85 Best Sales Books to Read

Are you looking for the best Sales books to read? If yes, you have come to the right place.

At High Income Source, we identify and review the best books in the world, based on recommendations by thought leaders and experts.

Below is a book list of the Sales books you should read.

1. The Ultimate Sales Machine by Chet Holmes

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.

2. SPIN Selling by Neil Rackham

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation’s massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”

You will learn why traditional sales methods which were developed for small consumer sales, just won’t work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies – and backed by hard research data – SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

3. Agile Selling by Jill Konrath

When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly.

Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble.

From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today’s sales world, having go-to systems for rapid information and skill acquisition isn’t only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency – and ultimately mastery – much faster than their usual methods.

Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.

4. Secrets of Closing the Sale by Zig Ziglar

Full of entertaining stories and real-life illustrations, this classic book will give you the strategies you need to become proficient in the art of effective persuasion, including how to project warmth and integrity, increase productivity, overcome objections, and deal respectfully with challenging prospects. 

This new edition includes fresh opening and closing chapters as well as tips and examples throughout that illustrate the relevance of these truths in the marketplace today. Also includes a foreword written by Tom Ziglar.

5. Insight Selling by Mike Schultz and John E. Doerr

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 “Connect.” Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 “Convince.” Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 “Collaborate.” Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner’s circle more often, this book is a must-read.

6. How to Win Friends and Influence People by Dale Carnegie

Dale Carnegie’s rock-solid, time-tested advice has carried countless people up the ladder of success in their business and personal lives. One of the most groundbreaking and timeless bestsellers of all time, How to Win Friends & Influence People will teach you:

  • Six ways to make people like you
  • Twelve ways to win people to your way of thinking
  • Nine ways to change people without arousing resentment

And much more! Achieve your maximum potential—a must-read for the twenty-first century with more than 15 million copies sold!

7. The Greatest Salesman in the World by Og Mandino

The runaway bestseller with more than four million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years.

“Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations

“I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc.

8. Little Red Book of Selling by Jeffrey Gitomer

Strategies and answers from a lifetime of selling, from the bestselling author of The Sales Bible. Jeffrey Gitomer is the author of The New York Times best seller The Sales Bible and The Little Red Book of Selling. 

All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, and his latest best-selling books The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. Jeffrey’s books have sold millions of copies worldwide.

Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling and customer loyalty. He has presented an average of 120 seminars a year for the past ten years.

9. Selling to Big Companies by Jill Konrath

Struggling to Get Your Foot in the Door of Big Companies?

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 do happen to catch them, they blow you off right away.

It’s time to stop making endless cold calls or waiting for the phone to ring. In today’s crazy marketplace, new sales strategies are needed to penetrate these big accounts. 

Discover how to:

  • Target accounts where you have the highest likelihood of success.
  • Find the names of prospects who can use your offering.
  • Create breakthough value propositions that capture their attention.
  • Develop an effective, multi-faceted account-entry campaign.
  • Overcome obstacles and objections that derail your sale efforts.
  • Position yourself as an invaluable resource, not a product pusher.
  • Have powerful initial sales meetings that build unstoppable momentum.
  • Differentiate yourself from other sellers.

Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.

10. The New Strategic Selling by Robert B. Miller & Stephen E. Heiman

The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing “process,” Strategic Selling presented the idea of selling as a joint venture and introduced the decade’s most influential concept, Win-Win. The response to Win-Win was immediate. 

And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. 

Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: 

  • How to identify the four real decision makers in every corporate labyrinth 
  • How to prevent sabotage by an internal deal-killer 
  • How to make a senior executive eager to see you 
  • How to avoid closing business that you’ll later regret 
  • How to manage a territory to provide steady, not “boom and bust,” revenue 
  • How to avoid the single most common error when dealing with the competition.

11. How to Say It by Geoffrey James

There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps.

How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You’ll learn how to:

  • Motivate Yourself to Sell
  • Craft an Elevator Pitch
  • Find Hot Sales Leads
  • Make a Cold Call
  • Use Voicemail to Sell
  • Give a Sales Presentation
  • Write a Sales Proposal
  • Give a Product Demo
  • Negotiate the Best Deal
  • Close a Sale
  • Create a Powerful Sales Process
  • Sell to Top Executives
  • Build Sales Partnerships
  • Get a Customer Referral
  • Accelerate Your Sales Cycle

With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.

12. Never Be Closing by Tim Hurson & Tim Dunne

Everyone knows that the first rule of sales is “always be closing”. But what if the less time you spend trying to close, the more time you can devote to helping people solve problems and seize opportunities? 

And what if following the new rule of sales, “always be useful”, results in more business? If you sell and if you aim to sell better, you need to know about the stranger’s dilemma. A stranger doesn’t have the leverage of instant credibility. 

So it’s not surprising that a wide range of sales tactics, tools, and closing techniques have been developed as a substitute for credibility. Their purpose is often to wrangle a commitment to buy, even when buying may not be in the best interests of the client. The approach advocated in Never Be Closing is designed to overcome the stranger’s dilemma, but in a very different way.

This audiobook is a comprehensive strategy that starts with a well-researched process for identifying and solving problems. It shows you how to access your creativity to establish and maintain relationships that will be truly useful for both you and your clients over time. 

In a very real sense, this book will show you how to become less of a stranger. Never Be Closing expands on the principles of Tim Hurson’s first audiobook, Think Better, by offering a simple and repeatable Productive Selling framework to make the most of new opportunities. From getting your foot in the door to delivering the perfect sales pitch to debriefing after a meeting, Hurson and Dunne have an all-encompassing plan to improve your sales results, including: Eight Paths to Credibility, proven methods that establish your authority to ask key questions that reveal your client’s issues, challenges, and goals. 

Q-Notes, a powerful strategy to make your notes doubly useful – to both record and guide your sales meeting. Three-Act Structure, a creative way to design the sales conversation to explore client needs, offer solutions, and deliver value.

13. The Challenger Sale by Matthew Dixon & Brent Adamson

What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships-and you’d be wrong. The best salespeople don’t just build relationships with customers. 

They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. 

And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies,The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. 

The authors’ study 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 one-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 save or make money. 

They tailor their sales message to the customer’s specific needs and objectives. Rather than acquiescing to the customer’s every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. 

Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

14. The Magic of Thinking Big by David J. Schwartz

The timeless and practical advice in The Magic of Thinking Big clearly demonstrates how you can:

  • Sell more
  • Manage better
  • Lead fearlessly
  • Earn more
  • Enjoy a happier, more fulfilling life 
  • With applicable and easy-to-implement insights, you’ll discover:
  • Why believing you can succeed is essential
  • How to quit making excuses
  • The means to overcoming fear and finding confidence
  • How to develop and use creative thinking and dreaming
  • Why making (and getting) the most of your attitudes is critical
  • How to think right towards others
  • The best ways to make “action” a habit
  • How to find victory in defeat
  • Goals for growth, and
  • How to think like a leader

“Believe Big,” says Schwartz. “The size of your success is determined by the size of your belief. Think little goals and expect little achievements. Think big goals and win big success. Remember this, too! Big ideas and big plans are often easier — certainly no more difficult – than small ideas and small plans.”

15. To Sell is Human by Daniel H. Pink

From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising–and surprisingly useful–new book that explores the power of selling in our lives.

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges:

Yes, one in nine Americans works in sales. But so do the other eight.

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.

To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.

Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.

16. Pitch Anything by Oren Klaff

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one of a kind method to raise more than $400 million and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.

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.

According to Klaff, creating and presenting a great pitch isn’t an art it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.

Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:

  • Setting the Frame
  • Telling the Story
  • Revealing the Intrigue
  • Offering the Prize
  • Nailing the Hookpoint
  • Getting a Decision

One truly great pitch can improve your career, make you a lot of money and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours.

Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience and you’ll have more funding and support than you ever thought possible.

17. Predictable Revenue by Aaron Ross & Marylou Tyler

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth… with zero cold calls.

This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.  What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? 

LEARN INSIDE

  • How an outbound sales process (“Cold Calling 2.0”), that without cold calls or a marketing budget, can generate a 9% response rate and millions of dollars from cold prospects.
  • The Seven Fatal Sales Mistakes CEOs and Sales VPs (even experienced ones) make time and time again.
  • How outbound sales and selling can be friendly, helpful and enjoyable.
  • How to develop self-managing sales teams, turning your employees into mini-CEOs.
  • And more…

18. How to Master the Art of Selling by Tom Hopkins

Mastering the Art of Sales

You’re in sales. Whether you call it persuasion or sharing, it all boils down to the same thing. Your aim is to get other people to accept you, your product or your idea. Within these pages are hundreds of ideas for doing just that. Not only is How to Master the Art of Selling loaded with ideas, but the words and phrases that make them work are here as well.

Practical Selling Tips

Tom Hopkins is unique in that he won’t teach you any strategy that he hasn’t proven to work successfully in real-life selling situations. One single strategy alone has tripled the sales volume of many readers. That’s why the book is recognized as a classic 25+ years after its first printing.

Proven How-To Strategies

This book is written in clear, easy-to-understand language. There’s no hype or theory here, just proven-effective “how-to” strategies to help you increase your sales volume immediately.

Need Help in a Specific Area of Selling

Check out the detailed index. The answers to nearly every sales objection are literally at your fingertips. Save yourself the time it took Tom to master the art of selling. It’s all wrapped up in these pages for you.

19. Sell or Be Sold by Grant Cardone

Whether it’s selling your company’s product in the boardroom or selling yourself on eating healthy, everything in life can—and should—be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind.

In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of

  • Selling in a bad economy
  • Overcoming call reluctance
  • Filling your pipeline with new business
  • Staying positive, despite rejection

With the experience of a seasoned sales vet at the helm, Sell or Be Sold will change the way you perceive the sale—and life.

20. The Psychology of Selling by Brian Tracy

Top professional speaker and sales trainer Brian Tracy found that his most important breakthrough was the discovery that it is the “psychology of selling” that is more important than the techniques and methods of selling.

Learn how to double and triple your sales in any market. It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again.

More salespeople have become millionaires by listening to and applying his ideas than from any other sales training process ever developed.

In Psychology of Selling, Tracy teaches you:

  • “The inner game of sales and selling”
  • How to eliminate the fear of rejection
  • How to build unshakeable confidence

Tracy shows how salespeople must learn to control their thoughts, feelings and actions to make themselves more effective.

Psychology of Selling gives you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.

21. The Best Damn Sales Book Ever by Warren Greshes

“Over the years, I have seen them all, and Warren Greshes is one of the very best. In his wonderful new book, Warren distills a lifetime of sales training into sixteen actionable tools, which, if you use them, will guarantee that you too reach your goals.”

-Mark Terry, President, Harman Pro Group

“A great read! Warren says it all in a way that’s not only easy to understand, but even easier to implement. No need to ever read another book on this subject.”

-John Gamauf, President Consumer Replacement Tire Sales Bridgestone Firestone North American Tire, LLC

“Put this book on your must-read list if you want to learn successful strategies for taking your distribution team to the next level. Through motivation and education, Warren Greshes has captivated our very best top managers and producers. He pushes them to succeed and to keep their goals out in front of them, all the while maintaining a clear message, infused with his sense of humor. Warren has helped pave our way to success.”

-Bernadette Mitchell, Vice President Retirement Benefits Group, AXA Equitable

“Warren is truly an expert in the field of sales! His grassroots ideas are practical, designed for immediate implementation, and are sure to lead to top-notch results. This book is a must-read for those new to sales and those veteran salespeople who want to take their skills to the next level.”

-Raj Madan, corporate marketing executive, financial services industry

22. Gap Selling by Keenan

People don’t buy from people they like. No! Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s. Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.

For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). 

Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. 

Today’s sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: 

  • Shorter Sales Cycles
  • Increased Revenue
  • Elevated Deal Values
  • Higher Win Rates
  • Fewer No Decisions
  • More Leads
  • and Happier Buyers

Gap Selling elevates the sales world’s selling IQ and turns sales order takers into sales influencers.

23. Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana

Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching.  It is a book on how to effectively manage a sales force.

Neil Rackham (bestselling author of SPIN Selling) states in his foreword, “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 new era, and it fills a void.”

This book is effectively an operating manual for the sales force. 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. It also provides examples of actual tools and frameworks for sales managers to use, and it gives straight-forward advice on how to change sales force behaviors while avoiding common pitfalls. This book will further help sales forces maximize the usefulness of CRM by defining 3 distinct levels of sales metrics – those you can directly manage, those you can influence, and those that you can only hope to change.

Cracking the Sales Management Code is written in an engaging and narrative way that brings to life the extensive research and practical insights contained within its pages. It is a must-read for anyone in sales management or sales operations who wants to clarify the task of sales management and put in place the strategies, processes, tools, and metrics to proactively manage sales performance.

24. Never Split the Difference by Chris Voss

A former international hostage negotiator for the FBI offers a new field-tested approach to high-stakes negotiations – whether in the boardroom or at home.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator.

Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’ head, revealing the skills that helped him and his colleagues succeed where it mattered most: in saving lives. In this practical guide, he shares the nine effective principles – counterintuitive tactics and strategies – you, too, can use to become more persuasive in both your professional and personal lives.

Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

25. Eat Their Lunch by Anthony Iannarino

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing.

Like it or not, sales is often a zero-sum game: Your win is someone else’s loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that’s only growing by 3 percent?

It’s not easy for any salesperson to execute a competitive displacement–or, in other words, “eat their lunch.” You might think this requires a bloodthirsty “whatever it takes” attitude, but that’s the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:

  • ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.
  • understanding the different priorities for everyone in your prospect’s organization, from the CEO to the accountants, and addressing their various concerns.
  • developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.

Your competitors may be tough, but with the strategies you’ll discover in this book, you’ll soon be eating their lunch.

26. Sales Manager Survival Guide by David A. Brock

Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales.

Front Line Sales Managers have to do it all – often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for:

  • Constant coaching, training, and team building
  • Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance
  • Recruiting, interviewing, hiring, and onboarding top talent
  • Responding to shifts in the marketplace – and in your company
  • Dealing with, turning around, or terminating problem employees
  • Analyzing and acting upon metrics to correct performance
  • Managing the business and executive expectations
  • Leveraging sales systems, tools, and processes
  • Conducting performance reviews and setting expectations
  • And more

All this and making the numbers!

Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you’ll face as a Front Line Sales Manager.

If you’re a sales manager, or want to become one, this book shows you how to survive—and thrive.

And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top—and beyond.

27. Crushing Quota by Michelle Vazzana

Make sales coaching a daily priority for top-of-game staff performance.

Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. 

Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:

  • Provide clear direction for sellers on how to get to quota—for all sales roles
  • Ensure effective execution by coaching the right things, in the right measure, executed the right way 
  • Assess seller performance and make timely course corrections

It’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple. 

Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.

28. Talent is Overrated by Geoff Colvin

Expanding on a landmark cover story in Fortune, a top journalist debunks the myths of exceptional performance.

One of the most popular Fortune articles in many years was a cover story called What It Takes to Be Great. Geoff Colvin offered new evidence that top performers in any field–from Tiger Woods and Winston Churchill to Warren Buffett and Jack Welch–are not determined by their inborn talents. Greatness doesn’t come from DNA but from practice and perseverance honed over decades.

And not just plain old hard work, like your grandmother might have advocated, but a very specific kind of work. The key is how you practice, how you analyze the results of your progress and learn from your mistakes, that enables you to achieve greatness.

Now Colvin has expanded his article with much more scientific background and real-world examples. He shows that the skills of business, negotiating deals, evaluating financial statements, and all the rest obey the principles that lead to greatness, so that anyone can get better at them with the right kind of effort. Even the hardest decisions and interactions can be systematically improved.

This new mind-set, combined with Colvin’s practical advice, will change the way you think about your job and career and will inspire you to achieve more in all you do.

29. New Sales. Simplified. By Mike Weinberg

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.

With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

In New Sales. Simplified., you will learn how to:

  • Identify a strategic list of genuine prospects
  • Draft a compelling, customer focused “sales story”
  • Perfect the proactive telephone call to get face to face with more prospects
  • Use email, voicemail, and social media to your advantage
  • Prepare for and structure a winning sales call
  • Make time in your calendar for business development activities

New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them.

Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

30. Conversations That Sell by Nancy Bleeke

Today’s buyers want more from sales professionals than a simple consultation…

What they’re hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3 …where they, the seller, and the organization, achieve a winning outcome. 

“Conversations That Sell” introduces sales professionals to the collaborative conversation skills they need to capture the buyer’s attention and secure business. 

Based on the author’s five-step sales system, What’s in It for Them (WIIFT) – Wait, Initiate, Investigate, Facilitate, Then Consolidate – the book shows readers how to: 

  • Prepare for an effective sales call- Identify sales opportunities and the factors that drive buyers to act
  • Adjust their approach to the type of buyer-Achievers, Commanders, Reflectors, and Expressers- Make conversations flow easily
  • Address problems, opportunities, wants, and needs- Work through objections
  • Advance and close sales; and more. 

Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs-on the buyer.

31. Sales Enablement by Byron Matthews and Tamara Schenk

Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. 

In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results.  

Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice.

  • Understand sales enablement and what it can do for your company
  • Implement enablement using techniques that ensure sustainable, measureable performance impact
  • Adopt proven best practices through step-by-step advice from experts
  • Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue

Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.

32. Objections by Jeb Blount

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.

Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. 

Objections don’t care or consider:

  • Who you are
  • What you sell
  • How you sell
  • If you are new to sales or a veteran
  • If your sales cycle is long or short – complex or transactional

For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.

Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind.

In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO – even with the most challenging objections.

What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance.

Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into:

  • How to get past the natural human fear of NO and become rejection proof
  • The science of resistance and why buyers throw out objections
  • Human influence frameworks that turn you into a master persuader
  • The key to avoiding embarrassing red herrings that derail sales calls
  • How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections
  • Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation
  • How to easily skip past reflex responses on cold calls and when prospecting
  • How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle
  • The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale
  • Rapid Negotiation techniques that deliver better terms and higher prices

As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar. 

33. Stop Selling and Start Leading by James Kouzes, Barry Posner and Deb Calvert

In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them.

In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness.

  • Inspire, challenge, and enable buyers
  • Change your behavior to build trust and increase sales
  • Step into your leadership potential
  • See yourself the way your buyers do
  • Feel good about selling again

When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.

34. The Long-Distance Leader by Kevin Eikenberry and Wayne Turmel

As more organizations adopt a remote workforce, the challenges of leading at a distance become more urgent than ever. The cofounders of the Remote Leadership Institute, Kevin Eikenberry and Wayne Turmel, show leaders how to guide their teams by recalling the foundational principles of leadership.

The authors’ “Three-O” Model refocuses leaders to think about outcomes, others, and ourselves—elements of leadership that remain unchanged, whether employees are down the hall or halfway around the world. By pairing it with the Remote Leadership Model, which emphasizes using technology as a tool and not a distraction, leaders are now able to navigate the terrain of managing teams wherever they are. Filled with exercises that ensure projects stay on track, keep productivity and morale high, and build lasting relationships, this book is the go-to guide for leading, no matter where people work.

35. Rebirth of the Salesman by Cian McLoughlin

From the co-author of Amazon #1 bestseller Secrets for Business Success comes a fascinating exploration of the changing face of the sales world – a world where the balance of power has shifted irrevocably from seller to buyer.

Cian has written a timely masterpiece for professional salespeople as they navigate unprecedented change and disruption. The battle for relevance and the imperative to deliver value makes this book a must read for anyone committed to both protecting and transforming their sales career. Tony Hughes – Business author, keynote speaker, #1 ranked influencer for professional selling in Asia Pacific by Top Sales World Magazine

A book that will help you to meet your customers where they are, which in a changing world is exactly where you need to be. Bernadette Jiwa – Brand story strategist, TEDx speaker, author of four Amazon #1 bestsellers, voted Best Australian Business Blog 2012

We have witnessed more advances in the world of professional selling in the past five years than in the previous 50. As buyers become increasingly self-educated, the sales role in many industries will undoubtedly diminish. How can organizations survive, let alone thrive in this new environment? In his excellent new book Rebirth of the Salesman, Cian McLoughlin provides a blueprint to guide us. Jonathan Farrington – Founder and CEO of Top Sales World Magazine

Chock full of war stories, insights and interviews with industry heavyweights from all sides of the sales spectrum, Rebirth of the Salesman provides a fascinating and surprisingly candid perspective on the multi-billion dollar sales industry. Each chapter hones in on a specific character trait and behaviour for achieving sales mastery, providing concrete steps that any salesperson or sales leader can follow to develop their sales effectiveness and enhance their personal and professional brand.

This is an insightful and uplifting book filled with the kind of courage and common sense that characterizes all great salespeople. Kristin Zhivago – Author, business technologist and President of the Cloud Era Institute

36. The Introvert’s Edge by Matthew Pollard with Derek Lewis

Sales is a skill just like any other, which anyone can learn and master–including the introvert who is more comfortable alone than in the sales field. As with any type of success, it’s all about learning how to leverage your natural strengths.

Extroverts are rarely short on words, and their conversations and pitches never feel sales-y to them. The world of sales just comes naturally to the extrovert. However, introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer’s objections.

Known as “The Rapid Growth Guy”, author Matthew Pollard shares how introverts can feel equally comfortable and sincere in the sales world as well without changing who they are.

In The Introvert’s Edge, this book reveals how to:

  • Find your natural confidence
  • Prepare for every situation
  • Easily sidestep objections
  • Ask for the sale (without asking)
  • Leverage the power of virtual and social networking

The introverted salesperson is no longer an oxymoron, it’s a recipe for success.

Whether you want to drum up clients, pitch investors, or exceed quotas, The Introvert’s Edge will unleash the low-key, high-impact sales machine lurking inside of you.

37. More Sales, Less Time by Jill Konrath

Sound familiar? If so, you’re probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It’s a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don’t stay on top of your time, it’s tough to make your numbers, let alone blow them away.

Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn’t work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success.

In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You’ll discover how to: 

  • Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media.
  • Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers.
  • Optimize your sales processes to eliminate redundancies and wasted time.
  • Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game. 

Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it’s up to you to rescue your time to sell smarter.

38. The Lost Art of Closing by Anthony Iannarino

For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. 

But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. 

Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.

 Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to:

  • Compete on value, not price, by securing a Commitment to Invest early in the process.
  • Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders.
  • Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.

The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.

39. Combo Prospecting by Tony Hughes

In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? 

By learning how to combine time-tested sales processes with cutting-edge social media strategies.Combo Prospecting details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. With actionable insights in every chapter, you will learn how to:

  • Locate leverage points that matter
  • Secure decision-maker meetings
  • Build a knockout online brand that distinguishes you from the pack
  • Build a constantly growing list of profitable referrals
  • And much, much more!Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. 

But new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.

40. The Sales Enablement Playbook by Cory Bray and Hilmon Sorey

In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. 

This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem.

41. The Sales Development Playbook by Trish Bertuzzi

Raise your hand if your company needs more new customers.

I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space.

The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales.

  1. Strategy offers a framework for aligning your sales development model with your specific market and buyer’s journey.
  2. Specialization presents stories of new thinking. You’ll learn about segmenting your prospect universe, specializing roles, and how it all comes together.
  3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.
  4. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people.
  5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.
  6. And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There’s a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth.

As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”

42. The Sales Acceleration Formula by Mark Roberge

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. 

As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company’s first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:

  • Hire the same successful salesperson every time — The Sales Hiring Formula
  • Train every salesperson in the same manner — The Sales Training Formula
  • Hold salespeople accountable to the same sales process — The Sales Management Formula
  • Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
  • Leverage technology to enable better buying for customers and faster selling for salespeople

Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can’t major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.

The Sales Acceleration Formula completely alters this paradigm. In today’s digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.

43. The Science of Selling by David Hoffeld

Blending cutting-edge research 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, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to:

  • Engage buyers’ emotions to increase their receptiveness to you and your ideas
  • Ask questions that line up with how the brain discloses information
  • Lock in the incremental commitments that lead to a sale
  • Create positive influence and reduce the sway of competitors
  • Discover the underlying causes of objections and neutralize them
  • Guide buyers through the necessary mental steps to make purchasing decisions

Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today’s cutthroat selling environment, advance their business goals, or boost their ability to influence others.

44. Inbound Selling by Brian Signorelli

Change the way you think about sales to sell more, and sell better.

Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content.  But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs.  Now, with more than  60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.

With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn:

  • How inbound sales grew out of inbound marketing concepts and practices
  • A step-by-step approach for sales professionals to become inbound sellers
  • What it really means to be a frontline sales manager who leads a team of inbound sellers
  • The role executive leadership plays in affecting an inbound sales transformation 

For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.

45. The Only Sales Guide You’ll Ever Need by Anthony Iannarino

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.

Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.

Once he realized he’d never become the next Mick Jagger, Iannarino turned his focus to a question that’s been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? 

The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.

Over twenty-five years, Iannarino has boiled down everything he’s learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including…

  • Self-discipline: How to keep your commitments to yourself and others.
  • Accountability: How to own the outcomes you sell.
  • Competitiveness: How to embrace competition rather than let it intimidate you.
  • Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
  • Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you’re their guide.
  • Diagnosing: How to look below the surface to figure out someone else’s real challenges and needs.

Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that really work.

46. The New Strategy Selling by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja

The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. 

Rejecting manipulative tactics and emphasizing “process,” Strategic Selling presented the idea of selling as a joint venture and introduced the decade’s most influential concept, Win-Win. The response to Win-Win was immediate. 

And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. 

The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: 

  • How to identify the four real decision makers in every corporate labyrinth 
  • How to prevent sabotage by an internal deal-killer 
  • How to make a senior executive eager to see you 
  • How to avoid closing business that you’ll later regret 
  • How to avoid the single most common error when dealing with the competition.

47. Book Yourself Solid by Michael Port

Book Yourself Solid is a handbook for self-promotion that translates into results. We tend to think of “busy” as the equivalent of “successful”—but that’s not always the case. The key lies in what you’re busy doing. 

Success means spending your time doing work that gets you closer to your goals, and the critical driving force behind that success is self-promotion. 

This book shows you how to promote more than just your skills—you need to sell your reputation, your service, your very self. It starts with laying a foundation so potential clients know you can give them what they want and need. How do people see you, and how does that diverge from what you would like them to think? 

Once you know where you are, you can map out a plan for getting where you need to be, and this book shows you how to build the reputation you need to be the go-to person in your field—and keep the business coming in long-term.

Book Yourself Solid has been one of the most popular marketing books in the world for service-based businesses since its initial release in 2006. This new third edition includes updated and expanded strategies, techniques, and skills to help you get more clients and increase your take-home profits.

  • Build a solid foundation for a stellar public image
  • Enhance your reputation for trust and credibility
  • Perfect your pitch and pricing to attract higher-caliber clients
  • Adopt the six core strategies that will keep you booked solid

Spending just a small amount of time on self-promotion is an investment. You build a reputation that attracts high-quality clients, which boosts your profits, your track record, and your reputation, which in turn attracts even more high-quality clients. Book Yourself Solid shows you how to kick off this cycle of success, and maintain it for the long term.

48. Fanatical Prospecting by Jeb Blount

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

This book reveals the secrets, techniques, and tips of top earners. You’ll learn:

  • Why the 30-Day Rule is critical for keeping the pipeline full
  • Why understanding the Law of Replacement is the key to avoiding sales slumps
  • How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
  • The 5 C’s of Social Selling and how to use them to get prospects to call you
  • How to use the simple 5 Step Telephone Framework to get more appointments fast
  • How to double call backs with a powerful voice mail technique
  • How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond
  • How to get text working for you with the 7 Step Text Message Prospecting Framework
  • And there is so much more!

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It’s time to get off the feast or famine sales roller-coaster for good!

49. SNAP Selling by Jill Konrath

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they’re wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday’s sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.

Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules:

  • Keep it Simple: When you make things easy and clear for your customers, they’ll change from the status quo.
  • Be iNvaluable: You have to stand out by being the person your customers can’t live without.
  • Always Align: To be relevant, make sure you’re in synch with your customers’ objectives, issues, and needs.
  • Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind.

SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today’s increasingly frenzied environment.

50. The Sales Magnet by Kendra Lee

Many of you may be entrepreneurs who started your own businesses and were forced into sales to be successful. Or you were dragged into selling reluctantly because your job role changed. Some of you, like me, actually chose to make the move because sales sounded more exciting and lucrative.

Regardless of how we all got here, we’re in sales with goals that require us to find prospects.

But where do we find those people?

I wrote this book as a resource for you in attracting prospects from your list of small and midsize companies. I’ve included loads of tips, techniques, and examples you can use to successfully draw prospects to you. As you read, pick out those strategies that feel most comfortable to you and try them. You’ll know right away what works for you and what doesn’t.

I guarantee you that these strategies work. All you have to do is test them with your prospects and you’ll see. You just need to know how, and this book will tell you exactly what to do.

51. Smart Calling by Art Sobczak

In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to “never experiencing rejection again” has consistently found its way into the Top 20 in Amazon’s Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection.

The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including:

  • The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career
  • Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what’s a waste of your time
  • New methodologies that are proven to push you past your fear and into the world of successful prospecting
  • Free access to Art Sobczak’s Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools.

If you’re failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you’re an expert at taking a “no” and turning it into a “yes.”

52. The TOP Sales Leader Playbook by Lisa D. Magnuson

This invaluable Playbook was designed for modern sales leaders who want to win big. Based on extensive research and interviews with 41 Sales VPs from various industries, it contains 16 key ‘Plays’ to exponentially grow revenues and drive leadership success. 

It offers valuable insights and practical how-to’s from 16 recognized thought leaders as sideline coach experts for each ‘Play’. 

Every sales organization needs an engine that generates massive deals – repeatedly.Discover how to identify, develop and repeatedly close 5X deals – five times your average contract size – with this essential Playbook for TOP sales leaders from Mastermind Sales Strategist, Lisa Magnuson.

53. Own Your Niche by Staphanie Chandler

Own Your Niche brings authenticity back to internet marketing, teaching you how to showcase your business with practical, easy-to-use strategies that you can implement yourself.

You will learn how to:

  • Identify and connect with your target audience
  • Turn up the traffic generation on your website
  • Build an effective blog
  • Get results with social media-in less than an hour per day
  • Distribute content that demonstrates your authority in your field
  • Create email marketing campaigns that build loyalty
  • Handle your own PR and get media to come to you
  • Add online revenue streams to your business
  • Generate exposure with proven offline methods including professional speaking, direct mail campaigns, and publishing

Also included are interviews with successful service-based business owners who share how they have built their audiences and created successful enterprises. If internet marketing sounds intimidating to you, or you’ve gotten started but need more guidance, this book can remove the fear and give you the solutions you need to achieve your goals.

Own Your Niche is ideal for consultants, coaches, freelancers, health and wellness professionals, attorneys, doctors, authors, professional speakers, financial advisers, and other service-based businesses.

54. Way of the Wolf: Straight Line Selling by Jordan Belfort

For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. 

Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.

Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

55. Everybody Lies by Seth Stephens-Davidowitz

By the end of an average day in the early twenty-first century, human beings searching the internet will amass eight trillion gigabytes of data. This staggering amount of information—unprecedented in history—can tell us a great deal about who we are—the fears, desires, and behaviors that drive us, and the conscious and unconscious decisions we make. From the profound to the mundane, we can gain astonishing knowledge about the human psyche that less than twenty years ago, seemed unfathomable.

Everybody Lies offers fascinating, surprising, and sometimes laugh-out-loud insights into everything from economics to ethics to sports to race to sex, gender and more, all drawn from the world of big data. What percentage of white voters didn’t vote for Barack Obama because he’s black? Does where you go to school effect how successful you are in life? Do parents secretly favor boy children over girls? Do violent films affect the crime rate? Can you beat the stock market? How regularly do we lie about our sex lives and who’s more self-conscious about sex, men or women?

Investigating these questions and a host of others, Seth Stephens-Davidowitz offers revelations that can help us understand ourselves and our lives better. Drawing on studies and experiments on how we really live and think, he demonstrates in fascinating and often funny ways the extent to which all the world is indeed a lab. With conclusions ranging from strange-but-true to thought-provoking to disturbing, he explores the power of this digital truth serum and its deeper potential—revealing biases deeply embedded within us, information we can use to change our culture, and the questions we’re afraid to ask that might be essential to our health—both emotional and physical. All of us are touched by big data everyday, and its influence is multiplying. Everybody Lies challenges us to think differently about how we see it and the world.

56. Blueprints For A SaaS Sales Organization by Jacco van der Kooji and Fernando Pizarro

An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. 

And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. 

This book distills the authors’ years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans. Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. 

It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.

57. Influence: The Psychology of Persuasion by Dr. Robert Cialdini

 The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.

You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini’s Principles of Persuasion:

  • Reciprocation
  • Commitment and Consistency
  • Social Proof 
  • Liking 
  • Authority
  • Scarcity
  • Unity, the newest principle for this edition

Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

58. Coaching Salespeople Into Sales Champions by Keith Rosen

The secret to developing a team of high performers isn’t more training but better coaching.  When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick.  

With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better – fast. 

Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.

You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.

Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:

  • Boost sales, productivity and personal accountability, while reducing your workload
  • Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities
  • Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business
  • Design, launch and sustain a successful internal coaching program
  • Turn-around underperformers in 30 days or less
  • Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives
  • Coach and retain your top performers
  • Collaborate more powerfully and communicate like a world-class leader

59. The Art of War by Sun Tzu

“The Art of War” is an ancient Chinese military treatise dating from the 5th century BC and is attributed to the ancient Chinese military strategist Sun Tzu

The text is composed of 13 chapters, each of which is devoted to one aspect of warfare and it is commonly thought of as a definitive work on military strategy and tactics. 

It was placed at the head of China’s Seven Military Classics upon the collection’s creation in 1080 by Emperor Shenzong of Song, and has long been the most influential strategy text in East Asia. It has had an influence on Eastern and Western military thinking, business tactics, legal strategy and beyond.

60. From Impossible to Inevitable by Aaron Ross and Jason Lemkin

Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. It’s not about privileges, luck, or working harder. There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much faster growth.

From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records.

  • Pinpoint why you aren’t growing faster
  • Understand what it takes to get to hypergrowth
  • Nail a niche (the #1 missing growth ingredient)
  • What every revenue leader needs to know about building a scalable sales team

There’s no time like the present to surpass plateaus and get off of the up-and-down revenue rollercoaster. Find out how now!

61. Extreme Ownership by Jocko Willink

An updated edition of the blockbuster bestselling leadership book that took America and the world by storm, two U.S. Navy SEAL officers who led the most highly decorated special operations unit of the Iraq War demonstrate how to apply powerful leadership principles from the battlefield to business and life.

Sent to the most violent battlefield in Iraq, Jocko Willink and Leif Babin’s SEAL task unit faced a seemingly impossible mission: help U.S. forces secure Ramadi, a city deemed “all but lost.” In gripping firsthand accounts of heroism, tragic loss, and hard-won victories in SEAL Team Three’s Task Unit Bruiser, they learned that leadership—at every level—is the most important factor in whether a team succeeds or fails.

Willink and Babin returned home from deployment and instituted SEAL leadership training that helped forge the next generation of SEAL leaders. After departing the SEAL Teams, they launched Echelon Front, a company that teaches these same leadership principles to businesses and organizations. From promising startups to Fortune 500 companies, Babin and Willink have helped scores of clients across a broad range of industries build their own high-performance teams and dominate their battlefields.

Now, detailing the mind-set and principles that enable SEAL units to accomplish the most difficult missions in combat, Extreme Ownership shows how to apply them to any team, family or organization. Each chapter focuses on a specific topic such as Cover and Move, Decentralized Command, and Leading Up the Chain, explaining what they are, why they are important, and how to implement them in any leadership environment.

A compelling narrative with powerful instruction and direct application, Extreme Ownership revolutionizes business management and challenges leaders everywhere to fulfill their ultimate purpose: lead and win.

62. Mindset: The New Psychology of Success by Carol Dweck

After decades of research, world-renowned Stanford University psychologist Carol S. Dweck, Ph.D., discovered a simple but groundbreaking idea: the power of mindset. In this brilliant book, she shows how success in school, work, sports, the arts, and almost every area of human endeavor can be dramatically influenced by how we think about our talents and abilities. People with a fixed mindset—those who believe that abilities are fixed—are less likely to flourish than those with a growth mindset—those who believe that abilities can be developed. Mindset reveals how great parents, teachers, managers, and athletes can put this idea to use to foster outstanding accomplishment.

In this edition, Dweck offers new insights into her now famous and broadly embraced concept. She introduces a phenomenon she calls false growth mindset and guides people toward adopting a deeper, truer growth mindset. She also expands the mindset concept beyond the individual, applying it to the cultures of groups and organizations. With the right mindset, you can motivate those you lead, teach, and love—to transform their lives and your own.

63. Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers by Tim Ferriss

“For the last two years, I’ve interviewed more than 200 world-class performers for my podcast, The Tim Ferriss Show. The guests range from super celebs (Jamie Foxx, Arnold Schwarzenegger, etc.) and athletes (icons of powerlifting, gymnastics, surfing, etc.) to legendary Special Operations commanders and black-market biochemists. For most of my guests, it’s the first time they’ve agreed to a two-to-three-hour interview. This unusual depth has helped make The Tim Ferriss Show the first business/interview podcast to pass 100 million downloads.

“This book contains the distilled tools, tactics, and ‘inside baseball’ you won’t find anywhere else. It also includes new tips from past guests, and life lessons from new ‘guests’ you haven’t met.

“What makes the show different is a relentless focus on actionable details. This is reflected in the questions. For example: What do these people do in the first sixty minutes of each morning? What do their workout routines look like, and why? What books have they gifted most to other people? What are the biggest wastes of time for novices in their field? What supplements do they take on a daily basis?

“I don’t view myself as an interviewer. I view myself as an experimenter. If I can’t test something and replicate results in the messy reality of everyday life, I’m not interested.

“Everything within these pages has been vetted, explored, and applied to my own life in some fashion. I’ve used dozens of the tactics and philosophies in high-stakes negotiations, high-risk environments, or large business dealings. The lessons have made me millions of dollars and saved me years of wasted effort and frustration.

“I created this book, my ultimate notebook of high-leverage tools, for myself. It’s changed my life, and I hope the same for you.”

64. Never Eat Alone by Keith Ferrazzi

Do you want to get ahead in life? Climb the ladder to personal success?

The secret, master networker Keith Ferrazzi claims, is in reaching out to other people. As Ferrazzi discovered in early life, what distinguishes highly successful people from everyone else is the way they use the power of relationships—so that everyone wins.

In Never Eat Alone, Ferrazzi lays out the specific steps—and inner mindset—he uses to reach out to connect with the thousands of colleagues, friends, and associates on his contacts list, people he has helped and who have helped him. And in the time since Never Eat Alone was published in 2005, the rise of social media and new, collaborative management styles have only made Ferrazzi’s advice more essential for anyone hoping to get ahead in business.

The son of a small-town steelworker and a cleaning lady, Ferrazzi first used his remarkable ability to connect with others to pave the way to Yale, a Harvard M.B.A., and several top executive posts. Not yet out of his thirties, he developed a network of relationships that stretched from Washington’s corridors of power to Hollywood’s A-list, leading to him being named one of Crain’s 40 Under 40 and selected as a Global Leader for Tomorrow by the Davos World Economic Forum.

Ferrazzi’s form of connecting to the world around him is based on generosity, helping friends connect with other friends. Ferrazzi distinguishes genuine relationship-building from the crude, desperate glad-handing usually associated with “networking.” He then distills his system of reaching out to people into practical, proven principles. Among them:

  • Don’t keep score: It’s never simply about getting what you want. It’s about getting what you want and making sure that the people who are important to you get what they want, too.
  • “Ping” constantly: The ins and outs of reaching out to those in your circle of contacts all the time—not just when you need something.
  • Never Eat Alone: The dynamics of status are the same whether you’re working at a corporation or attending a social event—“invisibility” is a fate worse than failure.
  • Become the “King of Content”: How to use social media sites like LinkedIn, Twitter, and Facebook to make meaningful connections, spark engagement, and curate a network of people who can help you with your interests and goals.

In the course of this book, Ferrazzi outlines the timeless strategies shared by the world’s most connected individuals, from Winston Churchill to Bill Clinton, Vernon Jordan to the Dalai Lama.

Chock-full of specific advice on handling rejection, getting past gatekeepers, becoming a “conference commando,” and more, this new edition of Never Eat Alone will remain a classic alongside alongside How to Win Friends and Influence People for years to come.

65. Emotional Intelligence 2.0 by Dr. Travis Bradberry

In today’s fast-paced world of competitive workplaces and turbulent economic conditions, each of us is searching for effective tools that can help us to manage, adapt, and strike out ahead of the pack.

By now, emotional intelligence (EQ) needs little introduction—it’s no secret that EQ is critical to your success. But knowing what EQ is and knowing how to use it to improve your life are two very different things.

Emotional Intelligence 2.0 delivers a step-by-step program for increasing your EQ via four, core EQ skills that enable you to achieve your fullest potential:

1) Self-Awareness

2) Self-Management

3) Social Awareness

4) Relationship Management

66. Start With Why by Simon Sinek

In 2009, Simon Sinek started a movement to help people become more inspired at work, and in turn inspire their colleagues and customers. Since then, millions have been touched by the power of his ideas, including more than 28 million who’ve watched his TED Talk based on START WITH WHY — the third most popular TED video of all time.

Sinek starts with a fundamental question: Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over?

 People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won’t truly buy into a product, service, movement, or idea until they understand the WHY behind it.  

START WITH WHY shows that the leaders who’ve had the greatest influence in the world all think, act, and communicate the same way — and it’s the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

67. The 7 Habits of Highly Effective People by Stephen R. Covey

Dr. Covey’s 7 Habits book is one of the most inspiring and impactful books ever written. Now you can enjoy and learn critical lessons about the habits of successful people and enrich your life’s experience. And, it’s in an infographics format that makes it easy for you to learn and apply Dr. Covey’s 7 Habits.

Learn the habits of successful people. The 7 Habits of Highly Effective People has captivated readers for over 30 years and sold over 40 million internationally. It has transformed the lives of Presidents and CEOs, educators, parents, and students—in short, millions of people of all ages and occupations have benefited from Dr. Covey’s 7 Habits book. And, it can transform you.

The 7 Habits of Highly Effective People, Infographics Edition guides you through each habit step-by-step:

  • Habit 1: Be Proactive
  • Habit 2: Begin With The End In Mind
  • Habit 3: Put First Things First
  • Habit 4: Think Win-Win
  • Habit 5: Seek First To Understand Then Be Understood
  • Habit 6: Synergize
  • Habit 7: Sharpen The Saw

68. Rejection Proof by Jia Jiang

Jia Jiang came to the United States with the dream of being the next Bill Gates. But despite early success in the corporate world, his first attempt to pursue his entrepreneurial dream ended in rejection. Jia was crushed, and spiraled into a period of deep self doubt. But he realized that his fear of rejection was a bigger obstacle than any single rejection would ever be, and he needed to find a way to cope with being told no without letting it destroy him. Thus was born his “100 days of rejection” experiment, during which he willfully sought rejection on a daily basis–from requesting a lesson in sales from a car salesman (no) to asking a flight attendant if he could make an announcement on the loud speaker (yes) to his famous request to get Krispy Kreme doughnuts in the shape of Olympic rings (yes, with a viral video to prove it).

Jia learned that even the most preposterous wish may be granted if you ask in the right way, and shares the secret of successful asking, how to pick targets, and how to tell when an initial no can be converted into something positive. But more important, he learned techniques for steeling himself against rejection and ways to develop his own confidence–a plan that can’t be derailed by a single setback. Filled with great stories and valuable insight, Rejection Proof is a fun and thoughtful examination of how to overcome fear and dare to live more boldly.

69. Wherever You Go There You Are by Jon Kabat-Zinn

No matter how busy you are, find quiet reflective moments in your life—and reduce your stress levels drastically—with this classic bestselling guide from a mindfulness expert.

When Wherever You Go, There You Are was first published in 1994, no one could have predicted that the book would launch itself onto bestseller lists nationwide and sell over 750,000 copies to date. Ten years later, the book continues to change lives. In honor of the book’s 10th anniversary, Hyperion is proud to be releasing the book with a new afterword by the author, and to share this wonderful book with an even larger audience.

70. Deep Work: Rules for Focused Success in a Distracted World by Cal Newport

Deep work is the ability to focus without distraction on a cognitively demanding task. It’s a skill that allows you to quickly master complicated information and produce better results in less time. Deep Work will make you better at what you do and provide the sense of true fulfillment that comes from craftsmanship. In short, deep work is like a super power in our increasingly competitive twenty-first century economy. And yet, most people have lost the ability to go deep-spending their days instead in a frantic blur of e-mail and social media, not even realizing there’s a better way.

In Deep Work, author and professor Cal Newport flips the narrative on impact in a connected age. Instead of arguing distraction is bad, he instead celebrates the power of its opposite. Dividing this book into two parts, he first makes the case that in almost any profession, cultivating a deep work ethic will produce massive benefits. He then presents a rigorous training regimen, presented as a series of four “rules,” for transforming your mind and habits to support this skill.

  1. Work Deeply
  2. Embrace Boredom
  3. Quit Social Media
  4. Drain the Shallows

A mix of cultural criticism and actionable advice, Deep Work takes the reader on a journey through memorable stories-from Carl Jung building a stone tower in the woods to focus his mind, to a social media pioneer buying a round-trip business class ticket to Tokyo to write a book free from distraction in the air-and no-nonsense advice, such as the claim that most serious professionals should quit social media and that you should practice being bored. Deep Work is an indispensable guide to anyone seeking focused success in a distracted world.

71. The Subtle Art of Not Giving a F*ck: A Counterintuitive Approach to Living a Good Life by Mark Manson

In this generation-defining self-help guide, a superstar blogger cuts through the crap to show us how to stop trying to be “positive” all the time so that we can truly become better, happier people.

For decades, we’ve been told that positive thinking is the key to a happy, rich life. “F**k positivity,” Mark Manson says. “Let’s be honest, shit is f**ked and we have to live with it.” In his wildly popular Internet blog, Manson doesn’t sugarcoat or equivocate. He tells it like it is—a dose of raw, refreshing, honest truth that is sorely lacking today. The Subtle Art of Not Giving a F**k is his antidote to the coddling, let’s-all-feel-good mindset that has infected American society and spoiled a generation, rewarding them with gold medals just for showing up.

Manson makes the argument, backed both by academic research and well-timed poop jokes, that improving our lives hinges not on our ability to turn lemons into lemonade, but on learning to stomach lemons better. Human beings are flawed and limited—”not everybody can be extraordinary, there are winners and losers in society, and some of it is not fair or your fault.” Manson advises us to get to know our limitations and accept them. Once we embrace our fears, faults, and uncertainties, once we stop running and avoiding and start confronting painful truths, we can begin to find the courage, perseverance, honesty, responsibility, curiosity, and forgiveness we seek.

There are only so many things we can give a f**k about so we need to figure out which ones really matter, Manson makes clear. While money is nice, caring about what you do with your life is better, because true wealth is about experience. A much-needed grab-you-by-the-shoulders-and-look-you-in-the-eye moment of real-talk, filled with entertaining stories and profane, ruthless humor, The Subtle Art of Not Giving a F**k is a refreshing slap for a generation to help them lead contented, grounded lives.

72. Winning with Data by Tomasz Tunguz

Winning with Data  explores the cultural changes big data brings to business, and shows you how to adapt your organization to leverage data to maximum effect. Authors Tomasz Tunguz and Frank Bien draw on extensive background in big data, business intelligence, and business strategy to provide a blueprint for companies looking to move head-on into the data wave. Instrumentation is discussed in detail, but the core of the change is in the culture—this book provides sound guidance on building the type of organizational culture that creates and leverages data daily, in every aspect of the business. Real-world examples illustrate these important concepts at work: you’ll learn how data helped Warby-Parker disrupt a $13 billion monopolized market, how ThredUp uses data to process more than 20 thousand items of clothing every day, how Venmo leverages data to build better products, how HubSpot empowers their salespeople to be more productive, and more. From decision making and strategy to shipping and sales, this book shows you how data makes better business.

Big data has taken on buzzword status, but there is little real guidance for companies seeking everyday business data solutions. This book takes a deeper look at big data in business, and shows you how to shift internal culture ahead of the curve.

  • Understand the changes a data culture brings to companies
  • Instrument your company for maximum benefit
  • Utilize data to optimize every aspect of your business
  • Improve decision making and transform business strategy

Big data is becoming the number-one topic in business, yet no one is asking the right questions. Leveraging the full power of data requires more than good IT—organization-wide buy-in is essential for long-term success. Winning with Data is the expert guide to making data work for your business, and your needs.

73. Hooked: How to Build Habit-Forming Products by Nir Eyal

Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern underlying how technologies hook us?

Nir Eyal answers these questions (and many more) by explaining the Hook Model—a four-step process embedded into the products of many successful companies to subtly encourage customer behavior. Through consecutive “hook cycles,” these products reach their ultimate goal of bringing users back again and again without depending on costly advertising or aggressive messaging.

Hooked is based on Eyal’s years of research, consulting, and practical experience. He wrote the book he wished had been available to him as a start-up founder—not abstract theory, but a how-to guide for building better products. Hooked is written for product managers, designers, marketers, start-up founders, and anyone who seeks to understand how products influence our behavior.

Eyal provides readers with:

  • Practical insights to create user habits that stick.
  • Actionable steps for building products people love.
  • Fascinating examples from the iPhone to Twitter, Pinterest to the Bible App, and many other habit-forming products.

74. Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine by Ryan Serhant

Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You’ll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more!

Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant’s principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant’s practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME.

Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO!

Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.

75. The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson

Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need.

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 much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?

The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.

It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers.

The Challenger Customer unveils research-based tools that will help you distinguish the “Talkers” from the “Mobilizers” in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

76. Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer by Jamie Shanks

Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today’s customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they’re conducting due diligence—online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you’ll learn the techniques that will change your entire approach to the buyer.

Social Selling is not social media marketing. It’s a different approach, more one-to-one rather than one-to-many. It’s these personal relationships that build revenue, and this book helps you master the methods today’s business demands.

  • Reach and engage customers online
  • Provide value and insight into the buying process
  • Learn more effective Social Selling tactics
  • Develop the relationships that lead to sales

Today’s buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change—top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing “random acts of social,” unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.

77. Selling 101: What Every Successful Sales Professional Needs to Know by Zig Ziglar

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. 

Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. 

His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

78. The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone by Matthew Owen Pollard

Sales is a skill just like any other, which anyone can learn and master–including the introvert who is more comfortable alone than in the sales field. As with any type of success, it’s all about learning how to leverage your natural strengths.

Extroverts are rarely short on words, and their conversations and pitches never feel sales-y to them. The world of sales just comes naturally to the extrovert. However, introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer’s objections.

Known as “The Rapid Growth Guy”, author Matthew Pollard shares how introverts can feel equally comfortable and sincere in the sales world as well without changing who they are.

In The Introvert’s Edge, this book reveals how to:

  • Find your natural confidence
  • Prepare for every situation
  • Easily sidestep objections
  • Ask for the sale (without asking)
  • Leverage the power of virtual and social networking

The introverted salesperson is no longer an oxymoron, it’s a recipe for success.

Whether you want to drum up clients, pitch investors, or exceed quotas, The Introvert’s Edge will unleash the low-key, high-impact sales machine lurking inside of you.

79. Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee Salz

That’s the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin–oftentimes unnecessarily.

To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies.

In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that “how you sell, not just what you sell, differentiates you.”

The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the “what you sell” chapters help salespeople:

  • Recognize that the expression “we are the best” causes differentiation to backfire.
  • Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.
  • Understand what their true differentiators are and how to effectively position them with buyers.
  • Find differentiators in every nook and cranny of the company using the six components of the “Sales Differentiation Universe.”
  • Create strategies to position differentiators so buyers see value in them.
  • The “how you sell” section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople:
  • Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.
  • Shape buyer decision criteria around differentiators.
  • Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. 
  • Use a buyer request for references as a way to stand out from the competition.
  • Leverage the irrefutable, most powerful differentiator…themselves.

Whether you’ve been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

80. Mastering the Complex Sale by Jeff Thull

“Jeff Thull’s process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives.”

—Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin

“This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a ‘selling process’—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together.”

—Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.

“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.”

—Samik Mukherjee, Vice President, Onshore Business, Technip

“Customers need to know the value they will receive and how they will receive it. Thull’s insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!”

—Lee Tschanz, Vice President, North American Sales, Rockwell Automation

“Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn’t a given, it’s a choice. This is a proven alternative to the price-driven sale. We’ve spoken to his clients. This stuff really works, folks.”

—Dave Stein, CEO and Founder, ES Research Group, Inc.

81. Getting to Yes by Roger Fisher & William Ury

Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution.

Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.

82. Secrets of Question Based Selling by Thomas Freese

Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that “what” salespeople ask-and “how” they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer’s needs.

How do you uncover a prospect’s needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.

With this proven, hands-on guide, you will learn to:

  • Penetrate more accounts
  • Establish greater credibility
  • Generate more return calls
  • Prevent and handle objections
  • Motivate different types of buyers
  • Develop more internal champions
  • Close more sales…faster
  • And much, much more

83. Swim With the Sharks Without Being Eaten Alive by Harvey Mackay

This straight-from-the-hip handbook by bestselling author and self-made millionaire Harvey Mackay spells out the path to success for readers everywhere. They will learn how to:

  • Outsell by getting appointments with people who absolutely, positively do not want to see you, and then making them glad they said “yes!”
  • Outmanage by arming yourself with information on prospects, customers, and competitors that the CIA would envy – using a system called the “Mackay 66.”
  • Outmotivate by using his insights to help yourself or your kids join the ranks of Amercia’s one million millionaires.
  • Outnegotiate by knowing when to “smile and say no” and when to “send in the clones.”

This one-of-a-kind book by a businessman who’s seen it all and done it all has sold almost 2 million copies, and is the essential roadmap for everyone on the path to success.

84. The Go-Giver by Bob Burg & John David Mann

The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees sim­ply as the Chairman.

Over the next week, Pindar introduces Joe to a series of “go-givers”: a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector” who brought them all together. Pindar’s friends teach Joe the Five Laws of Stratospheric Success and help him open himself up to the power of giving.

Joe learns that changing his focus from getting to giving—putting others’ interests first and continually adding value to their lives—ultimately leads to unexpected returns.

Imparted with wit and grace, The Go-Giver is a classic bestseller that brings to life the old proverb “Give and you shall receive.”

 Nearly a decade since its original publication, the term “go-giver” has become shorthand for a defining set of values embraced by hundreds of thousands of people around the world. Today this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities.

This expanded edition includes the text of the original business parable, together with a foreword by Arianna Huffington, a new intro­duction, a discussion guide, and a Q&A with the authors.

85. What Great Salespeople Do by Michael Bosworth & Ben Zoldan

“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers―purely a left brain exercise, which turns buyers off. This book explains a better way.”

―John Burke, Group Vice President, Oracle Corporation

“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.”

―Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone

“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”

―Gerhard Gschwandtner, publisher of Selling Power

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