. So let’s have a look at this comprehensive list of best sales books together!
Best Sales Methodology Books for Salespeople
1- Think and Grow Rich by Napoleon Hill
Written by Napoleon Hill in 1937, Think and Grow Rich is a self-help book that encourages salespeople to develop the mindset of successful people to achieve success.
With this book, Hill shares his experience interviewing many successful people of his era.
He then thoroughly analyzes these successful individuals’ common characteristics and mindsets and illustrates how these can be applied to the reader’s life.
The author, Napoleon Hill, was an American author who was born in 1883. He is considered one of the best writers on business success. Some of his well-known books include Outwitting The Devil, How To Sell Your Way Through Life, The Law Of Success, and Think and Grow Rich.
Why should people read this book?
In Think and Grow Rich, Hill illustrates that while one’s education plays an important role in achieving success, it is not the only factor that will help one succeed.
Instead, he emphasizes that one must also have the right mindset. Hill shares valuable methods and techniques that can help readers enhance their thinking process to attain prosperity in their lives.
A reader review:
“During the past twenty-five years, I have been blessed with more good fortune than any individual deserves, but I shudder to think where I’d be today or what I’d be doing if I had not been exposed to Napoleon Hill’s philosophy. It changed my life.”
–Og Mandino, The Greatest Salesman in the World.
2- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon & Brent Adamson
The Challenger Sale: Taking Control of the Customer Conversation is a book about sales strategies. It focuses on understanding your customers’ needs and what drives them to make their buying decisions.
In addition, it focuses on why certain people tend to be better at selling than others as well.
The authors of this book, Matthew Dixon and Brent Adamson, both work for CEB, Inc., a member-based advisory firm. They are sales leaders, and that expertise shines through in this must-read book. You can benefit from their experiences to achieve revenue growth in your company and become a sales guru.
Why should people read this book?
Anyone who wants to understand more about how the sales industry works and why some salespeople seem to be more successful than others should read this book.
Understanding what goes into the best sales methods can help you develop your skills as a salesperson and improve your product-led growth sales process day by day.
Reader reviews:
“Even though this was written back in 2009, the information and insight still have value today. Customers still value a professional who can Teach, Tailor, and Take Control. A trusted advisor who shares valuable insight can help the customer achieve the business objectives.
Not only valuable for Sales professionals, but also Customer Success Professionals, and anyone seeking to move from being an order-taker to a Trusted Advisor, with a seat at the table with Decision-makers.”
“The concept of discomfort to influence change is not new in life; however, The Challenger Sale, with the support of data, shows it’s true in sales as well. I will take this perspective and incorporate it into how I conduct myself with customers to bring value and change.”
3- To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
In his book, To Sell Is Human: The Surprising Truth About Moving Others, Daniel H. Pink breaks down the common myths of selling techniques and explains why selling is a crucial skill in today’s world.
He uses decades of research to demonstrate that you are constantly selling yourself and your ideas to other people regardless of your occupation.
Daniel Pink is the author of six books, including the New York Times bestsellers To Sell Is Human, Drive, and A Whole New Mind.
In addition, his articles on business and technology have appeared in The New York Times, Harvard Business Review, Fast Company, and Wired.
Why should you read this book?
This book should be read by anyone in a sales team who wishes to learn how to successfully sell their ideas to other people. From pitching a new product-led-growth idea for your company to convincing your boss you deserve a raise, everyone can benefit from this book’s lessons on effectively selling their ideas to others.
Reader reviews:
“We all sell every day. It may not be the core of our job, but if you’re in retail, you’re selling the products and services of your business all the time. If you’re in a corporate, educational, or governmental job, you sell your ideas. This book provides a solid, usable framework for thinking combined with exercises to keep you thinking about how to keep the concept’s front of mind in everyday life. The book is an easy, approachable read. Well written, my focus is always on the front part of the book, but others may find the material at the end more valuable. Find a copy and try it out!”
“Most sales books offer outdated advice, full of sales tricks, useful in a selling environment that no longer exists. Pink’s explanation of the shift from “buyer beware” to “seller beware” rings true. You can’t trick buyers and hope to have long-term success. Instead, you have to be pithy, relatable and serve customers. The chapters on the importance of listening and the success of ambiverts were particularly interesting. In addition, the book is full of fun stories that make it an enjoyable read, well worth the time.”
4- The Little Red Book of Selling by Jeffrey Gitomer
Being one of the best-selling classic sales books, The Little Red Book of Selling shows how to sell more in less time, with several different techniques and advanced selling strategies about sales cycles.
The book is filled with ideas, insights, and inspiration to help readers become better salespeople. It gives them an approach to selling anything to anyone to succeed in their sales career.
Jeffrey Gitomer is an American author, professional speaker, and business trainer. He has written several books such as The Sales Bible, Customer Satisfaction is Worthless, Customer Loyalty is Priceless, and many more.
He has also written the syndicated column “Sales Moves,” which appears in more than 80 business publications.
Why should people read this book?
It gives readers practical ways on how to qualify prospects and achieve sales goals. Apart from these, it provides a sales technique about how to be more persuasive and influential during your sales conversations.
It also teaches readers how to make cold calls in sales calls work for them and shows them the importance of time management in product-based selling.
Reader reviews:
“This book is a gem. Not only do you learn about sales, but you learn about the mindset of success. Sales are nearly the inevitable consequence of the right mindset. Sale is a topic I feel passionate about. I, therefore, read a lot about it. I read and studied different authors. However, I can genuinely say that Jeffrey Gitomer is the one who impressed me the most. I plan to read all of this author’s books over and over.”
5- Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
Jason Jordan has an Economics degree with honors from Duke University and is also a thought leader in sales organizations. Michelle Vazzana, on the other hand, is a prolific researcher in sales agility and sales management with a computer science degree.
This book is all about getting effective business results by driving sales performance; thus, it displays all of the actionable steps and their key takeaways.
From choosing the right team members to observing the correct sales metrics, this business book explains each critical process while keeping your sales objectives in mind.
Why should people read this book?
With all the actionable advice this book involves, it serves as a step-by-step guide that could improve your sales cycle significantly; firstly, it makes you define your business results, and then goes on with other sales processes.
Helping you reach success in sales, this book shows you the way to acknowledge the right skills, metrics, and tools, so, if you need a guide, give this book a chance!
Reader review:
“Mr. Jordan offers a structure to align Business Result (endgame) with Sales Goals, along with the right management, metrics, and methodologies for effectiveness. Most sales managers have no training or support when they get the job. However, studies prove that first-line managers have the greatest impact on sales results. So sales management, as opposed to leadership, needs to know how to do their jobs – what to measure, how to coach, and how to align activity with the desired results. That is what this book helps managers to do.”
Best Influential Books For Salespeople
6- Influence: Science and Practice by Robert Cialdini
In this book, Cialdini lays out the sales psychology behind why people buy things and explains how to apply these principles of persuasion in your daily life.
Cialdini analyzes all aspects of the decision-making process to understand why we make decisions and how others can influence those decisions.
The book focuses on behavioral economics while analyzing these concepts in product-based selling.
Cialdini gives advice on how to use certain principles he came up with when trying to convince others that they want what you’re selling. It allows you to make effective sales conversations by bringing out your natural strength.
Robert Cialdini is a professor of psychology and marketing at Arizona State University. He is also an international speaker and psychologist, followed by corporate leaders.
In addition, Cialdini is the author of many books read by a vast number of readers.
Why should people read this book?
The book provides fascinating scientific and psychological insights into how we interact daily. It is based on the author’s years of experience in the field of influence and his scientific studies of this topic. It would be helpful to read this book while learning about sales methodology.
A reader review:
“Really good book. It makes you aware of a lot of things, even if you don’t actively use them yourself – it helps you be aware of people using the same tactics against you. Very important skills to learn. I would highly recommend this book to everyone. It’s written in an interesting way that makes you want to keep reading.”
7- Mindset: The New Psychology of Success by Carol Dweck
Mindset: The New Psychology of Success provides a comprehensive overview of the importance of mindset in success step by step. This book describes two types of mindsets: fixed and growth.
Dweck provides evidence that people with a product-led growth mindset experience greater motivation, more willpower, greater levels of satisfaction, and better success rates in their lives.
The author, Carol Dweck, is a professor at Stanford University and a psychologist. She specializes in motivation, personality, and development. She has researched achievement and success and wrote this book about sales psychology according to her findings.
Why should people read this book?
This book will give business owners a better understanding of why some sales reps are more successful than others. You can get inspired by the advice in this book related to product-led growth. In that way, business leaders can improve their sales process and sales by making necessary adjustments.
A reader review:
“Carol’s book is an excellent exploration of what it takes to become better at anything. An inspirational philosophy that shifts away from ideas of “I’m great/terrible” and towards “I can improve no matter where I am.” Even if you don’t agree with every argument made in the book (I didn’t), it’s a thought-provoking read nonetheless. Especially useful for people who have strong ideas around their “natural talents.” I can safely say I’ll be taking many of the ideas in this book with me into the future – optimistic and practical.”
8- Emotional Intelligence for Sales Success: Connect with Customers and Get Results by Colleen Stanley
Emotional Intelligence for Sales Success focuses on emotional intelligence’s function in making efficient sales. The book offers strategies and techniques that salespeople can use to improve their sales skills and interactions with customers.
Colleen Stanley has more than 25 years of experience in sales, marketing, and management. She is the president of a sales training consulting firm called SalesLeadership Inc. She is a highly respected speaker as well. Her industry knowledge enables her to provide insights into how people can improve their emotional intelligence to succeed in sales.
Why should people read this book?
By reading this book, you can learn to communicate better with your customers and close more sales as a sales manager.
The book focuses on emotional intelligence and its role in effective sales conversations. It would be helpful to connect with your customers if you improve your emotional intelligence and sales strategy, as this book suggests.
Reader reviews:
“This book focuses on communication and maintaining a good relationship between buyers and sellers. It will change the way a lot of people change their approach to sales, especially if a salesperson is in direct sales.”
“As a seasoned sales professional, I’ve read a lot of books on becoming a better salesperson. Colleen has actionable items, and her concepts around emotional intelligence check the box on a practical approach that’s measurable and durable over her duration.”
9- New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
We all want sales processes to end on a positive note – closing deals.
To experience all ways might take a long time; that’s where this book comes into play. New Sales can help you score potential customers, retain new customers, and keep the ones you have.
Involving several key points to create loyal customers, this book gives all the details regarding putting on a customer-focused sales process so that you can pursue a winning strategy in the long haul.
Named a Top Sales Influencer by Forbes, Weinberg pours all of his experience into this book to improve your prospecting process.
Why should people read this book?
This book is filled with practical advice that you can start implementing right away after reading, thanks to the real-life stories it includes.
Moreover, it has several action-oriented items that can be effortlessly executed in the market, so sales teams and managers could start boosting their sales with real-world techniques throughout business development.
Reader review:
“This book is the real deal. It provides valuable exercises and material that anyone can use immediately to improve their sales strategy. We’ve executed some of Mike’s tactics, and my sales team is already seeing better results with prospecting, leaving voicemails, and closing deals. The real-life stories are also fun to read, and I found myself having a few good laughs. Whether you’re new to sales or a seasoned veteran – I highly recommend this book.”
10- DISCOVER Questions Get You Connected: for professional sellers by Deb Calvert
With 15 years of experience in the sales field, Deb Calvert shows readers ways to become more effective in each process concerning sales.
Packing up all this experience to create an approach toward sales, the author manages to bring out the value in the questions asked throughout the sales processes, inspiring readers to do the same.
Each of the letters in D.I.S.C.O.V.E.R. stands for a question – questions that you can face throughout the sales stages (and recommended for you to add them in your conversations).
The book also has other chapters that focus on constructing a base for strong customer relationships, building trust by implementing elements of trust one by one, and employing good questioning strategies.
Why should people read this book?
Involving themes that are to motivate customers, this book explains SPIN selling in detail by giving place to sales skills in the first place.
You should give this book a good read if you’re looking for an in-depth guide that will help you define your objectives and find the right questions to ask your prospects to get the answers you’re looking for.
Reader review:
“In reading DISCOVER Questions, I was reminded of (and learned a few new things) about the art of asking questions. Not only do the questions show the buyer your expertise, they help you move the sale along more quickly.
Deb Calvert focuses on and outlines 8 types of questions to use in selling situations to connect you to the buyer and the buyer to your solution. I found the last few chapters were focused on putting the ideas to use (practices, role plays, and preparation) and though, “Wow, I wish I had this years ago to share with my sales teams!””
11- SPIN Selling by Neil Rackham
A sales methodology, SPIN selling is about the questions that the representatives ask during the sales calls, which are divided into four categories: situation, problem, implication, and pay-off.
Mostly implemented when there’s a complex case, this strategy helps sales teams focus on buyer problems and form a consultative customer relationship rather easily.
With this technique in mind, this book demonstrates the layout for salespersons to diminish the rate of failure when they’re closing larger deals.
Why should people read this book?
One of the reasons why this book became a top seller is surely due to the fact that it deals with the struggles that a sales team is accustomed to with the notion of SPIN selling, enabling them to have more positive meetings.
For example, there is a section focusing on the reactions we get from pressure, explaining how pressure is a rather good element for small deals while it becomes a stressor when it comes to bigger matters.
With the psychological tactics that can be used during any sales call, this book provides several effective skills and ways to learn them – basically excelling at turning the tables for the good of sellers.
Reader review:
“I’ve recently started receiving positive and vocal kudos from the company owner for my seemingly overnight transformation in communication skills. It has also improved customer relations from the day I implemented techniques from the book. Never stop improving your skills. This book is a must-have to hone any salesperson.”
“Really appreciate a concise look at the whole sales cycle and the nuts and bolts of how it all flows together. You could spend years stumbling around trying to learn what works and why or you could buy this book.”
Frequently Asked Questions:
Which book is best for sales and marketing?
Corporate leaders may wonder which book is the best for sales. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon & Brent Adamson is one of the best-selling books about sales and marketing on our list. The book provides comprehensive details about getting to know the customer experience of your brand and making them satisfied. We have listed the seven best sales books of all time that corporate leaders and sales VPs should read. These books might be about sales psychology and advanced selling strategies in the outbound sales process. You can choose books from this list to add to your reading list and learn more about sales and marketing in your reading time.
How can I become a better salesperson?
If you want to become a better salesperson, you need to look over your sales tactics. If you want to improve your sales pitches and customer experience, you should consider the social proof and social selling phenomena. Besides, building better relationships with your customers and connecting with them thanks to your emotional intelligence is also essential.
