Influence by Robert Cialdini
- Goodreads Score: 4.22
- Link: https://www.goodreads.com/book/show/28815.Influence
- Summary: This book explores the psychology of why people say “yes” and how to apply these understandings to influence others. It covers six key principles of persuasion, including reciprocity, commitment, and social proof.
The Challenger Sale by Matthew Dixon and Brent Adamson
- Goodreads Score: 3.91
- Link: https://www.goodreads.com/book/show/11910902-the-challenger-sale?ref=nav_sb_ss_1_19
- Summary: The book presents a new approach to selling, centered around the idea that successful salespeople don’t just build relationships but challenge customers’ thinking. It introduces five types of sales reps and argues that “Challengers” outperform others.
The Ultimate Sales Machine by Chet Holmes
- Goodreads Score: 3.97
- Link: https://www.goodreads.com/book/show/1258489.The_Ultimate_Sales_Machine?ref=nav_sb_ss_1_19
- Summary: This book provides a step-by-step guide to improving every aspect of your business, from marketing to sales to time management. Holmes emphasizes the importance of focus, training, and constant improvement.
The Psychology of Selling by Brian Tracy
- Goodreads Score: 4.15
- Link: https://www.goodreads.com/book/show/115625.The_Psychology_of_Selling?ref=nav_sb_ss_1_40
- Summary: Brian Tracy offers techniques and strategies for increasing sales by understanding the psychology behind why people buy. It includes tips on building self-confidence and closing more deals.
To Sell Is Human by Daniel H. Pink
- Goodreads Score: 3.88
- Link: https://www.goodreads.com/book/show/13593553-to-sell-is-human?ref=nav_sb_ss_1_15
- Summary: Pink argues that we are all in sales, whether we realize it or not, and explains the new ABCs of selling: Attunement, Buoyancy, and Clarity. The book redefines sales for the 21st century, focusing on human nature and understanding the other person’s perspective.
SPIN Selling by Neil Rackham
- Goodreads Score: 4.00
- Link: https://www.goodreads.com/book/show/833015.SPIN_Selling?ref=nav_sb_ss_1_12
- Summary: This book introduces the SPIN (Situation, Problem, Implication, Need-Payoff) technique, a research-backed method for handling complex sales. It is particularly useful for high-value sales situations, where traditional techniques may fall short.
New Sales. Simplified. by Mike Weinberg
- Goodreads Score: 4.32
- Link: https://www.goodreads.com/book/show/15863998-new-sales-simplified?ref=nav_sb_ss_1_39
- Summary: Weinberg offers a straightforward approach to sales, focusing on prospecting, creating new business, and managing sales pipelines effectively. The book provides practical advice and scripts for salespeople to close more deals.
The Sales Acceleration Formula by Mark Roberge
- Goodreads Score: 4.27
- Link: https://www.goodreads.com/book/show/24953002-the-sales-acceleration-formula?ref=nav_sb_ss_2_46
- Summary: This book outlines a data-driven approach to scaling sales, based on the author’s experience growing HubSpot’s sales team. Roberge focuses on hiring, training, and using technology to optimize the sales process.
Crossing the Chasm by Geoffrey A. Moore
- Goodreads Score: 4.02
- Link: https://www.goodreads.com/book/show/61329.Crossing_the_Chasm?ref=nav_sb_ss_1_39
- Summary: Moore discusses the challenges of marketing high-tech products, particularly the difficulty of transitioning from early adopters to a mainstream audience. The book offers strategies for bridging this “chasm” and achieving widespread adoption.
The New Strategic Selling by Robert B. Miller and Stephen Heiman
- Goodreads Score: 3.91
- Link: https://www.goodreads.com/book/show/34968.The_New_Strategic_Selling?from_search=true&from_srp=true&qid=ONKtasSWLK&rank=3
- Summary: This updated classic provides a systematic approach to sales, focusing on understanding the complex buying process within organizations. It introduces the concept of the “buying center” and how to navigate multiple decision-makers.
Selling to Big Companies by Jill Konrath
- Goodreads Score: 3.88
- Link: https://www.goodreads.com/book/show/173792.Selling_to_Big_Companies?ref=nav_sb_ss_2_40
- Summary: Konrath offers strategies for breaking into large accounts, focusing on the importance of creating value and relevance for potential buyers. The book is particularly useful for B2B salespeople aiming to land major clients.
Sales EQ by Jeb Blount
- Goodreads Score: 4.28
- Link: https://www.goodreads.com/book/show/34516335-sales-eq?ref=nav_sb_ss_1_22
- Summary: Blount explores the role of emotional intelligence in sales, arguing that understanding and managing emotions is key to building relationships and closing deals. The book provides actionable tips for enhancing your emotional intelligence in sales contexts.
ProActive Selling by Skip Miller
- Goodreads Score: 3.79
- Link: https://www.goodreads.com/book/show/385958.Proactive_Selling?ref=nav_sb_ss_1_32
- Summary: Miller provides a tactical guide to taking control of the sales process, focusing on moving sales opportunities forward. The book is especially useful for salespeople dealing with long sales cycles and complex deals.