best sales pitch books

The 44 Most Highly-Rated Sales Books of All Time

Published: October 28, 2020

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other."

In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful.

To dramatically cut down on your learning curve, pick up some sales books. A read penned by a selling expert will offer you all the benefits of personal experience without negatively affecting your quota or efficacy.

Picking a book can be tough, as there are thousands to choose from. Enter: This reading list.

We've curated the top-ranked books from Amazon's sales best-sellers covering a number of different topics specifically for sales professionals:

• Sales Methodology and Tactics
• Behavioral Psychology and Persuasion
• Business and Sales Management
• Entrepreneurial and Sales Mindset

Whether you want to ask better questions, prospect more effectively, lead your sales team, or become an all-around better salesperson, there's a pick here for you.

Best Sales Books

• Inbound Selling by Brian Signorelli
• New Sales. Simplified. by Mike Weinberg
• The Sales Acceleration Formula by Mark Roberge
• To Sell Is Human by Daniel H. Pink
• Secrets of Closing the Sales by Zig Ziglar
• The Only Sales Guide You'll Ever Need by Anthony Iannarino
• The New Strategy Selling by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
• Book Yourself Solid by Michael Port
• Fanatical Prospecting by Jeb Blount
• SNAP Selling by Jill Konrath
• The Sales Magnet by Kendra Lee
• The Little Red Book of Selling by Jeffrey Gitomer
• Spin Selling by Neil Rackham
• Agile Selling by Jill Konrath
• Insight Selling by Mike Schultz and John E. Doerr
• Smart Calling by Art Sobczak
• The TOP Sales Leader Playbook by Lisa D. Magnuson
• Own Your Niche by Staphanie Chandler

1. "Inbound Selling"

Author: brian signorelli.

Inbound marketing has changed the way companies interact with customers. In this day and age, the buyer is more empowered and doesn't need to rely on a sales rep to learn more about a company's offerings. In fact, more than 60% of purchasing decisions are made without a sales rep. With that being said, how can sales professionals transform the way they think about their strategies? In this book, you'll learn more about inbound sales, including a step-by-step approach for inbound sales professionals and what it means to lead a team of inbound sellers.

Review excerpt : "This is a must-read for anyone in sales or interested in sales! It's an easy and fun read, while most importantly providing new tools and actionable next steps to add into any sales approach. I highly recommend this to anyone working in or adjacent to sales that wants a fresh perspective and guidance on selling the Inbound way!"

2. "New Sales. Simplified."

Author: mike weinberg.

Looking for a one-stop guide to bringing on new business? Look no further. In this book, Weinberg lays out a proven formula for finding prospects, developing the relationship, and reaching a mutually beneficial agreement.

Review excerpt : "I loved the stories, the irreverent tone, and the honesty of this book. But what I appreciated most was that it delivered on its title -- this book really does simplify what you have to do successfully acquire new customers."

3. "The Sales Acceleration Formula"

Author: mark roberge.

Sales leaders aiming to scale their sales team and build a multi-million dollar business should definitely pick up this book, written by former HubSpot CRO Mark Roberge.

Review excerpt : "Every company -- regardless of its business and sales strategy -- will absolutely benefit from reading this book. The stories (Roberge) tells, the way his selling initiatives fit together, the combination of selling and technology he describes … even the use cases he lists make the approach he describes applicable to any sales organization -- however well-entrenched."

4. "To Sell Is Human"

Author: daniel h. pink.

If you're currently working in sales, you're probably well-aware the old playbook doesn't work. Pink offers fresh yet practical insights into modern selling, including how to move others, make your message clearer and more persuasive, and gain referrals.

Review excerpt : "No, this is not 'another' book about selling. I've read a lot of them, written a few of them, and I can tell you: This book stands alone in a special category."

5. "Secrets of Closing the Sale"

Author: zig ziglar.

This book includes more than 100 different ways to close depending on the situation and 700 thought-provoking questions to use with prospects. You'll also find suggestions from a hundred of America's most successful salespeople.

Review excerpt : "Ziglar teaches you, from the beginning, that there's no room for success in a salesman's career if he's taking the fast route, making the quick sale, and then locking the door behind him."

6. "The Only Sales Guide You'll Ever Need"

Author: anthony iannarino.

Iannarino shares his biggest lessons from 25 years of selling, including how to increase your self-discipline, get over your fear of the competition, be more resourceful, discover the buyer's true needs, and more.

Review excerpt : "Anthony Iannarino is my new sales guru. His book shows you exactly how to understand your offer and relate to your customer."

7. "The New Strategic Selling"

Authors: robert b. miller, stephen e. heiman, and tad tuleja.

Every salesperson will benefit from learning how to reach "win-win" agreements, prevent sabotage by internal blockers, identify the four types of decision-makers, engage senior executives, and more.

Review excerpt : "This book, in my opinion, found a perfect balance between theoretical framework and hands-on, immediately applicable knowledge."

8. "Book Yourself Solid"

Author: michael port.

Port's book covers a range of strategies for earning more business, from building a powerful social media presence to developing a personal brand to perfecting your pricing strategy.

Review excerpt : "An excellent and enjoyable read. Michael Port lays out a fresh and honest approach to marketing yourself and your business. 'Be true to yourself' and the people you serve. This takes the pressure off of trying to contrive an image of someone (or something) that is really not you, and makes self-promotion almost natural!"

9. "Fanatical Prospecting"

Author: jeb blount.

Successful prospecting incorporates multiple touches across multiple channels. Pick up this book to learn how to text, email, call, and socially engage buyers.

Review excerpt : "Jeb teaches you how to prioritize your prospects and leverage social selling in your overall prospecting efforts. If you are thinking about a career in sales or you want to jump-start what you are doing in your present job, then this is the book for you."

10. "SNAP Selling"

Author: jill konrath.

In this book, Kill Konrath acknowledges that today's decision-makers are frazzled, so it can be difficult to get through to them. To address that problem, Konrath offers four simple rules that make up SNAP selling, geared toward overcoming customer hesitation.

Review excerpt : "I have recently set up my own consulting business which has required me to seek new clients in various ways. After years of coaching and managing a team of sales people, I have now encountered the challenges on the front line. Needless to say I spent 3-4 months struggling to get e-mails returned, voice mails returned, etc. I have purchased 11 new prospecting books in the past 7 months, and this one has been the best for me. After going through this book I followed the steps for building an agenda and preparing info for calls, e-mails, linked-in, etc. and voila...I have closed 4 new clients in the past 6 days. I feel much more confident in my approach, which has made a world of difference. Excellently written, great information."

11. "The Sales Magnet"

Author: kendra lee.

Being in sales doesn't always mean cold calling. This book is an ultimate resource of tips and strategies for attracting prospects rather than chasing them down yourself.

Review excerpt : "Kendra Lee ROCKS! Learn to generate sales leads for any business using her methods. It's fast and easy and even fun. I have gotten great results with her lead-gen techniques. So BUY THE BOOK and invest in yourself."

12. "Little Red Book of Selling"

Author: jeffrey gitomer.

This book is short, sweet, and to the point. Readers will learn to focus on why people buy and why it matters to the sales process. With entertaining illustrations and soundbites in every chapter, this book is easy to return to for specific helpful tips when you need them most.

Review excerpt: "Excellent book that focuses on selling the right way. Highly recommend this for anyone who is involved in sales and wants to expand their techniques so they close more."

13. "Spin Selling"

Author: neil rackham.

"Spin Selling" shares the results of Rackham's 12-year, million-dollar research project examining effective sales performances. In his book, Rackham outlines his findings and shares the principles of SPIN (Situation, Problem, Implication, Need-payoff).

Review excerpt : "If you love sales, read this book and discover how to improve your technique. The research behind this book is exhaustive, and the technique is so organic you may discover you're already using it. In that case, you'll be able to improve your skills."

14. "Agile Selling"

As a salesperson, you need to learn a lot of new information and skills quickly. Especially if you're getting promoting, switching jobs, or there are updates to your company. In this book, you'll learn about agile selling, which Konrath describes as the ability to quickly learn new information and leverage it for maximum impact.

Review excerpt : "Having spent 34 years in sales and taken a LONG list of sales training courses and read many training editions you would think, ehhh, I don't need another training book to read. That would have been a serious mistake on my part. Jill Konrath has authored a fabulous strategic plan for any professional salesperson who treats his role as a lifelong learner and acknowledges the sales environment has truly changed in many ways."

15. "Insight Selling"

Authors: mike schultz and john e. doerr.

In this book, authors Mike Schultz and John Doerr studied more than 700 business-to-business purchases to see what winners of major sales do differently than sellers who almost won but ultimately came in second place. The results were surprising. In this book, you'll learn how sales winners sell radically differently and see an outline for what you need to do to transform yourself and your team into insight sellers.

Review excerpt : "This book does a great job of establishing the benchmarks, based on their in-depth analysis and research that drive strong value selling. You can achieve greater success by aligning with customers at a whole new level. They guide you through a process that helps you understand how you can create insight across three dimensions or levels."

16. "Smart Calling"

Author: art sobczak.

Cold calling is probably one of the worst tasks of a salesperson. However, everyone has to do it. In this book, you'll learn proven techniques to master the art of the cold call and eliminate fear, failure, and rejection from cold calling.

Review excerpt : "I am certain this is the sales book I have read the most times by far. It has everything you need to really help you get better results in prospecting if you are willing to put in the effort."

17. "The TOP Sales Leader Playbook"

Author: lisa d. magnuson.

This playbook includes 16 'plays' to win bigger deals based on interviews with 41 leading sales executives. These plays include top strategies for identifying big deals, developing relationships with those prospects, and closing when the time comes.

Review excerpt : "Although this is a practical, workable, systematic playbook, full of detailed step-by-step instructions for proven strategies and tactics to approach and win your "5X" average deals, it is based on deep research with 41 sales VPs about what they wanted in a playbook. This research revealed four key areas of interest to the sales leaders which became the four main topics of the book: Leadership, Methodology, Execution, and Culture. And because it comes directly from primary research coupled with Lisa Magnuson's leadership career and expertise with clients, it's also focused on the few key priorities that sales leaders can afford to make time for and focus on to guarantee a difference in outcomes. This is a really first-rate book, much needed."

18. "Own Your Niche"

Author: stephanie chandler.

Covering internet marketing and sales tactics for establishing authority and connecting with your target audience, you'll learn how to generate exposure and build demand for your pipeline.

Review excerpt : "If you have read a lot of books on marketing already some of what you may read here duplicates that, but most people forget so reading it again serves as a reminder. In addition, no two authors will ever have the same take on piece of advice and that is the case here. For example, Stephanie included some suggestions for how to use post cards that I had not seen anywhere else and it was very helpful. Let's face it, the amount of material written on direct mail marketing can reach the stratosphere so finding a different twist on it can be challenging, but she did it."

19. "The Psychology of Selling"

Author: brian tracy.

Learn how to harness psychological principles in the sales process while simultaneously getting a dose of personal motivation.

Review excerpt : "‘The Psychology of Selling' is a superb, practical, easy-to-read return to the fundamentals of professional salesmanship for novices, journeymen, and seasoned, top-performing salespeople. More than common sense placed into form, it serves as an instructional blueprint -- or as a road map -- to establish, build, grow, and maintain a successful sales career."

20. "The Science of Selling"

Author: david hoffeld.

Hoffeld's advice is based on the latest research in behavioral economics, social psychology, and neuroscience. You'll learn a science-based approach to asking questions, securing incremental commitments, resolving objections, reducing your competition's influence, and more.

Review excerpt : "‘The Science of Selling' is the ultimate collection of evidence-based practices for sales ever collected in one volume. Until now, most of the studies in ‘The Science of Selling' have been scattered and tucked away in academic journals, (making them) virtually inaccessible to sales leaders. Most readers will find the material new, and I expect, quite surprising."

21. "Influence: Science and Practice"

Author: robert b. cialdini.

Cialdini reveals the six psychological principles that cause people to comply. Once you've incorporated these powerful concepts into your messaging, leading your prospects to say "yes" will be less challenging.

Review excerpt : "Whether you are on the selling or buying end of any transaction, knowing what Mr Cialdini discovered through years of research and testing will be to your financial advantage. (But) 'Influence' is not just about money. It is a guide to getting what you want or need in a fair and ethical manner."

22. "Words That Sell"

Author: richard bayan.

Keep this informative manual at your desk so you can quickly find the perfect terms and phrases to grab your prospect's attention, create desire for your product, and ultimately, win their business.

Review excerpt : "This is a very simple, but HIGHLY useful book!! This book is filled with descriptive words of products & services that will assist you in selling. But more than that, this book is a huge time-saver!! I sell antiques on eBay, and having proven-to-sell words to describe products is wonderful!"

23. "Heart and Sell"

Author: shari levitin.

How do find the right middle ground between being too accommodating vs. being too high-pressure? This book offers science-based advice for overcoming objections and aligning yourself with prospects' key motivators.

Review excerpt : "Great book as it goes way beyond just giving strategies and ideas but it really cuts to the "why" of why we sell. The personal stories in the book really help to emphasize why we do what we do and when we do it. I heard the author speak at a conference and immediately bought the book to read on my flight home."

24. "7L: The Seven Levels of Communication"

Author: michael j. maher.

If you're not generating warm introductions to potential customers, you're losing out on a valuable source of business. Discover the concrete steps that will win you referrals. Although "7L" is geared toward real estate professionals, its takeaways are applicable to any sales role.

Review excerpt : "Michael provides an easy-to-follow step-by-step system to create long-lasting relationships with clients and vendors that will result in an endless supply of referrals. This book has completely changed how I do business … I went out and bought 30 [copies to give] to my associates."

25. "Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions"

Author: dan ariely.

Have you ever been flummoxed by a prospect's irrational decision? Once you read this book, you'll have a new understanding for the assumptions and emotions behind the actions we take. Guiding buyers to the right choices will become far easier.

Review excerpt : "This is a fascinating look into how our brains process information. The author sets up experiments to test his hypotheses about how people respond to a variety of situations."

26. "DISCOVER Questions Get You Connected"

Authors: deb calvert and renee calvert.

Learn how to structure your calls, ask thoughtful, intelligent questions, and help prospects come to their own conclusions about your product's value.

Review excerpt: "'Discover Questions' was excellent -- giving experienced and novice salespeople guidance on how to ask questions, drive the sales conversation and show you care!"

27. "Emotional Intelligence for Sales Success"

Author: colleen stanley.

Sales conversations are innately emotional. Prospects might challenge you and you might get defensive or your fear of rejection could come into play. For a salesperson to overcome those emotional responses, they need to build their emotional intelligence. In this book, you'll learn how to become a better question asker and listener, how emotional intelligence can improve prospecting efforts, and how empathy can lead to more effective sales conversations and solutions.

Review excerpt : "Colleen Stanley's Emotional Intelligence for Sales Success is my go-to resource for sales conversations. I've always told people I hate selling, but I love building mutually beneficial relationships. That's the fundamental premise in this book: that sales is a relationship between two human beings. All of the same emotional intelligence rules that apply to friendships, dating, and other human relationships apply to the sales process."

28. "DISCOVER Questions"

One of the hardest parts of the discovery call is setting yourself and your company apart from other sales reps. In this book, you'll learn the right questions to ask, how to create value for your buyers, and differentiate yourself from the pack.

Review excerpt : "Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions. For sales, it is exemplary, enough that this will become my 2016 Sales book of the year. The author makes a great case for asking the right question early enough so the seller can communicate value."

29. "The Sales Development Playbook"

Author: trish bertuzzi.

The Sales Development Playbook helps readers understand and use inside selling techniques to build a repeatable pipeline, covering a lot of ground from building sales strategy and measuring what matters to leading your sales development team. All of this is in the effort of providing a solid framework for growing your business. Review excerpt : "This is a must read for folks that carry budgetary or first line responsibility for sales development reps (SDRs); which includes both marketing and sales leaders. For those of you that aspire to be successful leaders in this role – this will be your 'reference' text."

30. "Dare to Lead"

Author: brené brown.

What does it mean to be a leader? It's not always about power but also about having tough conversations and developing empathy. This book dives into new research on change makers and culture shifters and teaches across 4 main skillsets so that readers can rise strong at work.

Review excerpt : "What's fascinating is that the author calls herself a "research professor" with a social work doctorate, and her research has been extensive and varied, from military leaders to teachers. In this regard she has adopted the data-based techniques of Jim Collins, whose "Good to Great" has been the gold standard for many years. But her message is different in that it does not recommend "engineering" innovation, but rather relying on "rumbling with vulnerability," "living into one's values," and having the courage to make decisions even where the outcome may be uncomfortable and possibly a failure."

31. "Acting Up"

Author: janice bryant howroyd.

Janice Bryant Howroyd discusses how to win in business and in life by chronicling her journey to becoming the first black woman to own a billion dollar business. You'll learn valuable skills on how to rely on your values and demonstrate leadership as an entrepreneur and/or in the business world.

Review excerpt : "Similar to cold beer on a summer days, for an entrepreneur like myself “Acting Up” was just as refreshing. Every single person in businesses can learn from Janice Bryant Howroyd’s core values. Today in 2019 we are seeing more and more women in businesses. Janice Bryant Howroyd with the largest privately owned staffing agency in the US is responsible for many of these women being where they are today. A+ Book"

32. "Business as Unusual"

Author: anita roddick.

Anita Roddick details her entrepreneurial journey while balancing "profits with principles." While detailing her personal and political issues, she defines the role and responsibility of the entrepreneur in the context of business ethics.

Review excerpt : "I just loved this book. With all my respect to Anita Roddick, I had never expected this book to be so insightful and challenging the conventional wisdom, before I received it into my postbox! I have enjoyed reading it very much. I still like to open a random page and read it again."

33. "Cracking the Sales Management Code"

Authors: jason jordan and michelle vazzana.

Jordan dives into the critical activities and metrics sales managers and executives should implement and track to lead their teams to success.

Review excerpt : "I liked the focus on real-world quantitative management via metrics (and) would recommend this book to any sales manager who wants to achieve and measure results."

34. "Shark Tales"

Author: barbara corcoran.

If you've ever watched ABC's Shark Tank, you know Barbara Corcoran. In her book, she tells her story going from failing in her career efforts to building a $6 billion dollar business, along with the business lessons she learned along the way.

Review excerpt : "Barbara's book was an autobiographic infusion between her childhood and her journey to success in business. She describes both almost simultaneously, as if each chapter is split (but not intermingled) between her business journey and childhood memory. Many of those childhood memories reinforce her attitudes she had later in business and life."

35. "Leapfrog"

Author: nathalie molina niño.

Geared toward women entrepreneurs who want to "outsmart the status quo," Leapfrog contains 50 ways to launch, fund, grow, and succeed in business. You'll learn how to remove obstacles and open closed doors.

Review excerpt : "She thoughtfully demonstrates how to work within today's system to get where you need to go, as opposed to staying in a dreamland hoping societal barriers fall. Her advice is based on what's real and what works and reading LeapFrog feels like taking in a much needed pep talk from your best friend. Highly recommend it."

36. "The Glitter Plan"

Authors: pamela skaist-levy, gela nash-taylor, and booth moore.

Juicy Couture was started with $200 and grew into a global brand that was eventually purchased for $50 million. The authors of this book chronicle that story in this book that markets itself as part memoir and part business manual. You'll learn the innovative tactics they used to achieve radical startup success.

Review excerpt : "Its obvious this book is a must read for today's women, who are seeking ways to thrive, but I HIGHLY recommend this book for the men - husbands, dads and male leaders. As I read this book, I've gained empathy and a new perspective I only sensed before but didn't quite understand completely until Tiffany made it clear for me. I now have a new lens for what my wife has done and is doing, to be an amazing wife, mother and career professional. Despite already being a proud and 'active' dad, I now understand her challenges and am attempting to step up to the plate and do more, to allow more balance in our marriage and parental roles, and to allow her an opportunity to be all she can be."

37. "Mindset: The New Psychology of Success"

Author: carol s. dweck.

As a world-renowned psychologist, Carol Dweck has researched the power of mindset for decades. She reveals how mindset can dramatically impact and influence how we think about our talents and abilities. Although not directly about sales, this book will teach you how a growth mindset can help you succeed in the world of sales and beyond.

Review excerpt : "I recognized a lot of myself in this book (and not necessarily the good bits). I learned some reasons why I procrastinate for one thing. It is potentially a game changer for anybody willing to be honest about who they really are with a sincere desire to be better through application and hard work. The book is a call to action and change on a very fundamental level."

38. " Think and Grow Rich "

Author: napoleon hill.

This book is beloved by many career salespeople. The result of nearly 20 years of research, Hill's book outlines 13 steps to success, including developing a definite purpose, building a positive mental attitude, and channeling the power of the subconscious mind.

Review excerpt : "This book is one that everyone must-read. From the very beginning, it began changing my mindset and how I view life. Some books are filled with information on how you should be thinking, but this one shows how to create lasting change."

39. "How I Raised Myself from Failure to Success in Selling"

Author: frank bettger.

This is the perfect book for anyone whose job it is to sell. Through personal experiences, Bettger tells his tale from a failed salesman to one of the highest-paid salesmen in America. He gives insights on the power of enthusiasm, conquering fear, the quickest way to win confidence, and the seven golden rules for closing a sale.

Review excerpt : "I have read this cover to cover, twice. It's not only for those in the sales industry, it's useful for everyone. I was reminded of the value of emotion, as well as the value of time - both mine and my clients. It was great to learn from both Frank Bettger's mistakes and successes, and I am grateful to have read this book."

40. "The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone"

Authors: matthew owen pollard and derek lewis.

Just like any other skill, anyone can learn and master the art of sales. Even introverts. In this book, an introverted salesperson can learn how to use their own natural strengths to sell. For example, introverts will learn how to find natural confidence, prepare for any situation, sidestep objections, and ask for the sale without being pushy.

Review excerpt : "Being mostly an introvert, I have long felt that I had to learn to be someone else in order to succeed in business and especially anything to do with selling. Unbelievably refreshing to read approaches born from authentic experience. With the right tools and techniques, anything is possible! And if you're an introvert and you hope to make a living, this is an excellent book for you — it'll serve you well no matter what field you're in."

41. "More Sales, Less Time"

Have you ever felt behind at work, but there just isn't enough time in the day to get everything done? If so, you're probably an overwhelmed salesperson. With quotas going up and faster turnarounds expected, it's not surprising. In this book, you'll learn how to reclaim your time by eliminating major time sucks, optimize your sales process to eliminate redundancies and wasted time, and stay at the top of your sales game.

Review excerpt : "Time has become a top 3 obstacle to success for sales professionals and anyone trying to grow their business results. This book helped me identify and accept that I am being held back because of my attitude and choices about my time. By the time I got to Chapter 31 titled "Unclog Your Pipeline" I had so many notes that I had to put the book down and go back to start from the beginning and highlight the areas that were giving me the clarity that I was so clearly lacking."

42. "Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea"

Authors: bob burg and john david mann.

This quick read reveals the importance of giving to business success. Not only will you walk away convinced that giving leads to receiving, you'll also know how to give to achieve your desired results.

Review excerpt : "Clear, entertaining, and immediately practical, this book has evolved my approach to business -- and life. When you go through your day focusing on how you can give and being open to receiving, you build stronger relationships and prosper on multiple levels."

43. "Drop the Ball"

Author: tiffany dufu.

If you've ever felt the burden of perfectionism or an insurmountable to-do list, Tiffany Dufu's story about "letting go" to achieve more is for you. By re-evaluating expectations and embracing imperfection, you'll be able to increase your energy on the things that matter. This book is perfect for women leaders.

Review excerpt: "Its obvious this book is a must read for today's women, who are seeking ways to thrive, but I HIGHLY recommend this book for the men - husbands, dads and male leaders. As I read this book, I've gained empathy and a new perspective I only sensed before but didn't quite understand completely until Tiffany made it clear for me. I now have a new lens for what my wife has done and is doing, to be an amazing wife, mother and career professional. Despite already being a proud and 'active' dad, I now understand her challenges and am attempting to step up to the plate and do more, to allow more balance in our marriage and parental roles, and to allow her an opportunity to be all she can be."

44. "The Warrior Code"

Authors: tee marie hanible and denene millner.

If you want to actualize your true potential, this book offers 11 principles to "awaken your inner badass." It starts with Hanible's story of uncovering her inner warrior after a life full of adversity and advice on how you can tap into your own power.

Review excerpt : "This was an awesome book! I'm an avid reader and this was by far one of the best. Great for both men, women, boys and girls. This is one of the first authors that tells it like it is and revealed the good, the bad, and the ugly experiences they faced growing up. Great read!!"

Whether you want to study sales tactics or you want to level up your individual performance, this list is pact with insightful books by brilliant authors. Maybe even your next mentor.

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40 Best Sales Books (of All Time) to Read, Grow, & Level Up Your Sales Skills in 2024

Ready to improve your close rates, become a better sales manager, or simply work more efficiently? You need to read more sales books.

Reading is how billionaire investor Warren Buffett spends most of his day; Bill Gates swears by it; Mark Cuban spends four to five hours a day doing it.

Research shows that general reading helps prevent stress, depression, and dementia while enhancing confidence, decision-making, and overall life satisfaction. Reading the best sales books ever , on the other hand, can lead to higher income and a more meaningful career.

How so? It's pretty simple: The right books will give you access to the greatest minds of our generation (and generations past). And, you won't have to fork over your life savings to get it. You just need to carve out time to read . Once you do, the world will open up to you.

To compile this list of the best sales books of all time, we combed the must-read lists of some of the most successful entrepreneurs , and even asked the sales team here at Close.

Bonus: Most of these sales books come in audiobook format so you can listen while driving, entering data into your CRM, or working out. Let's dive in!

The Best Sales Books of All Time: Essential Reads for Everyone in Sales

It doesn't matter what industry you're in, or whether you're an SDR at a software startup, a real estate agent , an entrepreneur, or a VP of Sales. The following eight books are packed with information and specifically designed to help you succeed in your sales career .

1. To Sell is Human by Daniel H. Pink

What you'll learn from this sales book:

Best-selling author, Daniel Pink , completely destroys and disproves every outdated stereotype about sales. The book offers tips on persuasion, the importance of honesty, and the need for non-sales selling. If you want to understand modern sales psychology and become a better salesperson , this is an absolute must-read.

Key Quote: “Anytime you're tempted to upsell someone else, stop what you're doing and up-serve instead.”

The Reviews Are In: "Pink’s book is invaluable in showing how we’re all in sales, regardless of our job title. That’s because we’re all in the business of convincing teammates, leaders, and key stakeholders that our ideas work. Pink updates the outdated, like the ABCs of selling, and helps you understand the psychology behind pitching and persuasion." — Marnix Broer, Co-founder and CEO, Studocu

2. Never Split the Difference by Chris Voss

Want to level-up your negotiating skills ? Chris Voss , a former international hostage negotiator for the FBI, will teach you everything you need to know about the topic. His book, Never Split the Difference , highlights the hard skills and practical principles that helped him save lives. Whether you're looking to close a sale or save on your next car purchase, this action-oriented playbook has earned its rank amongst the best sales books of all-time.

Key Quote: “Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.”

The Reviews Are In: "This book has helped me immensely in closing deals and building relationships with clients. It emphasizes the importance of using silence strategically and not being afraid to say 'no.' This has been particularly useful in negotiation situations, where the client is making unrealistic demands. By being willing to walk away from a deal, I've been able to maintain my credibility and negotiate from a position of strength." — Dan Gray, CEO, Vendry

3. Everybody Lies by Seth Stephens-Davidowitz

What if you knew what your sales lead would do before speaking to them? That would be super helpful, right? In this book, data scientist Seth Stephens-Davidowitz reveals how humans think and feel, information that top sales reps can use to understand their prospects better.

Key Quote: “First, and perhaps most important, if you are going to try to use new data to revolutionize a field, it is best to go into a field where old methods are lousy.”

The Reviews Are In: " Everybody Lies by Seth-Stephens-Davidowitz is the Freakonomics of the 2010's. It challenges various preconceived notions we all have regarding the world we live in, and is a fitting accompaniment to understanding the 'post-truth age' many have now called our time." — Amazon Customer

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

What you'll learn from this sales book

Understanding how to influence people is an incredibly valuable sales skill. Dr. Robert Cialdini is an expert on the topic. His book will teach you the six principles of influence and how to apply them. It's a true classic that will help you get to "yes" more often.

Key Quote: “The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.”

The Reviews Are In: "Although not solely a sales book, Influence has been a game-changer in understanding the psychological triggers that drive buying decisions. The six key principles (reciprocity, scarcity, authority, consistency, liking, and consensus) have drastically improved my sales conversations leading to better outcomes and higher close rates." — Ahmet Durmusoglu, Co-Founder, ContentGo

5. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff

One truly great sales pitch can make your career. Author Oren Klaff , who used his own unique pitching method to raise over $400 million, proves it. Read his book to learn the key points every effective pitch needs to hit, from setting the frame to getting a decision.

Key Quote: “No pitch or message is going to get to the logic center of the other person’s brain without passing through the survival filters of the crocodile brain system first. And because of the way we evolved, those filters make pitching anything extremely difficult.”

The Reviews Are In: "I read this book in one day. Couldn't put it down. It is engaging, fun to read, and practical. I found it viscerally satisfying and fulfilling." — Amazon Customer

6. Zig Ziglar's Secrets of Closing the Sale by Zig Ziglar

You can't go wrong with this classic book by Zig Ziglar , the giant on whose shoulders we all stand. His pioneering book provides hundreds of examples of how to close , questions to ask yourself before you go for the "yes," tons of professional tips from sales experts, and 100 different closing strategies.

Key Quote: “If you do not believe in your product or service enough to offer it to your own family and friends, then you should question the value of what you are selling.”

The Reviews Are In: "This book has been invaluable in helping me maximize my success as a CEO. I have learned from it a number of strategies and secrets that have made closing deals much easier and more effective." — Maria Harutyunyan, Co-founder & Head of SEO, Loopex Digital

7. Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer

This short and sweet sales book outlines the most important aspects of sales in quick chapters punctuated with funny cartoons. You'll learn practical tips on tackling complaints, networking, meeting decision makers, and using creativity to make people want to buy.

Key Quote: "People don't like to be sold, but they love to buy. Your job as a master salesman is to create an atmosphere where people want to buy.

The Reviews Are In: "This book hits on all the major points of sales: how to approach a potential client, how to listen and respond to what they say, how to make them feel comfortable, and how to close the deal. It also has some great tips for overcoming objections and building trust with your clients." — Will Yang, Head of Growth & Customer Success, Instrumentl

8. Emotional Intelligence 2.0 by Travis Bradberry

Successful salespeople understand that emotions are behind every decision we make—from who we choose to spend our time with to what brand of toothpaste we buy. Based on the answers of 500k+ people, Dr. Travis Bradberry shows how to develop your emotional intelligence, so that you can align yourself with the needs and wants of your customers.

Key Quote: “Anyone can become angry—that is easy. But to be angry with the right person, to the right degree, at the right time, for the right purpose, and in the right way, this is not easy."

The Reviews Are In: "This book should be a required reading in all high schools, colleges and professional workplaces! This book has opened my eyes on how to grow as an individual." — Amazon Customer

Best Books on Sales Strategies and Methodology

Looking for advice on sales strategy? Maybe you want to learn a few well-known sales methodologies. The nine books in this section will give you the deets you need.

9. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson

Based on thorough research, Matthew Dixon and Brent Adamson found that the best sales teams don't just build relationships. They challenge them. This unique sales book takes what most people consider the core of sales and flips it on its head. Then, it pinpoints the exact sales strategies and selling techniques that work well—presenting them in a digestible, repeatable format for readers to replicate in their own sales processes .

Key Quote: “What sets the best suppliers apart is not the quality of their products, but the value of their insight—new ideas to help customers either make money or save money in ways they didn’t even know were possible.”

The Reviews Are In: "This must-read book revolves around sales evolution, where salespeople transform into consultants and mentors who drive customers into a goal and insight-oriented approach. It's an excellent premise that modernized my sales strategy and walked me through what motivates a customer's purchase decisions. If there's one book that made me feel successful and more in control of my sales career and clients, it's this one." — Nat Miletic, Owner and CEO of Clio Websites

10. SNAP Selling by Jill Konrath

Jill Konrath 's award-winning book is a must-read for new and established salespeople. Learn proven strategies you can use to close deals faster, gain access to prospects (even when they're busy), and continually move the buying process forward.

Key Quote: "Frazzled customers don’t want to hear about your products or services. They will grant you access only if you pique their curiosity or provoke their thinking.”

The Reviews Are In: "Here's how good I think the book is: I believe I improved my sales calls this week as a direct result of this book. I'm going to read the book a second and third time before the year is out." — Amazon Customer

11. SPIN Selling by Neil Rackham

This book is a few decades old, so be prepared for outdated references—but the fundamentals presented by author Neil Rackham in SPIN are timeless. This book will teach you the science of selling so that you can close large, complex sales with ease. It's full of simple, practical advice—and almost guaranteed to streamline your sales process.

Key Quote: “People do not buy from salespeople because they understand their products but because they felt the salesperson understood their problems.”

The Reviews Are In: "This classic work presented the game-changing notion that asking the right questions makes all the difference in the world when it comes to truly understanding a customer's needs. The practical framework of SPIN (Situation, Problem, Implication, Need-Payoff) revolutionized how I engaged with prospects, helping me better identify their core concerns and find tailored solutions to meet specific pain points, ultimately leading to more successful deal closure." — Ryan Mckenzie, Co-founder and CMO, Tru Earth

12. The Sales Acceleration Formula by Mark Roberge

You want to grow your business, but do you know how to scale your sales team effectively? This is critical information! Luckily, Mark Roberge 's book is a turn-by-turn roadmap to success. Use it to master data, technology, and inbound marketing to build a massive, scalable, and productive sales team that continually propels your company forward.

Key Quote: “What is the most important goal the company needs to achieve? Customer count? Profitability? Customer success? Market share? New product distribution? New market penetration?” Then ask yourself, ‘How can the sales compensation plan be aligned with this goal?’ Do not underestimate the power of the compensation plan.”

The Reviews Are In: "This is an exciting book because it shows not only how you can intertwine sales with other functions, but how sales can—and must—lead the way in how the organization runs." — Amazon Customer

13. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount

The way we communicate has changed. In the past, it was all about cold calling, in-person meetings, and emailing. While those strategies still work, newer sales techniques like social selling have gained traction. This book will show you how to build a sustainable pipeline, avoid sales slumps, and leverage high-power strategies to improve productivity .

Key Quote: “Here is the brutal reality. If you don't have a plan, you will become a part of someone else's plan. You can either take control of your life or someone else will use you to enhance theirs. It's your choice.”

The Reviews Are In: "The book is very well written and organized with plenty of examples, practical tips, and actual scripts. The message is simple—quantity, consistency and positivity. It is very well articulated and the message and stories stay with you long after you finish the book." — Nikita Agarwal, Head of Sales and Growth, Milestone Localization

14. Solution Selling by Michael Bosworth

Some products are a pain to sell. If you're regularly asked to close complicated deals with long sales cycles, check out Solution Selling . It will give you a step-by-step guide you can use to sell anything—even intangible products and services that require a degree in rocket science to fully understand. Don't miss this one.

Key Quote: "I like to think of the sales process as similar to a fine play in which all the actors or artists are engaged in a working dialogue."

The Reviews Are In: " Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I've seen for placing emphasis on business issues rather than product.'' — Dan Gorshi, Sales Manager, AT&T Global Business Communications Systems

15. New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg

Loyal customers are great, but your company will always need a steady stream of new accounts. In this sales book, celebrated sales expert Mike Weinberg shares tested strategies and insightful anecdotes to help you choose the right targets, build trust, and close deals.

Key Quote: "Presenting is not the same thing as selling.”

The Reviews Are In: "The philosophy behind sales has changed a lot in the 21st century, and this is one of the best books for understanding the modern approach to sales. It taught me the importance of bringing in new accounts, and it's packed with practical advice on managing and closing leads in today's world." — Michael Maximoff, Co-Founder and Managing Partner, Belkins

16. More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers by Jill Konrath

Ever feel like you're drowning in a never-ending to-do list? That no matter what you do, you can't get ahead of the game? You're not alone. Fortunately, Jill Konrath has the answers. Read More Sales, Less Time for practical, sales-specific productivity advice.

Key Quote: “If we’re getting caught up in distraction, we’re just a fragment of what we could be.”

The Reviews Are In: “Tired of being crazy-busy? Jill Konrath’s got great advice for managing distractions and focusing on what matters most, so you can do more and feel better about how you work.” — Laura Vanderkam, Author of 'What the Most Successful People Do Before Breakfast'

17. Gap Selling by Jim Keenan

You've heard the saying "people buy from people they like," right? Turns out, it's total rubbish, according to Jim Keenan , author of Gap Selling . In this sales book, Keenan attempts to retrain your brain, helping you eliminate common, false belief systems. The result? A better close rate, more sales, higher revenue … all the stuff you want in sales.

Key Quote: "Never sell to need. If you only solve the problem your buyer thinks they have instead of the one they really have, you haven’t helped them at all."

The Reviews Are In: "The best book on selling that I’ve read in ten years. And I read all of them. Get ready for the ride of your life, this book debunks all of the so-called 'axioms' about selling that you have heard over the course of your career." — Amazon Customer

Best-Selling Sales Books for Sales Managers

Managing sales reps requires different skills than closing deals. So, let's take a look at eight books that sales managers can use to become more effective in their roles.

18. Cracking the Sales Management Code by Jason Jordan

Are you sick of heady advice you can't actually use? Authors Jason Jordan and Michelle Vazzana dig into the details to explain what drives high-performance sales. You'll learn how to choose the right sales processes , how to prioritize conflicting sales objectives, and more.

Key Quote: “Hiring the right salespeople, deploying them in the right way, targeting the right customers, and selling the right products is the only formula for long-term organizational health."

The Reviews Are In: "I have not read a better book on sales management." — Amazon Customer

19. Coaching Salespeople Into Sales Champions by Keith Rosen

Do you know the difference between sales training and coaching? If not, your sales team will never excel. Keith Rosen ’s award-winning book teaches you how to lead your top performers to success and develop a culture of coaching. It's a great choice for anyone who wants to create a positive working environment.

Key Quote: “If you do not have a defined process that moves your people forward so they can achieve greater results, then what is it you are managing?"

The Reviews Are In: "Do you want to build and sustain tremendous success in sales? Keith Rosen's book is a great choice to grab." — Amazon Customer

20. The Art of War by Sun Tzu

Sure, it’s nearly 2000 years old—but Chinese philosopher Sun Tzu ’s classic is the authority when it comes to handling conflict. It also covers the importance of learning, using disruption as an advantage, and leveraging creativity. The Art of War is a must-read for sales pros.

Key Quotes: “Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.”

The Reviews Are In: "This book is one that every serious business owner and management staff must read. It's filled with information that is metaphorically relevant to your success over the competition." — Amazon Customer

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

Authors Aaron Ross and Jason Lemkin use real-world case studies from Zenefits (which skyrocketed from $1 million to $100 million in two years) to Salesforce (the fastest growing multibillion-dollar software company) to describe their seven ingredients for hyper growth. This sales book is a proven template you can use to build predictable revenue streams.

Key Quote: “Your primary goal should not be to close a deal, but to help your ‘customers’ solve problems and realize success.”

The Reviews Are In: "As the CEO of a growing SaaS business, I can tell you from personal experience that this book is THE Bible for creating and growing a successful startup." — Amazon Customer

22. Extreme Ownership: How U.S. Navy SEALs Lead and Win by Jocko Willink and Leif Babin

“Sales is a battlefield" might be an overused saying. But it’s an apt description, considering the high stakes and relentless competition that sellers face daily. Extreme Ownership , written by celebrated SEAL veterans Jocko Willink and Leif Babin , details the mindset and principles that enable the SEALs to succeed. As such, it's helped everyone from brand spankin' new startups to Fortune 500 companies lead more effectively.

Key Quote: “The test is not a complex one: When the alarm goes off, do you get up out of bed, or do you lie there in comfort and fall back to sleep? If you have the discipline to get out of bed, you win—you pass the test. If you are mentally weak for that moment and you let that weakness keep you in bed, you fail. Though it seems small, that weakness translates to more significant decisions. But if you exercise discipline, that too translates to more substantial elements of your life.”

The Reviews Are In: "The most comprehensive, bare-bones, applicable take on leadership I have ever read. With great responsibility comes great power. Own everything." — Amazon Customer

23. Ender’s Game by Orson Scott Card

Why is this sci-fi novel on the U.S. Marine Corps' reading list (and our list of sales books)? Orson Scott Card not only tells a fantastic story , but sneaks in some of the best lessons on leadership, teamwork, and empathy—which are key to a successful sales team.

Key Quote: “If you try and lose then it isn't your fault. But if you don't try and we lose, then it's all your fault.”

The Reviews Are In: "The leadership skills displayed by Ender Wiggin have been so influential that the book has several times appeared on military college reading lists to provide examples of leadership." — Alex Knapp, Senior Editor, Forbes

24. Start With Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek

Every organization can explain what it does. Some can explain how they do it. But very few can articulate why . This is the focal point of Simon Sinek ’s brilliant book. You can give your sales career a leg-up on the competition if you understand the why behind your product.

Key Quote: “People don't buy what you do; they buy why you do it. And what you do simply proves what you believe.”

The Reviews Are In: "I loved this book. It delves deep into various facets of ‘great leadership’ and offers a wealth of actionable insights all centered around one core theme, ‘start with WHY’.” — Amazon Customer

25. Winning With Data by Tomasz Tunguz

If you know your sales team needs to be data-driven but aren't sure where to start, this is the book for you. Venture capitalist Tomasz Tunguz ’s book provides a crash course on what the term means, and shares tips to transform your team into a data-driven organization.

Key Quote: "...Illusion of validity fools us into believing that gathering more data will help us predict the future better."

The Reviews Are In: "Tom Tunguz and Frank Bien have given us an in-depth look at how to use data across all silos in an organization." — Amazon Customer

Great Sales Books to Improve Your Mindset

Want to crush quota and become a sales superstar? It all starts with the right mindset. Check out these twelve books to make sure your head game is in tip-top shape.

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

If you want to succeed in sales, you need to have a growth mindset. In this book, psychologist Carol Dweck explains exactly what that means. Once you understand these principles, you'll be able to achieve more—and inspire the rest of your sales department to do the same.

Key Quote: “We like to think of our champions and idols as superheroes who were born different from us. We don’t like to think of them as relatively ordinary people who made themselves extraordinary.”

The Reviews Are In: "What do you do when you are challenged? Do you become more or less resourceful? This book helps explain why." — Amazon Customer

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

Author, entrepreneur, and investor Tim Ferriss will teach you everything you need to know about achieving greatness—in anything, not just sales. Read this monstrous, 650-page tome to hear from 200+ business gurus, like Tony Robbins , Derek Sivers , and Daymond John .

Key Quote: “When 99 percent of people doubt you, you’re either gravely wrong or about to make history.”

The Reviews Are In: "Loved this book! Was truly inspired by all the brilliant individuals and their unique perspectives and experiences. The insight it offers is priceless!" — Amazon Customer

28. Never Eat Alone by Keith Ferrazzi

In this sales book, author Keith Ferrazzi eliminates the negative, soul-sucking drudgery of "networking" and teaches readers to build meaningful connections that get them where they want to go in life. It doesn't matter if you're headed to a social event, or need to use social media more effectively. This book will help you get it done the right way.

Key Quote: “Real networking is about finding ways to make other people more successful.”

The Reviews Are In: " Never Eat Alone by Keith Ferrazzi is a must-read for anyone who wants to succeed in life." — Amazon Customer

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

Stephen R. Covey 's book will teach you to live a meaningful life, empathize with everyone you meet, and set realistic, actionable goals. If you’re in a slump or need motivation, pick this one up. There’s a reason it's so well-regarded in both business and personal development circles.

Key Quote: “Habit is the intersection of knowledge (what to do), skill (how to do), and desire (want to do).”

The Reviews Are In: "It is not hard to see why The 7 Habits of Highly Effective People has sold over 15 million copies. The book is comprehensible and teaches the principles behind success." — Amazon Customer

30. Rejection Proof by Jia Jiang

If you're in sales, you know rejection . But without the mental fortitude to push through, those rejections can quickly weigh down your motivation. The author of this sales book, Jia Jiang , decided to go through more rejection than most people can handle. He then used what he learned to master successful asking, picking targets, and a whole lot more.

Key Quote: “Is your dream bigger than your rejections? If it is, maybe it’s time to keep going, instead of giving up.”

The Reviews Are In: "This book should be a required read—not only for entrepreneurs and salespeople, but everybody." — Amazon Customer

31. Sell or Be Sold: How to Get Your Way in Business and in Life by Grant Cardone

As salespeople, it’s hard to separate our work from the rest of our lives. This is something that author and serial entrepreneur Grant Cardone knows well. It’s what made him ask, why ? Why should our work always be separate from our day-to-day? This sales book puts a fresh spin on traditional selling philosophies, teaching readers to apply its strategies to improve every facet of their lives, from career building to relationship building.

Key Quote: “No person will ever gain true power and stature in the world without the ability to persuade others.”

The Reviews Are In: "This book is a must if you really want to improve your selling skills." — Amazon Customer

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

Yes, it was written in the 1930s. But, it's sold more than 15 million copies—so the author must have been on to something, right? As the title suggests, Dale Carnegie ’s bestselling book teaches how to work with other people and become a better leader. More than that, it teaches how to genuinely get along with others and live a happier, more successful life. These lessons are important whether you're looking to increase B2B sales or just enjoy your day.

Key Quote: “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

The Reviews Are In: "It is evergreen with insights on manners and people/human nature. In my experience, you can learn a lot from books that offer practical advice, whether you are someone just starting a career in sales or anyone managing and leading a sales team. It was published almost 100 years ago and the advice has held up. You cannot go wrong with this one." — Paige Arnof-Fenn, Founder & CEO, Mavens & Moguls

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

Sales is stressful. While some of us choose to grin and bear it, author Jon Kabat-Zinn thinks we can live a more meaningful life through meditation. (Disclaimer: This isn't a typical sales book, but if you’ve been hearing about all "that mindfulness stuff" and want to de-stress, this is a great place to start.) Fun fact: This is one of Close founder Steli Efti ’s favorites!

Key Quote: “You might be tempted to avoid the messiness of daily living for the tranquility of stillness and peacefulness. This of course would be an attachment to stillness, and like any strong attachment, it leads to delusion. It arrests development and short-circuits the cultivation of wisdom.”

The Reviews Are In: “This is an absolute classic in the recurring fight to remain present.” —Amazon Customer

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

In this distracted world, attention and focus are two of our most precious resources. This is especially true in sales, where reps constantly look for leads and research their markets to outperform competitors. Deep Work by Cal Newport is here to help. This book is one part inspiring stories, one part actionable advice, which you can use to master your field.

Key Quote: “Clarity about what matters provides clarity about what does not.”

The Reviews Are In: "If you're like me, and like most other people in the world, you could benefit from learning how to concentrate better, longer, and with greater purpose. This book offers great practical tools which will aid you in your pursuit of that goal." — Amazon Customer

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

First, this book has probably the best title of any business book out there. Second, Mark Manson ’s best-seller is built around the core argument that improving our lives hinges not on our ability to turn “lemons into lemonade,” but on learning to stomach the lemons better. It explores the importance of realistic expectations and embracing one's fears and faults.

Key Quote: "Everything worthwhile in life is won through surmounting the associated negative experience. Any attempt to escape the negative, to avoid it or quash it or silence it, only backfires. The avoidance of suffering is a form of suffering. The avoidance of struggle is a struggle. The denial of failure is a failure. Hiding what is shameful is itself a form of shame."

The Reviews Are In: "I've learned plenty of things in this book that have made me a better salesperson, like the importance of taking risks and taking pleasure in solving problems. This is THE book to read to become a better sales rep (and a happier person!)." — Juliette Vigne, SDR, Napta

36. Eat That Frog by Brian Tracy

Eat That Frog isn't a standard sales book like the author's other works, The Psychology of Selling and Sales Success . But it's worth a read. Why? It will help you eliminate procrastination and get more done. If there's one thing sales reps need more of, it's time .

Key Quote: "One of the very worst uses of time is to do something very well that needs not to be done at all."

The Reviews Are In: "If you’re looking for a short, accessible primer on the most important fundamentals of productivity, prioritization, organization, and focus … You won’t be disappointed with Eat That Frog ." — Amazon Customer

Best Books on Sales for Entrepreneurs

What if you're not a traditional salesperson? What if you own a company and have been thrust into the sales profession out of necessity? I mean, who else is going to sell your product and/or service for you at the start? These four books are here to help.

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

This book redefined how SaaS sales teams are built. Authors Jacco van der Kooji and Fernando Pizarro distill decades of combined experience into detailed instructions that help sales leaders design, implement, and execute better sales plans .

Key Quote: “Get the model right in order to avoid losing time. Time is the only resource you can’t replace, and in today’s fast-moving market your competitors are quick to leap ahead of you and cash in on the market you and your marketing dollars created.”

The Reviews Are In: "Read this book if your goal is to learn how to set up and scale a sales function—you won’t be disappointed!" — Amazon Customer

38. The Ultimate Sales Machine by Chet Holmes

As a sales manager, you need to identify and implement winning sales tactics . Chet Holmes’ book shows you how to do it in just one hour a week. Whether you struggle to design cold calling plans or effectively leverage social selling, this book will put you on the right path.

Key Quote: “The one who gives the market the most and best information will always slaughter the one who just wants to sell products or services.”

The Reviews Are In: "This book is a must-read for everyone who wants to develop their sales abilities and find lasting success in business. It offers helpful suggestions and doable tactics that can assist salespeople of all levels in being more productive, generating more leads, and closing more sales." — Zelda Borgia, Senior Account Executive, Napta

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

Nir Eyal ’s book does more than explain why people love certain products. It provides a research-backed, four-step process to help you craft them. You'll read interviews and learn practical insights you can use to build better products that create strong user habits.

Key Quote: “There are three ingredients required to initiate any and all behaviors: (1) the user must have sufficient motivation; (2) the user must have the ability to complete the desired action; and (3) a trigger must be present to activate the behavior.”

The Reviews Are In: "The true strong suit of the book is its accessibility, making it a wonderful portal into applied behavior analysis for business." — Amazon Customer

40. Predictable Revenue by Aaron Ross

Last but not least, there's Predictable Revenue by Aaron Ross, the guy that helped add $100 million in recurring revenue to Salesforce's bottom line. This sales book will teach you how to generate an endless stream of qualified leads and meet financial goals.

Key Quote: "If you want one year of prosperity, grow grain. If you want ten years of prosperity, grow trees. If you want one hundred years of prosperity, grow people.”

The Reviews Are In: "My highlighter ran out on page 133 of Chapter 7!" — Amazon Customer

Find Your New Favorite Sales Book (and Get Our Free Sales Books Today)

Remember, choosing the right sales book is only part of the battle. You also need to make sure that you understand and absorb what you read. Otherwise, what's the point?

To get the most out of your sales books, implement these four ninja-level tricks:

• Read with a friend/colleague: Ask a friend or colleague to read the book at the same time as you, then discuss what you've learned with each other. This will help you pay closer attention, and comprehend the main points.
• Take notes: Write down your favorite sales quotes while reading. Or, create a high-level overview once you finish a book so you don't forget the insights.
• Highlight passages: Some book-lovers hate this idea. Books are sacred! Must not defile with dirty highlighters! If you feel that way, we get it. If you don't, turn your favorite sales book into a neon dream. Doing so will help reinforce new ideas and make it easier to flip back to find your favorite passages.
• Read slower: Aim to read a chapter or two a day, rather than trying to fly through the book as fast as possible. It's easier to retain information this way.

If you do these four things, you will get the most out of your reading. Then, you can use the information to close more deals and build better sales teams. Win!

For even more great sales books, download our free Startup Sales Resource Bundle. You'll get seven of the best sales books from the Close team—along with copy-and-paste email templates, sales scripts, and much more.

DOWNLOAD THE STARTUP SALES RESOURCE BUNDLE→

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• Highly-Rated Sales Books
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The 20 Most Highly-Rated Sales Books of All Time

Sales books are an essential tool for any sales professional. They’re an easy way to learn new skills, get inspired, and stay current on the latest trends in your industry.

But with so many sales books on the market, which ones are worth reading? This list of the top 20 most highly-rated sales books of all time will help you find out.

1. Inbound Selling.

Author: Brian Signorelli

Inbound Selling by Brian Signorelli is a book that provides an insightful look into modern sales. Written from the selling and sales management perspective, it offers readers a comprehensive guide to changing how they sell to match how people buy.

The book starts with an interview with HubSpot CEO Brian Halligan, which sets the tone for the rest of the book. It then delves into topics such as:

• How to identify customer needs and create value.
• The importance of building customer relationships.
• How to use technology to increase efficiency.
• Strategies for closing deals faster.
• Tips on how to handle objections and negotiate better deals.

One of the key takeaways from this book is that sales aren't about convincing someone to buy something; it’s about helping them make an informed decision.

The idea behind Inbound Selling – understanding customers' needs and providing solutions that meet those needs.

Additionally, Signorelli emphasizes the importance of building customer relationships to create trust and loyalty. He also provides practical advice on using technology effectively to streamline processes and close deals faster.

Overall, Inbound Selling is an excellent resource for anyone seeking guidance on improving their sales approach. It provides clear strategies for identifying customer needs, building relationships, using technology efficiently, handling objections, and negotiating better deals.

This book will help you become a more successful salesperson with its easy-to-follow advice and actionable tips.

2. The Challenger Sale.

Authors: Brent Adamson & Matthew Dixon

The Challenger Sale by Brent Adamson and Matthew Dixon is one of the best sales books in the market, providing a new perspective on the sales process.

The book is based on extensive research and analysis of thousands of sales professionals and their customers. It highlights that the most successful salespeople are the ones who challenge their customers' thinking and teach them something new.

The book's critical aspects are as follows:

• The authors introduce the concept of the ‘Challenger’ salesperson. This character engages with customers by challenging their ideas and offering new insights to help them solve problems they may not have realized they had.
• They argue that sales professionals are no longer limited to simply connecting with customers; they now have a unique opportunity to become educators. By bringing new perspectives, sales pros can help their clients learn something valuable that will take them further on the path to success.
• The book provides concrete strategies for how sales teams can identify and develop ‘Challenger’ salespeople and create a sales culture that supports their approach.

According to the authors, “Challengers win not by understanding their customers’ world as well as the customers know it themselves, but by actually knowing their customers’ world better than their customers know it themselves, teaching them what they don’t know but should.”

Some key takeaways from the book include:

• Providing customers with new insights and perspectives is more effective than building relationships.
• Successful sales professionals are willing to challenge their customers' thinking and offer a fresh perspective.
• Sales organizations must create a culture that supports and encourages the Challenger approach.

In conclusion, “The Challenger Sale” is a must-read for anyone interested in a sales career or leading a sales team. It offers a fresh perspective on the sales process and provides actionable insights for developing successful sales professionals and teams.

3. Spin Selling.

Author: Neil Rackham

Spin Selling by Neil Rackham is a comprehensive guide to achieving sales success through a customer-centric approach. Rackham's research indicates that traditional sales techniques do not work well with complex products and services, and a more consultative approach is necessary to build long-term customer relationships.

The most critical aspects of the book are:

• The SPIN model: Situation, Problem, Implication, and Need-payoff questions. These questions help sales reps understand the customer's situation, pain points, and desired outcomes, leading to better sales conversations. “Success is constructed from those important little building blocks called behaviors. More than anything else, it’s the hundreds of minute behavioral details in a call that will decide whether it succeeds,” writes Rackham.
• The importance of active listening: Rackham stresses listening to the customer and understanding their needs. “If you can get the customer to tell you the ways in which your solution will help, then you don’t invite objections,” he writes. “Customers react more positively if they are treated as the experts.”
• The role of sales managers: Rackham emphasizes that sales managers play a crucial role in sales teams' success. He stresses the importance of managers who can help salespeople develop their skills and improve their performance. He says managers should be available to provide coaching but not be too involved to disrupt the salesperson’s relationship with the customer.

Overall, Spin Selling is an excellent resource for anyone looking to improve their sales strategy or skills. With its customer-centric approach, the book provides practical advice and valuable tools for sales reps and managers.

4. The Psychology of Selling.

Author: Brian Tracy

Brian Tracy's book, “The Psychology of Selling,” is one of the best sales books ever written. It offers a comprehensive guide to understanding the sales process and how to become successful in it.

The book covers critical aspects of the sales game, including eliminating the fear of rejection, building unshakeable confidence, and mastering the sales cycles.

Tracy provides practical advice on increasing your sales faster and easier than ever before. He explains that it's about what you say and how you say it.

He emphasizes the importance of developing relationships with customers and understanding their needs. He also outlines techniques for closing deals quickly and efficiently.

One key takeaway from this book is that successful selling requires more than just knowledge; it requires skill and practice.

Tracy recommends setting goals, creating a plan, and regularly practicing to reach success in sales. He also encourages readers to stay positive and believe in themselves throughout the process.

Overall, “The Psychology of Selling” is an essential read for an aspiring or experienced salesperson looking to take their career to the next level.

It provides valuable insight into the psychology behind successful selling and offers practical strategies for improving your performance.

Key takeaways from this sales book:

• Understand the inner game of sales.
• Eliminate fear of rejection.
• Build unshakeable confidence.
• Master the sales cycles.
• Develop relationships with customers.
• Set goals & create a plan.

5. The Ultimate Sales Machine.

Author: Chet Holmes

The Ultimate Sales Machine by Chet Holmes is a sales book that provides insight and strategies for developing a successful sales career.

In his book, Holmes argues that success in sales is not about working harder but smarter. And he provides actionable advice to help sales reps and leaders achieve their goals.

The most critical aspects of this sales book include:

• A sales system that builds relationships with prospects through effective sales conversations is essential.
• The use of education-based marketing to provide value to prospects before asking for a sale.
• The need for continuous learning and development to stay ahead in a constantly evolving market.

Holmes emphasizes the importance of being proactive in sales and suggests that sales reps create a “Dream 100 List” of prospects they want to work with. He also advises sales leaders to focus on coaching and training their team members to improve their sales tactics.

One of the most important aspects of The Ultimate Sales Machine is its emphasis on understanding the customer's needs. Holmes explains that it is essential to understand what motivates customers and how they make decisions to create successful sales campaigns.

He also emphasizes the importance of building customer relationships and creating trust to close more deals.

Overall, this sales book is valuable for anyone looking to improve their sales skills and achieve business success. Holmes' insights and actionable advice make this book a must-read for sales leaders and reps alike.

6. Influence: The Psychology of Persuasion.

Author: Robert Cialdini

Robert Cialdini's book Influence: The Psychology of Persuasion is essential for anyone looking to improve their sales knowledge and emotional intelligence.

This renowned international bestseller has sold over 5 million copies and provides readers with a comprehensive understanding of the psychology behind persuasion.

Cialdini explains six psychological principles that drive our powerful impulse to say “yes” to another’s request. He examines the factors that cause a person to comply with another’s demands and how to apply these understandings in real-world scenarios.

The book is written in an accessible and digestible format. It's ideal for those who want to learn more about influence and persuasion without wading through complex theories or jargon.

It also features advice from the sales guru Guy Kawasaki, which adds an extra layer of expertise and insight into the subject matter.

Here are some key takeaways from this book:

• Reciprocity: The human desire to repay a favor or gift.
• Commitment & Consistency: People are more likely to be influenced if they have already committed or taken a stand on an issue.
• Social Proof: People are more likely to follow suit when they see others doing something.
• Liking: You are more likely to be influenced by someone you like or admire.
• Authority: The greater authority someone has, the more likely they will influence you.
• Scarcity: People want what they can’t have. The more scarce something is, the more valuable it seems to be.

7. Gap Selling.

Author: Keenan

Gap Selling is a game-changing book by Keenan designed to raise the sales IQ of selling organizations worldwide. It provides an unapologetic and irreverent approach to sales, helping sales reps, managers, and even entire organizations to improve their outbound sales process.

The sales book is based on the Gap Selling methodology, a problem-centric sales approach. It focuses on identifying the ‘gap' between a customer's current and desired future state.

This helps sales reps gather maximum info about where the customer is now and what they need to reach their goals.

Gap Selling provides a comprehensive guide for understanding and implementing this new sales management code:

• Understand your customer’s needs: Take time to understand your customer’s current situation, what they want to achieve in the future, and why there’s a discrepancy between these two points.
• Read prospects' minds during discovery: Use active listening techniques to get inside your customers' heads and uncover their actual needs.
• Create value through problem-solving: Focus on solving your customers' problems rather than just pushing products or services.
• Leverage relationships: Build strong relationships with customers by providing valuable insights and solutions to help them reach their goals faster.

Overall, Gap Selling is an essential read for anyone in the sales industry who wants to stay ahead of the curve and increase their success rate.

Its comprehensive approach to problem-centric selling offers invaluable advice for experienced sales professionals and those just starting in the field.

8. The Sales Acceleration Formula.

Author: Mark Roberge

The Sales Acceleration Formula” by Mark Roberge is a practical guide for sales executives aimed at achieving success in a new business venture .

The author, a former senior executive at HubSpot, shares his proven framework for building and scaling a high-performing sales team.

Roberge’s book is filled with real-world examples demonstrating how to use the Sales Acceleration Formula to grow revenue quickly.

He explains the three critical elements of the formula: data, technology, and inbound selling. He also provides detailed strategies on how to use each element effectively.

Here are some of the highlights from The Sales Acceleration Formula:

• How to create an effective sales process.
• Strategies for using data to optimize your sales process.
• Tips for leveraging technology to improve efficiency.
• Techniques for using inbound selling tactics to close deals faster.
• Examples of successful companies that have used this formula.

Overall, The Sales Acceleration Formula is an invaluable resource for anyone looking to increase their sales results quickly and efficiently. This book is worth checking out for a comprehensive guide to accelerating your sales results!

9. The Little Red Book of Selling

Author: Jeffrey Gitomer

The Little Red Book of Selling by Jeffrey Gitomer is a must-read for sales VPs and reps. It provides practical advice on shortening sales cycles, improving sales performance, and mastering effective sales methods.

Gitomer's book is packed with 12.5 principles of sales greatness that are easy to understand and apply in real-life scenarios.

He offers tips on engaging in successful sales conversations and strategies to increase customer loyalty and build long-term client relationships.

Here are some of the key takeaways from The Little Red Book of Selling:

• Learn the art of storytelling when selling products or services.
• Understand the psychology behind why people buy.
• Focus on building relationships instead of making transactions.
• Develop a positive attitude towards selling and be persistent in pursuing your goals.
• Use humor to break down barriers between you and potential customers.
• Be honest about what you can deliver, and always follow your promises.

Overall, The Little Red Book of Selling is an invaluable resource for anyone looking to become a better salesperson or manager. It's concise yet comprehensive, providing readers with actionable advice to help them succeed in their careers. Highly recommended!

10. Snap Selling.

Author: Jill Konrath

Snap Selling by Jill Konrath is a must-read for any sales rep looking to improve their skills. It provides an easy-to-follow framework that can be applied to any sales situation.

The book covers topics such as:

• Sales psychology: Understanding how buyers think and act to influence them better.
• Sales cycle: Knowing what steps should be taken throughout the sales process to close more deals.
• Sales calls: How to make effective sales calls and use the correct language to engage customers.

The book also offers practical advice on handling difficult situations, such as dealing with frazzled prospects or overcoming objections. It contains real-world examples and case studies that help bring the concepts alive.

Snap Selling is an invaluable resource for any sales force looking to increase its success rate. It's an excellent way for new reps to learn the basics of selling, while experienced representatives can use it as a refresher or a guidebook for improving their performance. In short, it has become a sales bible for many reps worldwide!

11. To Sell Is Human.

Author: Daniel H. Pink

To Sell Is Human by Daniel H. Pink is one of the best sales books for the modern age.

In his book, Pink offers a fresh look at the art and science of selling. He draws on a rich trove of research to show that today’s salespeople are more than just the stereotypical used-car salesmen.

Pink argues that we are all in sales now, whether we realize it or not. We constantly sell ideas, products, and services to our colleagues, friends, and family. He offers practical advice on leveraging social selling techniques to move others.

Here are some key takeaways from To Sell Is Human:

• Complex sales require more than just a good pitch; they require understanding the customer’s needs and wants.
• Social selling is an effective way to build relationships with potential customers by engaging with them online.
• Solution selling is finding solutions for customers’ problems rather than just pushing products or services.
• Sales pitches should be tailored to the individual customer’s needs and wants.
• It is important to understand why people buy something to be successful in sales.

Overall, To Sell Is Human provides valuable insights into the art and science of selling in today’s world. It is an essential read for anyone looking to improve their sales skills or better understand how people make buying decisions.

12. Sales Management. Simplified.

Author: Mike Weinberg

Sales Management. Simplified. by Mike Weinberg is a concise and practical sales book on sales management that provides sales leaders with actionable insights on how to drive sales success.

In this sales book, Weinberg breaks down the sales process into easy-to-understand steps and provides useful tips and techniques for each stage.

He emphasizes the importance of sales training and sales methodology in achieving sales success and guides how to implement effective sales strategies.

Some critical aspects of the book include:

• The importance of customer conversation: The process of effective selling is a sales conversation, and the focus should be on building customer relationships. Weinberg emphasizes this point by explaining why listening to customers and their wants is essential.
• The role of a sales manager: Weinberg explains the importance of sales managers in creating a culture that supports top-performing salespeople. He gives tips on creating a positive work environment for your sales team.
• The need for clear sales strategies: Without a clear strategy, it is difficult to achieve long-term success. Weinberg offers advice on developing a strategy and what questions you should ask yourself to create one tailored to your business goals.

In summary, “Sales Management. Simplified.” is essential for sales managers who want to improve their sales performance. The book's concise format and use of real-world examples make it a valuable resource for any sales leader looking to drive sales success.

13. Agile Selling.

This is another masterpiece from the author of the best-selling “Selling to Big Companies.” Konrath's latest book delves into agile selling, a way of thinking essential for sales professionals and business leaders.

The sales book provides an insightful look into how to shorten sales cycles, navigate the buying process, and achieve success in today's ever-changing market.

Konrath offers a fresh perspective on classic relationship building backed up by research from her experience and interviews with successful salespeople.

She reveals the surprising truth about what it takes to be successful in sales today. In the words of the author, “The key to sales success in today's ever-changing sales world is ‘re-framing failure’ because it isn’t one-bit personal.”

• Understanding customer needs.
• Developing trust and credibility.
• Adapting quickly to changing conditions.
• Leveraging technology for maximum efficiency.
• Building relationships that last.

The best sales books are the ones that help you apply the advice to your situation. Konrath has done an excellent job of providing action items in every chapter. This makes this book a great resource for anyone who wants to learn how to become more successful in sales today.

14. CustomerCentric Selling.

Authors: Michael T. Bosworth, John R. Holland, and Frank Visgatis

CustomerCentric Selling is among the best sales books available today. It provides a comprehensive step-by-step guide to understanding sales psychology and how to use it to drive enterprise growth.

• Developing relationships with customers.
• Analyzing customer data.
• Creating value for customers.
• Crafting persuasive messages.
• Closing deals effectively.

It also offers practical advice on managing the entire sales cycle from start to finish, including identifying potential buyers, building trust, and closing deals. The authors provide real-life examples throughout the book that illustrate their points and make them easier to understand.

Today's customers are more demanding than ever. They expect companies to provide innovative solutions that meet their needs.

This book shows you how to use the latest psychology and behavioral economics research to develop a selling strategy to help your organization stand out.

15. Never Split the Difference.

Author: Christopher Voss

A Wall Street Journal best seller, authored by Christopher Voss, a former international hostage negotiator for the FBI. The book offers practical advice on negotiating effectively in personal and professional contexts.

Drawing from his vast experience in high-stake situations, Voss emphasizes the importance of active listening and tactical empathy to achieve successful negotiations.

The book's critical aspects include:

• Highlighting the importance of “mirroring” and “labeling” techniques in negotiation to build rapport and trust.
• Emphasizing listening actively and asking open-ended questions to uncover the other party's motivations and goals.
• Discussing how to overcome common negotiation pitfalls such as anchoring, the fixed-pie fallacy, and the “yes” trap.
• Outlining the power of calibrated questions to shape the conversation and elicit valuable information.
• Offering insights on how to handle difficult negotiators and overcome impasses.

The concepts in the book are highly applicable to the modern world, where negotiation skills are crucial for success in many areas, including sales.

16. The New Strategic Selling.

Author: Robert B. Miller, Stephen Heiman, Tad Tuleja, J. W. Marriott

One of the business book's classics, The New Strategic Selling, is a must-read for sales professionals. The authors provide a detailed framework for selling that combines the best elements of traditional and consultative selling styles.

This book provides readers with an understanding of:

• How to build relationships with customers.
• How to create value propositions.
• How to use consultative selling techniques.
• How to understand customer needs.
• How to develop customer loyalty.

These concepts still apply, providing a framework for successful selling practices in a modern business environment. The authors have provided many examples of how these principles can be applied to real-world situations.

The book also emphasizes the need to collaborate across internal and external teams. A concept that has become even more critical in today's interconnected business world.

17. Pitch Anything.

Author: Oren Klaff

Pitch Anything by Oren Klaff is a book on delivering successful business pitches by utilizing the principles of neuroscience and psychology. The author explains how to grab and maintain your audience's attention, keep them engaged, and ultimately win their approval.

The book is based on the S.T.R.O.N.G method, which takes advantage of how the brain works and helps you create a powerful pitch to get you what you want.

Here are some of the key aspects of this book:

• The importance of framing your pitch to appeal to the primal parts of the brain that control decision-making.
• Understanding and controlling the power dynamics of a pitch.
• Building a compelling and persuasive story that aligns with the audience’s goals.
• The use of social proof and other psychological triggers to build credibility and trust.

Klaff’s concepts can be applied to current business scenarios, such as:

• Pitches to investors or venture capitalists.
• Sales pitches to potential customers.
• Job interviews and negotiations.
• Marketing presentations.

In today's digital world, knowing how to stand out from the competition and making your pitch as persuasive as possible is important. Pitch Anything provides valuable insights into doing just that.

18. Smart Calling.

Author: Art Sobczak

Smart Calling by Art Sobczak is a comprehensive guide to making effective and productive cold calls.

The book is divided into three parts:

• Basics of cold calling.
• Techniques for engaging prospects.
• Strategies for closing deals.

The book's strength lies in its practical approach, with Sobczak providing real-life examples and actionable tips that can be applied immediately.

Sobczak emphasizes the importance of three steps that can be taken before making a cold call:

• Researching your prospects before calling.
• Listening actively.
• Making a compelling case for why the prospect should be interested in the offered product or service.

Sobczak offers insight into the psychology of selling, explaining why specific approaches work better than others.

The concepts presented in the book are highly applicable to the modern world, where sales calls have become increasingly challenging due to spam calls.

By following the strategies outlined in Smart Calling, sales professionals can stand out from the crowd and make meaningful connections with prospects.

19. Shark Tales.

Author: Barbara Corcoran

If you've watched Shark Tank, you know that Barbara Corcoran is one of the most successful investors on the show. Shark Tales by Barbara Corcoran is a memoir that details her journey from being a struggling waitress to becoming a successful entrepreneur.

The book highlights the lessons she learned from her experiences and how they shaped her approach to business and life.

The book begins with Barbara's journey from childhood to adulthood and how she overcame failure. She then explains her best strategies for success, including:

• Developing a solid work ethic.
• Learning from failure.
• Taking risks and being creative.
• Building relationships with people who can help you grow your business.
• Staying focused and motivated even when times are tough.

One of the most critical aspects of the book is Corcoran's focus on the power of storytelling in business. She believes telling a compelling story is essential in attracting investors, customers, and employees.

She provides several examples of how she used storytelling to differentiate herself from her competitors and build her brand.

Another critical aspect of the book emphasizes taking action and learning from failures. Corcoran believes failure is not the end but an opportunity to learn and grow. She encourages readers to take risks, learn from their mistakes, and keep moving forward.

20. Heart and Sell.

Author: Shari Levitin

Many times, it's not the product or service that sells but the story behind it.

In Heart and Sell, author Shari Levitin shows readers how to create an emotional connection with their customers through storytelling.

The book presents actionable advice and real-world examples to help sales professionals:

• Build trust and rapport with clients.
• Understand their needs and wants.
• Ultimately close more deals.

Levitin also addresses common sales challenges and provides tools to overcome them, such as dealing with rejection and managing stress.

In today's hyper-competitive business environment, customers have endless options and are constantly bombarded with marketing messages. Hence, mastering emotional intelligence and building genuine client relationships are more critical than ever.

The concepts and strategies presented in Heart and Sell are relevant and applicable to sales professionals in any industry. The possibilities are endless, from traditional face-to-face selling to e-commerce and digital marketing.

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Martin loves entrepreneurship and has helped dozens of entrepreneurs by validating the business idea, finding scalable customer acquisition channels, and building a data-driven organization. During his time working in investment banking, tech startups, and industry-leading companies he gained extensive knowledge in using different software tools to optimize business processes.

This insights and his love for researching SaaS products enables him to provide in-depth, fact-based software reviews to enable software buyers make better decisions.

The Art of Selling: 30 Top Books Every Salesperson Should Read

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Sales, the art of persuasion, the science of connection, and the engine that drives business forward.

But what if we told you that the secret sauce to becoming a sales maestro isn’t locked away in some hidden chamber of business acumen?

What if the keys to unlocking your sales potential are neatly tucked between the pages of some of the best sales books ever written?

The world of sales is not just about smooth talking and firm handshakes.

It’s a craft, honed by insights, strategies, and wisdom shared by the masters of the trade.

And guess what?

They’ve penned down their secrets, their failures, their triumphs, and their invaluable lessons in books. Books that are waiting for you to explore.

From the classics that have shaped the industry to the modern masterpieces that are redefining sales, these books are your mentors in print. Whether you’re a seasoned sales leader or a newbie looking to make your mark, the best books on sales are your ticket to success.

So, buckle up as we take you on a literary journey through the best sales books of all time.

Ready to close the deal? Let’s dive in!

Start With Why – Simon Sinek

“People don’t buy WHAT you do, they buy WHY you do it.”

Why You Should Read Start With Why

Simon Sinek’s Start With Why isn’t just a book; it’s a philosophy, a movement, a new way of thinking about sales, leadership, and life. It’s one of the best sales books of all time, not because it teaches you how to sell, but because it teaches you why you should sell.

Key Lessons

• The Golden Circle: Sinek introduces the concept of the Golden Circle, consisting of WHY, HOW, and WHAT. The WHY is your purpose, the HOW is the process, and the WHAT is the result. Start with WHY, and the rest will follow.
• Inspire, Don’t Manipulate: The book emphasizes the importance of inspiring customers rather than manipulating them. It’s about creating a connection, not just a transaction.
• Leadership and Trust: Sinek explores how understanding your ‘why’ can make you a better leader and build trust within your team and with your customers.
• Applicable to All: The principles in “Start With Why” are not limited to sales; they can be applied to leadership, entrepreneurship, and personal development.

Start With Why is a guide to finding your purpose and passion in what you do. It’s one of the best books for sales leaders and anyone looking to understand what drives them and how to inspire others. If you’re ready to redefine your approach to sales and leadership, this book is your starting point.

Never Split the Difference – Chris Voss

“No deal is better than a bad deal.”

Why You Should Read Never Split the Difference

If you think sales is all about compromise, Chris Voss’s Never Split the Difference is here to challenge that notion. Written by a former FBI hostage negotiator, this book takes you into the high-stakes world of negotiation, where splitting the difference can mean life or death.

One of the best-selling sales books, “Never Split the Difference,” is a masterclass in negotiation, applicable not just in sales but in every aspect of life. Voss’s techniques are grounded in real-world experience, making them practical, effective, and downright fascinating.

Whether you’re a sales leader or someone looking to improve your negotiation skills, this book offers a fresh perspective on how to approach deals, communicate effectively, and get what you want without compromising your position.

• Embrace Emotions in Negotiation: Rather than sidelining emotions, Voss emphasizes recognizing and working with them. Understanding the emotional drivers can lead to more effective and empathetic negotiations.
• Active Listening is Key: Voss teaches that true negotiation success comes from deeply listening to the other party. By genuinely understanding their perspective, you can build trust and find common ground.
• Address Concerns Before They’re Raised: By identifying and openly discussing potential objections or accusations upfront, you can remove barriers and create a more collaborative environment.
• Utilize Open-Ended Questions: Instead of confronting disagreements head-on, Voss suggests asking open-ended questions. This approach fosters dialogue and allows you to disagree without escalating conflict.

Never Split the Difference is not just one of the best sales books; it’s a masterclass in human interaction and negotiation. With insights drawn from real-world experience, it offers invaluable lessons for sales leaders, professionals, and anyone looking to enhance their communication skills.

SPIN Selling – Neil Rackham

“If you can’t solve a problem for your customer, then there’s no basis for a sale.”

Why You Should Read SPIN Selling

Neil Rackham’s SPIN Selling is the result of 12 years of research and over 35,000 sales calls. It’s not just one of the best sales books of all time; it’s a revolutionary method that turns traditional sales on its head.

Rackham’s SPIN (Situation, Problem, Implication, Need-payoff) method is about asking the right questions and understanding your client’s needs deeply. It’s a guide for both seasoned sales professionals and those new to the field, offering a structured and effective way to engage with clients and close deals.

• The SPIN Methodology: Understand the four-pronged SPIN mentality for asking questions: Situation, Problem, Implication, and Need-payoff. Start by identifying the client’s current situation, delve into their problems, explore the implications, and finally, present the need-payoff.
• Know the Difference Between Features and Benefits: Learn when to highlight the features of your product and when to emphasize the benefits. This understanding helps in tailoring your pitch to the client’s specific needs and concerns.
• Practice Makes Perfect: Rackham emphasizes that mastering the SPIN technique requires practice. It’s not just about knowing the method but applying it effectively in real sales scenarios.
• Dig Deeper into Problems: Don’t just identify the problems your clients are facing; explore why they are dissatisfied and the consequences of those problems. This deeper understanding allows you to present solutions that are truly aligned with their needs.

Whether you’re looking to become the salesperson of the year or simply improve your sales skills, this book offers insights and techniques that can set you apart from the competition.

Winning With Data – Tomasz Tunguz

“We learn only when we have both the curiosity to ask a question and the tools to answer it.”

Why You Should Read Winning With Data

Data is transforming every industry. “Winning With Data” by Tomasz Tunguz provides insights into how companies can leverage data to gain a competitive edge.

The book offers practical advice on how to grow and evolve through strategic data analysis. It emphasizes the importance of avoiding common biases and errors in perception, and how data teams can facilitate literacy within a company.

With examples from well-known companies like Venmo, Warby Parker, and ThredUp, this book is a guide to navigating the brave new world of data-driven business.

• Data as a Competitive Edge: Understanding and operationalizing data can give companies a significant advantage. It’s more than just metrics; it’s about values and the right people who will use metrics to answer questions.
• Avoiding Biases and Errors: The book emphasizes the importance of avoiding common biases and errors in data perception. It teaches how to use data well and communicate about it more clearly.

Effective Storytelling with Data: The book contains lessons on making data relatable by turning it into stories, giving it emotional appeal, and using it effectively in presentations.

$100M Offers – Alex Hormozi

“How to make offers so good people will feel stupid saying no.”

Why You Should Read $100M Offers

Crafting the perfect offer is the key to success.

Alex Hormozi’s $100M Offers is not just a book; it’s a guide to creating offers that are so irresistible, people would feel foolish to decline. Whether you’re an entrepreneur struggling with customer acquisition or a seasoned marketer looking to enhance your strategies, this book provides insights into turning advertising dollars into enormous profits.

With a blend of pricing, value, guarantees, and naming strategies, Hormozi unveils the secret to hitting a Grand Slam Offer – the one that could set you up for life.

• The Grand Slam Offer Concept: Hormozi introduces the idea of a Grand Slam Offer, an offer so good that it places you in a category of one, away from the pricing wars, attracting more customers at higher ticket prices.
• Avoiding the Commodity Problem: Many businesses fall into the trap of commoditization, competing on price. Hormozi emphasizes selling products based on value, not price, and creating an offer that stands out in the market.
• Finding the Right Market: Targeting the right market is crucial. Hormozi outlines four indicators to find a great market: Massive Pain, Purchasing Power, Easy to Target, and Growing. He emphasizes focusing on core human pains: Health, Wealth, and Relationships.
• The Power of Niches: Committing to a niche can lead to higher profits. Hormozi encourages trying out various offers and learning from failures, emphasizing that the right niche can allow you to charge more for a similar product.

$100M Offers is more than a sales book; it’s a playbook for anyone looking to elevate their business and create offers that not only sell but also create lasting value for customers. It’s one of the best sales books for those looking to understand the art of irresistible offers.

Building A StoryBrand – Donald Miller

“Businesses that invite their customers into a heroic story grow. Businesses that don’t are forgotten.”

Why You Should Read Building A StoryBrand

In a world where brands compete for attention, Building A StoryBrand by Donald Miller offers a fresh perspective on how to make your customer the hero of a story.

This book isn’t just about branding; it’s about understanding the human psyche and crafting a narrative that resonates with your audience. If you’re struggling to connect with your customers or want to revamp your marketing strategy, this book provides a step-by-step guide to building a brand that speaks to the heart.

• The Customer is the Hero: Unlike traditional branding, Miller emphasizes making the customer the hero of the story, not your brand. This shift in perspective can lead to a more engaging and customer-centric approach.
• The Role of a Guide: Miller emphasizes that customers aren’t in the market for another hero; they want a guide. The customer is King Arthur, your business is Merlin. Positioning your brand as a guide who has empathy and authority can build trust and lead to success.
• Clear and Simple Communication: “Pretty websites don’t sell things. Words sell things.” Miller emphasizes the importance of clear and predictable communication that the brain can easily digest. Avoiding complexity and focusing on what helps the customer survive can make your message more compelling.
• The SB7 Framework: The StoryBrand 7 (SB7) Framework is a structured approach to crafting a brand story. It includes principles like understanding the customer’s desires, identifying the villain (problem), and creating a plan that guides the customer to success.

Building A StoryBrand is not just about selling a product; it’s about inviting your customers into a story that they want to be a part of. Whether you’re a seasoned marketer or a small business owner, this book offers valuable insights into creating a brand that grows and thrives.

Ninja Selling – Larry Kendall

“The enemy of Mastery is not mediocrity. It is distractions. The addiction to distractions ruins many potentially awesome lives.”

Why You Should Read Ninja Selling

Larry Kendall’s Ninja Selling offers a refreshing perspective on sales, emphasizing trust-building, value creation, and thoughtful questioning rather than aggressive pursuit.

It’s a guide that teaches you to be a proactive advisor rather than a relentless pursuer, making it a must-read for anyone in the sales industry.

• Pull, Not Push: Instead of chasing prospects, attract them by positioning yourself as a likable and trusted advisor. Create value that your prospects want, and they’ll be automatically drawn to you.
• Ask, Not Assume: Discover your prospects’ needs and desires by asking them directly. Keep your responses concise and engage them with questions to ensure they stay connected.
• Ask FORD Questions: Utilize the FORD method (Family, Occupation, Recreation, Dreams) to build rapport and understand your prospects better. These questions help in creating a comfortable conversation and show that you care about them.
• Proactive vs Pursuer: Be a proactive advisor by following five rules: Show up, Pay attention, Tell the truth, Create value, and Don’t get attached to the outcome. These principles guide Ninja sellers in building genuine relationships and delivering real value.

Ninja Selling by Larry Kendall is a philosophy that can transform your approach to selling and help you connect with customers on a deeper level. Whether you’re a seasoned sales professional or just starting, this book offers valuable insights that can elevate your sales game.

To Sell Is Human – Daniel H. Pink

“The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness.”

Why You Should Read To Sell Is Human

Daniel Pink’s To Sell Is Human shatters the stereotype of the pushy salesperson and introduces a new paradigm where everyone is in the “moving business.”

Whether you’re in a traditional sales role or need to influence others at work, this book offers fresh perspectives and practical techniques to help you persuade, convince, and influence others more effectively. It’s not just about selling products; it’s about moving people into action.

• The 3Es Behind the Moving Business : Entrepreneurship, Elasticity, and “Ed-Med” (Education and Healthcare) are driving the trend of everyone becoming a “mover.” These factors emphasize the importance of adaptability and the ability to influence others in various fields.
• From Caveat Emptor to Caveat Venditor: The new rule is “seller beware,” where transparency and empathy are key. Effective selling is about guiding buyers through available facts and options.
• Becoming a Great Mover with ABCs: Pink introduces a new set of ABCs for the modern mover: Attunement (aligning with others), Buoyancy (balancing determination with optimism), and Clarity (cutting through information clutter).
• One-word pitch
• Question pitch
• Rhyming pitch
• Subject-line pitch
• Twitter pitch
• Pixar pitch.

To Sell Is Human by Daniel H. Pink is a groundbreaking book that redefines the concept of selling in the 21st century. It’s a must-read for anyone looking to understand the art of persuasion in our information-rich world.

New Sales. Simplified. – Mike Weinberg

“Many of us in sales have a hard time focusing. Isn’t that part of the reason we ended up in sales in the first place?”

Why You Should Read New Sales. Simplified.

Sales is an ever-growing industry with some salespeople inevitably struggling with the basics, New Sales. Simplified. serves as a comprehensive guide to understanding and executing the fundamentals of sales.

It’s not just about selling; it’s about creating opportunities, being proactive, and thriving even in challenging economic times. Tailored for both individual sales professionals and leaders in charge of new business acquisition, “New Sales. Simplified.” offers a hands-on approach through Mike Weinberg’s New Sales Driven Framework, reflecting wisdom gleaned from years of real-world experience.

• Understanding Sales Fundamentals: Sales success comes from perseverance, creativity, and resilience. It’s about identifying prospects and connecting solutions to their needs. The book emphasizes the importance of a well-chosen, finite list of prospects.
• Reasons Salespeople Fail: Weinberg identifies 16 reasons why salespeople fail at new business development, including lack of experience, waiting for leads, inability to tell a compelling story, negative attitude, and more. These insights can help readers avoid common pitfalls.
• Framework for Developing New Business: The New Sales Driver Framework consists of selecting targets, creating and deploying weapons, and planning and executing the attack. It’s a strategic approach that involves understanding your best customers, their characteristics, and where to find potential customers with similar profiles.
• Utilizing the Right Sales Tools: Having the right tools is essential for winning sales goals. This includes a strong sales story, networking, social media, emails, proactive phone calls, and both traditional and digital marketing materials. The sales story is highlighted as the most important tool in your toolkit.

New Sales. Simplified. by Mike Weinberg is a manual for success in the ever-challenging world of sales. Whether you’ve been in the game for a while or just starting out, this book offers valuable insights and practical tools to help you succeed.

Emotional Intelligence for Sales Success – Colleen Stanley

“You will quickly discover that soft skills do produce hard sales results.”

Why You Should Read Emotional Intelligence for Sales Success

Sales isn’t just about numbers and processes; it’s about connecting with people. Colleen Stanley’s Emotional Intelligence for Sales Success takes a unique approach by focusing on the emotional intelligence required to truly connect with customers. It’s not just about selling products or services; it’s about understanding the needs and emotions of your prospects.

Here you will find a guide to building relationships and achieving success by putting the focus on the customer instead of the sales process. It’s designed to help salespeople and sales leaders connect with customers and get results by tuning into what matters to them.

• Emotional Intelligence in Sales: The book emphasizes the importance of emotional intelligence in sales, a skill that’s often overlooked in traditional sales training. It’s about empathy, rapport building, and understanding the prospect’s needs.
• Prospecting and Connecting: Stanley provides insights into prospecting and building your likeability factor. She teaches how to connect with the prospect on their terms, guiding you towards being your best self by contributing to their business rather than just selling goods and services.
• Reframing the Sales Process: The book offers a fresh perspective on where to put your attention during the sales process. It encourages authenticity and a focus on the customer, which can lead to more successful and fulfilling sales experiences.

Emotional Intelligence for Sales Success is a guide to understanding human emotions and using that knowledge to create meaningful connections and successful sales relationships.

Fanatical Prospecting – Jeb Blount

“There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.”

Why You Should Read Fanatical Prospecting

Prospecting is the lifeblood of success in sales.

Jeb Blount’s Fanatical Prospecting emphasizes the importance of relentless prospecting. From leveraging text messaging and social media to understanding the psychology of sales, this book offers practical advice for both new and seasoned salespeople.

Blount’s approach is not about finding shortcuts or easy ways out. It’s about embracing the hard work of prospecting and recognizing that there’s no substitute for consistent effort. Whether it’s telephone prospecting, cold calls, networking, or following up on leads, “Fanatical Prospecting” teaches you how to fill your pipeline and avoid the common pitfalls that lead to failure in sales.

• The Real Secret to Sustained Sales Success: Superstars in sales are relentless prospectors. They view prospecting as a way of life and don’t make excuses or procrastinate. The path to success is simple but not easy, and it requires fanatical prospecting.
• Mindset Matters: Seven core mindsets define fanatical prospectors, including being optimistic, competitive, confident, relentless, thirsty for knowledge, systematic, and adaptive. Cultivating these mindsets can drive success.
• The Importance of a Balanced Prospecting Methodology: Relying on a single prospecting methodology often leads to mediocre results. Balance your approach based on various factors like your industry, product, and territory. Be prepared to work hard and learn from the top people in your organization.
• Understanding the Laws of Prospecting: Blount introduces three core laws of prospecting: The Universal Law of Need, The 30-Day Rule, and The Law of Replacement. Understanding and applying these laws can help you avoid sales slumps and maintain a healthy pipeline.

Fanatical Prospecting is not just a book about techniques; it’s a philosophy that encourages you to embrace the grind, stay disciplined, and achieve success through hard work and determination.

The Ultimate Sales Machine – Chet Holmes

“The one who gives the market the most and best information will always slaughter the one who just wants to sell products or services.”

Why You Should Read The Ultimate Sales Machine

The Ultimate Sales Machine works like a blueprint for constructing a high-performance sales apparatus that never sleeps. Chet Holmes, a titan in the sales industry, leverages his wealth of experience to guide you through the process of crafting a sales mechanism that tirelessly propels your business forward.

This book is not just for the everyday salesperson.

It’s a treasure trove of wisdom for managers steering their sales teams towards success, and a roadmap for business owners seeking to infuse their operations with a sales-driven heartbeat.

Holmes doesn’t just teach you how to sell; he shows you how to focus your energy like a laser beam, how to turn strategies into action, and how to transform action into success.

• Pigheaded Discipline and Determination: Success in sales requires relentless focus and determination. Implementing ideas is more critical than merely having them.
• Time Management: Learn to manage your time effectively to focus on the most critical tasks that drive growth.
• Training and Development: Continuous training and development of your sales team are vital for achieving consistent success.
• Creating a Sales Machine: Build a system that works efficiently, focusing on the core strategies that matter and relentlessly pursuing excellence.

The Ultimate Sales Machine is one of the best sales books for those looking to enhance their sales strategies and build a system that delivers consistent results. Chet Holmes’s wisdom and practical approach make this book a must-read for sales professionals and business leaders alike.

The Little Red Book of Selling – Jeffrey Gitomer

“Sales is not about selling anymore, but about building trust and educating.”

Why You Should Read The Little Red Book of Selling

Jeffrey Gitomer’s The Little Red Book of Selling is a treasure trove of insights, strategies, and practical tips that can transform your sales approach. Gitomer, the self-proclaimed ‘King of Sales,’ shares his 12.5 principles of “sales greatness,” guiding you to optimize your potential and drive your sales to new heights.

Dive into this vibrant red book and discover how to kick your own ass, prepare to win, and make them laugh to make them buy. It’s not just about selling products; it’s about selling yourself.

• Personal Branding: Establish a compelling personal image as an expert. Utilize SEO techniques and create a strong online presence.
• Value and Relationship: Focus on the value of the product more than the price. Build relationships that go beyond business.
• Networking: Attend local events, join high-profile organizations, and spend 75% of your time with people you don’t know.
• Humor: Use humor to break down defenses and build trust. If you’re not good at making people laugh, study it!
• Creativity: Differentiate and dominate through creativity. Stand out from the competition by being unique and innovative.

The Little Red Book of Selling offers a fresh perspective and actionable steps to elevate your sales game.

The Challenger Sale – Matthew Dixon & Brent Adamson

“The best salespeople don’t just build relationships with customers. They challenge them.”

Why You Should Read The Challenger Sale

Are you tired of the same old sales techniques that don’t seem to cut it anymore? Enter The Challenger Sale by Matthew Dixon, a groundbreaking book that turns traditional sales wisdom on its head.

Forget about pandering to the customer’s every whim; it’s time to challenge them, push their thinking, and offer unique insights.

This book introduces the concept of the “Challenger” sales rep, one who isn’t afraid to disrupt the customer’s thinking and tailor solutions that truly resonate. It’s not about being aggressive; it’s about being assertive and insightful.

If you’re ready to break free from the conventional sales mold and embrace a method that’s proven to work, this book is your ticket to a new level of sales success.

• The Challenger Profile: Not all sales reps are created equal. The Challenger stands out by offering unique insights and pushing the customer’s thinking. They’re not afraid to take control of the conversation.
• Teach, Tailor, Take Control: The three Ts of the Challenger Sale. Teach customers something new about their business, tailor the message to resonate with them, and take control of the sale.
• Solution Selling Isn’t Enough: It’s not just about identifying problems and offering solutions. Challengers go beyond that by bringing new ideas to the table and showing customers a new way to think.
• Build Constructive Tension: Challengers don’t shy away from tension. They use it constructively to create a sense of urgency and drive the sale forward.

The Challenger Sale is about challenging the status quo and delivering real value. It’s time to take up the Challenger mindset and redefine what it means to sell.

Agile Selling by Jill Konrath

“Every top seller I know is an agile learner who knows what it takes to dive into a new situation and figure it out quickly.”

Why You Should Read Agile Selling

Agile Selling by Jill Konrath provides a roadmap to not just survive, but thrive amidst this constant change. This book isn’t about mastering a set of sales tactics; it’s about cultivating an agile mindset, a capacity for continuous learning and adaptation.

Jill Konrath equips you with the tools to navigate the ever-evolving market trends, technological advancements, and shifts in buyer behavior. Konrath’s wisdom encourages you to shed negativity, set attainable goals, and place learning at the forefront of your sales strategy.

This book aims to become your manifesto for personal growth and professional excellence in the fast-paced world of sales.

• Embrace a Positive Mindset: Letting go of negative emotions and embracing a perspective of continuous improvement can lead to success. Failures can be learning opportunities, and setting “getting better” goals can keep you motivated.
• Efficient Learning Strategies: Organizing information into mental folders, connecting new information with what you already know, and visualizing yourself as the buyer are strategies to make learning more efficient and relevant.
• Prioritize and Prepare: When faced with a new situation, prioritize the essential details to gain situational credibility quickly. Thorough preparation, including understanding insider language, knowing your buyers, and recognizing the status quo, is vital for success.
• Sales Skills Foundation: Beyond learning, a solid foundation of selling skills, including thorough preparation for meetings and understanding potential obstacles, is crucial for closing deals.

Agile Selling by Jill Konrath asks you to embrace agility and continuous learning, so you can stay ahead of the curve and achieve success in your sales career.

15 More Best Selling Sales Books

We’ve put together a detailed list of 15 best books for sales leaders but there are many more worth reading.

Below is a collection of 15 more of the best books on sales that you may want to look into:

• Own Your Niche by Stephanie Chandler: A strategic guide to dominating your market, this book offers actionable insights on how to identify and capitalize on your unique niche, building a brand that stands out.
• Virtual Selling by Mike Schultz: In the era of digital communication, this book provides essential techniques for engaging customers through virtual platforms, adapting traditional sales strategies to the online environment.
• How to Say It by Geoffrey James: A masterclass in communication, this book teaches the art of crafting persuasive messages, enhancing your ability to influence and connect with clients.
• Never Be Closing by Tim Hurson: A fresh take on sales, this book emphasizes relationship-building and problem-solving over closing deals, offering a more sustainable and ethical approach to selling.
• The Psychology of Selling by David Hoffeld: Delving into the human mind, this book explores how psychological principles can be applied to sales, enhancing understanding of customer behavior and decision-making.
• Words That Sell by Richard Bayan: A valuable resource for anyone in marketing or sales, this book provides a comprehensive list of persuasive words and phrases to help craft compelling messages.
• The Invisible Game by Kai-Markus Mueller: Focusing on the unseen aspects of sales, this book explores the subconscious factors that influence buying decisions, offering strategies to tap into these hidden triggers.
• Leapfrog by Nathalia Molina Nino: Aimed at women entrepreneurs, this book offers practical advice and strategies to overcome barriers and achieve success in business, with a focus on innovative thinking.
• Think and Grow Rich by Napoleon Hill: A timeless classic, this book outlines the philosophy and principles that lead to personal and financial success, based on interviews with successful individuals. A timeless classic, this book outlines the philosophy and principles that lead to personal and financial success, based on interviews with successful individuals.
• The Introvert’s Edge by Matthew Owen Pollard: Tailored for introverts, this book offers strategies to turn perceived weaknesses into strengths in sales, showing how introverted qualities can be leveraged for success.
• Predictable Revenue by Aaron Ross: Known as the “Sales Bible of Silicon Valley,” this book outlines the methods used by Salesforce.com to multiply their revenue, providing a blueprint for building a scalable sales team.
• Pitch Anything by Oren Klaff: Focusing on the art of pitching, this book provides a method for presenting ideas in a way that engages, persuades, and motivates the audience.
• Inside the Mind of Sales by Derek Borthwick: A psychological exploration of the sales profession, this book offers insights into the mindset, strategies, and techniques that lead to sales success.
• The Story Selling Method by Philipp Humm: This book teaches how to craft and tell compelling stories that sell, turning mundane sales pitches into engaging narratives that resonate with customers.
• Coffee’s For Closers by Tony Morris: A motivational book for sales professionals, offering practical advice, strategies, and encouragement to close deals with confidence and skill.

The best sales books we’ve explored offer a rich tapestry of insights, strategies, and inspiration, catering to various aspects of the sales process.

From understanding the psychology of selling to mastering virtual engagement, these books are essential companions for anyone looking to excel in the sales industry.

Sales is not just about transactions; it’s about building relationships, understanding needs, and providing value. Embrace a mindset of empathy, curiosity, and continuous growth, and you’ll not only close more deals but create lasting connections that fuel your career.

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• The 25 Best Sales Books of All Time to Help You Close Any Deal

According to legendary investor Naval Ravikant, every business needs a “builder” and a “seller.” At Apple, for example, Steve Wozniak came up with the tech, and Steve Jobs sold both the vision and the product. While you probably have a stronger natural tendency towards one side or the other, both can be learned. That said, most people would argue selling is the easier skill to pick up, and that’s where sales books come in!

Some people ooze charisma. Think about George Clooney or Penélope Cruz. They could sell you a fridge in the Arctic with nothing more than a smile. But even if you didn’t win the genetic lottery, you can still learn to make convincing arguments, because the process of selling is always the same, no matter how good (or bad) the seller may look. While you’ll need lots of real-world practice, at the end of the day, selling is psychology, and that’s an area we can learn a ton about from books !

So, after summarizing over 1,000 books here at Four Minute Books, today, we’d like to share the 25 best titles about sales with you. They will help you get more comfortable with selling, show you how to network properly, make you a better negotiator, explain the psychology behind why we buy stuff, and teach you how to close any deal.

To help you find the exact book you need right now as quickly as possible, we’ve sorted this list into various categories. We’ll start with the best books on sales overall, then go into the psychology of selling and becoming more comfortable with sales. We’ll also cover networking, negotiations, pitching, the value-based approach, and even advertising.

For each book on our list, we’ve included our favorite quote, a one-sentence-summary of the book, why you might want to read it, and three key takeaways. We’ve also added some snazzy buttons so you can instantly read their free summaries on our site or buy a copy for yourself on Amazon (affiliate links).

Simply use the clickable table of contents below to jump to any book or category, and start learning more about sales right away!

Alright, let’s get on board the sales train! Here are the best books about sales!

Table of Contents

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

2. influence by robert cialdini, 3. the ultimate sales machine by chet holmes, 4. the greatest salesman in the world by og mandino, 5. spin selling by neil rackham, 6. hooked by nir eyal, 7. predictably irrational by dan ariely, 8. buyology by martin lindstrom, 9. brainfluence by roger dooley.

• 10. Brandwashed by Martin Lindstrom 

11. To Sell Is Human by Daniel Pink

12. the psychology of selling by brian tracy, 13. agile selling by jill konrath, 14. never eat alone by keith ferrazzi, 15. how to talk to anyone by leil lowndes, 16. never split the difference by chris voss, 17. getting to yes by roger fisher, william ury & bruce patton, 18. pitch anything by oren klaff, 19. doesn’t hurt to ask by trey gowdy, 20. jab, jab, jab, right hook by gary vaynerchuk, 21. the go-giver by bob burg, 22. free: the future of a radical price by chris anderson, 23. confessions of an advertising man by david ogilvy, 24. facebook ads manual by mojca mars, 25. cashvertising by drew eric whitman, other book lists by topic, other book lists by author, best sales books overall.

Favorite Quote

“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” — Dale Carnegie

The Book in One Sentence

How to Win Friends & Influence People will teach you countless principles to become a likable person, handle your relationships well, win others over, and help them change their behavior without being intrusive.

Why should you read it?

This book is both a cliché and a classic, but it gets both labels because it works. Rather than drown you in science-speak, it is a practical book full of everyday tips. The books core message falls along the lines of, “Be the change you want to see in the world.” Whether you want to make more friends, build better relationships, or form professional connections without effort, I would recommend this book to almost anyone! For more advice from Carnegie specifically around sales, you can also read The Sales Advantage .

Key Takeaways

• You can make a great first impression just by smiling.
• To be interesting to others, talk about their favorite topic: themselves.
• If you want to convince people, get them to say “Yes” a lot.

If you want to learn more, you can read our free four-minute summary or get a copy for yourself.

“Our best evidence of what people truly feel and believe comes less from their words than from their deeds.” — Robert Cialdini

Influence has been the go-to book for marketers since its release in 1984, delivering six key principles behind human influence and explaining them with countless practical examples.

This is the more scientific version of Carnegie’s book, if you will. However, it still offers a simple acronym, CLASSR, which you can use to remember the six principles, and it is packed with real-world examples. If you’re a marketer or salesperson, this is a must-read. Think of it as your onboarding manual — except it’ll be a lot more fun to read than any dry documentation. If you’re looking for a follow-up or slightly more up to date version, check out Pre-Suasion , also written by Cialdini.

• You can use the reciprocity bias to build up a massive good-karma account.
• The scarcity bias works because we hate to miss opportunities.
• Make a small commitment to trigger your consistency bias and reach your goal.

“Mastery isn’t about doing 4,000 things. It’s about doing 12 things 4.000 times.” — Chet Holmes

The Ultimate Sales Machine is Chet Holmes’ legacy and gift to salespeople all over the world, teaching them 12 key strategies to relentlessly focus and execute on in order to double their sales and more.

Becoming good at sales is one thing, scaling the process at your company is another. This book offers advice on both, so if you want to learn how to train a sales team to succeed, this is your go-to guide.

• Offer recurring trainings for your sales staff.
• Don’t just sell your product, sell the whole store.
• Shoot for the moon by targeting decision-makers in big companies.

“Do not aspire for wealth and labor not only to be rich. Strive instead for happiness, to be loved and to love, and most important to acquire peace of mind and serenity.” — Og Mandino

The Greatest Salesman in the World  is a business classic that will help you become better at sales by becoming a better person all around.

If you want a humble, noble approach to selling, this is the book for you. Inspired by Christian ideals, you’ll find it to be a great manual for being a good person all around — and sell more in the process. The book was written over 50 years ago, so you’ll have to forgive it some of its tone and language, but if you do, you’ll learn a lot!

• The most productive thing you can do to sell stuff is to love other people.
• Never give up, but never proceed unprepared.
• Whatever you’re trying to accomplish, do your best to control your emotions.

“My objective is not to close the sale but to open a relationship.” — Neil Rackham

SPIN Selling is a four-part sales framework, distilled from over 35,000 sales calls and 12 years of research on the topic, which will help you become a sales expert in no time.

When you’re just starting out in sales, you can’t handle too much information. You need a simple model you can apply instantly in cold calls, pitches, and other everyday sales activities. This book will provide that model. With four simple mindset shifts, you’ll assess customer’s situations much better and be able to tailor your offerings to their needs.

• To get more sales, use the SPIN method: situation, problem, implication, and need-payoff.
• Know the difference between features and benefits and when to use each.
• The only way to become a better salesperson is to practice.

“All humans are motivated to seek pleasure and avoid pain, to seek hope and avoid fear, and finally, to seek social acceptance and avoid rejection.” — Nir Eyal

Hooked   shows you how some of the world’s most successful products, like smartphones, make us form habits around them, why that’s crucial to their success, and how you too can use the four-step framework they rely on to make your product a success.

This book feels like it belongs in the forbidden section of the Hogwarts library, but in today’s social-media-heavy environment, it is also required reading. If you’ve ever wondered what makes social media so addictive, you have to read this book. It’ll also help you make your products more sticky, but remember: Knowledge is power, and we must do our best to use our power for good.

• The most successful products in the world make us form habits around them.
• One of the key ingredients of a habit-forming product is having variable rewards.
• Ask yourself 2 questions to find out whether your product should be habit-forming in the first place.

“The danger of expecting nothing is that, in the end, it might be all we’ll get.” — Dan Ariely

Predictably Irrational explains the hidden processes behind how we make decisions, which   are far less rational than we think but can help us stay on top of our finances, interact better with others, and live happier lives.

This is a book I would recommend whether or not you’re in sales. As an individual, it’ll help you make better decisions and fight some of the biases in your brain. As a marketer, it’ll help you frame and price your offerings more efficiently. We’re wired to pick an option as soon as we’re presented with more than one, and this idea alone will forever change how you try to convince potential customers.

• We compare whatever we can, so give people comparisons that make it easy to pick you.
• Free is really just another price — but a powerful one.
• You overvalue what you own.

Best Sales Books About the Psychology of Buying & Selling

“When we brand things, our brains perceive them as more special and valuable than they actually are.” — Martin Lindstrom

Buyology will help you spend less money on stuff you don’t need, thanks to revealing the psychological traps companies use to get you to purchase their products without even realizing what’s going on.

This book will improve your own money-spending decisions as a consumer, but it’ll also help you see into the minds of your customers. What makes them tick? What do they think before buying? Learn how to resist tempting items on the shelves, and you’ll also learn how to address your customers’ objections.

• When products are advertised as status-increasing, we are biologically wired to buy them.
• If watching an ad makes you scared, it increases the chances you’ll buy whatever it’s selling.
• One way that companies get us to buy more is through subliminal messages.

“What people really want is the ability to connect to each other, not to companies.” — Roger Dooley

Brainfluence will help you get more sales by revealing people’s subconscious thinking patterns as well as what motivates them to make buying decisions.

We’re all biased. We have a soft spot for babies, cats, and dogs. When we process numbers, we do so in certain ways. Our brains want to cut corners. This book will show you many of those corners and, as a result, you’ll be able to present your products in more persuasive ways.

• Putting a baby on your ad will make it more effective.
• If you’re trying to talk someone into making a purchase, meet in person and speak into their right ear.
• The element of surprise is one of the best ways of getting people’s attention.

10. Brandwashed by Martin Lindstrom  

“The fear of failure drives consumers far more than the promise of success.” — Martin Lindstrom

Brandwashed will reveal the psychological tricks and tactics giant corporations use to hardcode their brands into our brains and thus get us to buy their products without any longer questioning their value.

When I say “electric car,” you think “Tesla.” This kind of association is priceless, and while it can’t exactly be bought, it can be manufactured. This book is both a guide to and a guard against branding in all its multi-faceted, powerful ways. Learn to build a great brand, and all of your sales activities will become a lot easier.

• Fear makes you irrational, and stores use this to get you to purchase things that you don’t really need.
• Companies design their products and marketing to prey on your addictive tendencies.
• Fake peer pressure is another way vendors trick you into buying.

Best Sales Books For Getting Comfortable With Selling

“Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead.” — Daniel Pink

To Sell Is Human shows you that selling is part of your life no matter what you do, and that you can be successful at it if you follow a few practical ideas that will help you convince others  in more honest, natural, and sustainable ways.

If you feel uncomfortable promoting things, this book is for you. It’ll show you that we all sell, just in different capacities, and that it needn’t feel sleazy or inappropriate. Pink’s work will provide a new perspective on sales, helping you to navigate this world more calmly and effortlessly.

• Almost half of your time at work is spent in non-sales selling, which is really just trying to move others to action.
• Honesty and service are taking over sales because the internet has closed the information gap.
• Use “Yes, and…” when talking to customers to make sure they stay positive and engaged.

“Help yourself warm up and prepare mentally by repeating, ‘I feel happy! I feel healthy! I feel terrific!’ It is not possible for you to talk positively to yourself, using words like this, without immediately feeling happier and more confident.” — Brian Tracy

The Psychology of Selling will help you close more deals by working on a more positive self-image, teaching you a sales process that feels natural and flows from the inside out, using relationships and natural connections to sell without pressure.

If you believe in the power of the subconscious, perhaps approaching sales from that perspective will make sense. Tracy will show you that you don’t need a lot of complex vocabulary, just a relentless focus on what’s in it for the customer. Don’t think too business-y, try to help other humans, and your subconscious will do the rest.

• Use the power of your subconscious to become more successful.
• Learn from the right people to make sure your passion and motivation never run out.
• Questions are the holy grail of unearthing customers’ needs and addressing them to sell more.

“Eat your pride; ask for help earlier rather than later.” — Jill Konrath

Agile Selling will help you become a great salesperson by learning on the job and adapting quickly, showing you case studies of many successful people who thrive in unusual sales positions thanks to these same skills.

This is a book about learning as much as it is about selling, and this is yet another lens we can use to make sales less intimidating. If your goal is to learn and adapt, you won’t worry as much about botched pitches or sales calls where people hang up on you. A wonderful approach to selling that’ll make you less inclined to give up too soon!

• Let go of your negative attitude and look at things in a new way, even when you fail.
• Whenever you start a new job, try to get a confidence-building win as quickly as possible.
• Personalize your pitch by improving your communication skills.

Best Sales Books For Networking & Connecting With People 

“Success in any field, but especially in business, is about working with people, not against them.” — Keith Ferrazzi

Never Eat Alone is a modern classic explaining the art of networking, full of actionable advice on how you can harness the power of good relationships, become a great networker, and build a career you love.

Networking should be as easy as 1-2-3. Most people overthink it. If you do too, this book is for you. Learn how to build more connections in a relaxed, non-forced way, and begin to see coworkers as friends. This looks like a business book, but it’s actually a “life book,” and the result is wonderful: better relationships with much less strain and stress.

• Relationships aren’t like cake — they’re like muscles.
• You must build your network long before you need it.
• How you spend time with people is much more important than how much time you spend with them.

“When you act as though you like someone, you start to really like them.” — Leil Lowndes

How to Talk to Anyone is a collection of actionable tips to help you master the art of human communication, leave great first impressions, and make people feel comfortable around you in all walks of life.

Are you the one quietly standing at the bar grabbing canapé after canapé while everyone else is engrossed in conversation? Then this one’s for you. Use Leil’s icebreakers and dozens of tips and tactics to warm up to and with people, and have better, more smoothly flowing conversations — not just in sales but any setting!

• A seamless introduction will almost always lead to a smooth chat.
• Emulating and empathizing with people makes it easy for them to become your friend.
• Praise is useful, but reserve your most specific compliments for family and close friends.

Best Sales Books For Negotiations

“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.” ― Chris Voss

Never Split the Difference is one of the best negotiation manuals ever written, explaining why you should never compromise, and how to negotiate like a pro in your everyday life as well as high-stakes situations.

Once you find yourself in an important negotiation, it is too late to learn how to negotiate. Better do it while you don’t need it — and there’s no one better to learn it from than Chris Voss, a former FBI, high-stakes negotiator. If you feel like you’re often getting the short end of the stick, this book is for you.

• Build trust through mirroring and using the right tone of voice.
• Label the emotions of the other person to position yourself well in a negotiation.
• Take things slowly, don’t accept demands, and do not compromise.

“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.” — Roger Fisher, William Ury & Bruce Patton

Getting to Yes is a handbook for successful negotiations, showing how to  resolve conflicts of all kinds and reach win-win solutions without either giving up or making the other party unhappy.

Would you like to stop viewing negotiating like a competition? Then read this book. It’ll help you create true winners on all sides without compromising what’s most important to you. From big roundtable discussions to deciding what movie to watch, this book will help you reach better agreements with others.

• When you’re negotiating, always remember you’re doing so with human beings who are just like you in many ways.
• Don’t start a discussion with the solution you want; consider all options to reach a win-win outcome instead.
• If you are well-prepared, your negotiations will go well too.

Best Sales Books For Persuasion, Pitching, and Closing the Deal

“There are limits to the human attention span, which is why a pitch must be brief, concise, and interesting.” — Oren Klaff

Pitch Anything outlines tactics and strategies from a field called neuroeconomics to give you an entirely new way of presenting, pitching, and convincing other people of your ideas and offers.

If you present a lot, you’ll love this one. Be it for pitch decks, project slides, or telling a friend about a new restaurant they have to try, this book will provide you with new terminology and better ways of showcasing your ideas to other people. Some of it is a bit manipulative, so be sure to only use its lessons in the right context, but this is a great sales book all around!

• Your pitch must speak to your audience’s neanderthal brain.
• Make yourself the prize.
• Use multiple so-called “frames” to trigger a gut decision in your favor.

“You own every declarative comment that comes out of your mouth, but with questions you have an out. Because of that, questions are perhaps first and foremost the safest route in the art of persuasion.” — Trey Gowdy

Doesn’t Hurt to Ask teaches persuasion via asking the right questions, explaining that intentional questions are the key to sharing your ideas, connecting with your audience, and convincing people both in the office and at home.

If you’re looking for an incredibly detailed read on the power of questions, this is it. Questions make sales a casual affair. You’re not pushing. You’re inquiring. And with this book, you’ll never run out of things to ask!

• Asking questions is the key to the subtle art of persuasion. 
• You can strengthen your argument by measuring your words, repeating yourself, and repackaging your opponent’s claims. 
• If you need to cut your losses in an argument, divert, deconstruct, double-down, and play the victim.

Best Sales Books For a Giver Mentality & Value-Based Approach

“While it’s true that you can’t land a solid right hook if you don’t set up the punch with a series of good jabs, it’s also true that no fight has ever been won on jabs alone. Eventually, you have to take your shot.” — Gary Vaynerchuk

Jab, Jab, Jab, Right Hook is a call to tell your story on social media and do it right, giving three times as much as you ask for and, therefore, actually being heard when you speak up.

If you like Gary Vee, this book is a fun, different format of getting the gist of one of his most important ideas. If not, then it might be a better way to sample his work than his high-energy talks and videos on Youtube. “Give three times as much as you ask for,” is a simple but powerful idea, and in this book, Gary drives it home. Especially great for social media power users!

• If you’re not on social media, you’re going to lose in the game of sales.
• Constantly deliver great content that’s custom-tailored to each platform before asking for something in return.
• Instagram is your best bet for massive engagement among the masses.

“Your income is determined by how many people you serve and how well you serve them.” — Bob Burg

The Go-Giver paves a path to success in business and at work via being authentic, improving as a person, and delivering as much value to others as possible.

This book looks at entrepreneurship from a “go and serve your community” perspective. It’s a powerful read that has the power to transform not just your work and sales relationships, but your personal ones too. Become a go-giver, and it’ll be a lot easier to close deals whenever you really need to.

• Develop a go-giver mentality to begin your journey to success and find joy in what you do.
• Product improvements have limits, but the power of improving customer experience is infinite.
• Make authenticity the foundation of your business so that customers will have positive, memorable experiences with it.

“If something used to cost money and now doesn’t, we tend to correlate that with a decline in quality. But if something never cost money, we don’t feel the same way.” — Chris Anderson

Free: The Future of a Radical Price tells the history of “free” as a price, showing it to now be more than a marketing gimmick thanks to the internet, a truly sustainable business strategy that is already changing how we sell things through free and freemium models.

If you’re a hesitant salesperson or marketer, this one’s for you. Perhaps you can take the path of “free!” Learn to attract an audience with free yet awesome work, then begin charging for whatever else they might need. A good book to read for its visionary predictions alone (it was published in 2009), but also a helpful guide to navigating the complex implications of “$0” products.

• There is no free lunch – free things were originally given away to get you to buy something else instead.
• In the gift economy, attention is what we use to value things.
• Build an audience with a free product, then figure out what to charge them for.

Best Sales Books For Advertising

“Where people aren’t having any fun, they seldom produce good work.” — David Ogilvy

Confessions of an Advertising Man is the marketing bible of the 60s, written by “the father of advertising,” David Ogilvy, to inspire a philosophy of honesty, hard work, and ethical behavior in this industry.

If you need a pick-me-up that’ll make you feel more hopeful, maybe even proud to be a marketer or salesperson, this is it. Even in a time when bad mass marketing was only beginning, Ogilvy already spoke out against it and tried to reverse the trend. An inspiring read with some great tips on how to make great ads to boot!

• Only market things you believe in.
• Advertising is meant to sell, not to entertain.
• Use facts, mystery, and the latest research to create good advertisements.

“The guys with the big bucks don’t always win. The smart ones do, no matter the budget.” — Mojca Mars

Facebook Ads Manual gives you an exact, step-by-step tutorial to create and run your first Facebook ads campaign, allowing you to market your product, page, or yourself to a massive audience for next to no money.

If you want to run your first Facebook ads campaign or are running them as part of your job already, this book will serve you well. It is a great start-to-finish guide, simple in its language and instructions, and the rules it suggests are all based on common sense. Get the answers others often don’t provide, like how much to spend on your ads when, and learn to kick ass at Facebook ads!

• Go through the GRAB² model before every single campaign you create.
• Use the 20/30/50 rule to spend your budget most effectively.
• Narrow down your target audience to 300,000 people or less, if you can.

“To understand why people buy, we should know people and have a keen sense of human nature. We should know how people think, how people live, and be acquainted with the standards and customs affecting their everyday lives.” — Drew Eric Whitman

Cashvertising will turn you into an expert at crafting compelling ads thanks to humans’ eight basic desires, the three parts of a great headline, and plenty of other actionable techniques and advertising strategies.

Are you a visual person? Would you like to know why our eyes are glued to some ads but not others? Then this book is for you. Learn to compose masterful ads that keep your customers’ attention with a mix of words and images. Needs some updates here and there, but overall still a solid read about advertising principles.

• Humans have 8 core desires that you must appeal to for marketing success.
• Follow 3 steps to craft a persuasive headline that gets people to click and read.
• Writing longer articles won’t scare people away; actually, it is proven to draw them in more than shorter copy does.

The builder. The seller. “The ultimate is when one individual can do both,” Naval says. Case in point? Elon Musk . Musk has enough technical aptitude to judge the ins and outs of what makes a good rocket or car, but his main job is selling the vision of SpaceX and the cars Tesla makes.

Whether you’re a builder hoping to learn how to sell or a seller who wants to get even better at their craft, we hope our list of the best sales books will help you get the job done. Even if you’re a beginner, you’ll find some gradual introduction titles. Pick whichever one most resonates with you, and get started!

Final fun fact: Akira the Don turned Naval’s riff on building and selling into a song , and it’s a great tune to listen to while you pick your next sales read! “Learn to sell. Learn to build. If you can do both, you will be unstoppable.”

Looking for more of the best books on various topics? Here are all the book lists we’ve made for you so far:

• The 60 Best Business Books of All Time (Will Forever Change How You Think About Organizations)
• The 20 Best Entrepreneurship Books to Start, Grow & Run a Successful Business
• The 14 Best Finance Books of All Time
• The 21 Best Habit Books of All Time to Change Any Behavior
• The 33 Best Happiness Books of All Time That Everyone Should Read
• The 60 Best History Books of All Time (to Read at Any Age)
• The 7 Best Inspirational Books That Will Light Your Inner Fire
• The 40 Best Leadership Books of All Time to Help You Become a Truly Inspiring Person
• The 31 Best Motivational Books Ever Written
• The 12 Best Nonfiction Books Most People Have Never Heard Of
• The 35 Best Philosophy Books to Live Better and Become a Great Thinker
• The 34 Best Psychology Books That Will Make You Smarter and Happier
• The 33 Best Self-Help Books of All Time to Read at Any Age
• The 22 Best Books About Sex & Sexuality to Improve Your Love Life & Relationships
• The 30 Most Life-Changing Books That Will Shift Your Perspective & Stay With You Forever

Looking for more books by the world’s most celebrated authors? Here are all of the book lists by the author we’ve curated for you:

• All Brené Brown Books, Sorted Chronologically (and by Popularity)
• Jordan Peterson Books: All Titles in Order of Publication + The 5 Top Books He Recommends
• All Malcolm Gladwell Books, Sorted Chronologically (and by Popularity)
• All Michael Pollan Books, Sorted Chronologically (and by Popularity)
• Peter Thiel Books: A Comprehensive List of Books By, About & Recommended by Peter Thiel
• All Rachel Hollis Books: The Full List of Non-Fiction, Fiction & Cookbooks, Sorted by Popularity & the Best Reading Order
• All Ray Dalio Books, Sorted Chronologically (and by Popularity)
• All Robert Greene Books, Sorted Chronologically (and by Popularity)
• All Ryan Holiday Books, Sorted Chronologically (and by Popularity)
• All Simon Sinek Books, Sorted Chronologically (and by Popularity)
• All Tim Ferriss Books, Sorted Chronologically (and by Popularity)
• All Walter Isaacson Books, Sorted Chronologically (and by Popularity)

Last Updated on February 20, 2023

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The 50 Best Sales Books To Read in 2024

• January 15, 2024

If you’re looking for the best books on sales and marketing, you know how hard it is to pick a truly valuable book that stands out from the rest. 

So the question is…

What are sales professionals reading to stay on top of their game? What are the tactics they’re talking about and adopting to improve their result s ?

To find out, I went straight to the source. I asked some of the top salespeople in the industry — VPs, coaches, closers, and developers — for some of the best books on selling, best sales psychology books, and guides to brush up on sales strategy . Keep reading to learn what they recommend as the absolute best sales books for anyone in the sales and marketing industries.

1. Pitch Anything

Author: Oren Klaff

Category: Sales Strategy

A good friend and consummate salesperson recommended this one to me because it transformed how he interacts with people — whether he’s actively selling or not. The S.T.R.O.N.G. Method taught in this book helps you identify hurdles to selling and tips for reading subtle shifts in power during meetings. If you want to regain control of the agenda and flow of your meetings, this sales book is a must-read.

2. Sales Acceleration Formula

Author: Mark Roberge

Lucia Piseddu , founder of the BD School, describes this book as “enlightening.” It gives a scalable, predictable approach to grow revenue and build a winning sales team. It’s the same methodology Roberge used to lead HubSpot to acquire and retain the company’s first 10,000 customers across more than 60 countries. In other words, it’s a proven process that makes sales predictable. 

3. Predictable Revenue

Authors: Aaron Ross and Marylou Tyler

If you’re after predictable sales (and who isn’t?), y ou’ll definitely agree with Dmitry Chervonyi when he says that this is the “sales Bible” for his sales team. This isn’t another manual on making cold calls or closing deals . Discover the 7 deadly sales blunders you must avoid, as well as the outbound sales approach that helped Salesforce add $100 million ARR.

4. Predictable Prospecting

Authors: Marylou Tyler and Jeremey Donovan

This is one of my favorites. It’s an easy-to-read and easy-to-apply guide to develop a solid, sustainable pipeline for B2B sales. This book shows you how to target and track your ideal prospects, optimize contact acquisition, continually improve performance, and hit your revenue goals quickly, efficiently, and predictably. 

5. The Challenger Sale

Authors: Matthew Dixon and Brent Adamson

This book is going to challenge everything you thought you knew about sales. The premise? That relationship-building is a flawed approach. Instead, you need to take control of the sale, reframing customer expectations and delivering a distinctive purchase experience that leads to loyalty and growth. Here, you’ll learn how to become the Challenger sales rep who drives a new level of results.

6. The Challenger Customer

Authors: Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman

The authors of The Challenger Sale didn’t sit on their laurels after releasing their findings about the Challenger seller. They continued their research and found that being a Challenger isn’t enough. You also need to challenge the right people, particularly in today’s complex multi-stakeholder deals. This book helps you identify the hidden influencer and gives you a blueprint for engaging and equipping them to challenge their organization from within.

7. Eat Their Lunch

Author: Anthony Iannarino

According to David Breshears, this book is “critical strategic and tactical advice for transitioning sales from a blue ocean to a highly competitive market.” Sometimes, to win the deal, you have to steal customers away from your competition — but you have to be able to do that without losing trust. This book shows you how to create a long-term competitive advantage that you can sustain.

8. Never Split the Difference

Author: Chris Voss

Written by a former FBI international hostage negotiator, this book helps you navigate high-stakes negotiations as if your life depended on it. Voss shares 9 counterintuitive principles that take emotional intelligence and intuition to the next level. Use them to become more persuasive in every aspect of your life. Michael Cavopol says this one is “VERY good.” And Daniel Episcope, Sales Engineer at DialSource, calls this, “One of my all-time favorites!”

9. 10x Rule

Author: Grant Cardone

Paul Gordon tells me this is his all-time favorite sales book. It takes you beyond the normal degrees of action — namely, no action, retreat, or normal action — by describing a 4th degree, known as massive action. To achieve extreme success, says Cardone, you need to take massive action. This book tells you how, so you easily achieve your goals.

10. Spin Selling

Author: Neil Rackham

Essential reading for anyone involved in selling or managing a sales force. Here, you’ll learn why traditional sales methods don’t work for large sales. You’ll let real-world examples, graphics, and case studies aimed to help you produce record-breaking high-end sales performance.

11. The Transparency Sale

Author: Todd Caponi

To build trust and dramatically reduce buyer skepticism, you need to do the opposite of what most sales courses tell you to do. As counterintuitive as it may seem, leading with your flaws can give you a faster close and higher win rates. The key? Transparency and unexpected honesty. 

12. #SalesTruth

Author: Mike Weinberg

This book is a blunt wake-up call to salespeople who are chasing bright shiny solutions — and refocuses your attention on a proven approach that actually drives results. Get past the noise, and bring back the sanity. Weinberg gives you proven, powerful principles that help you master the fundamentals of selling. 

13. Top of Mind

Author: John Hall

“Spoke to my Sales/marketing/business owner soul,” said Amy Volas. In this step-by-step guide, you’ll learn how to use content to keep your brand front and center in the minds of decision-makers who matter. Business is always about relationships, about a human connection. This book will help you position yourself for success by staying top of mind .

14. 81 Days to Becoming an Online Marketing Sales Machine

Author: Kelvin Dorsey

Written for novice and seasoned online marketers, this sales book will help you improve your online marketing sales strategy. You’ll learn actionable sales tactics, such as the “steal the market” method used by General Motors’ Alfred P. Sloan, tricks to turn nos into yeses effortlessly, the Earnest Hemingway sales method, and more .

15. Sales Differentiation

Author: Lee B. Salz

Sales Differentiation provides 19 simple ideas to help you close deals while maintaining profitability. The key? How you sell, not just what you sell, makes all the difference. Read Sales Differentiation to learn how to knock out the competition, build profitable relationships, and win deals at the price you want. 

16. Fanatical Prospecting

Author: Jeb Blount

This book explains the why and how behind the most important activity in sales and business development — prospecting. Learn the secrets, techniques, tips, and position yourself to fill your pipeline with an endless stream of high-quality opportunities. 

17. Selling to VITO 

Author: Anthony Parinello

This book gives you one-on-one support to catapult your sales career, catapult your earnings, and shock your sales manager. You’ll learn how to stop wasting time, reduce rejections, and work insanely hard for small sales. On the flip side, you’ll learn how to boost your sales up to 65%, cut your sales cycle in half, and get 120% more add-on business from your existing customers. 

18. Virtual Selling

A response to the changing sales landscape brought on by the pandemic, this book is a guide to embracing the new normal of virtual selling. Jeb Blount, author of several renowned sales books like “Fanatical Prospecting,” walks us through everything from direct messaging to video conferences. You’ll learn how to blend these virtual communication channels efficiently to boost your productivity, stay competitive, and wow prospects. 

Inked focuses on the game of negotiation to take your skills to the next level. Today’s buyers have a leg up on salespeople because they have more power than ever before — including more knowledge and more influence over the purchasing process. INKED gives you the strategic and tactical foundation needed to become an effective sales negotiator. 

20. Pick Up the Phone and Sell

Author: Alex Goldfayne

Pick Up the Phone and Sell is for salespeople who want to increase the quality of their sales calls. This book outlines how to build healthy sales habits to nix phone anxiety and grow your business. Learn how to open your sales calls with the right flow and close more deals.

21. New Sales. Simplified.

No matter how strong your customer retention is, your business ultimately relies on customer acquisition. New Sales Simplified provides a tried-and-true formula for cold prospecting, nurturing, and closing deals. It’s loaded with methods to teach you how to deliver a compelling sales story and leverage the power of various channels like social media, email, and even voicemail.

22. Little Red Book of Selling

Author: Jeffrey Gitomer

The Little Red Book of Selling is full of bite-sized information you need to succeed. Learn the “why” behind buying decisions, the “how” to make sales in the moment, and reference these tricks quickly when making a sale. Gitomer covers the bases of perfecting your sales methods, from the self-evaluation assessment to the “dos” and “don’ts” of sales. Every salesperson should have a copy of this book on their bookshelves.

23. Agile Selling

Author: Jill Konrath

Agile Selling brings you up to speed quickly by leveraging the best sales strategies to begin selling. This book helps you develop an adaptable attitude to persevere under tricky selling circumstances. Learn tips to aid situational credibility with potential or current clients on the fly. 

24. How Clients Buy  

Authors: Doug Fletcher and Tom McMakin

How Clients Buy is the ultimate guide to selling your service. This book teaches you to differentiate whether a client is ready to close or if you should delay your pitch. Gain practical insight into how to drive connections, build rapport, and close the deal. 

25. The New Solution Selling  

Author: Keith Eades

The New Solution Selling is an integrated, customized approach that enhances both individual productivity and organizational return on investment. This book acknowledges the significant changes in sales over the past ten years and how they influenced sales tactics. Get versed in the techniques used by top performers for prospecting and obtain the tools needed to increase the quality of sales prospects.

26. Cracking the Sales Management Code

Author: Jason Jordan

Category: Sales Management

Cracking the Sales Management Code is an innovative book for sales executives and managers who want to positively influence the performance of their sales teams. Jordan shares best practice strategies to identify and apply the crucial actions and indicators that create business success. You’ll enjoy fresh research into how world-class sales leaders evaluate and manage their sellers.

27. Sales Management Simplified

“Loved it,” reported Amy Volas. Here, Weinberg tells it straight, calling out the mistakes that plague the best-intentioned sales managers. Stop undermining the performance of your employees. Learn how to implement a simple framework for sales leadership, foster a high-performance sales culture, and other valuable strategies for leveling up your sales team.

28. The Sales Development Playbook

Author: Trish Bertuzzi

B2B success is strongly tied to a healthy sales pipeline. Trish Bertuzzi’s three decades of useful, practical expertise are condensed in this book. Align your sales development model and buyer’s journey while learning how to better lead your sales development teams.

29. Dare to Lead

Author: Brené Brown

Although Dare to Lead isn’t exclusive to sales management, it’s a must-read for any new sales manager. Brown explains that titles, position, and exercising authority are not factors of being a great leader. Dare to Lead empowers sales managers to act with curiosity, ask the right questions, and collaborate with others to lead with humility and foster the growing potential of your team. 

30. The Inner Edge

Author: Joelle K. Jay

Not truly a sales book, this is still essential reading for anyone in leadership or positions of influence. This book includes the same exercises and worksheets Jay uses while coaching high-level executives to level up their leadership skills. Jay teaches you to find your edge, obtain clarity, concentrate, take action, and increase your knowledge — while explaining how these are tangible, actionable strategies for successful leaders. 

31. Sales Engagement

Authors: Manny Medina, Max Altschuler, Mark Kosoglow

If you want to build the top of the funnel and generate qualified leads, you need to create connections, generate attention and interest, and create a buying opportunity. You need to master sales engagement . In this book, you’ll get insider secrets for humanizing sales, applying A/B testing, and taking your sales process to the next level with a modern sales engagement strategy.

32. Start with Why

Author: Simon Sinek

Why do some people or organizations achieve more innovation, more influence, and higher profits? It’s all about why they do what they do. Sinek details a radical principle: people only buy into a product, service, movement, or idea when they understand the “why” behind it. Learn the framework for finding your why and how to rally those who believe.

33. The Psychology of Selling

Author: Brian Tracy

Category: Sales Psychology

Learning to control your emotions during a sale is no easy feat, and you can learn much quicker by using the tips in The Psychology of Selling. Learn to gamify selling, conquer self-doubt, and get over rejection anxiety.

34. The Science of Selling

Author: David Hoffeld

The Science of Selling takes research from social psychology, neuroscience, and behavioral economics to understand what prevents prospects from saying “yes.” Uncover how to get past objections, secure the gradual commitments that result in a sale, and nurture prospects throughout the process.

35. Influence: Science and Practice

Author: Robert Cialdini 

Based on psychological concepts that guide human behavior, Influence: Science and Practice teaches you to secure small-scale agreements that result in a sale. Become well versed in six popular sales strategies: reciprocation, consistency, social evidence, liking, authority, and scarcity.

36. Words That Sell

Author: Richard Bayon

Ditch the overplayed words associated with selling and uncover more unique ways to highlight your product or service. With Words That Sell, learn to expand your vocabulary while making a sale in person, by mail, or online.

37. Mastering the Complex Sale, 2nd ed.

Author: Jeff Thull

Category: Complex Sales

When the stakes are high, you need a way to stand out and win. For that, professional customer guidance is key. In this book, you’ll learn a value-based approach to removing customers’ internal barriers and position yourself as the most credible solution. One reviewer called this “The essential read for any organization looking to transform their business for long-term, value-driven growth.”

38. Sales EQ

Technology gives buyers more information, more choices, and more control over the sales process than ever before. To overcome, you need to leverage a new psychology of selling — Sales EQ — to effectively influence buying decisions. Here, Blount gives you insights, tools, and frameworks to reach ultra-high performance and earnings with any sales process, industry, or deal complexity.

39. Big Companies

This is a classic, but it’s still relevant for anyone selling to enterprise organizations. Use these tried-and-true tactics to acquire key clients, shorten your sales cycle, and win more deals.

40. Think and Grow Rich

Author: Napoleon Hill

Category: Sales Mindset and Inspiration

Originally printed in March 1937, Think and Grow Rich has stood the test of time and is a go-to guide to achieving sales success. Hill leans into the experiences of millionaires from his period, including Andrew Carnegie, Thomas Edison, and Henry Ford. Learn from some of the greatest salespeople by unearthing the mindset that granted their success. 

41. How to Win Friends and Influence People

Author: Dale Carnegie

This is a true classic that was recommended by several people. Be aware, it’s been updated (see below) with tactics for the digital age. According to James Crisp , the updates were needed but the original is still his favorite. I believe it. In this (original) version, you get foundational principles for making people like you, winning them to your way of thinking, changing people without creating resentment, and more. Not necessarily a sales book, this is still one of the best sales books of all time. These are timeless tips that will be relevant for generations to come.

42. How to Win Friends and Influence People in the Digital Age

An update to the classic How to Win Friends and Influence People, this book reboots Carnegie’s original success principles to tame the complexities of modern times. Learn how to communicate diplomatically and tactfully, leverage an online network, amplify your message, optimize the power of digital tools, and more. 

43. The Human Element

Authors: Loran Nordgren and David Schonthal

It’s human nature to resist change. The Human Element highlights the frictions that arise when someone tries to influence another person. This book will teach you to focus on psychology to address objections from an emotional standpoint rather than recite what’s appealing about an idea. This book encourages marketers, innovators, executives, salespeople, and anyone else in business to validate their idea from an emotional standpoint.

44. Sell or Be Sold

Sell or Be Sold breaks down the methods and strategies you need to become an expert at selling in any situation. You will learn how to deal with rejection, salvage bad situations, shorten sales cycles, and ensure your sales success. 

45. Behind the Cloud

Author: Marc Benioff

Learn how the founder of Salesforce, Marc Benioff, went from starting a business in a rented apartment to becoming the brain behind the largest software company in under a decade. Marc explains how his company prevailed through economic downturns and other obstacles. Learn how to stand out, innovate, and accelerate your growth even in unfavorable economic conditions.

46. Selling With Noble Purpose

Author: Lisa Earle McLeod

Selling With Noble Purpose is for those who want to do work that satisfies their soul. This book explains how truly believing in the product or services you sell benefits the person on the other side of the table.

47. The Way of the Wolf  

Author: Jordan Belfort

Jordan Belfort is the original Wolf of Wall Street, played by Leonardo DiCaprio in the eponymous movie. Here, Belfort opens his playbook and pulls back the curtain on the step-by-step system he used to create massive wealth for himself, his clients, and his sales teams. Crack the code on how to persuade anyone to do anything.

48. To Sell Is Human

Author: Daniel H. Pink

Pink uses social science to offer fresh (and counterintuitive) insights into the craft of selling — like extraverts don’t actually make the best salespeople, and giving people an “out” can be more effective than persuasive power. Learn 6 new alternatives to the elevator pitch, 3 rules to understand other people’s perspectives, 5 frames that clear up your message, and insights that transform how you operate professionally and personally.

49. The Slight Edge

Author: Jeff Olson

The original edition of this book explored how you can create powerful results from simple daily activities, using the tools that are already within you. This 8th-anniversary edition shares the obvious next step: using the Slight Edge to achieve happiness and the ripple effect.

50. The 25 Sales Habits of Highly Successful Salespeople

Author: Stephan Schiffman

The 25 Sales Habits of Highly Successful Salespeople is a great introductory book for novice salespeople. By understanding the habits of successful salespeople, Schiffman explains how you can nurture your own successful sales habits. This book workshops industry examples so you can learn what you should do in various selling situations.

Whether you’re a budding sales rep or an experienced sales manager, it’s important to stay ahead of the curve to continue honing your sales skills. Pick up a couple of these top sales book gems to hone your selling skillset today. 

With this many touchpoints in the sales process, salespeople need to focus on the human element of closing deals. Optimize your sales process by automating your lead pipeline so you have more time to focus on closing deals. 

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• 22 Best Sales Books that Should be on Your Reading List

“Books are a uniquely portable magic”, says Stephen King in “On Writing: A Memoir of the Craft”.

A good book educates, enlightens, and leaves you feeling a tad bit wiser. Some even consider them the best mentors because you can keep coming back to their learnings.

Although your days may be hectic, and full of practical learnings, reading a good book is a tiny step you can take towards learning from the masters of selling. There are over 70,000 books about sales, and even though it’s impossible to read them all, here’s a reading list you could start with!

This list includes some of the highest-rated and h ighly recommended sa les books packed with many tips and techniques that you can use. Add them to your reading bucket list and let them work their magic.

1. “How to Win Friends and Influence People” by Dale Carnegie

Goodreads rating : 4.21/5

One of the first self-help books to ever be released, it is a gem for aspiring sellers. It has some of the best advice on how to get out of any mental rut, increase your popularity, and make you a better salesperson. It has six sections, each of which takes you through becoming a much better person. This book has been in the Top 20 of Amazon’s list of highest selling non-fiction books for a long while.

“ How to Win Friends and Influence People ” is said to have influenced the lives of many great people including, Warren Buffet and Donna Reed.

Why is it a must-read: Described as an “action book” by Carnegie, the book has continued to hold a great appeal almost a century after it was published. If you are new to reading, this is a good place to start.

A Thought that stuck: “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

A reader’s review:

There are some books which you can call classic in the true sense. Particularly this books has much to offer for every reader. The facts and stories presented in the book are awesome. Every chapter leads us to a better person. While reading this, after finishing every chapter I felt rejuvenated and motivated. If anyone tries to stick with the principles described in the book, I don’t think he is going to have any troubles in his future. Amit Mishra (via Goodreads)

2. “Selling to Big Companies” by Jill Konrath 

Goodreads rating: 3. 88/5

“ Selling to Big Companies ” is for you if you are looking to sell to large organizations. Written by a leading sales strategist, the book helps you identify why you are not getting calls back from the organization, how to identify key decision-makers and in the end, how to advance a sale to these companies. It focuses on the first part of sales— prospecting and making inroads with the first interaction with mammoths.

Why is it a must-read: The book comes with practical advice and easily actionable steps in dealing with large organizations.

A thought that stuck: “If you’re struggling to get into big companies, you probably have a weak value proposition. Pure and simple.”

An in-depth analysis of how to gain passage through the labyrinth and make a case with big companies. Based on hard experience, perceptiveness and persistence, and a worthwhile offering.  Al Czarnecki  (via Goodreads)

3. “The Psychology of Selling” by Brian Tracy

Goodreads rating: 4.11/5 

This is another New York Times best-selling book. The author, Brian Tracy, is a speaker and sales trainer who has worked with more than 500 companies. “ The Psychology of Selling ” talks about the 80-20 rule: top 20% salespeople make 80% of the money and the bottom 80% only make 20% of the money.

Tracy discusses how you can boost your self-esteem and perfect your sales techniques to be in the top 20%. He analyses why people buy and how you can use this to your advantage. A definite must-read for sales folks! 

Why is it a must-read:  The book also discusses practical strategies and techniques that apply to every aspect of the  sales cycle . It teaches you how to make your way to the top 20% of salespeople.  

A thought that stuck:  “Fear and self-doubt have always been the greatest enemies of human potential.” 

The interesting part of this book it’s that it will not bring out the bestselling concept but how to become the best of yourself in every life aspect. For me it’s not just a selling book but a game changer in every angle of my life. Roman Steven (via Goodreads)

4. “Secrets of Closing the Sale” by Zig Ziglar 

Goodreads rating : 4.16/5 

One of THE most important names in sales, Zig Ziglar, was a famous salesperson. This book summarises everything that he learned over his lifetime of 86 years and how he became successful in sales. He talks about how you can get everything you want in life if you are willing to help just enough people. 

“ Secrets of Closing the Sale ” is on the premise that everyone is a salesperson, and everything is selling. So even if you are not a professional salesperson, this is one book that you should add to your list. 

Why is it a must-read:  The book teaches you how to use storytelling as a tool to persuade people to agree with your ideas. The learnings can be extended to many spheres of life and are not limited to sales.  

A thought that stuck:  “It’s far better to use an effective procedure or close if that’s all you know than it is to know  all  the techniques in this book and not use any of them” 

Super entertaining and fun book to read plus Zig is a genius at sales. The biggest idea I took from this book is having the belief and being proud of your product, there’s also tons of other cool stuff but when Zig Ziglar talked about belief it felt really powerful. Really cool book if you’re into sales or marketing, definitely check it out! Mario Tomic (via Goodreads)

5. “Little Red Book of Selling” by Jeffery Gitomer 

Goodreads rating: 3.93/5 

This lovely book contains 12.5 (yeah, that’s right) principles of selling to your clients. It is an intriguing take on selling by Gitomer which is all about finding out why people buy. This, he says, is the most important step in selling. He also discredits the fact that sales are all about the price and relies on factors such as value-proposition and reducing the risk which in turn increase the buyer’s motive.  

“ Little Red Book of Selling ” will help you build value and relationships with your customers. It also stresses the importance of networking and how personal branding can help you win more sales. What are you waiting for? Go get your copy. 

Why is it a must-read:  It lists out everything that you shouldn’t do as someone who is new to sales. The nuggets of knowledge and the way that they are presented, make it a quick and motivating read.  

A thought that stuck:  “The biggest reason people don’t succeed is that they don’t expose themselves to existing information.” 

 Awesome, even for someone not in selling. If you haven’t realized yet, you are probably in sales, whether your job title says it or not. If you are a doctor you sell a certain prescription, if you are a teacher you sell a subject, if you meet someone new you sell yourself. That is why you should read this book. Shannon Kempenich (via Goodreads)

6. “To Sell is Human: The Surprising Truth About Moving Others” by Daniel H. Pink

Goodreads rating: 3.89/5 

Another New York Times bestseller, this popular book by Pink, offers an exciting take on sales. “ To Sell is Human ” busts popular myths like how only extroverts are believed to be good salespeople. It talks about improvisation as the key to selling and how you can redefine sales by moving people.

Get this book if you think selling is not just about pitching an idea to your audience. You can learn six other ways in which you can turn a pitch into a sale. 

Why is it a must-read:  Pink uses three concepts–attunement, buoyancy, and clarity—which will help you convince anyone. He also explains the three skills which help you apply these concepts in your life, which are pitch, improvisation and service. 

A thought that stuck:  “In the new world of sales, being able to ask the right questions is more valuable than producing the right answers. Unfortunately, our schools often have the opposite emphasis. They teach us how to answer, but not how to ask.” 

In to Sell is human, the author takes apart the stereotypical myths about sales and shows how all of us are actually involved in sales. He shares 6 strategies on how we can get comfortable with sales and use sales in our life in a way that actually gets everyone what they want. I particularly liked his emphasis on service and the various exercises he included to help the reader apply these ideas. If you want to be a better salesperson or if you want to understand how sales shows up in your life, this is an excellent book to read. Taylor Ellwood (via Goodreads)

7. “Selling the Dream” by Guy Kawasaki

Goodreads rating: 3.95/5

This book is written by the guy famous for marketing Apple’s Macintosh back in 1984. He has written several books, and this one for entrepreneurs is something that you should get your hands on. “ Selling the Dream ” focuses mainly on evangelists and how to succeed as one. It also comes with a short course on how to create an evangelist business plan. What’s better it takes the example of the original Macintosh product introduction plan.

Kawasaki also states how evangelists can change the world, citing Google as an example.

Why is it a must-read: The book is great for leaders and entrepreneurs because it helps you make everyone else believe in your vision. As a salesperson, you will find many takeaways that’ll make your prospect believe that your product is the best solution to their problems.

A thought that stuck: “Evangelism is selling the dream.”

Guy Kawasaki is a really interesting author with a lot to offer about both business and faith. The book is a little dated in some areas, but very well written. Although it is probably primarily meant to be a business book, I think as a crossover it is one of the best books on evangelism ever written. Great book, with many applications.  Ryan Fisher (via Goodreads)

8. “Ziglar on Selling: The Ultimate Handbook for the Complete Sales Professional” by Zig Ziglar

Goodreads rating: 4.12/5

Another gem by the sales expert, Ziglar, draws parallels with his more than 40 years of experience in sales and how aspiring salespeople can mimic his techniques. He also talks about how identifying the right salespeople can boost your sales team’s productivity.

Additionally, he discusses the science and methods behind selling, such as avoiding rude customers and finding prospects. This book is rightly titled, “ The handbook for the complete sales professional .” Add it to your list as well.

Why is it a must-read: After reading this book, you will know all the skills that you must work on to become a great salesperson. It takes a deep dive into prospecting, and what a no in sales really means. The book also talks about improving your personal life and relationships to perform better in sales.

A thought that stuck: “Selling is essentially a transfer of feelings.”

Ziglar is a sales expert. In this book, he provides us with practical advice on how to be successful in the sales profession. He is a great story-teller, and often incorporates humor in his work. As such, this is a very entertaining book for professional sales people. In addition Ziglar advises us on how to provide excellent customer service. John (via Goodreads)

9. “Selling the Wheel: Choosing The Best Way To Sell For You Your Company Your Customers” by Jeff Cox and Howard Stevens

Goodreads rating: 4.21/5

Is sales a new concept? “ Selling the wheel ” takes an everyday item into an archaic setting to explain how sales for new innovative products work. The book is structured as a fable about a man trying to sell the first wheel.

It’s also interesting to note how the product needs to be a good fit for the user because even the wheel, which is so useful, doesn’t have a long line of immediate buyers.

Why is it a must-read: Along with selling strategies, one can learn tips on marketing, product cycles, market maturity, and constantly adding value for businesses.

A thought that stuck: “Sell? Me? Minnie, the Wheel is a brilliant invention! One does not have to sell brilliant inventions; brilliant inventions sell themselves!”

It is one of the best books to understand how marketing should be done for a product. the author has a unique and a funny way of explaining concepts . This book is definitely for MBA’s and non MBA’s as well. An amazing read! Reikan (via Goodreads)

10. “Secrets of question-based selling: How the Most Powerful Tool in Business Can Double Your Sales Results” by Thomas Freese

Goodreads rating: 4.1/5

A bit of standard advice that salespeople hear is to listen to the user and understand their problems. But no one tells you how you can get them talking. “ Secrets of question-based selling ” helps you channel the power of How? What? Why? When? And who? Asking the right questions at the right time in the sales cycle takes you a long way.

Why is it a must-read: The book is a great go-to guide for objection handling , crack a more significant number of deals, and motivate buyers. It has many scripts and parts of email templates that you can use to improve your sales process.

A thought that stuck: “Questions are much harder to mismatch than statements because they ask people to contribute to the conversation.”

A fresh approach that revisions the sales process that is respectful to all parties and common sense. The three major moves are not overly complex and reflect the reality of what actually happens in the sales cycle. Stephen (via Goodreads)

11. “SPIN selling” by Rackham Neil

Goodreads rating: 3.99/5

Spin around the way you think about sales by adopting the SPIN (Situation, Problem, Implication, Need-payoff) strategy. The book is not just advice; it’s a compilation of learnings over thousands of cold calls and the years of experience that Neil Rackham has had as an advisor for prominent companies.

The book helps you understand how to tweak your strategy for minor and significant sales. It also challenges the popular notion, ‘Always be closing’ and explains how that doesn’t work for high-value services. Grab a copy of “ SPIN selling ” and see how it changes the way you strategize.

Why is it a must-read: The SPIN technique is really useful to salespeople who have shifted from low to high-value services. It makes the strategizing process simple and helps them remove the roadblocks in completing the sale.

A thought that stuck: “Skilled people receive fewer objections because they have learned objection prevention, not objection handling.”

Whether you like it or not, all business involves sales in some capacity. Written in 1988, Rackham describes his findings from observing 35,000 sales calls over a period of 12 years. He outlines the sales format that most often led to long-term success (Situation –> Problem –> Implication –> Need-Payoff). The recommendations are authentic, powerful and helpful; this book is a must-read for anyone in business! Jenny (via Goodreads)

12. “The extremely successful Salesman’s club” by Chris Murray

Goodreads rating: 4.13/5

To enter this club, all you need to do is start reading. A refreshing book in this list, it teaches you sales in a fictitious set-up. It’s a diary of sorts that a novice salesman writes about the seven core concepts of sales that he must learn to enter the salesman’s club.

Set in Victorian London, this book is a journey you take with this salesman who goes from being an amateur to success in sales. Beginners relate to the protagonist as they join him in his journey through the ups and downs to learn how to sell the right way.

Why is it a must-read: “ The extremely successful Salesman’s club ” feels like a partner for someone who’s starting out in sales. From the challenges to victories, you’ll find yourself relating and also learning in the process.

A thought that stuck: “Listen to people from your heart, as if your life depended on it, and you will find that in turn, people will listen to you with all of theirs.”

On the surface this is a manual to teach you how to sell effectively and improve your life. But it is presented in a humorous and very clever fictionalised “Victorian” series of diary entries. Neither of these descriptions do it justice. Very easy to read but makes you think.  Nicola James (via Goodreads)

13. “The sales bible: The ultimate sales resource” by Jeffrey Gitomer

Goodreads rating: 3.98/5

Another great book on sales by the author who has been through it all. The best part about “ The sales bible ” is that it is concise and to the point, with every topic divided into lists. All his lists follow the X.5 format where his lists have 10.5 or 12.5 points, and that last 0.5th advice is always a gem.

On days when your job feels too tough, reading this book can offer some motivation to get up and going.

Why is it a must-read: Cold calling , adding value for the prospect, objection handling , or any other sales confusion can be tackled with this book that stands true to its name.

A thought that stuck: “Failure is an event not a person.”

This truly is “The Ultimate Sales Resource.” I have read this book through many times and have pulled it off my shelf even more times to reference points that led to earning a lot of business. In addition to all of that, Jeffrey Gitomer is up to date. The information in this book works: these are not your grandpa’s (or grandmas!) selling techniques. A must have!  Troy Conant (via Goodreads)

14. “Selling the Invisible: A Field Guide to Modern Marketing” by Harry Beckwith

Goodreads rating: 3.96/5

“ Selling the Invisible ” skips whatever’s not necessary and gets to the point. A short read, full of great advice, which can be finished and use fast. Traditional sales focus on the product, its features, and specifications.

But selling the invisible talks about marketing and pitching services instead. It takes an interesting take on competitors because it mentions that since it’s a service, the prospect has a choice to carry it out himself. This means the three options that he has are you, your competitor, and himself.

Why is it a must-read: The book focuses on selling services instead of products and how handling objections and dealing with competitors works in such a set-up.

A thought that stuck: “There’s little point in killing an idea by saying it might fail. Any idea might fail. If you’re doing anything worthwhile at all, you’ll suffer a dozen failures. Start failing so you can start succeeding.”

As is often the case though you need to re-read these things from time to time. It’s one of the first marketing books I read that specifically addresses the challenges of a ‘service’ business. Marketing a service is a unique challenge given the intangible nature of what you’re dealing with. This is a quick read, and while not as entertaining as other authors it Beckwith does impart some important tips and ideas. James Christensen (via Goodreads) 

15. How to master the art of selling by Tom Hopkins

Goodreads rating: 4.11/5

Sometimes it’s hard to be excited about every cold call you make or every task on your to-do list. “ How to master the art of selling ” brings back the excitement by helping you add joy to the process.

From prospecting to pitching to closing the deal, this book is comprehensive and covers each step. The most exciting bit is that the sales tactics that Tom Hopkins talks about can be applied to almost every aspect of life, from pitching yourself for a job to date.

Why is it a must-read: While helping you excel in every process in the sales journey, the book also puts an emphasis on sales ethics. This helps you perform as a good salesman in the long run.

A thought that stuck: “How many ‘no’s am I willing to accept on my way to success?”

This is a powerful but unsubtle book. Its great virtue is that it really starts at the beginning and is full of details. It’s a rabbit stew cookbook that begins, as one should, by telling you how to catch a rabbit. Bob (via Goodreads)   

16. “New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development” by Mike Weinberg

Goodreads rating: 4.35/5

For a beginner, sales can be overwhelming, but “ New Sales. Simplified ” provides a great overview of all you need to learn about sales. It’s full of examples and personal experiences, which many it a humorous a funny read.

The title is quite apt because it simplifies sales by focusing on the details, tiny facts, or insights you might miss. These include focussing on pain points and building trust. It’s also a great book to gift to new members of your sales team.

Why is it a must-read: Mike has put the research to use himself and straight-up tell you what works. It’s a good primer for novice salespeople to get going.

A thought that stuck: “Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to your prospect.”

FANTASTIC reminder of what sales people should be doing but tend to get away from or make secondary. Mike walks through the entire process from selecting target prospects, writing your sales story to the meeting with the prospect. If you are a salesperson and want to increase your sales today, READ this book. Chan Pagel (via Goodreads)

17. “How I raised myself from failure to success in selling” by Frank Bettger

Goodreads rating: 4.26/5

We always hope to learn from our mistakes, but there’s a quicker way to go about it. You can learn from the one’s others have made and picking up a book that explains what to do and what not to do is the best way to go about it.

In 11 years, the author changed his life around by making use of the best sales strategies . From being broke to having enough to retire at 40, his personal experiences teach us to become winning salesman. Grab a copy to learn the seven golden rules for closing a sale .

Why is it a must-read: “ How I raised myself from failure to success in selling ” helps you harness the power of enthusiasm and conquer the fear of selling. It’s a great read if you’re feeling stuck and looking for a change in pace.

A thought that stuck: “Selling is the easiest job in the world if you work it hard—but the hardest job in the world if you try to work it easy.”

This is a very useful book! I love how he lays everything out so practically and uses many stories to illustrate the principles he teaches. He’s very simplistic and straightforward, just as if he were sitting there speaking with you directly. There’s no effort to impress anyone with his knowledge, intelligence, or success.  I would recommend this book to anyone, even if they’re not in sales, simply because it aids in acquiring people skills, which one can never go wrong to improve. Tara Beck (via Goodreads)

18. “First, break all the rules: What the World’s Greatest Managers Do Differently” by Marcus Buckingham

Goodreads rating: 3.93/5

For a well-oiled sales machine, the manager must understand each team member’s talents and how to harness them. “ First, break all the rules ” is perfect for managers to improve their sales team’s productivity .

The book covers everything from honing your teams’ talents, finding the right fit for a position, and understanding which training can benefit your team members. It is an easy read and challenges most of the supposed rules and norms of management to offer a fresher perspective on management.

Why is it a must-read: This book is a guide for managers to build efficient teams. It helps you encourage your employees and identify their talents.

A thought that stuck: “Any recurring patterns of behaviour that can be productively applied are talents.”

The findings in this book would surprise many of us, who do self-development or others-development everyday. It would give you an effective framework in recruiting the right ones, setting the right goals, focusing on the strengths, and assigning the right roles to the subordinates. What would surprise you is that you’ll find many myths that you used to think it is right, but it is not from the findings of Gallup. Viet Hung (via Goodreads)

19. “Take the cold out of cold calling: Web Search Secrets for the Inside Info on Companies, Industries, and People” by Sam Richter

Goodreads rating: 3.7/5

Once you master the art of cold calling, sales become much easier. This book is a tool that every salesperson can benefit from. The book offers good insight into research before the call, understanding the client’s needs, and making the right offer.

The tips mentioned will help you build long term relationships with your clients and improve margins in the process.

Why is it a must-read: “ Take the cold out on cold calling ” guides salespeople to understand industry trends and what they should look for to make the call relevant for prospects.

A thought that stuck: “In today’s value-oriented business marketplace, the “Fourth R”—research—is the tool that truly differentiates one business from the next and one salesperson from the next.”

If you are in college, or in the job market, or trying to land a new client,  this book is for you! Plain and simple it’s not who you know it’s what you know about who! Sam Richter is the man. Don’t just read this book but carry it around in your car. Stephen Costello (via Goodreads)

20. “Never Split the Difference: Negotiating As If Your Life Depended On It” by Chris Voss

Goodreads rating: 4.37/5

As a salesman negotiating is a skill you need to excel at. Do you know who else needs to? The book’s author, a hostage negotiator in the FBI.

“ Never split the difference ” is written by a man who has a lot of experience in high-stakes situations. While your negotiating as a salesman will hopefully never get as intense as a life and death situation, the psychology behind sales and negotiations remains the same. So, get ready to make and close the best deals.

Why is it a must-read: The book makes you a great negotiator and its learnings can be applied in various situations. These range from buying a call or closing a deal at the right price.

A thought that stuck: “The beauty of empathy is that it doesn’t demand that you agree with the other person’s ideas.”

Excellent!! The content. The writing style. The summary at the end of each chapter. I make no illusion that I’m going to become a better negotiator just by reading it. It requires re-reading (which I’m planning to do) and practice and experience. Robert (via Goodreads)

21. “Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal” by Oren Klaff

The prospect will never know what they need if you can’t tell them what you provide. With the pitching theory, learn how to make the correct pitches for yourself, your ideas, and your product.

Klaff doesn’t believe in scripts; instead, he applies knowledge from neuroscience to teach you how to capture and hold the client’s attention while making a pitch. His “STRONG” principle helps you build the proper framework for any angle that you have to make in your life.

Why is it a must-read: Many blogs and articles claim to give you the best script for a pitch. But Oren Klaff, through his book “ Pitch Anything ,” helps you understand the neuroscience and psychology behind pitching. Using these learnings, you can build the foundations for your pitch that’ll work every time.

A thought that stuck: “As I’ve said before, the brain is a cognitive miser. Unless it can get value for itself, it stops paying attention.”

A must book for anyone looking to raise capital or wanting to learn more on how to pitch their products/service. The concepts and techniques he talks about are not the salesy tricky techniques, he talks about macro and micro concepts that MATTER before and during the pitch. Highly recommend! Romeu Lorenco (via Goodreads) 

22. “Sell or be sold: How to Get Your Way in Business and in Life.” by Grant Cardone

Goodreads rating: 4.15/5

The art of selling must be perfected, not by just salespeople but by everyone. To be seen as trustworthy and capable, you need to be to sell all your ideas.

“ Sell or be Sold ” helps you to work on your sales pipelines and build confidence in yourself and the product. It also serves as a great guide on follow-ups and referrals. Pitching and completing the sale is the most ethical thing to do for a salesperson, and it can be achieved with persistence and great time management. Reach out for a copy to know-how.

Why is it a must-read: This book changes your mindset about sales whether you’re a salesperson or someone in non-sales. It helps you realise that the principles of sales are involved even when you’re just sharing a thought or an idea with someone.

A thought that stuck: “Become so sold, so convinced, so committed to your company, product, and service that you believe it would be a terrible thing for the buyer to do business anywhere else with any other product.”

I knew nothing about selling and this book was more than the perfect book to get me started. From techniques, to mindsets, I feel like a different person. I am more assertive in my business, I feel more confident about everything. It’s like Grant Cardone gave me his mind. Anthony (via Goodreads) 

I hope you find this helpful.  Do let me know what’s on your reading list next!  

Happy reading. 

Kritika is a content writer at LeadSquared. She loves reading and is trying to learn more about sales. Through her writing, she wants to make sales easier for everyone. You can connect with her on LinkedIn or write to her at [email protected].

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25 sales books every sales rep must-read in 2024

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals.

In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. Learn various strategies to effectively manage sales and close deals faster. 

Learning new exhausts the mind – Leonardo Da Vinci 

25 sales books you must-read in 2024

Here is a compilation of top sales books that you should consider reading in 2024 to improve your performance and reach your sales goals. 

1. 21.5 Unbreakable Laws of Selling

Author: Jeffrey Gitomer  

If you have chosen sales as your career and are looking forward to achieving success in it, then this is the one sales book you must read. 

Jeffrey Gitomer, a renowned sales trainer has shared some of his unbreakable selling laws in this book. If you align these powerful laws with your thinking and actions it can help you in being more efficient and effective. You will experience less friction, require less energy, and get better sales results faster. 

Below is an outline of the laws stated by Jeffrey Gitomer in this sales book: 

• Unbreakable law 1- Attract willing buyers
• Unbreakable law 2 – Think Yes!
• Unbreakable law 3 – Believe before you succeed 
• Unbreakable law 4 – Employ humor 
• Unbreakable law 5 – Build your own brand
• Unbreakable law 6 – Earn reputation 
• Unbreakable law 7 – Be assertive and persistent 
• Unbreakable law 8 – Demonstrate excellence
• Unbreakable law 9 – Deliver value first 
• Unbreakable law 10 – Communicate in term of them 
• Unbreakable law 11- Ask before you tell 
• Unbreakable law 12 – Serve memorably 
• Unbreakable law 13 – Exchange loyalty 
• Unbreakable law 14 – Earn trust
• Unbreakable law 15 – Utilize voice of customers
• Unbreakable law 16 – Discover the why 
• Unbreakable law 17 – Intend to achieve
• Unbreakable law 18 – Be perceived as different 
• Unbreakable law 19 – Perform dynamically 
• Unbreakable law 20 – Attract, engage, and connect socially 
• Unbreakable law 21 – Earn without asking 
• Unbreakable law 21.5 – Love it or leave it 

If you want to take the easy way and rely on your fate then go to a fortune-teller. If you want to create a successful future in sales then learn more about each law by reading the book – 21.5 Unbreakable Laws of Selling.

Get this sales book on Amazon  

2. Influence: The Psychology of Persuasion

 Author: Robert Cialdini

Persuading the prospects to spend their precious dollars in your product/service is surely a challenging task. However, the sales book “Influence: The Psychology of Persuasion” written by Robert Cialdini, the leading scientist in the field of influence can help you. 

It is one of the classic books on ‘influence’ that has been listed on the New York Times Best Seller . Robert Cialdini’s 30 years of research and 3-year program of study on what motivates people to change behavior had resulted in this highly acclaimed book. 

This book explains the customer psychology of why people say “yes” – and how to apply these understandings. 

After rigorous research, Robert Cialdini has identified the 6 key principles of persuasion:

• Reciprocity
• Consistency

You can either read the book or if you are falling short of time then you can go through the blog “ Drum-up sales with Cialdini’s 6 principles of persuasion ” to learn about each principle. 

Get this sales book on Amazon 

3. The Modern Seller 

Author: Amy Franko

The sales economy is constantly changing. Buyers have changed the way they want to interact with your business. Modern mindset, skills, and tools are required to handle these smart buyers. 

This is what even Amy Franko emphasizes in her book “The Modern Seller”. 

She explains the factors behind the challenging new sales economy and how it has impacted the customer, sellers, and leaders. 

Amy Franko is a well-acclaimed speaker, author, and expert in modern selling and sales skills. This expert has put her recent observation and lessons-learned as a sales consultant and trainer in this sales book “The Modern Seller”. 

She explains five vital skill sets that are required to rise above the rest.

Today’s sellers and leaders need to have the following skillsets. 

• Entrepreneurial
• Social 
• Ambassador 

This book is filled with effective sales strategies and practices that you can use to succeed in today’s challenging sales world. 

4. Fanatical Prospecting

Author: Jeb Blount

Effective prospecting is essential for filling your sales pipeline with quality leads.

Jeb Blount’s book, “Fanatical Prospecting” can be of great help for prospecting successfully. 

In this book, Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects.

Below are a few highlights from the book 

• Salespeople who ignore the call fail 
• Adopt a balanced prospecting methodology 
• The more you prospect, the luckier you get 
• Know your numbers by managing your ratios 
• Procrastinating, perfectionism and paralysis from analysis are the three P’s that’s holding you back 
• Time is the great equalizer of sales 
• Use your CRM like a CEO
• The four objectives of prospecting are 
• Set an appointment
• Gather info and qualify 
• Close a sale
• Build familiarity 

 The seven mindsets of fanatical prospectors: 

• Optimistic and enthusiastic
• Competitive
• Thirsty for knowledge
• Systemic and efficient
• Adaptive and flexible

If you want to get better at prospecting then do read this book. It offers high-powered strategies, techniques, and tools you require to fill your pipeline with high-quality opportunities. 

5. Sales EQ

The modern buyers are smart and well informed, thanks to the plethora of information available on the internet. Grabbing their attention is surely not an easy task. Most of the top sales professionals are leveraging the new psychology of selling- SALES EQ, to keep prospects engaged and shape as well as influence their buying decision. 

In the Sales EQ, Jeb Blount will take you on a journey into the behavior, traits, techniques, and secrets of the Ultra High Performers. How they live, execute the sales process and what makes them different from the average salesperson

Sales EQ addresses the human relationship gap in modern sales processes. Most of the sales-driven organizations aren’t able to succeed because many salespeople have never been taught the human skills required for effectively engaging the buyers at an emotional level. 

This book will teach you how to use emotional intelligence to become an ultra-high performer. 

6. Heart and Sell

Author: Shari Levitin

Heart and sell is one of the best sales books, written by the renowned sales expert, Shari Levitin. In this book, she shows sales professionals how to blend the science of selling with the heart of human connections. 

In Heart and Sell, Shari Levitin explains why emotions are important to the sales process. She wants sales professionals to embrace emotions instead of running away from them. Sales professionals who tap into their hearts engage deeply in the sales process. They take responsibility for their performance and the customers they encounter. 

In this book, she offers a plethora of strategies that can be very helpful in increasing sales.

She has shared 10 universal truths in this book-

• Success starts with the growth equation 
• Emotions drive decision-making 
• Freedom lives in the -structure
• In sales, no never means no 
• Trust begins with empathy 
• Integrity matters
• Anything that can be told can be asked
• Emotional commitment precedes economic commitment
• Removing resistance takes persistence 
• Looking for wrongs never makes your right 

In addition, she also shares an interesting acronym – H.E.L.L so that you do not go into Sales Hell.

H.E.L.L stands for- 

Habits 

Lack of Knowledge

7. Sales Truth

 Author: Mike Weinberg

Sales Truth is an amazing book written by the best selling author, Mike Weinberg. Through this impactful sales book, Mike offers a  blunt wake up call to all the sales professionals to get past the noise and nonsense, so that they can start winning more deals. 

Sales Truth slaughters many myths that are raging on in sales right now and focus on things that actually work. Mike Weinberg has shared a lot of helpful information supported by anecdotes, stories, and lessons learned from years of experience in this field. 

This sales book will acquaint you with Weinberg’s proven, powerful principles that can help in mastering the fundamentals of professionals selling to create more lucrative opportunities. 

8. Agile Selling

Author: Jill Konrath

Agile Selling is a great sales book that can help you survive in today’s ever-changing sales world. This powerful book is written by the internationally recognized sales expert, Jill Konrath. In this book, she shared how developing a personal process of agile learning helped her get through her doubts, fears, and struggles. 

In this book, she emphasizes on having an agile mindset that keeps you going through the challenging times in sales. 

In Agile Selling, you will discover numerous strategies and insights into how you can be an agile seller. 

In this informative book, you’ll learn how to: 

• Rapidly absorb new information 
• Leverage an agile mindset
• Master new skills quickly
• Tap into crucial sales habits 

9. Crushing Quota

  Authors: Michelle Vazzana , Jason Jordan

Well, every sales manager has expectations from their sales teams. If you are managing a sales team, you might have surely given your sales reps some targets.

However, have you given them proper coaching for achieving those sales targets?

If not, then here’s a sales book that helps in giving effective coaching for crushing the sales quota. 

Crushing Quota is a book by best-selling authors Michelle Vazzana and Jason Jordan that will help you in developing your own sales-coaching program that delivers profitable results. 

This informative book is based on research surveys rather than on opinions. It teaches you how to develop the best coaching approach for your sales reps using research-based practices. This book helps you in coaching the right things, in the right way at the right time. It provides best practices for structuring and conducting sales coaching. 

10.  The Challenger Sale

Authors: Matthew Dixon , Brent Adamson

The Challengers Sales is a research-based book by Matthew Dixon and Brent Adamson. It introduces us to an effective selling model- The Challenger Sales model.

The Challenger Sales Model is a sales approach where the sellers teach their prospects, tailor their sales process, and take control over the sales conversations.  

Through the book, you can learn how to become the Challenger- an effective salesperson who isn’t afraid of taking control and who wins sales by teaching the clients. 

11. Pitch anything 

 Author: Oren Klaff

If your sales pitch isn’t strong enough it will fail to grab the prospect’s attention and you will lose the deal. Oren Klaf shares innovative methods in his book “Pitch Anything” to help you make winning pitches. 

Oren Klaff presents an acronym STRONG that stand for 

Setting the frame

Telling the story 

Revealing the intrigue

Offering the prize 

Nailing the hook point

Getting a decision 

Following this sequence can help in creating a great sales pitch. 

According to the author, creating and presenting a great pitch isn’t an art but simple science. 

In this book, Oren has focused on the disconnect between the message and the receiver. 

The way you pitch something and the way the opposite person perceives it is often different. He further explains it is all because of the way our brain works. He has given many interesting tactics and strategies that can help you in pitching anything to engage and persuade your audience. 

12. Triangle Selling

Authors: Hilmon Sorey , Cory Bray

Triangle Selling is a sales book by Hilmon Sorey and Cory Bray. These authors have experience of working with thousands of sales professionals and hundreds of companies worldwide. They created this book with an aim to leverage what they’ve seen effective at its core into an easy-to-adopt set of tools for engaging buyers effectively. 

They want salespeople to know. “Where they stand” “Why” and “what to do next: throughout the sales process. “What these salespeople need to say for moving their deals forward or disqualify them” 

Hilmon and Cory have introduced us to Triangle selling in this book. 

There are three aspects to the triangle selling that are as follows:

Reason: What will move the prospect to buy?

Resources : What must be accessed, navigated, or changed in order to buy?

Resistance: What obstacles will be encountered in the buying process?

The authors have stated interesting acronyms in the book like:

H.E.L.P: To maintain momentum between meetings 

• Highlight your conversation 
• Educate your prospects 
• Leverage your network(for their benefit) 
• Predict the future (to prevent deal blockers) 

G.R.O.W; To ensure pilots turn into deals

• Gather political resources
• Roll out pilot
• Organize a communication cadence
• Win a larger deal 

Triangle selling empowers sales professionals to quickly adapt to the necessary fundamentals for fueling revenue growth. 

Get this sales book on Amazon

13. Buyer-Centered Selling: How Modern Sellers Engage & Collaborate with Buyers

Authors: Thomas Williams , Thomas Saine

Buyer-Centered Selling is an excellent output of the collaborative efforts put by Thomas Williams and Thomas Saine. In this informative sales book, the authors provide many strategies for the sellers to help the buyers address the eleven dilemmas that are likely to slow down and hinder the buying process. 

The authors speak about how buying and selling is changing in the digital era and why sellers should consider a different approach to engage the prospects. 

This impactful book is like a training module that outlines step-by-step what you need to do for working more effectively with buyers. 

14. Hacking Sales – The Playbook for Building a High-Velocity Sales Machine

Author: Max Altschuler

The traditional sales methods fail nowadays in capturing the interest of modern buyers. Besides, sales is evolving at a great pace; you can call it a sales acceleration era. A more effective approach is required to stay ahead of the sales evolution.

Hacking Sales is an informative book by Max Altschuler that shows you how to build a fully streamlined sales engine using next-generation tools, tactics, and strategies. 

This sales book will help you do the following things:

• Build a pipeline in a repeatable and scalable manner that can be refined and enhanced over time
• Close deals faster and nurture lead properly
• Take advantage of all of the new technologies that make selling more efficient

15. The Pirate’s Guide to Sales

Author: Tyler Menke

To become the best you need to learn from the best. This is why Tyler Menke interviewed the high-level leaders and turned what he learned into a sales book called “The Pirates Guide to Sales: A seller’s Guide for Getting from Why to Buy.”

In this book, Tyler brilliantly blends years of selling concepts with real-world experiences in a framework that anyone can easily learn. 

This book will take you on an interesting journey where you’ll learn many strategies and tactics to improve sales and boost business growth.

The best thing about this book is that every chapter commences with an excellent anecdotal story that ties to the chapter concept, with some pirated tips in the middle and the chapter ends with real-life examples. You surely won’t get bored reading this book. 

16. The Seller’s Challenge

Author: Thomas Williams , Thomas Saine

B2B sales have always been challenging. There are many obstacles that salespeople face while selling. In the book “The Seller’s Challenge” written by Thomas Williams and Thomas Saine, you’ll find many practical pieces of advice to handle some of the most difficult challenges encountered in B2B sales. 

This book highlights the 10 biggest challenges of b2b sales. 

With the help of this book you will find answers to the following questions:

• What is the best way to sell to the multiple buyers that are within every complex sales?
• What is the best way to research, plan, and execute a sales call that moves the buying process forward?
• How do I influence buyers who are already strongly committed to a different course of action?
• Why is my sales call bombing out? What is the root cause and how can I fix it?
• What is the best way to address gatekeepers and how can I leverage them to gain access to executive buyers?
• Why is the status quo my #1competitor and how to create an effective strategy to compete against it?
• When should I participate in a request for a proposal and how can I build a strategy that overcomes the limitation of the dysfunctional RFP process?
• Why is selling to committees so hard and what is the best way to develop and execute a committee-focused sales strategy?
• How do I manage and collaborate with procurement in a way that creates success?
• What is the best way to manage prices and discount demands? 

This sales book provides best practices and real-life examples to help salespeople craft action plans that improve productivity and drive success. 

17. Outbound Sales, No Fluff

Author: Ryan Reisert , Rex Biberston

Outbound Sales, No Fluff is a book written by two millennials, Ryan Reisert and Rex Biberston, who have sold something this decade. This book is like a step-by-step guide for modern sales professionals to build a successful and repeatable outbound sales process. 

The authors share some amazing framework, knowledge, and skills to fill the sales pipeline with high-qualified opportunities. No rant, and no product pitches, it’s all practical advice that you will get to read in this book. It is a great book to get better at outbound sales. 

18. The Transparency Sale

Author: Todd Caponi

Nowadays buyers do their research and read various reviews before purchasing any product. They try to dig and find all the pros and cons to ensure they are making the right decision. They expect the sellers to be honest and maintain transparency during the decision making process. 

In the book, “Transparency Sale” The award-winning sales leader, Todd Caponi shares his hard-earned secrets for engaging potential buyers with honesty. He emphasizes on understanding the buying brain to get the deal you want while delighting the customers with the experience they expect. The author shows us how radical transparency can help in gaining the trust of your prospective buyers for converting them into paying customers. 

19. Objections

Author:  Jeb Blount

No matter what you sell, you are ought to face objections on the path to deal closure. 

So is there a way to get past the “NO”?

In the sales book “Objection”, Jeb Blount, acquaints you with the hard truth of what’s really holding you back from reaching your sales goals. 

In this book, Jeb Blount shares stories, examples, and lessons that teach a powerful human-influence framework for getting past the – NO. You’ll learn a new psychology for turning-around objections and get techniques for managing today’s well-informed and skeptical buyers. 

20. Discover Questions

Author: Deb Calvert

Discover Questions is a great book by Deb Calvert that reveals findings from buyer research on how to use questions to gain trust and form strong bonds with the potential buyers. 

This book gives a fresh perspective on the questioning process. 

With this informative book, you can create value for your prospects and connect with them in a better way. You’ll find anecdotes from actual sales calls in this book, that will show you exactly how to be more effective in all the stages of the sales process. 

21. Sales Enablement

Authors:  Tamara Schenk , Byron Matthews  

Sales Enablement is a research-based book written by Tamara Schenk, Byron Matthews. You’ll find sales enablement best practices and step-by-step approaches for implementation alongside expert advice. 

The authors have given examples of real-world companies and highlighted the steps one must take to achieve the desired sales results. This book is a perfect guide on sales enablement for any sales professional who wants to drum-up their sales and boost revenue. 

22. Sales Differentiation

Author: Lee Salz

Bad mouthing your competitors won’t help in differentiating your solution. There are better ways to do it. 

Sales differentiation by Lee Salz is a great book that teaches you how to differentiate your solution in ways that are more meaningful to your buyers. 

The book is divided into two parts: what you sell and how you sell it. Lee Salz shares a lot of examples, stories, charts, and graphs to show you how to differentiate your solution and provide value to your prospects. 

23. The Lost Art of Closing 

Author: Anthony Iannarino

Most of the sales professionals face difficulty in closing. Due to which they lose many lucrative deals and fail to meet their sales quota. 

In the book, “The Lost Art of Closing” Anthony Iannarino shows a different approach to handling the most difficult phase of selling, ie – closing. He emphasizes on the 10-step process for converting skeptical prospects into paying customers. 

Here are the 10 commitments that are necessary for closing 

• The commitment of time
• The commitment to exploring
• The commitment to change
• The commitment to collaborate
• The commitment to build consensus
• The commitment to invest
• The commitment to review
• The commitment to resolve concerns
• The commitment to decide
• The commitment to execute 

24. To Sell Is Human

Author: Daniel Pink

Dan Pink in his book, “To Sell is Human” offers a fresh look at the art and science of selling. The author shares some of the best practices to improve your sales as well as life. The book powerfully describes the various shifts in the modern reality of sales. 

The author describes the principles of attitude (ABC: attunement, buoyancy, and clarity, rather than the older sales formula ‘always be closing’). He also gave three principles of action (pitch, improvise, and serve). In this book, Pink offers practical insights into modern selling. 

25. The Only Sales Guide You’ll Ever Need

Here’s another interesting book by the sales expert Anthony Iannarino. The sales expert has boiled down everything he has learned and tested in this informative 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 action including:

• Self-discipline: The art of “me management”
• Optimism: “A positive mental attitude”
• Caring: “The desire to help others”
• Competitiveness: “A burning desire to be the best”
• Resourcefulness: “Finding a way or making one”
• Initiative: “Taking action before it is necessary 
• Persistence: “ Breaking through resistance
• Communication: “Listening and connecting”
• Accountability: “Owning the outcomes you sell”
• Mastering the mind: “Mastering the mind-set elements to create influence”

Wrapping up 

We hope this list of books will help you in improving your sales. Each book on this list has something to offer that can help you in getting better at selling. Besides these books, there are various sales tools that can help you in managing and improving your sales. With a tool like Salesmate CRM, you can streamline your sales process. It is one one the best CRM software that can help you in managing, nurturing, and converting your deals into sales.

Coreen Menezes

An avid writer who likes to explore new fields and research about interesting subjects. She is a versatile content developer who plays with words to express her thoughts. Calm, carefree and creative are the words that describes her the best.

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Sales Pitch: How to Craft a Story to Stand Out and Win Paperback – September 27, 2023

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• Publisher ‏ : ‎ Ambient Press (September 27, 2023)
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12 best books on sales every salesman should read

Looking for the best books on the art of selling? You are so right to seek to train yourself: knowledge is power, and in this digital age, ignorance is not bliss—it's bankruptcy! That's why it's crucial for every sales rep to arm themselves with the latest trends, strategies, and techniques in the art of persuasion.

From crafting compelling sales pitches to building rapport faster than you can say "Hello, my name is..."—The top 12 best books on sales we’ve chosen cover all your needs. And hey, if reading isn't your jam, we've got you covered with our article on the best sales podcasts . Yes, we've thought of everything!

Grab your reading glasses, dust off your Kindle, and get ready to revolutionize your sales game.

Best books on sales for beginners

1. “To Sell Is Human” by Daniel H. Pink

For beginners dipping their toes into the world of sales, "To Sell Is Human" serves as an accessible and enlightening primer. By the time readers reach the final page, they'll not only have gained a deeper understanding of the principles of selling but also a newfound appreciation for the pervasive influence of persuasion in our lives. 

D. Pink starts by drawing on data from the U.S. Bureau of Labor Statistics: he reveals a surprising truth: 1 in 9 Americans is officially categorized as working in sales. However, he makes a compelling case that the art of persuasion extends far beyond traditional sales roles, permeating every aspect of our daily lives.

In "To Sell Is Human," Pink challenges conventional wisdom, suggesting that the old adage of "Always Be Closing" is outdated. Instead, he introduces readers to the new ABCs of moving others in the 21st century, backed by social science research and practical insights.

Pink's book isn't just theory; it's a toolkit for navigating the complexities of human interaction. From understanding the psychology behind effective sales pitches to mastering the art of perspective-taking, Pink offers tangible strategies that can be applied in various personal and professional contexts.

2. “How to Sell Anything to Anybody” by Joe Girard

With a Guinness World Record under his belt for selling a whopping 13,001 cars in a fifteen-year career, Joe Girard's credentials speak volumes. And here's the kicker—he didn't graduate from an Ivy League institution or possess any fancy degrees. No, J. Girard earned his stripes the old-fashioned way: through grit, determination, and a relentless pursuit of excellence in salesmanship.

In "How to Sell Anything to Anybody," Girard shares the secrets of his success with readers, insisting that anyone can follow in his footsteps. Drawing on fundamental principles of trust and hard work, Girard distills his decades of experience into a timeless guide for aspiring sales professionals.

This bestselling classic has empowered millions of readers to achieve their sales goals, and you're next in line for success. J. Girard promises to equip you with the tools and techniques to close the deal every time, leveraging the strategies that propelled him to record-breaking heights in his illustrious career.

So, whether you're a seasoned sales veteran or a newcomer to the game, Girard's wisdom is your ticket to sales mastery. To quote him: “Salesmen are made, not born. If I did it, you can do it.”.

3. “New Sales. Simplified.” by Mike Weinberg

"New Sales. Simplified." by Mike Weinberg is like a breath of fresh air in the world of sales literature. With a title that promises simplicity, Weinberg delivers a roadmap for sales success that's as practical as it is effective.

At the heart of every thriving business lies a steady stream of new accounts, and Weinberg understands this fundamental truth like no other. In his book, he emphasizes the importance of continuous prospecting, even for businesses with a strong base of repeat customers.

Filled to the brim with tested strategies and real-life anecdotes, "New Sales. Simplified." offers a proven formula for prospecting, developing, and closing deals. But what sets Weinberg's approach apart is his refreshing honesty and a healthy dose of humor. He isn't afraid to shine a light on the critical mistakes commonly made by salespeople and executives, while also providing actionable tips to achieve better results.

Weinberg’s insights on proactive telephone calls, email outreach , and social media engagement are particularly valuable in today's digital age. But perhaps the most valuable lesson from "New Sales. Simplified." is the importance of establishing trust with buyers. Weinberg understands that overcoming buyers' natural skepticism is key to successful selling, and he offers practical advice on building rapport and credibility.

Best books on sales to better understand to better understand the challenges of psychology in sales

4. “The psychology of selling” by Brian Tracy

In the world of sales, understanding the intricate dance of human psychology can mean the difference between closing a deal and watching it slip through your fingers. That's where "The Psychology of Selling" by Brian Tracy shines brightest. While techniques and methods certainly have their place in the sales toolkit, Tracy argues that mastering the psychology behind selling is the true key to prosperity.

Tracy, a renowned sales trainer and professional speaker, draws from his wealth of experience to illuminate the inner workings of the salesperson's mind. In his book, he delves into the "inner game of sales and selling," offering insights on how to control one's thoughts, feelings, and actions to maximize effectiveness.

One of the biggest hurdles in sales is the fear of rejection, a psychological barrier that can paralyze even the most seasoned salesperson. Tracy provides practical strategies for eliminating this fear and building unshakeable confidence.

Tracy also delves into the psychology of why people buy and how to leverage this knowledge to your advantage. By understanding the underlying motivations driving purchasing decisions, salespeople can tailor their approach to better resonate with customers.

What sets "The Psychology of Selling" apart is its immediate applicability. B. Tracy doesn't waste time with theoretical musings; instead, he delivers a series of actionable ideas, methods, strategies, and techniques that salespeople can implement right away.

5. “Methods of Persuasion: How to Use Psychology to Influence Human Behavior” by Nick Kolenda

"Methods of Persuasion: How to Use Psychology to Influence Human Behavior" by Nick Kolenda is a groundbreaking exploration into the subconscious drivers behind human decision-making.

Kolenda's journey into the world of persuasion began with a unique stage show, where he demonstrated the power of subconscious influence to captivate audiences worldwide. Drawing from principles of cognitive psychology, he developed a "mind reading" performance that mesmerized over a million spectators—a testament to the profound impact of psychological persuasion.

Through a synthesis of academic research and real-world application, Kolenda unveils a comprehensive 7-step persuasion process known as “Methods”.

Each step of the “Methods” process is carefully crafted to leverage key psychological principles, from molding perception to sustaining compliance. But Kolenda doesn't just stop at outlining the steps; he dives deep into the psychology behind each one, empowering readers with the knowledge to apply these techniques in their own lives.

6. "Influence: The Psychology of Persuasion" by Dr. Robert Cialdini

"Influence: The Psychology of Persuasion" gives readers a deep dive into the psychology behind why people say "yes" and how to ethically apply these principles in various aspects of life. New York Times bestseller Dr. Cialdini presents 6 universal principles of influence in his book, each serving as a powerful tool in the arsenal of skilled persuaders.

• Reciprocation, the innate urge to repay favors received—a concept deeply ingrained in human social dynamics.
• Commitment and consistency, a concept highlighting the human tendency to align our actions with our stated commitments
• Social proof illuminates our tendency to look to others for guidance when uncertainty arises, particularly when faced with ambiguous situations.
• Authority sheds light on our inclination to defer to those perceived as experts or figures of authority
• Liking, to explain that we tend to agree with people we like
• Scarcity highlights the allure of limited or dwindling resources. Together, these six principles form a comprehensive framework for understanding and harnessing the power of persuasion.

Dr. Cialdini doesn't stop at theory; he provides practical guidance on how to apply these principles ethically in both personal and professional settings.

Best sales books for startups & tech growth companies

7. “Traction: A Startup Guide to Getting Customers” by Gabriel Weinberg and Justin Mares

In an era where most startups meet their demise, Weinberg and Mares shine a spotlight on the crucial ingredient for success: traction.

But what exactly is traction, you might ask? It's more than just having a great product—it's about achieving real customer growth, the kind that propels startups to new heights of success. Armed with the Bullseye Framework, a five-step process developed by Weinberg and Mares, founders and employees alike are equipped to pinpoint the marketing channels that will catapult their ventures to the next level.

Drawing on insights from industry titans like Jimmy Wales (Wikipedia), Alexis Ohanian (Reddit), and Paul English (Kayak.com), Weinberg and Mares distill the tactics and strategies used by the biggest names in the business to achieve remarkable traction.

"Many entrepreneurs who build great products simply don't have a good distribution strategy." That's where "Traction" comes in, offering a systematic approach to marketing that is sorely lacking in the startup world. From viral marketing to business development, from search engine optimization to offline events, Weinberg and Mares leave no stone unturned in their exploration of the most effective growth channels.

8. “Fast Forward: Accelerating B2B Sales for Startups” by Martin Giese and Matthias Hilpert

"Fast Forward: Accelerating B2B Sales for Startups" is a comprehensive guide for founders navigating the complex world of B2B startups. Whether you're starting from scratch or aiming to scale your revenue to staggering heights, Martin Giese and Matthias Hilpert's expertise-packed book is your roadmap to success.

With a focus on actionable advice and real-world examples, Giese and Hilpert provide a step-by-step blueprint for finding, winning, and keeping customers in the competitive B2B landscape.

From market segmentation to contract negotiation, from sales process optimization to customer success strategies, "Fast Forward" covers every aspect of the sales journey with precision and clarity.

Offering exclusive advice from more than 30 top-tier B2B startup founders and CEOs—including industry luminaries like Moritz Zimmermann (Hybris, now SAP) and Veronika Riederle (Demodesk)—the book offers a wealth of insider perspectives and practical sales tips .

9. “Own Your Niche” by Stephanie Chandler

"Own Your Niche" dives into authentic, practical strategies that empower business owners to showcase their brands with integrity and effectiveness.

At the heart of "Own Your Niche" is a commitment to authenticity—a commitment to showcasing your business in a way that resonates with your target audience and builds genuine connections. Chandler's easy-to-use strategies empower readers to identify and connect with their ideal customers, turning up the traffic generation on their websites and building effective blogs that serve as hubs of authority in their respective niches.

Chandler also delves into offline methods for generating exposure and building credibility with professional speaking engagements, direct mail campaigns and publishing ventures.  The book offers results-driven strategies that can be implemented with ease. “Own Your Niche” helps you with your social media tactics that require less than an hour per day and gives you ideas for email marketing campaigns that build loyalty.

The book includes interviews with successful service-based business owners, who share their own experiences and insights into building audiences and creating successful enterprises.

Best sales books for negotiation tactics

10. “The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale” by Stephan Schiffman

From generating leads and mastering the art of cold calling to establishing solid relationships and sealing the deal, S. Schiffman leaves no stone unturned in his quest to equip readers with the tools they need to succeed in the competitive world of sales. 

Inside this book, you'll discover S. Schiffman's proven sales philosophy, which emphasizes the importance of asking questions, viewing objections as opportunities, and prioritizing the client's needs above all else.

One of Schiffman's key tenets is that sales don't happen unless questions are asked—an insight that underscores the importance of active listening and engaging with customers on a deeper level. Moreover, Schiffman reminds readers that objections are merely opportunities in disguise, empowering salespeople to address concerns head-on and turn them into selling points.

11. “The Sales Bible, New Edition: The Ultimate Sales Resource” by Jeffrey Gitomer

Renowned global sales authority Jeffrey Gitomer's bestselling classic has been updated and expanded in this new edition, offering readers the ultimate methods and strategies that work in real-world selling situations.

"The Sales Bible" has earned its place as a must-have resource for salespeople worldwide. It's even been recognized as one of "The Ten Books Every Salesperson Should Own and Read" by the esteemed Dale Carnegie Sales Advantage Program.

Inside "The Sales Bible," you'll find a wealth of insights and strategies to help you reach your full sales potential and shine like a star. From the 10.5 Commandments of Selling to proven techniques for generating leads and closing sales in any market environment, Gitomer leaves no stone unturned in his quest to equip readers with the tools they need to succeed.

One of the book's highlights is its focus on leveraging social media platforms to create inbound leads and demonstrate value—a strategy that's become increasingly essential in today's digital age. And with Gitomer's famous podcast on sales, "Sell or Die," serving as a complement to the book, readers have access to even more valuable insights and advice from one of the industry's leading experts.

12. "Snap Selling" by Jill Konrath

Potential customers are grappling with tighter budgets, shorter timelines, and limited resources. They're skeptical of anyone who tries to push them into buying or changing anything. In this challenging landscape, traditional sales strategies simply won't cut it.

But fear not—internationally recognized sales strategist Jill Konrath is here to show you how to navigate these obstacles and emerge victorious.

In her book, "Snap Selling," J. Konrath draws on her extensive sales experience and the stories of other successful sellers to offer a set of 4 SNAP Rules designed to help you secure more appointments, expedite decisions, and close sales with customers who are short on time and patience.

• Keep it Simple. By simplifying your message and making it easy for customers to understand, you'll increase their likelihood of breaking away from the status quo.
• Be invaluable. To stand out in a crowded marketplace, you need to position yourself as the go-to expert—the person your customers can't live without.
• Always Align. To be relevant to your customers, you must ensure that your offerings are in sync with their objectives, issues, and needs.
• Raise Priorities. By keeping the most important decisions at the forefront of your customers' minds, you'll maintain momentum and drive the sales process forward.

Use Claap to elevate your sales game

What is claap.

Claap is an all-in-one video platform enhancing sales meetings and collaboration featuring:

• Meeting recordings with audio and video transcriptions ;
• AI-generated notes and summaries according to a desired template;
• All-in-one video platform to store your sales videos and collaborate with your teams;
• Turn customer calls into insights ;
• Screen and webcam recording.

5 reasons to use Claap to boost your sales process

1) Innovative Prospecting

Use Claap to create customized video messages for cold outreach. It humanizes interactions and leaves a memorable impression on your prospects using video prospecting .

2) Sales Team Training

Claap serves as your video library for on-demand sales training materials. You can train your team effectively with pitch-perfect product demos and objection-handling examples.

3) Efficient Prospect Engagement

With its screen recording feature, you can use Claap to showcase product demos during lead qualification. It helps engaging prospects with interactive sales videos.

4) Centralized Hub for Multimedia Content

Claap serves as a centralized hub for client meeting materials. You can easily revisit discussions and maintain organized records.

5) AI-Powered Meeting Notes and Summaries

With Claap AI-powered summaries, you can deliver quick and concise insights from your meetings and then share them with your team for efficient feedback sessions .

Take the plunge and explore all Claap’s capabilities with a 14-day free trial (no credit card required), including all premium features.

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10 Books On Improving Communication And Pitching (Updated With 6 More For 2023)

May 9, 2023

Presentation and Pitch Expert. Ex Advertising.

$100mill In Funding. Bald Since 2010.

Looking for books on improving communication and pitching? This is it, a guide covering the best books for pitching in the known universe (yeah, Martians are good at that too)

In general better communication skills and improved pitching is fundamental to any aspect of life. Business is no exception.

If you’re looking to improve your cold call script, or just modify your Linkedin Outreach scenario, you need to dive into the pages of the sales and communications masters listed below.

Sure, it might look as if some of these books are not specific to Linkedin or cold calls but the lessons within them, will apply in ANY scenario or message you send to your potential client.

Here is a list of the top 10 best sales books every person on the planet should read – these books are classics and can help make you a better communicator and improve your pitch.

Disclaimer : I just want to circle around here and let you know that there are Amazon affiliate links within this article that help me write more often and share my experiences with you. I will earn a small commission at no extra cost to you.

Hey , before you read on:

Consider doing what others like you did. Reading how to make presentations will take a-lot of time. You need one today (probably) . Let me help you develop a killer presentation and save 10+ hours of your time for a fraction of the cost. All it takes to start is a free 30 min call with me.

The least you will get is 10 actionable tips & strategies to own that next presentation, worth $599, for free.

16 Best Books For Pitching

Pitch anything: an innovative method for presenting, persuading, and winning the deal by oren klaff.

2400+ Pitchermen read it

Delivering a sales pitch is one of the most vital components in the selling process. Depending on how well you’ve mastered this craft, you can make or break a deal. In this book, Oren Klaff describes his  one-of-a-kind method  for delivering winning pitches for any business situation. This book is a must-have whether you deliver pitches to investors, clients, or even your boss.

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink

3000+ Pitchermen read it

Most people have a very negative view of selling. They use words like “slimy”, “sleazy”, and “spammy” to describe the selling process.  Pink disagrees.  “To sell well is to convince someone else to part with resources — not to deprive that person, but to leave him better off in the end.

”The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.”

Hold on. You might want to check my list on the best presentation books. Why?

It’s 1O crucial books that will help you improve the design and structure of your presentations, besides improving its delivery. Check it out below.

Or, lets just continue on with this list.

Communication Skills: A Practical Guide to Improving Your Social Intelligence, Presentation, Persuasion and Public Speaking by Ian Tuhovsky

1000+ Pitchermen read it

Have you ever considered how many times you intuitively felt that maybe you lost something important or crucial, simply because you unwittingly said or did something which put somebody off? Perhaps it was an unfortunate word, wrong formulation, inappropriate joke, forgotten name, huge misinterpretation, an awkward conversation, or a strange tone of your voice?

If you don’t know how to communicate correctly, you’re going to have problems in business.  This book will help you improve  your social intelligence, persuasion, and communication skills, and give you the tools you need to convince others you’re the right person for the job.

Flip the Script: Getting People to Think Your Idea Is Their Idea

500+ Pitchermen read it

Yes, this guy again. The reason why he made this list twice is because he is probably the best pitcher man in the world (even better than me!) with hundreds of millions of dollars in successful pitches behind him. In this second book he analyses a brilliant approach to pitching, that he uses. Unconventional and very effective.

The Art of the Pitch by Peter Coughter

100+ Pitchermen read it

The thought of making an elevator pitch is scary for many people. While you may never enter a high-pressure situation exactly like that in your career, there will almost always be times where you need to “sell” an idea—even if it’s a good one.

This book  makes some astute and very level-headed observations on what elements really make up a successful pitch. You don’t need to be a startup founder about to pitch to an angel to make a sale, but if you are, definitely pick up this book and then watch this spoof video to calm your nerves.

Pitch Perfect: Say it Right the First Time, Every Time by Bill McGowan

400+ Pitchermen read it

Saying the wrong thing at the wrong time has consequences. We may lose the opportunity for a raise. We may bomb the interview and not get the job. We may do permanent and irreparable damage to a relationship. The words we use and how we choose to say them are imperative.  Bill McGowan sets out to teach you  how to say the right thing in every situation, ensuring that you say it right on the first try.

Stop Talking, Start Communicating: Counterintuitive Secrets to Success in Business and Life, with a foreword by Martha Mendoza

80+ Pitchermen read it

Not exactly what you’d expect to hear from a communication expert, but these counterintuitive strategies are precisely what we need to interact productively and meaningfully in today’s digital world. Our over-reliance on quick, cheap, and easy means of “staying connected” is eroding our communication skills.

Speed steamrolls thoughtfulness; self-expression trumps restraint. Errors and misunderstandings increase. And our relationships suffer. With startling insights and a dash of humor,  Stop Talking, Start Communicating  combines scientific research with real-world strategies to deliver a proven approach to more effective communication.

How to Win Friends and Influence People by Dale Carnegie

90,000+ Pitchermen read it

Every entrepreneur knows that the key to a good business is a good sales technique. Not only do you have to sell your product, but you also have to sell yourself and your idea. Having a great product doesn’t do anything if you don’t know how to approach the person and make them fall in love with you and the product.

This book by Dale Carnegie  gives you valuable information and strategies about how to make more sales by focusing on one thing – the person. Sometimes entrepreneurs forget the basics of selling and jump right over to get results, but to get results, you need to know the basics. 

The Startup Game: Inside the Partnership between Venture Capitalists and Entrepreneurs Paperback

For more than 40 years, venture capitalist Bill Draper has worked with top entrepreneurs in fabled Silicon Valley, where today’s vision is made into tomorrow’s reality. From the VC who saw the value in Skype, Zappos, and many other companies, comes first-hand stories of success.

In these pages, Draper explores:  how to evaluate innovative ideas and the entrepreneurs behind those ideas (lessons from Yahoo, Baidu, Tesla Motors, Activision, Measurex, and more); and the value of political leadership in creating opportunity, including on-the-ground accounts of how Deng Xiaoping brought China roaring into the modern world.

Brilliant Pitch: What to Know, Do and Say to Make the Perfect Pitch (Brilliant Business)

20+ Pitchermen read it

The pitch is the torture test of any kind of selling. It’s when you absolutely, definitely, have to get it right – and get a result.

Brilliant Pitch  unpacks  the key elements of any pitch process and shows how different situations require different approaches. Packed with advice from experts, trade secrets, and tried-and-tested ways of approaching any pitch and any audience, this is the ultimate guide to pitching.

What people thought:

‘ Shaun Varga skillfully deals with numerous potential obstacles entrepreneurs will encounter when pitching to investors- especially in the early stages. I have pitched hundreds of investors for different businesses and ideas over the years and I wish I’d had some Brilliant Pitch advice back then. ’ – James H. Fitzgerald, President of ChainStar Global LLC

‘ Brilliant Pitch is packed with valuable advice. Shaun expertly takes the mystery out of making a great pitch .’ – Ivor Catto, CEO Hyder Consulting plc.

How Highly Effective People Speak: How High Performers Use Psychology to Influence With Ease (Speak for Success)

Yes, it’s all about psychology when it comes to understanding how people think and why they will say yes or no to whatever you have to sell them. Peter Andrei tackles this issue and shows us that highly wffective people speak the same way the human mind interprets information. Which means their ability to “charm” your brain is nothing more than simple understanding of how your though process goes! Or is it that simple? Read the book and find out, but also learn the actual habits, including:

• Discover ways to increase productivity with minimal effort by gaining support from others.
• Learn how to use appropriate body language to make others feel welcomed and avoid giving an unfriendly impression.
• Find out how to trigger the availability bias and influence others to consistently prioritize your perspective.
• Master the anchoring effect to negotiate better prices for yourself, either by charging more or paying less for the same product.
• Effortlessly create a desire in others by utilizing a lesser-known cognitive bias (known as “essential” by billionaire investor Charlie Munger, partner to Warren Buffet).

How to Talk to Anyone About Anything: Improve Your Social Skills, Master Small Talk, Connect Effortlessly, and Make Real Friends (Communication Skills Training)

800+ Pitchermen read it

Effortless communication with everyone? Yes please. James is an expert and will help you establish that much needed connection with your audience when pitching. The secret? Don’t avoid small talk. Here’s what else you’ll learn:

• Uncover your potential and boost your confidence by standing tall.
• Improve your connections with others by refining your listening abilities.
• Communicate effectively with colleagues, superiors, and potential partners by asking the right questions and engaging in seamless conversations.
• Learn powerful techniques to master the art of small talk and make interactions less intimidating.
• Develop your storytelling abilities to create engaging narratives based on your personal experiences.
• Enhance your confidence and charisma in all aspects of your life, leading to improved relationships and expanded networks.
• Improve your overall wellbeing and success by building strong relationships, both personally and professionally.

The Art of Communicating

How does a zen master know about pitches and communicating your ideas?

Thick Nhat Hanh, a Zen master and renowned religious figure, provides a valuable roadmap to achieving happiness by mastering one of life’s most critical skills: effectively expressing ourselves in a manner that the other person can genuinely comprehend. He emphasizes the importance of listening with compassion and understanding.

Effective communication is essential for maintaining strong connections in relationships, business, and everyday interactions. Unfortunately, many individuals have not been taught the fundamental skills necessary for proper communication or how to accurately represent themselves.

The significance of effective communication is comparable to the importance of consuming nutritious food for our overall well-being and contentment. Communication can either be beneficial (and nourishing) or detrimental (and destructive). Must read in my opinion.

Get to the Point!: Sharpen Your Message and Make Your Words Matter

300+ Pitchermen read it

Get to the chopper” as Schwarzeneger said, so does Joel and he means it. Don’t beat around the bush, and be concise, to the point and straightforward. Great pitchermen and speakers have a point and get funded. Do you have a point? Find out with this book.

Start with No: The Negotiating Tools that the Pros Don’t Want You to Know

Learn to say no. This is probably one of the most important lesson in life and the universe in general, because when you say no, not only do you look like you know what you don’t want, but look like a person that knows what he wants. They also:

• Don’t seek agreement but prefer disagreement.
• Never rush to conclude negotiations but allow the other party to feel relaxed and secure.
• Avoid appearing desperate and instead exploit the other party’s desperation.
• Begin negotiations with an open mind, asking questions and listening to responses without preconceptions or expectations.
• Have a clear purpose and objective that informs their decisions.
• Always have a specific plan in mind before initiating communication.
• Understand and manage the four “budgets” involved in negotiations: time, energy, money, and emotion.

Go for No!: Yes Is the Destination, No Is How You Get There

3500+ Pitchermen read it

Another NO book and another step closer to YES, take my money! Indeed, there’s an aversion to saying no, but ultimately you got one goal, and in order to get there, you’ll have to say no to many things in order to achieve it.

If you got here, then you should reconsider my offer.

10 Best Books For Pitching Summary

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A Great Sales Pitch Hinges on the Right Story

• Esther Choy

Listen to your customers, make an emotional connection, and think from their point of view.

When you’re working in sales, you need to master the art of persuasion and that involves being able to tell a compelling story that explains why your product or service will meet someone’s needs. It involves listening, making an emotional connection, and thinking from the customer’s point of view. The earlier you can learn how to communicate in this way, the faster you will likely grow in your role. But too often we tell the customer a story we believe sets our product or service apart without addressing, or considering, the concerns of the customer. A better approach is to step out of your own head and get curious about how the world looks, sounds, and feels to your clients.

When you work in sales, you need to be a great storyteller. This is true whether you’re talking to a potential client, a partner, or a distributor of your product. In a grocery store, for example, where shelf space is limited, you must convince the retailer that placing your product in a visible spot will result in greater profits for everyone. Similarly, at a sales convention, you need to assure prospective clients that what you’re selling is worth their investment. Both situations require a level of persuasion , and that often involves telling a compelling story.

As a professor at Northwestern University Kellogg School of Management and a consumer anthropologist who discovers and shares customers’ stories to help clients create relevant products and experiences (Gina) and the founder of Leadership Story Lab that coaches business leaders on the art of storytelling for business success (Esther), we use storytelling as the cornerstone of our work.

Through our experience, we’ve learned that “a compelling story” is a narrative that explains why your product or service will meet someone’s needs, especially in sales. It involves listening, making an emotional connection, and thinking from the customer’s point of view. The earlier you can learn how to communicate in this way, the faster you will likely grow in your role. The first step is avoiding a common mistake we often see those new to the industry make.

What Not to Do

A food and beverage company we worked with wanted to convince a supermarket chain to place its beverage on a more visible shelf. Their sales team told a story about what they considered their product’s biggest selling point: a state-of-the-art production process. They explained that having their beverage in a highly visible spot would increase their sales, allow them to scale distribution, and eventually, lower the price for customers, making their premium product more accessible.

This story was their first mistake, and it’s one we see often.

The story the sales team told focused entirely on why a better shelf space would benefit the company and their customers. It focused on what they believed set their product apart, but did little to address, or even consider, the concerns of the retailer.

Unsurprisingly, the supermarket chain wouldn’t budge, citing the low sales of the beverage, which cost 50% more than similar offerings.

When the food and beverage company met with us to discuss how to break this impasse, their sales team complained: “The retailer just doesn’t get it.”

This was their second mistake.

Rather than passively-aggressively accusing a client of “not getting it,” the sales team needed to take a pause, listen more closely, and reframe their narrative to meet the retailer’s needs.

As you begin your own career in sales, don’t make these same mistakes. Do this instead.

How to Craft Stories that Connect with Your Customers

In sales, the key to persuasive storytelling is to suspend your own judgments about why other people should buy, sell, or highlight your product or service. This is not to say that your knowledge doesn’t matter — you likely know the product or service better than anyone. But focusing too much on your own opinions can push you into that passive-aggressive mindset of others “not getting it.”

A better approach is to use your knowledge to highlight what it is about your product or service that will meet the customer’s needs. To do that, you need to step out of your own head and get curious about how the world looks, sounds, and feels to your clients.

By following these three steps — identifying their obstacles, fostering a shared sense of understanding, and creating and curating a meaningful narrative — you’ll be better equipped to get buy-in from anyone you want.

Step 1: Look for and listen to blocks and obstacles.

Let’s say you work at a car dealership and are trying to sell a newly released vehicle. You’ve told your story with compelling facts and figures, spotlighting all its high-tech bells and whistles. But, to your disappointment, the customer isn’t convinced that this car is worth the cost.

You’re frustrated — and we get it. Just like the food and beverage company, you’re struggling to understand why the potential buyer doesn’t appreciate the state-of-the-art features associated with your product.

Rather than leaning into that frustration, now is the time to step back and show some humility. Remember that, for you, the value proposition is clear: You view your product as superior because of its special attributes and functionality — and your instinct is to talk about those selling points. But technical lingo often appeals only to a few who speak that language. Jargon will never be as effective as the emotional connection you create when you listen to and relate to someone else’s pain point.

So, instead, get curious about your customer. Sticking with our original example, you might start by asking: “Why are you looking to buy a new vehicle today?” Then listen. Tap into your empathy by placing yourself in their shoes and try to identify what obstacles this sale could help them overcome. In this case, you may learn that the customer’s current vehicle is not fit for their growing family. With that information, you can begin to tell a different story — one that is responsive to the customer’s pain points.

In our conversations with the food and beverage company representatives, we identified two obstacles that were preventing the supermarket from featuring their product on a more visible shelf: the beverage’s high price point and its low sales. The food and beverage company’s sales team was not going to make any headway unless they addressed those two points specifically. In other words, they needed a different story.

Step 2: Tap into emotions — not just logic.

Emotions play an important role in decision making. Psychologists have f ound that our feelings influence what we believe to be true. This means, to persuade someone, you need to not only appeal to them rationally, but emotionally.

Consider the example of the car dealership. Now that you know the customer is growing their family, you can aim to understand them on an emotional level by asking yourself: Why would a new parent want to buy this vehicle? What would a parent care about most when driving their family members?

In the same way, the food and beverage company’s sales team needed to shift its tactics away from the purely logical to the emotional. That could only happen, however, if they understood the mix of emotions their consumers experienced before making a decision — particularly parents (their ideal customers) who often make price-driven decisions in the grocery store, as we’ve seen in through our work.

Instead of focusing on how the product was made, the sales team began to ask themselves: What would drive a parent to spend more money on our product? Ultimately, this helped them step more fully into the customer’s point of view.

Step 3: Tell a different story.  

Once you understand your customer emotionally, your story shifts — and, along with it, your sales pitch. In the example of the car dealership, you might choose to focus your pitch on the vehicle’s spacious backseat or family-friendly entertainment system. You can even focus on the fancy bells and whistles you highlighted in your original pitch, but tell a more intentional story about them, one that is crafted specifically for your customer. Explain why those new technologies make the car safer and more reliable — two points that will likely appeal to a parent.

As for the food and beverage company, its sales team began contemplating how to frame a new story as part of a better pitch to distributors and retailers. As it turned out, they had a chance encounter that changed everything. The sales team, all wearing company shirts, stopped at a diner for lunch. A waitress noticed the logo and approached their table. “I love your product,” she said. “I buy it all the time.”

Here was their ideal customer in person: someone who willingly paid a premium price for their product and, in her case, on a modest salary. With curiosity and empathy, they asked her why.

“My son has health issues,” she explained. “Your product has helped him so much.”

Her decision wasn’t based on the company’s production processes and filtration. It was because she saw the difference in her son’s health. This was the story they needed to tell — to distributors, to retailers, and to consumers.

The sales team sought out testimonials and feedback from other customers about why they bought the beverage, despite its higher price point. The feedback was consistent: Consumers believed the product saved them money in the long run by avoiding other costs, from nutritional supplements to medical care.

In the next meeting with the retailer, the sales team shared the waitress’s story and other customer testimonials. It was a pitch centered on their product’s value proposition and this time it landed. The retailer made a small commitment to give the beverage premium shelf space, concurrent with new marketing based on consumer stories. Sales increased and, over time, so did the store’s shelf space commitment.  

As a sales professional, you have a story to tell — a narrative you believe will differentiate what you’re selling from everything else in the market. The effectiveness of that story, however, rests not with what you want to say, but with how meaningful it is to your customers. When your story clears obstacles, creates emotional connections, and fosters a shared understanding, that’s when your narrative will rise above the rest. That’s the moment when everyone will truly “get it.”

• Gina Fong  is a consumer anthropologist at Fong Insight and a Clinical Assistant Professor of Marketing at The Kellogg School of Management at Northwestern University, where she teaches ethnographic research. She received the school’s highest teaching honor, the L.G. Lavengood Outstanding Professor of the Year, in 2023.
• EC Esther Choy  has been training and coaching executives to become more persuasive through the use of classical storytelling elements since 2010. She is the author of “Let the Story Do the Work” published by HarperCollins in 2017. Her thought leadership on storytelling and first-generation wealth creators has appeared in leading US media outlets such as Forbes, Entrepreneur and the New York Times.

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Investment Banking Pitch Books: Design, Examples & Templates

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Bankers like to complain about almost everything, but near the top of the complaint list is “investment banking pitch books.”

Some Analysts claim that you’ll devote all your waking hours to creating these documents, while others say they’re time-consuming but not that terrible to create.

Some senior bankers swear by pitch book presentations, claiming that they help to win and close deals, while others think they’re over-hyped.

We’ll look at all those points and more in this article, including downloadable pitch book examples and templates for you to use.

Table Of Contents:

• What Is An Investment Banking Pitch Book?

How to Create a Pitch Book

Pitch book presentation, part 1: pitching your team as the advisor of choice, pitch book presentation, part 2: providing background and context, pitch book presentation, part 3: choose your own adventure, sell-side pitch books for sell-side mandates, buy-side pitch book examples, equity pitch book and debt pitch book examples for financing mandates, other types of pitch books, why do you spend so much time on investment banking pitch books as a junior banker, what do you need to know about pitch books as an intern or new hire, what is an investment banking pitch book.

Pitch Book Definition: In investment banking, pitch books refer to sales presentations that a bank uses to persuade a client or potential client to take action and pay for the bank’s services.  Pitch books typically contain sections on the merits of the transaction; analysis of potential buyers or sellers; pricing and valuation information; as well as key risks to mitigate.

That is the classic definition, but in practice, people use the term “pitch book” to refer to almost any presentation created by a bank.

We’re going to focus on presentations to potential clients here because they tend to be the most time-consuming ones, and they generate the most horror stories as well.

There’s no way to “measure” how much pitch books matter, but it’s safe to say that they’re less important than the time spent on them implies.

Bankers win deals primarily because of relationships cultivated over a long time ; a pretty presentation right before a company goes public means little compared with the 5-10 years of meeting the CEO and CFO before that point.

Pitch books matter to you as an investment banking analyst or associate primarily because you’ll spend a good amount of time creating them – and you can’t screw up if you want a good bonus .

Almost all investment banking pitch books use a structure similar to the following:

• Situation, 0r “Current State”: Your prospective client is looking for growth.
• Complication, or “Problem”: The potential client’s growth rate has been slowing down.
• Hypothesis, or “Solution”: Acquiring a growing company can meet the potential client’s need for growth.

Then, you go into detail showing why the hypothesis might be true – including why your team is qualified to lead this transaction, similar transactions you’ve led before, and the valuation this company can expect to receive.

Investment Banking Pitch Book Sample PPT and PDF Files and Downloadable Templates

Here are a number of example pitch books in editable Powerpoint (PPT, PPTX) and PDF versions, drawn from some of the case studies within our investment banking courses :

• Jazz Pharmaceuticals – Valuation and Sell-Side M&A Pitch Book (PPT)
• Jazz Pharmaceuticals – Valuation and Sell-Side M&A Pitch Book (PDF)
• KeyBank and First Niagara – FIG M&A Pitch Book (PPT)
• KeyBank and First Niagara – FIG M&A Pitch Book (PDF)
• Netflix – Equity, Debt, and Convertible Bond Financing Pitch Book (PPT)
• Netflix – Equity, Debt, and Convertible Bond Financing Pitch Book (PDF)

Here’s what you can expect in the first few parts of any pitch book, including many examples from actual bank presentations:

The first section of investment banking pitch books introduces your firm’s platform, recent transactions, and team.

You might include stats on your firm’s position in the league tables , or explain its growth story and how it’s different from its competitors. Here are a couple of examples:

You might also write about distribution partnerships and other strategic developments here.

The next section consists of credentials , which include similar transactions your team has completed. Since turnover at banks is high, these lists often include transactions completed by team members when they were at other banks.

Here are a few examples:

These pages look simple, but they can be time-consuming to put together because you need to find the most relevant deals and rearrange elements from other presentations.

You may also go into more detail on a few deals and devote entire pages to them.

Banks often call these 1-page descriptions “ case studies ,” and you can see a few examples below:

Finally, this section will include a team biography , including previous firms, relevant deals/clients, and education for each member:

Before you move into the specific situation of the company you’re meeting, you’ll usually share some updates on the industry as a whole and recent deal activity in the sector.

Unlike the first part, which was about your team ’s experience, this one is more about general trends that affect everyone.

For example, if a tech startup is considering an initial public offering , you’ll review tech IPOs from the past 6-12 months, explain how they’ve performed, and discuss the types of companies that tend to go public.

Here are a few examples of industry updates:

And here are a few examples of deal/transaction updates:

After these first few sections, which are similar in any pitch book, the structure and content start to differ based on what the bank is pitching.

We’ll look at three broad categories here:

• Sell-side mandates (i.e., convince a company to sell itself)
• Buy-side mandates (convince a company to acquire another company)
• Financing mandates (raise debt or equity).

You’ll start by including a few slides on how your bank would position the company and make it attractive to potential buyers.

For example, if the firm is a traditional services provider with a growing online presence, you might attempt to spin it as a “SaaS” (Software-as-a-Service) company – within reason.

If you’re pitching a large company on a divestiture, you might explain how you’ll make the division sound like more of a standalone entity – meaning that buyers won’t have to spend as much time and money integrating it.

Next, you’ll lay out the company’s valuation and the price it might expect to receive in a sale.

This valuation section might be only 1-2 slides in a short pitch book or 20+ slides in a longer one.

Common elements include the valuation football field , output of a DCF model , comparable public companies , and precedent transactions .

The “football field,” or summary valuation, pages range from simple to more interesting to so complicated they could be eye charts .

Here are a few examples of other valuation-related slides:

It is unusual to include a Contribution Analysis or any M&A analysis in this section unless the deal is highly targeted or has advanced quite far.

After the valuation section, you’ll discuss “potential buyers,” a list that is sometimes the longest and most time-consuming section of the entire pitch book.

Short summaries aren’t too bad, but if a senior banker wants a full page on each acquirer, you can look forward to a lot of monotonous work gathering the information.

Here are a few shorter examples:

You’ll conclude the pitch book with a summary of your recommendations and the company’s next steps.

For example, you might suggest that the company pursue a targeted sale process with the 5-10 best buyers and aim to complete a deal within 12 months.

These slides tend to be generic ones, used across multiple presentations:

Finally, in longer investment banking pitch books, there is often an Appendix with more detailed models and data, and sometimes even longer lists of potential acquirers.

No one reads this section, but bankers enjoy spending time on unnecessary work (read: evidence of effort).

Investment banking pitch books for buy-side M&A deals follow a similar structure, with a few key differences:

• The “Positioning” part in the beginning might be more about the types of acquisitions the company should pursue and how your bank will help close these deals.
• There may be valuation information, but the purpose will be different: in buy-side deals, you value the buyer to estimate how much a stock issuance to fund the deal might be worth. You might also include quick valuations of potential targets.
• Instead of profiling potential acquirers, you’ll profile potential targets . This list is often longer than the list of potential buyers because a large company could, in theory, choose from hundreds or thousands of potential targets to acquire.

Buy-side M&A pitch books are often shorter than sell-side ones, but they can be more tedious to create due to the longer profile lists.

As a junior banker, you won’t have much input into the acquisition targets that are profiled in these presentations, but senior bankers try to present ideas that:

• Maintain or exceed the firm’s cost of capital.
• Maintain the firm’s competitive advantage.
• Enhance the firm’s ability to serve clients.
• Help the firm expand into high-growth geographies or industries.

Large companies often meet with dozens of bankers per month, so originality can be important as well; many investment banks pitch the same set of acquisition targets repeatedly.

If you present an idea the company has seen 100 times before, they’re unlikely to be excited – but if you find a company they haven’t considered, or you have some exclusive insight, you’ll capture their attention.

It’s tough to find real investment banking pitch books for these transactions because most buy-side M&A deals never close, so the banks do not disclose any of the documents.

But here are a few company profile and associated commentary slides similar to the ones found in buy-side pitch books:

• Brookfield Canada Office Properties by Greenhill
• Banco Santander S.A. by Goldman Sachs
• Side-by-Side Comparison of Buyer and Seller by JP Morgan
• Equity Research Commentary on Buyer’s Offer for Seller by Greenhill

In financing mandates – for equity, debt, and even restructuring deals – there are a few major differences compared with the investment banking pitch books described above:

• No Profiles – You are simply pitching the company on raising capital or restructuring its capital, so there is no need to discuss potential buyers or sellers.
• Financing Models Instead of / or In Addition to Valuation – Valuation still matters for equity and restructuring deals, but you will also have to present additional analyses that are relevant to the deal.

For example, if you’re pitching an IPO, you might show the range of multiples at which the company could go public, the range of proceeds it might receive, and how its value might change after the deal.

In a debt deal, you’ll show the credit stats and ratios for the company under different scenarios, such as Term Loans vs. Subordinated Notes, and explain which one is best based on that.

For more examples, please see the articles on ECM , DCM , and Restructuring .

Also, see our coverage of IPO valuation models and debt vs. equity analysis :

Many other presentations get labeled “pitch books” even if banks pitching their own services do not create them.

For example, management presentations for pitching clients to potential buyers are often labeled “pitch books.”

However, they’re just extended versions of the Confidential Information Memorandum (CIM) .

And in the EMEA region, they’re the same thing because CIMs tend to be more like presentations than written documents.

Banks also create presentations to deliver Fairness Opinions , update clients on recent buyer or seller activity, and update clients on the status of M&A deal negotiations.

None of these is a pitch book according to the classic definition, but the slides often look similar, and there may be some common elements, such as the valuation section.

Not all pitch books take days or weeks to complete – shorter ones might require only a few hours of work.

But they can easily spiral into never-ending projects that require all-nighters and extraordinary effort to finish, resulting in those legendary investment banking hours .

That’s because of:

• Attention to Detail – You’ll spend a lot of time making sure your punctuation is consistent, that all the footnotes are in the right spots, and that the dates are correct.
• Dozens of Revisions – Senior bankers love to make changes well past the point of diminishing returns. It’s not uncommon to see “v44” at the end of file names.
• Conflicting Changes – The Associate wants one thing, the VP wants another, and the MD wants something else. And if you implement the MD’s version based on seniority, the others may fight back.
• Random Graphic Design Work – This one is more of an issue at boutique firms that lack presentations departments, but sometimes you’ll have to spend time creating fancy visual elements on slides – which end up being useless once your MD changes his mind and rips out those slides.

If you’re new to the industry, you should familiarize yourself with the layout and design elements of pitch books, but you do not need to be an expert on the creation process.

Different banks use different tools and methods, so it might be counterproductive to learn too much in advance.

You should also learn the key PowerPoint shortcuts very well, including how to customize PowerPoint to make it more efficient (see our tutorial on PowerPoint Shortcuts in Investment Banking below):

https://www.youtube.com/watch?v=tnJ1e2xJmFc

Everyone knows that Excel is important in finance, but people tend to underestimate PowerPoint – even though most junior bankers spend more time in PowerPoint than Excel.

To learn those efficiently, check out our PowerPoint Pro course , which covers the fundamentals of presentation creation, including how to set up PowerPoint properly in the first place, alignment and formatting tricks, slide organization, pasting in Excel data, and applying the “finishing touches.”

There are also practice exercises for creating deal and company profiles and fixing slides with formatting problems.

If you learn all that and understand the structure and layout of investment banking pitch books, you won’t have much to complain about – even as the other interns and analysts around you are whining.

You might be interested in a detailed tutorial on investment banking PowerPoint shortcuts or this article titled Stock Pitch Guide: How to Pitch a Stock in Interviews and Win Offers .

About the Author

Brian DeChesare is the Founder of Mergers & Inquisitions and Breaking Into Wall Street . In his spare time, he enjoys lifting weights, running, traveling, obsessively watching TV shows, and defeating Sauron.

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10 thoughts on “ Investment Banking Pitch Books: Design, Examples & Templates ”

Hi Brian. Thank you for valuable information!

I’m currently interning. After sitting in a client presentation. What questions should I ask my supervisor regarding the presentation. As we’re going to have a follow up call

I’m not sure I understand your question. The questions you ask are completely dependent on the presentation, so I can’t really answer this without knowing the contents of the presentation.

Its a great article. Appreciate if you also have a link or article for new PE firm Pitch Deck (presenting to investment banks or FIGs), please. Thanks

Sorry, don’t have anything there.

Great article! The information is very helpful and informative. Where and how can I find other examples of sell-side pitchbooks similar to the ones mentioned in this article?

Thanks, Ryan

Thanks. Unfortunately, sell-side pitch books are hard to find because they’re not disclosed publicly. You can find presentations for recently announced deals by Googling the deal’s name and limiting the search to the sec.gov site and going through those results.

Is an information memorandum informally called a teaser or is this something else?

A teaser is a much shorter document, such as a 1-2-page summary of the company’s key benefits, financials, growth opportunities, etc.

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Book Hook: 48 Examples of Irresistible Elevator Pitches

Formulas and advice aside, one of the best ways to learn how to craft a book hook is to immerse yourself in great ones. In this post, we've gathered examples of pitches for books (and book adaptations) from various platforms, including Amazon, Publishers Marketplace, and Netflix.

As you read each hook, take note of your gut reaction. Do you instinctively think: “Tell me more.” The greater your curiosity, the stronger the hook.

Let’s dive in and catch on to some book hooks. 

1. The Road To Tender Hearts by Annie Hartnett

“An elderly man plans to drive across the country to declare his love for his high-school sweetheart when he unexpectedly becomes the guardian of two recently orphaned children and an orange tabby cat who may or may not be able to predict death.” (Publishers Marketplace) 

2. One Flew Over the Cuckoo's Nest by Ken Kesey

“In the Fall of 1963, a Korean War veteran and criminal pleads insanity and is admitted to a mental institution, where he rallies up the scared patients against the tyrannical nurse.” (IMDb)

3. The Kite Runner by Khaled Hosseini

“After spending years in California, Amir returns to his homeland in Afghanistan to help his old friend Hassan, whose son is in trouble.” (IMDb)

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Literary fiction

4. playground by richard powers.

“[Playground follows] four lives—a marine biologist, an artist, a school teacher, and an AI pioneer—that intersect on an island in French Polynesia when it is chosen as a base for seasteading, humanity's next great adventure.”  (Publishers Marketplace) 

5. Fresh, Green Life by Sebastian Castillo

“A study of interiority unfolding over the course of a single, snowy night when the author's namesake protagonist breaks a year of silent self-improvement to attend a reunion.” (Publishers Marketplace) 

6. The Twitcher by Josh Selfe 

“Colin is the nation's 7th greatest competitive birder (by his own estimation) and has dedicated his life to his pursuit. When a virus hits the UK, and birdwatching is outlawed, Colin descends into paranoia and madness: what is a twitcher who cannot twitch?” (Reedsy Live)

Is self-publishing or traditional publishing right for you?

Takes one minute!

Historical Fiction

7. the other boleyn girl by philippa gregory .

“Two sisters, Anne and Mary, are driven to advance their family's power by courting the affections of the King of England and a ruthless rivalry develops between them.” (Prime Video)

8. Cold Mountain by Charles Frazier

“In the waning days of the American Civil War, a wounded soldier embarks on a perilous journey back home to Cold Mountain, North Carolina to reunite with his sweetheart.” (IMDb)

9. Bridgerton: The Duke and I by Julia Quinn

“By all accounts, Simon Basset is on the verge of proposing to his best friend's sister—the lovely and almost-on-the-shelf—Daphne Bridgerton. But the two of them know the truth—it's all an elaborate ruse to keep Simon free from marriage-minded society mothers. And as for Daphne, surely she will attract some worthy suitors now that it seems a duke has declared her desirable.” (Amazon)

10 . The Holiday Honeymoon Switch by Marissa Stapley

“Two best friends trade one's cabin Christmas vacation for the other's Hawaiian honeymoon after she's left at the altar, and both find love they weren't expecting.” (Publishers Marketplace) 

11 . To All the Boys I've Loved Before by Jenny Han

“When her secret love letters somehow get mailed to each of her five crushes, Lara Jean finds her quiet high school existence turned upside down.” (Netflix)

12. The Fault in Our Stars by John Green

“Two teenage cancer patients begin a life-affirming journey to visit a reclusive author in Amsterdam.” (IMDb)

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13. The Invisible Life of Addie LaRue by V. E. Schwab

“France, 1714: in a moment of desperation, a young woman makes a Faustian bargain to live forever―and is cursed to be forgotten by everyone she meets.” (Amazon)

14. The Lion, the Witch and the Wardrobe by C. S. Lewis

“Four kids travel through a wardrobe to the land of Narnia and learn of their destiny to free it with the guidance of a mystical lion.” (IMDb)

15. Howl's Moving Castle by Diana Wynne Jones

“When an unconfident young woman is cursed with an old body by a spiteful witch, her only chance of breaking the spell lies with a self-indulgent yet insecure young wizard and his companions in his legged, walking castle.” (IMDb)

16. The Third Rule of Time Travel by Philip D. Fracassi

“A scientist discovers a way for human consciousness to travel through time and relive moments of their life, but after one fateful experiment she returns to find her reality altered to a horrifying extent.” (Publishers Marketplace) 

17. Ready Player One by Ernest Cline

“When the creator of a virtual reality universe called the OASIS dies, he leaves his immense fortune to the first person to find a digital Easter egg he has hidden somewhere in the OASIS, sparking a contest that grips the entire world.” (Prime Video)

18. Brave New World by Aldous Huxley

“In a utopia whose perfection hinges upon control of monogamy and privacy, members of the collective begin to question the rules, putting their regimented society on a collision course with forbidden love and revolution.” (IMDb)

19. Over The Edge by Kathleen Bryant

“A failed reporter-turned-jeep tour guide finds a dead body in a backcountry canyon and must overcome PTSD-related memory loss to find the killer before he finds her.” (Publishers Marketplace) 

20. Death In The Downline by Maria Abrams

“A struggling millennial gets sucked into a multi-level marketing scheme by her BFF. When a distributor dies under mysterious circumstances, she must uncover the dark secret at the heart of the organization and save her best friend before it's too late.” (Publishers Marketplace) 

21. The Da Vinci Code by Dan Brown

“A murder inside the Louvre, and clues in Da Vinci paintings, lead to the discovery of a religious mystery protected by a secret society for two thousand years, which could shake the foundations of Christianity.” (IMDb)

22. The Shining by Stephen King

“A family heads to an isolated hotel for the winter where a sinister presence influences the father into violence, while his psychic son sees horrific forebodings from both past and future.” (IMDb)

23. The Bad Seed by William March

"Rhoda Penmark seems like your average, sweet eight-year-old girl. After her rival at school dies in mysterious circumstances at the school picnic, her mother starts to suspect that Rhoda was responsible." (IMDb)

24. The Colour Out of Space by H. P. Lovecraft

“After a meteorite lands in the front yard of their farm, Nathan Gardner and his family find themselves battling a mutant extraterrestrial organism that infects their minds and bodies, transforming their quiet rural life into a technicolor nightmare.” (Google)

25. Exit Black by Joe Pitkin

“Eight ultra-wealthy guests are taken hostage during the grand opening of the first hotel in space. The resident biophysicist on the space station must save them when the guests are pitted against each other and expelled into space one-by-one when they don't comply with the terrorists' demands.” (Publishers Marketplace) 

26. Gone Girl by Gillian Flynn

“With his wife's disappearance having become the focus of an intense media circus, a man sees the spotlight turned on him when it's suspected that he may not be innocent.” (IMDb)

27. The Bourne Identity by Robert Ludlum

“A man with amnesia faces life on the run from shadowy enemies as he fights to piece together his identity — and his mysterious connection to the CIA.” (Netflix)

Young Adult

28. the maze runner by james dashner.

“Thomas is deposited in a community of boys after his memory is erased, soon learning they're all trapped in a maze that will require him to join forces with fellow "runners" for a shot at escape.” (IMDb)

29. The Hunger Games by Suzanne Collins

“Katniss volunteers to replace her sister in a tournament that ends only when one participant remains [alive]. Pitted against contestants who have trained for this all their life, she has little to rely on.” (Google)

30. Twilight by Stephenie Meyer

“When Bella Swan moves to a small town in the Pacific Northwest, she falls in love with Edward Cullen, a mysterious classmate who reveals himself to be a 108-year-old vampire.” (IMDb)

31. Where The Wild Things Are by Maurice Sendak

“Yearning for escape and adventure, a young boy runs away from home and sails to an island filled with creatures that take him in as their king.” (IMDb)

32. Wemberly Worried by Kevin Henkes

“A mouse named Wemberly, who worries about everything, finds that she has a whole list of things to worry about when she faces the first day of school.” (Google)

33. The Cat in The Hat by Dr. Seuss

“When Sally and her brother are left alone on a rainy day, they think they are in for a dull time 一 but then the Cat in the Hat steps onto the mat, bringing with him madness and mayhem.” (Amazon)

34. Life of Pi by Yann Martel

“After a cataclysmic shipwreck, young Pi Patel finds himself stranded on a lifeboat with only one other survivor 一 a ferocious Bengal tiger named Richard Parker. Bound by the need to survive, the two are cast on an epic journey.” (Prime Video)

35. Journey to the Center of the Earth by Jules Verne

“On a quest to find out what happened to his missing brother, a scientist, his nephew and their mountain guide discover a fantastic and dangerous lost world in the center of the earth.” (IMDb)

36. The Hitchhiker's Guide to the Galaxy by Douglas Adams

“Seconds before Earth is destroyed to make way for a new hyperspace express route, mild-mannered Arthur Dent is whisked into space by his best friend, an alien posing as an out-of-work actor.” (Prime Video)

37. Wild by Cheryl Strayed

“A troubled young woman seeks to find herself and overcome her past by hiking the grueling Pacific Crest Trail.” (Prime Video)

38. The Pursuit of Happyness by Chris Gardner 

“A newly single father determined to lift himself and his son out of poverty works his way up from the bottom at a stock brokerage firm.” (Netflix)

39. Kon-Tiki by Thor Heyerdahl

“With five loyal friends in tow, explorer Thor Heyerdahl sails a fragile balsa wood raft along an ancient path some 4300 miles across the Pacific to prove his theory on Polynesian ancestry.” (Netflix)

Autobiography/biography

40. a long way home by saroo brierley.

“A five-year-old Indian boy is adopted by an Australian couple after getting lost hundreds of kilometers from home. 25 years later, he sets out to find his lost family.” (IMDb)

41. American Sniper by Chris Kyle, Jim DeFelice, and Scott McEwen

“Navy S.E.A.L. sniper Chris Kyle's pinpoint accuracy saves countless lives on the battlefield and turns him into a legend. Back home with his family after four tours of duty, however, Chris finds that it is the war he can't leave behind.” (IMDb)

42. A Beautiful Mind by Sylvia Nasar

“At the age of thirty-one, John Nash, a mathematical genius, suffered a devastating breakdown and was diagnosed with schizophrenia. Yet after decades of leading a ghost-like existence, he was to re-emerge to win a Nobel Prize and world acclaim.” (Amazon)

43. Say Hello To Strangers by Gillian Sandstrom

“Why connecting with the people you know least makes us more creative, less lonely, and less cynical.” (Publishers Marketplace) 

44. Beat The Bots! by Jane Cleland

“A writer's guide to leaning into their humanity and creativity to survive and thrive in the age of AI.” (Publishers Marketplace) 

45. Sapiens by Yuval Noah Harari

“One hundred thousand years ago, at least six different species of humans inhabited Earth. Yet today there is only one—homo sapiens. What happened to the others? And what may happen to us?” (Amazon)

Book Proposal Template

Craft a professional pitch for your nonfiction book with our handy template.

46. The Shack by William P. Young

“After the disappearance of his youngest child, Mack Phillips is severely depressed. His life takes an unlikely turn when he receives a mysterious letter asking him to visit a cabin.” (Google)

47. Redeeming Love by Francine Rivers

“Sold into prostitution as a child, Angel knows nothing but betrayal. Can her heart ever be mended?” (IMDb)

48. The Case for Christ by Lee Strobel

“A seasoned journalist chases down the biggest story in history一is there credible evidence that Jesus of Nazareth really is the son of god?” (Amazon)

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These examples should be enough to get you inspired. To truly master the craft, take out a pen and paper and try to deconstruct each hook in terms of character, conflict, stakes, as well as other elements like character arc and story details. 

Refining your pitch might be a tricky process, but it’ll help you gain a clearer understanding of what your novel is really about so you can feel more confident both when writing it and presenting your work to others. 

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15 Best Sales Pitch Examples [+ Tips and Templates]

Melissa Williams

What Is a Sales Pitch?

​​types of sales pitches, 15 sales pitch examples, sales pitch tips, sales pitch template.

When it comes to sales pitch examples and persuading anyone about anything, a dichotomy holds true:

You want (or believe) one thing; they want or believe another thing.

The easiest way to get from Point A to B is to connect the dots.

You find your audience’s point of view (POV) and connect to their values or needs.

Below are 15 sales pitch examples that show you tactical strategies and sales techniques to do it the right way.

Here’s what we’ll cover:

A sales pitch is a concise, targeted sales presentation that succinctly explains the following aspects of an offer: 

• The product’s/service’s features and benefits
• Unique value proposition/unique selling proposition (USP)
• Data to back up your claims

Really great sales pitches also sometimes manage to make subtle references to more nuanced company information, like a mission statement, brand values, and more. 

Sales pitches vary in length depending on their format, the specifics of your offer, and the needs of your market. 

That being said, they’re definitely meant to be short — usually only a couple of minutes or less. That’s why a sales pitch is also sometimes referred to as an “ elevator pitch .” The idea is that you should be able to deliver the entire spiel in the time it takes to share an elevator ride with someone. 

Because time isn’t usually on a sales rep’s side when they’re pitching, they need to make sure the content and delivery are extremely compelling. 

To that end, it’s also important that the purpose of a pitch isn’t to sell the product immediately after the pitch. Instead, aim for baby steps; a more appropriate goal of a sales pitch would be to have to prospect book another meeting, sign up for a webinar, or commit to a demo. 

Sales reps have a lot of flexibility when it comes to pitching. There are several formats and delivery options available to suit the needs of any product, rep, or target market. 

Phone Sales Pitch

Though cold calling (and, these days, phone calling in general) gets a bad reputation, it can actually be a surprisingly effective approach for a sales pitch. 

One of the advantages of a phone pitch is that it happens live, in real-time, so sales reps can gauge the prospects’ response and adjust their tactics accordingly. 

Phone sales pitches also make it easy for sales reps to show how much they’ve done their research as they deliver a highly personalized, value-driven offer. 

Pitching over the phone can also provide a natural segue into initiating an email conversation. 

Voicemail Sales Pitch

If you’re going to practice phone sales pitching, you’ll also want to master your voicemail sales pitch. 

With about 80% of all calls going to voicemail , chances are high that phone-based reps will need to rehearse exactly what they’re going to say when they hear that beep. 

And with so little time in the day (and the depressing statistic that only 5% of voicemails ever get returned), your voicemail sales pitch needs to be intriguing enough that it compels the prospect to give you the time of day, listen to the message, and call you back. 

Email Sales Pitch

The email sales pitch is a great tactic for sales teams that need to pitch to a large number of prospects. Reps who use this format get the benefit of being able to pitch to prospects anywhere, at any time. 

Still, for all of its conveniences, email sales pitching comes with its own set of challenges. 

Standing out in a prospect’s inbox, for example, is no easy feat. People receive over 100 business emails per day , so reps need to know how to cut to the chase immediately (bullet points are great for this). Even the subject line can become make-or-break for some messages. 

The best way to use an email sales pitch is to focus on one or two primary points, and stick to them throughout. Remember, your main goal is to initiate further conversation; you can pick up where your email left off the next time you speak. 

Social Media Pitch

Instead, look for ways to use social media that will hold up as timeless. 

Social media pitching is great for increasing brand awareness and establishing credibility. It allows sales reps and prospects to engage in a casual, easy way that helps build rapport and trust. 

Presentation Sales Pitch

The terms “sales pitch” and “sales presentation” are sometimes conflated. And for casual purposes, that’s mostly fine. 

But in technical terms, a presentation sales pitch is one that includes a sales deck. 

The sales deck is the presentation component — a visual supplement (including images, copy, graphics, charts, etc.) that improves your pitch. Tools like PowerPoint, Google Slides, and Keynote can help sales reps of any experience level create sales decks for presentations. 

Over 90% of the information that’s transmitted to the brain is visual, so having the ability to present with visual aids is a huge advantage. 

For a really polished presentation, email and/or print a PDF copy of the sales deck for the prospect, so they can review it on their own time and share it with other relevant decision-makers . 

Website Sales Pitch

Some sales teams use their company website to help them make their pitch. 

A website sales pitch includes any strategic messaging and/or content placed on the page that’s designed to capture prospects’ attention and encourage them to take the next action (e.g., fill out a form, call a sales rep, etc.). 

One of the biggest advantages of using the website to assist the sales pitch is that this format can be very effective at showcasing your brand values without coming across as too sales-y.

Follow-Up Sales Pitch

Elevator Pitch

“ Elevator pitch ” is the long-standing nickname for a sales pitch, and is named for the way salespeople need to pitch — quickly! Reps can get into the right mindset for an elevator pitch by imagining that they need to get their points across by the time the listener arrives to their floor. 

This is one of the shortest types of sales pitches, usually clocking in at 60 seconds or less. Be quick, be honest, and be friendly. The elevator pitch exists to make connections and is an invitation to learn more — don’t make it more complicated than that.

Sales Pitch Example #1: The Elevator Pitch

In today’s day and age where everyone is on the go, the elevator pitch is a necessity. People simply don’t have the bandwidth for a full-length presentation — especially when they’re only just exploring their options. 

>>Example: Check out this example in which a G2 rep pitches his product with authenticity and enthusiasm in under 20 seconds. 

Social proof (i.e. data from case studies, quotes from testimonials, etc.) is one of the most powerful things you can include in a sales pitch. 

Just make sure you find a balance between sharing what other people think versus sharing what you can do specifically for that prospect’s unique challenges. 

Sales Pitch Example #2: The Product Demonstration

Sometimes, there’s really nothing like the real deal to get the prospect hooked. A live product demonstration can be incredibly compelling. 

>>Example: Check out the way the founder of Scrub Daddy scrubbed his way into three different Sharks’ hearts (who ended up arguing for the right to work with him!) and earned his company a lucrative investment. 

Watching this video, there’s no denying that the product works. The interested Sharks have absolutely no skepticism about the product or its claims; in fact, the best-fit Shark is actually excited to give him the money — all because his product demo spoke for itself.

Sales Pitch Example #3: The Pain Point Pitch

Here’s another Shark Tank example, and the entrepreneur in this pitch knows exactly how to dig into his market’s pain points: by talking about their children.

It’s clear by their body language here that every Shark — even those who are too old, at this point, to have kids in daycare — knows exactly the struggle that Mr. Brightwheel describes in his introduction.

The universal frustration faced by teachers and parents alike is so poignant that all he needs to do is describe it for a minute or two, and it brings even empty-nest parents right back to those chaotic early years.

Sales Pitch Example #4: The Two-Sentence Pitch

The Two-Sentence Pitch (also sometimes called the 12-second pitch) has a very specific framework.

First sentence: Complete (but brief!) summary of what your company does. 

Second sentence: What sets your company apart from competitors.

That’s it! This structure is helpful for beginning conversations with investors. It’s also sometimes used as the introduction for a slightly longer elevator pitch. 

>> Example: Here’s the two-sentence pitch in action.

Yesware is a sales engagement platform that helps sales reps increase productivity, improve engagement with prospects, and guide team-wide data-driven decisions. We integrate with Gmail, Outlook, and Salesforce in under 60 seconds, giving reps access to data directly in their inbox. 

This pitch is short enough that the specific language and other components can easily be A/B tested to find the perfect combination of words, gestures, pauses, etc. 

Sales Pitch Example #5: Don’t You Agree?

This presentation pitch example is a bait-and-switch approach that leaves your audience agreeing with you.

Here’s how it works :

• Start with an undeniable truth.
• Make a bold claim that contrasts it. One that should stir up some furrowed brows.
• Why they should agree + Solution.

>> Example:  Here is a set of slides by Drift that does this well. The breakdown of the pitch:

Truth : Tech has taken over our lives.

Bold claim : Forms, emails, and calls are the enemy. (Keep in mind that this is being pitched to marketers and salespeople, who rely on these channels for leads and customer communication.)

Why + Solution : Tech makes us treat humans like faceless leads. We should be focusing on creating real conversation and solving needs. Meet Drift.

The beauty of this approach is it makes us think differently. Deep down, we all want to push our teams ahead. Doing so requires innovation and change. Your pitch introduces a new line of thinking that helps your audience become a change agent for their team.

Want more? Here are 7 of the best sales presentation slides   from companies like Facebook, Uber, and LinkedIn.

Sales Pitch Example #6: Start With a Story, Segue Into Your Pitch

Storytelling captivates us as an adult just as much as it did when we were a child.

Our brains literally react to them. Stories trigger the release of a trust hormone called Oxytocin. When storytelling in a sales pitch , this chemical reaction promotes connection and empathy.

>> Example: See this story by Amy Cuddy . (The pitch here is that we really can fake it until we make it; our body language informs our perception of ourselves and others’ perceptions of us, thereby shaping our outcomes.)

Here are the details to include in your story (with the speaker’s filled out as an example):

What : A car accident threw her from the car, dropped her IQ, and took her out of college.

When : Age nineteen

Why it matters : Amy overcame the odds by faking it until she made it. She realized that adjusting her body language shaped her mind, her behaviors, and her outcomes.

Pro Tip : Keep your story short. You should hit on all of the details above in less than 2 minutes. Here’s an example of what not to do: a seventeen-minute story by LEGO®.

Sales Pitch Example #7: Start With a Stat

Sharing data during a sales pitch is a surefire way to demonstrate your credibility. It shows that you’ve done your research and that you understand how their problem affects them in a very tangible way.

How it works: Start your pitch with a statistic that highlights the problem the prospect faces. 

>>Example: Let’s imagine your sales team sells onboarding software for new hires. Your product is designed to cut down on wasted time training new employees and reduce employee turnover. 

Did you know that disengaged or poorly-trained employees actually cost companies money? Employees with low engagement cost their organizations approximately 18% of their salary. And that’s not to mention the fact that it costs anywhere from $7,500 to $28,000 (or more) to hire and onboard a new employee.

This is an effective intro, or “hook,” because it immediately gets the prospect thinking about their own budget and bottom line, and how to avoid the consequences mentioned in the statistics.

Sales Pitch Example #8: The Demo Principle

What do late-night infomercials, Costco samples, and magicians have in common?

They show you what they’re pitching firsthand.

The theory here is that the cost of time and resources it takes to give a demo is worth it, because the net profit from sales outweighs the net profit of sales without a demo.

How to do it : List out a table with two columns: bells and whistles go on the left; the end benefits go on the right. Cross out the bells and whistles; demo and sell the end benefits.

>> Example : Watch this carrot slicer show passersby about an easy peeling experience. Notice how little he talks about features of the peeler, because you can see them for yourself.

Sales Pitch Example #9: Give Perspective Based on Your Audience

When you’re pitching, you know the thing you’re trying to sell like the back of your hand.

But you need to know your audience like that, too.

It’s the key that helps bring their point of view to yours. And it’s one of the most easily overlooked secrets behind a successful sales pitch.

Most pitches make the classic mistake of jumping right into selling.

How to do it right on your own : Ask your customers to pick their brain. Why did they choose you? What benefits were they excited to see? Why do they keep coming back? Lead with that.

>> Example: Watch Mark Cuban explain what he did when he was faced with selling Mavs tickets when they were the worst team in the league. (Start the video at 1:01.) He reframes the game experience as a way for parents to create lasting memories with their children — memories like the ones they still have with their own parents.

Sales Pitch Example #10: Use Emotional Appeal

Another thing that works in Mark Cuban’s pitch is that he uses nostalgia.

Triggering someone’s emotion drives them to act.

Think about it: It’s why panhandling works : it sparks sympathy, which compels us to give.

How to do it on your own : Identify your audience’s business and/or personal values. Show how your pitch relates to their own values. ( Yesware , for instance, relates to its users by being built to save them time and increase their productivity every day.)

>>Example: See this Shark Tank pitch , where a company founder gets two sharks tearing up by getting them to commiserate with the risks of starting a new company.

Using content in your pitch that strikes an emotional chord is one of 7 proven sales techniques to close a deal and get to “yes.”

Sales Pitch Example #11: Educate and Inspire

The way we grow in life, love, and our careers is by learning.

On the flip side of that, one way to help others to grow is to educate. And not in a way where you push your opinions. You need to lay the groundwork with facts they don’t know.

How to do it yourself : Use specificity. It’s a persuasive technique to make your points more believable.

>>Example: Here is a video pitch from CharityWater .

It lays out these important facts:

• Some people have to walk 4 hours a day to get access to drinking water, and even then it is contaminated with dysentery and cholera.
• Drinking dirty water each year kills more people than intense violence like war.
• The water crisis is solvable. There is enough water in the world.

Sales Pitch Example #12: Use the Pique Technique

What was the first thing you did when you woke up this morning?

It’s the opening line of the video example above, and it captures viewers.

The thing is, when you’re selling to someone who doesn’t want to be sold to, jumping into a standard pitch is a fast turnoff.

The Pique Technique is where you make an odd request or ask a question that leaves your audience wanting to know more. They wonder why you’re asking, and that keeps them focused.

How to do it yourself : Make a small request of your audience, or ask them a question that’s easy to answer but leaves them wondering why you’re asking in the first place.

>> Example :

Sales Pitch Example #13: Paint Them a Picture

You think what you’re pitching is great, right? Well, the best way to show your audience this is to give them your POV.

How to do this : Think of the end effect of whatever you’re pitching. What does it feel like? Use a metaphor to explain it to your audience. You’ll need three or more points of similarity between the thing you’re pitching and the thing you’re comparing it to.

Because this can be tricky, here are two examples:

>>Example 1: Joe MacMillan compares the first web browser to driving through the Holland Tunnel:

Points of similarity:

• Possibility to be able to go anywhere
• Excitement of what is to come
• The anticipation of everything being laid out before you

>>Example 2: Don Draper pitches a slide projector wheel by describing it as a time machine:

• Goes backward and forwards
• Takes us to a place where we ache to go again
• Lets us travel to a place where you know you’re loved

As Don Draper says, this technique helps your audience to create a sentimental bond with whatever it is you’re pitching.

Sales Pitch Example #14: Use Flattery

We all have some level of self-doubt.

Which is why flattery is so effective.

It replaces our self-doubt with self-esteem. This subconscious effect holds true even when the offeror has an ulterior motive and the person you’re complimenting sees your ulterior motive .

>> Example:

Check out 5 more email examples of personal selling  in action.

Sales Pitch Example #15: Show Them That Their Time > Your Time

This one makes you stand out because 98% of sales pitches make a valiant assumption.

One that ruins their shot — despite the effort put into writing and setting up the nurture.

They assume is that their time is more valuable than their prospects.

The mindset is “I put in 1 minute of research, so I’m warranted to ask for 15-30 of yours.”

Because “I think this is a really good fit.”

Who cares? The trash can.

Instead, show them you spent more time researching than you’re asking for.

>> Example: See the example below. First, Asher runs an audit to pitch. Then, he reaches out through LinkedIn Messaging and email to send me the audit directly.

Within the same hour, I then received this with the audit attached:

Keep the following tips in mind as you practice and perfect your sales pitch. 

Research…a Lot

As fast-moving as most sales pitches are, they require a tremendous amount of research ahead of time. 

For a sales pitch to be effective, the rep who’s delivering it needs to be on top of everything from product knowledge to customer knowledge, to market trends and predictions. 

Solid sales pitch research means understanding: 

• The prospect’s pain points , needs, challenges, and preferences
• The appropriate channel for distributing the pitch 
• The decision-makers at the prospect’s company, and how to reach them
• Which questions and/or objections may be presented during the pitch

The more thorough your research, the more personalized your pitch will be. 

Make a Connection

Although it’s hard to measure, a lot of your success with sales pitching will come down to how well you make your first impression. 

Avoid the temptation to launch directly into your pitch content, no matter how limited your time. 

Instead, be the leader in building rapport. Make an effort to make a connection, and (of course) always remember to pitch with honesty and integrity. 

Start With a Strong Opening

You only have a few minutes to pitch, so the first few seconds are key. The opening of your pitch (sometimes called “the hook”) is one of the most important parts to master. 

To add curiosity and engagement to this section, consider starting by asking a question or sharing a relevant statistic. 

Work on Your Messaging

Regardless of the format of your pitch, always ensure that your brand messaging and value proposition are communicated clearly. 

Numbers are precise and definitive — sharing statistics and data during a sales pitch can give prospects something tangible to reference as they contemplate more about your offer. 

Nail Your Next Steps

Remember, the point of a sales pitch is to get the prospect to agree to the next step in the process. 

To that end, sales reps need to make sure that they know exactly what they plan to ask for after their pitch. 

Whether you want a meeting, a demo, or simply an email address, make sure that you have your specific ask ready (along with any materials you need to make it easy for them to say yes). 

Although every sales pitch is different, there are a few components that are common to just about everyone. 

Use the following list to help you create a sales pitch template for your team. 

• Introduction: Make friendly introductions and build rapport. Pay attention to the prospect’s body language, and adjust your approach accordingly. 
• Problem/Pain Points: Many sales reps find it effective to start their pitch with a question, or with a surprise-factor statement relating to the prospect’s pain point. The idea is to get them feeling a bit unsettled at the beginning so that by the time you finish your pitch, they are relieved to hear about your solution. This is where you get to the heart of the “why” for the prospect. 
• Value Statement/Value Proposition: As clearly and concisely as you can, explain your company’s value proposition and unique differentiators. The way you describe your USP should be action-driven and results-oriented. Avoid overly technical jargon or complex explanations. 
• Proof Points/Customer Stories: Social proof is powerful enough that it should always be included in a sales pitch, no matter how limited your talk time is. Snippets from case studies, testimonials, and online reviews are all great resources that prove other customers trust you; internal data and success stories can also be very compelling. 
• Closing Question/CTA: At the end of your pitch, it’s time to talk next steps. Some reps choose to end their pitch the same way it began: with an open-ended question . This can put the ball in the prospect’s court and help guide them into the next stage. If they don’t get there on their own, though, it’s up to you to be firm and make a direct call-to-action (i.e., Can we set up a demo for Thursday? How’s 2:00pm?). 

Remember, it’s important to always connect the dots and put your prospect first.

These sales pitch examples use tactical strategies that are easily replicable but must be catered to your specific prospects.

This guide was updated on November 22, 2023.

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kids department

• How to Buy Used Kids’ Stuff Online How to Buy Used Kids’ Stuff Online
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How to Buy Used Kids’ Stuff Online

In her parent group chat, ceramicist and mother Helen Levi is known as the children’s-consignment whisperer. Parents will text her with requests for a toddler backpack or muslin swaddles, and she sends a link to the best deal on the internet. Searching for bargains has become a relaxing obsession, she says, so we asked Levi for her time-tested strategies and resources.

Know where to look for what.

My specialty is knowing where to search. Poshmark and Kidizen are great for clothes — Poshmark more for basics and Kidizen for nicer brands. I found a Boden raincoat on Kidizen that was originally $68 marked down to $32. And eBay and Mercari are my go-tos for discontinued and sold-out toys, like a Buzz Lightyear figurine. Just remember to Google everything to make sure it wasn’t recalled and know that toys made before 2008 might not meet current federal safety standards.

Source furniture on Facebook Marketplace.

It requires much more time and effort than other sites, but it’s rich with finds. I got a rocking horse and scooter on there, and both were located super-close to my house. But beware: Sellers can be flaky on Facebook.

Embrace the well-loved children’s book .

There are tons of booksellers on eBay who sell books for $4 with free shipping. I’ve bought 20 to 30 books this way, some with marker on the pages. But my son is 3. He doesn’t care, and I’m not a perfectionist about it either. If you do want something that’s better quality, look for books marked as EXCELLENT or LIKE NEW and make sure the seller has a high rating, ideally over 99 percent.

Search for baby basics on eBay.

For example, I wanted the Baby Brezza Glass One Step Baby Food Maker, but it was $200. I found it on eBay for just $55. And when I was at an Airbnb with friends and their kids, there was a plastic Playskool toy that my son was really engaged with. When we looked it up, it was discontinued, but, of course, eBay had several.

Use “open box” as a search term.

It indicates something is either brand new or has been very lightly used and still comes with the original packaging. I’ve found open-box baby gear from all the big retailers on eBay for less.

Check the “North America” box on eBay.

Buying something from across the ocean kind of undoes all the work of finding something that’s more sustainable. You can limit your search on eBay to a certain mile radius to keep it as close to home as possible.

Always buy “bundles” (multiple items from one seller) on Poshmark.

Poshmark has a lot of basic (but very good) baby brands like Carter’s, H&M, Old Navy, and BabyGap. To get the best deal, make an offer on a bundle for less than the items’ combined price. The more items you bundle, the deeper the discounts. I once got five pairs of soft legging pants for $15 from a seller who listed them for $23 altogether.

Let some merchandise sit in your cart on Poshmark.

If I’m not in a rush to own an item, I’ll make a few carts from different sellers and wait to see who offers the lowest price. This strategy is best for basics, not name brands. I recently got my son a bigger pair of his favorite Nike Cortez sneakers. I didn’t wait around or lowball too hard because Nikes in good condition don’t come up that often. The ones I found were listed at $19, and I offered $16, which was accepted.

Be wary of the words “play condition.”

That’s a funny term used for kids’ clothes that means the garments have teeny-tiny holes or little stains on them. If you ever see a good brand for very cheap, it’s definitely going to be play condition. I steer clear of these items because I already have free hand-me-downs that are ripped and stained. If I’m buying used clothes, I like them to look slightly better.

The Strategist is designed to surface the most useful, expert recommendations for things to buy across the vast e-commerce landscape. Some of our latest conquests include the best acne treatments , rolling luggage , pillows for side sleepers , natural anxiety remedies , and bath towels . We update links when possible, but note that deals can expire and all prices are subject to change.

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