A book on sales by an experienced author does take you around the sales curve faster. It can help you navigate the learning curve quicker than just on-field experience. Such books do away with negativity and boost your confidence in the right direction. The end goal of these books is to make you experience situations you have not and prepare you for situations ahead of you. The authors also provide a solution on how to tackle them skillfully. Here is our curated list of 19 top-ranked books for sales professionals and for people who aspire to be.
52 Sales Management Tips: The Sales Managers' Success Guide by Steven Rosen
52 Sales Management Tips targets struggling front-line sales managers. It is a perfect guide to be consulted for the managers to look into and drive-up sales when conditions could be more conducive. It lays down the rules on how a sales manager should improve himself even if he faces adversity. The result this book delivers is impressive. The mediocre sales manager becomes a star performer and someone the entire sales team would look up to! The book is a reminder of what one may have known in the past but forgotten those skills. Apart from that, it introduces new sales concepts that are effective. It is one of the best sales books of all time.
Inbound Selling by Brian Signorelli
It is an excellent handbook that guides you to transform your sales organization into a revenue-generating system. The book examines buyer behavior. It discusses the broader strategy at first and then the detailed tactics of effective sales. It would benefit sales personnel as it helps them stay ahead of the curve. The author provides tactical insights for a salesperson who can become a manager starting at point zero. The book offers insights into modern sales. It gives ideas to the salesman as well as the executive cadre.
The Sales Acceleration Formula by Mark Roberge
The book discusses new tactics and out-of-the-box ideas which pave the way to a new approach toward sales and marketing. Analytics are available to measure deals and advice on building a solid and successful sales team. The book emphasizes how to conduct a salespeople interview process objectively. A software start-up company looking for growth would find this book best suited for them. It is also helpful to people who do not have a sales background or limited sales experience. The book addresses the sales team relying on inbound sales. It renders the best advice on training, building, and managing a sales team. It helps them to tackle the challenges posed by the modern world.
Secrets of Closing the Sales by Zig Ziglar
The book is the perfect encyclopedia for salespeople, among other kinds. Although the book is 40 years old, it remains conceptually relevant. Many actionable pieces of advice are a must-read for those wishing to start a business or promote their sales. A sale consists of different parts. The critical factor is when the customer says "Yes"! As per the author, that stage is the persuasion stage, which he focuses on in this book. The book consists of over 700 questions that give rise to new possibilities. You may have overlooked these or did not think they existed at all. It also contains at least 100 successful closings to a sale with different persuasion techniques.
The Only Sales Guide You'll Ever Need by Anthony Iannarino
One of the best sales books, The Only Sales Guide You'll Ever Need by Anthony Iannarino, comes in handy for sales professionals as it classifies the skills and the process they require to become successful in sales. The book can withstand a lifetime for sales professionals as it provides a deep insight into sales. It emphasizes improving customer values and simultaneously making you achieve success. The book answers why a few are successful at sales while the rest are not. The solution lies in continuously having the right mindset and skill set. You also receive excellent advice on dealing with rejections and analyzing your success with defeats. Such analysis spawns new strategies. It is a sales guide that would surely make a difference in your sales career. It is bound to reveal the discipline necessary to achieve your sales objectives.
To Sell Is Human by Daniel H. Pink
This is one of the best books on sales. The book is a bird's eye view, thus generalizing the modern selling environment. It does not dive deep into sales but guides you on focusing on it. The author emphasizes how sales penetrate every aspect of society. The book would serve well to a wide range of people, varying from business leaders to start-up entrepreneurs. The book also provides tips on improving your communication skills; skills such as writing attractive emails and tweets. "To sell is human" turns valuable in the hands of sales and service enthusiasts; Valuable because the book is more practical. It educates one on how to pitch sales apart from creating an environment for sale itself.
Spin Selling by Neil Rackham
"Spin Selling" is a book aimed at people who wish to provide the ideal framework to interact with customers. It also points out that those traditional sales strategies that succeed with small sales need not be so with growing sales. The book takes you through four distinct stages of sales. "SPIN" is an acronym for Situation, Problem, Implication, and Need- payoff. The ideas offered by the author are practical to boost your sales. It also advises avoiding age-old strategies that only work in the current dynamic environment. This book offers simple, practical advice you can use to increase your sales. You can also streamline your sales process and avoid older strategies that don't work. Spin Selling is one of the best books for sales reps.
Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
The sales books best sellers "Little Red Book of Selling" lays forward the ideology that sales success results from the right mindset. The book is straightforward and the techniques suggested are practical. Even an inexperienced salesperson can find it helpful as the book is a "Red Bull" containing sales tips with cartoon images to drive the idea home. It emphasizes how one should not try to sell but allow people to love what they buy! It's a great way to re-examine the basics as it uniquely explains marketing. The idea's found in this book pave the way for success in sales.
Fanatical Prospecting by Jeb Blount
"Fanatical prospecting" is a must-read for people in the sales field. Apart from motivational ideas, there are many tips about cold-calling and using social media platforms. Real-life incidents illustrate top points in increasing sales, and there is no beating about the bush. It's written in simple language, and the intention is to make every salesperson understand. Thus, the book does not discriminate against sales personnel through educational qualifications. There are many inspiring quotes to deliver the message that the sales profession is challenging but also profitable.
Sales Management Simplified by Mike Weinberg
In "Sales Management, Simplified," the author states that sales-related problems are self-inflicted. The solution is also provided to resolve such issues and build a successful sales team. The solutions offered are simple and implementable immediately. The strategies are easy to understand. It is a must-read for all sales managers and salespeople who aspire to become top-notch. The book will help you form a winning sales leadership strategy. One can feel the simple but honest approach while reading this book. It emphasizes getting the basics perfect and then building a successful sales career on that foundation.
The Sales Magnet by Kendra Lee
You wish to be the best in sales. You want to add customers without cold calling. You aim to create lead-generating campaigns. You can achieve all this and more by reading "The Sales Magnet." There are 14 proven strategies to make you the best salesperson you wish to be. Apart from following them one by one, you can combine the right mix of those strategies and develop new ones. The case- studies present in them are perfect guides that would work in any sales situation. Buying the book is a good investment.
The New Strategic Selling by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
The book provides insights into complex sales and how to plan and approach them. It's one of the best books on "B2B" sales and visualizes the involvement of many decision-makers. It is a book for anyone connected to sales, even though their positions differ. New salespersons, consultants who sell intangibles, and experienced sales personnel can use it. Uncertainty becomes a certainty and provides the reader with strategies, including control. The book thus provides a basic and powerful method and advocates a "non-manipulative selling philosophy." It is one of the best books for salespeople.
Smart Calling by Art Sobczak
The book is not only about cold calling but prospecting in general. It's the ideal book to read by owners of new start-ups and salespersons. The book is logical and stresses a "never give up attitude." It adds value to telephone prospecting and improves results. The systematic process leads to more interesting results and conversion to quick sales and considers the day-to-day routine of salespersons with live examples. The book has fantastic knowledge, and it is up to the reader to implement them and succeed in sales.
The Psychology of Selling by Brain Tracy
The book targets a person engaged in marketing or sales. The tips provided by the author to sell are powerful and practical. It would suit a sales fresher and more experienced people in sales. It would also provide enthusiasm for one to enter the sales field. The book does provide ideas, strategies, and tactics for quicker sales. There is a stronger possibility of the reader achieving success in the sales field than ever before. The reason is that the book makes a person realize their full potential and thus succeed.
One needs to follow certain techniques and selling methods to double and triple your sale. The "Psychology of Selling" is more important. The book has a two-pronged approach. One is how to overcome fears of rejection, and the other is how to get confident, which cannot be easily shaken. It has guidelines for salespeople on how to apply thought control. Combined with that are feelings and emotions, which lead to total effectiveness. Overall, the salesperson reaches and realizes their total potential, which helps them sell faster, quicker, and easier.
The TOP Sales Leader Playbook by Lisa D. Magnuson
A book targeted at modern sales leaders who only aspire to win big. It can be called a valuable playbook that has 16 key plays. These “Plays” provide insights into growing revenues exponentially and achieving leadership success. A sales-bound organization needs to generate big deals continually. In other words, the deals have to be five times your normal business deal daily. With this objective in place, the book provides detailed instructions. This book has four main topics, all aimed at sales leaders. They are Leadership, Methodology, Execution, and Culture.
Emotional Intelligence for Sales Success by Colleen Stanley
Emotional Intelligence (EI) for Sales Success is a book on how sales reps can sharpen their knacks to boost positive outcomes. It is one of the best sales books to read. The book will guide them on how to enhance impulse control for enhanced conversations, and so on. Emotional intelligence plays a vital role at every stage of the sales process, from business development to closing deals. Sales courses talk only about sales techniques. EI says that sales are a relationship between two human beings. The sales process does not differ from the emotional intelligence rules that apply to friendships. It is a book one should have going forward in their marketing and sales endeavors.
Gap Selling by Keenan
The book advises salespersons who are disillusioned with their own beliefs on sales. It also drives home the point that tactics are not the top reason for becoming successful in sales. GAP aims to increase the sales "IQ" of all the organizations connected to sales. GAP places its focus on the customer. It ascertains where the customer is currently positioned and where he should want to be. The salesperson sits in-between this gap and hence GAP selling. The book has four main sections with respective subsections which guides the salesperson on how to do GAP selling
Sell or Be Sold by Grant Cardone
This is one of the best selling sales books available today. The author explains the different approaches and techniques of selling. This book also speaks about how to sell in a bad economy, overcoming call reluctance, helping the sales teams build sales pipelines, handling rejection, and changing how a person thinks about sales and approaches it. This book will help a salesperson master sales strategies, turn around negative situations, and shorten sales cycles.
It is evident from the passage above that ' just' sales differ from ' effective' sales. Many of the authors stress the fact that sales include emotions. Such emotions include understanding the customers too. You will find many ideas and strategies that will double or triple your existing sales. All solutions suggested are practical ones and not imagination.
Go on! Sharpen your sales knowledge and become the sales rockstar.
You must consult these incredible books on sales as just a single read is insufficient. It has to be said that these books can help you irrespective of the position you are in, build your sales knowledge, improve sales engagement with clients, and achieve success in the world of sales that you so deserve.