Sales books are resources focused on teaching salespeople valuable lessons about a range of sales topics, from prospecting and closing to management and metrics. Sales professionals read these books to learn new skills and principles that help them increase their conversions and advance in their sales careers. We’ve curated this list of the best sales books and split them up by role and responsibility so you can find the perfect book for your specific needs.
Here are the categories of the best sales books:
- Sales Books for Sales Prospecting: These books teach sellers how best to generate new leads through cold calling, emailing, social selling, and more. Read more below.
- Sales Books for Lead Nurturing & Closing: These are for those who hold sales calls, presentations, and other meetings in order to push deals to a close. Read more below.
- Sales Books for Sales Managers: These books help sales managers coach and lead their sales teams to success. Read more below.
- Sales Books for Business Owners & Sales Execs: These books are focused on creating and implementing sales strategies, cultures, and plans that grow revenue. Read more below.
- Sales Books for New Sales Professionals: These resources provide novice reps with the foundational skills they need to succeed. Read more below.
- Sales Books for All Sales Pros: All salespeople can benefit from reading these books on relationship-building, negotiation, psychology, and other crucial topics. Read more below.
To determine our list, we combed through online book rankings and ratings, as well as interviewed top sellers to identify the best books for any skill level or need. To supplement your reading, also check out our articles on the best sales podcasts and best sales blogs for salespeople.
Best Sales Books for Sales Prospecting
These books were written with prospecting sales reps in mind — the business and sales development reps and full sales cycle managing reps of the world. They’re full of information about cold calling, emailing, social selling, and qualifying, and they can help you create a repeatable process for booking meetings with high-quality leads.
What You’ll Learn by Reading New Sales. Simplified.
- How to Compile a List of Quality Leads: Learn how to identify the high-quality leads from the time-sinks, and how to put their information together in an easily usable list.
- How to Create Cold Call and Cold Email Scripts: Mike shares how to create a cold call script that focuses on naming and agitating common pain points to get a lead’s attention.
- The Perfect Cold Outreach Cadence: Learn the best order in which to cold call, email, and leave voicemails, and how to actually do each correctly.
In a time when buyers are particularly skeptical of a salesperson’s intentions, New Sales. Simplified. is an essential read. It teaches sellers a cold outreach strategy that starts the conversation with pain points, establishing trust and value from the first cold call or email.
What You’ll Learn by Reading Fanatical Prospecting
- How to Leverage the Law of Familiarity: The more familiar a buyer is with your brand, the more likely they are to convert. Jeb shares the five ways to create this familiarity.
- The Five Cs of Social Selling: Learn how to create relationships with cold leads over social networks like LinkedIn in order to get them to call you.
- A Five-Step Telephone Framework: Learn Jeb’s cold calling technique that will get you more meetings.
If you’re looking for some tested prospecting tactics laid out step by step that you can use right away to start more conversations and book more meetings to help you surpass quota, Fanatical Prospecting will be a productive read for you. It’ll also help you dominate social media and turn LinkedIn connections into B2B leads.
What You’ll Learn by Reading Influence
- The Six Weapons of Influence: Learn how to make people take action using the laws of reciprocity, liking, commitment and consistency, authority, social proof, and scarcity.
- How the Psychological Weapons Work in a Sales Setting: Read stories and anecdotes that show you how professional sellers use these psychological tactics,
- The Psychology of Getting a “Yes”: Understand why people say yes to certain requests and how to capitalize on these truths.
Influence will give you psychological tactics to open more sales opportunities. Much of cold outreach revolves around catching someone’s eye, making them like you, and influencing a snap decision on their part, and this book deals with all of that.
Best Sales Books for Lead Nurturing & Closing
These books are meant for reps in charge of managing and moving prospects to the finish line. They cover various sales methodologies like SPIN or Challenger selling and give you actionable tips for holding discovery, delivering pitches, giving presentations, handling objections, and, of course, closing the sale.
What You’ll Learn by Reading Gap Selling
- How to Identify a Prospect’s Needs (the Gap): Learn how to find your prospect’s true problem and needs during the discovery phase of the sale.
- Today’s Sales Myths: Keenan shares and busts the sales myths that might be holding you and your results back.
- How to Implement the Gap Selling Methodology: Learn how to use the method to improve each phase of your sales process.
Besides revealing useful discovery tactics, Gap Selling also shares tips on how to better negotiate, overcome objections, and close deals. The problem-centric sales approach you’ll learn will enable you to form better relationships with prospects and close more deals.
What You’ll Learn by Reading Secrets of Closing the Sale
- 100 Closing Techniques: Learn Zig’s closings to use for almost any sales scenario you might encounter.
- A New Perspective on Selling: Zig’s book includes over 700 questions to ask yourself that are designed to change how you think about sales and closing for the better.
- The Power of Imagery in Sales: Learn how to use your words to paint desirable pictures in the minds of your prospects.
Although Ziglar is often hailed as a guru, he's aware that he’s not all-knowing. So, Secrets of Closing the Sale also includes professional tips from 100+ of the most successful salespeople in the US. These tips give readers other perspectives from different industries and professions.
What You’ll Learn by Reading The Challenger Sale
- The Challenger Strategy: Learn how to come across as an expert, teach your prospects, and nudge them into thinking about their business in a new light.
- How to Be Insightful: Learn the art of bringing your prospects insights about how to improve their bottom line and efficiency.
- The Five Types of Salespeople: Learn if you’re primarily a Challenger, Lone Wolf, Hard Worker, Relationship-Builder, or Problem Solver and how to become more of a Challenger.
The Challenger Sale will help any seller, no matter their current methodology, come across as more confident to their prospects. The book will also key you in to your own sales personality and show you which of your deficiencies you should improve and which strengths you should use more often.
What You’ll Learn by Reading SPIN Selling
- How to Structure Your Sales Calls: Learn the start-to-finish process for closing deals (pre-call planning, making small talk, conducting an investigation, showing capability, and getting commitment).
- The Right Questions to Ask a Prospect: Learn the questions that will help prospects see their situation, the problem, its implications, and their need/payoff.
- How Small Sales and Large Sales Differ: Learn why techniques you might use to close smaller deals don’t work for the more complex, major deals.
The shining element of SPIN Selling is the applicability of its strategy; sellers can easily take what they’ve learned into their next call and know what to do and what to ask to get the best results. After reading, you’ll know the perfect questions to ask prospects as they move through the stages of your sales process.
What You’ll Learn by Reading Pitch Anything
- The STRONG Pitch Method: Learn the six-step method for pitching your ideas, products, or services.
- Sales Psychology: Through case studies, Klaff teaches you how the human brain reacts to and makes decisions about different pitches.
- How to Negotiate a Higher Salary: Learn how to get the money you deserve from your employer using specific pitch tactics.
Pitch Anything is most useful for salespeople who are meeting with prospects on a daily basis, but its advice extends beyond the domain of sales. Knowing how to formulate a pitch can help you influence your friends to go see the movie you want, or help you persuade your child of the benefits of eating their broccoli. If improving your oratory and influence is important to you, read this book.
What You’ll Learn by Reading The Art of Closing the Sale
- Six Requirements for Closing: Learn the checklist of six things you must accomplish before you can ask for the close.
- How to Develop Your Sales Personality: Tracy shares methods to increase your self-confidence and self-esteem as a closer.
- How to Handle Objections: Learn the most common objections and how to overcome them with practical techniques.
Required reading for any sales professional looking to grow as a closer, The Art of Closing the Sale will leave you more confident in your ability to take a contact from interested lead to customer. It’ll also prepare to overcome the most common objections prospects mention.
Best Sales Books for Sales Managers
These books are useful for sales managers who must coach and lead a sales team to success. They don't just teach you how to manage your day-to-day management responsibilities like reporting, hiring, and training. They also teach you how to manage and positively impact the morale and performance of your sales reps.
What You’ll Learn by Reading Sales Management. Simplified.
- How to Build a High-Performance Culture: Learn how to create and implement a sales culture that fosters a strong sense of purpose, routine feedback, and success.
- How to Structure a Sales Team: Learn how to put your team members in the right positions for their specific skill sets.
- How to Hold Productive Meetings: Understand the framework for having effective meetings with your sales reps.
Whether you’re new to the position or a sales management veteran, Sales Management. Simplified. will provide you with insights and ideas that you can bring to your team immediately. After reading, you’ll be able to immediately apply these management methods to your sales department. For instance, you’ll know how to do a productive pipeline review with a rep.
What You’ll Learn by Reading Cracking the Sales Management Code
- How to Choose the Right Sales Process: Learn how to pick a sales process that aligns with your desired results.
- The Right Metrics to Track: Understand the most important metrics to track for each of your processes, from opportunity management to account management processes.
- The Activities You Should Manage Daily: Learn which metrics your reps should hit daily so they can reach their long-term targets.
Cracking the Sales Management Code argues that any manager who wants to improve team performance can do so by learning how to effectively forecast and report on performance metrics. After reading this book, you’ll be able to accurately assess the reason you’re not hitting some of your sales goals, and fix it.
What You’ll Learn by Reading The Challenger Customer
- How to Talk to the Right People: Learn how to separate the talkers from the influential, authoritative mobilizers at your target company.
- How to Start a Conversation With an Influencer: Learn how to use valuable insights to get the attention of potential champions in a company.
- Why Most B2B Sales Teams Struggle: Understand why going after the leads who engage most with your content might not be in your best interest.
Managers of B2B sales teams can take what they’ve learned from The Challenger Customer and tweak their sales process and strategy accordingly so that their reps are spending time talking with the best possible leads. Managers will also learn how to equip these influencers with the knowledge and content they need to persuade their company’s decision makers.
Best Sales Books for Business Owners & Execs
These books are meant for the small business owners, VPs of sales, CROs, and other executives responsible for revenue growth. They teach you how to create and optimize the various high-level components that come together to create a successful sales department, such as a predictable lead generation process, solid forecasting, a sales tech stack, and more.
What You’ll Learn by Reading The Ultimate Sales Machine
- The 12 Critical Areas to Improve: Learn the 12 areas of your business that you should focus on improving over the next few years.
- A Process for Tuning Up Your Business: Learn how in just one hour of focused big picture work a week, you can dramatically improve your sales numbers.
- Management Tactics: See how to teach your employees to work smarter, not harder, so that they’re more effective.
The Ultimate Sales Machine drives home the point that focus and consistency are key when you’re trying to grow your business. The book gives you the main few skills that a business exec or owner needs to hone in on to really make a difference in their bottom line, and teaches you how to routinely work on them.
What You’ll Learn by Reading Secrets of Question-Based Selling
- The Question-Based Selling (QBS) Strategy: Take a crash course in the QBS strategy to understand why questions are so powerful and how to ask better ones.
- How to Become a Better Seller: Learn about conversational layering, what makes people curious, and how to establish credibility with the QBS method.
- How to Implement the QBS Strategy: Learn how to make the QBS strategy work in your current sales process.
After reading Secrets of Question-Based Selling, CEOs, VPs of sales, and other executives will have the power to craft a sales organization that’s focused on asking quality, revealing questions that make buyers trust you and see the value you offer. Execs will be able to train their employees to become relationship-building masters using the strategy in this book.
Top Sales Books for New Sales Professionals
Salespeople who want to learn some fundamentals of the trade and gain an understanding of what it takes to become a successful salesperson will benefit from reading the following books. They deal with time management, relationship building, and becoming a fast learner.
What You’ll Learn by Reading Little Red Book of Selling
- The Power of Belief: Learn why belief in yourself and your product is your biggest asset, and how to attain it.
- How to Plan for the Day: Learn how to structure your day to achieve success by scheduling time for calling and other activities.
- How to Maintain a Positive Mindset: Read about how to develop a mindset that will sustain you through the inevitable failures of cold outreach.
A 101 course on the fundamentals of sales success, Little Red Book of Selling is the type of book a sales manager plops down on their new hire’s desk, confident that when applied, its lessons will help them meet or surpass quota.
What You’ll Learn by Reading To Sell Is Human
- How to Understand Prospects: Learn the three rules for seeing things from the prospect’s perspective.
- How to Have Clearer Sales Messaging: Learn the five ways to frame messages to make them more persuasive and actionable.
- The Importance of Problem Finding: Figure out why conducting adequate discovery is so crucial in sales.
To Sell Is Human is both enlightening and entertaining, making it a productive and fun place to start as a sales rep trying to understand the nature of sales. Readers will also learn counterintuitive techniques that defy common sales advice, like the six better alternatives to the elevator pitch.
What You’ll Learn by Reading What Great Salespeople Do
- How to Craft a Story That Sells: Learn the structure of compelling stories that engage a prospect’s emotions and make them want to buy.
- How to Make Buyers Less Skeptical: Learn to access the part of a prospect’s brain where trust is formed.
- Empathic Listening: Understand how to become a better listener to create better conversations with potential buyers.
Drawing from discoveries in neuroscience, anthropology, and other academic disciplines, What Great Salespeople Do is full of useful techniques that can help sales reps improve their communication skills. You’ll also learn how to build a collection of sales stories to draw from in each stage of your sales cycle.
What You’ll Learn by Reading Agile Selling
- How to Learn Quickly: Learn the system top salespeople use to get themselves up to speed quickly on new business conditions.
- How to Leverage Your Peers: Konrath teaches you how to get consistent feedback from your peers.
- Brain Recalibration: A journaling approach to help you reflect on your current sales challenges and find solutions.
Agile Selling gives you the methodology for consistently growing your sales skill sets and knowledge bases in this ever-evolving business world. With profound methods like brain recalibration and systemized feedback loops, you’ll have what it takes to become the most informed seller in your field.
What You’ll Learn by Reading The Go-Giver
- The Power of Giving: Learn why focusing on adding value to your prospects’ lives earns you a lot in return.
- The Five Laws of Stratospheric Success: Knowing the laws of value, receptivity, compensation, influence, and authority will help you win more sales.
- How to Be a Go-Giver: Read how people in various industries, from restaurants to real estate, have implemented this rule of giving.
Above all, The Go-Giver is a heartwarming and inspiring story that helps us salespeople remember the most rewarding aspect of sales: improving the lives of our customers. It will give you ideas for creating value for your customers throughout your professional relationship.
Best Sales Books for All Professions
These books are meant for any sales professional looking to elevate their game. They cover topics like relationship building, negotiation, and sales psychology that can help salespeople of all positions and industries excel.
What You’ll Learn by Reading Never Split the Difference
- Mirroring: Learn the simple conversational hack that will get your prospects revealing valuable information that can help you win a negotiation.
- How to Overcome Objections: Read how to handle objections through empathetic listening and acknowledgment of their concerns.
- How to Calm Down Any Situation: Learn how to use tonality of voice and certain phrases like “You might hate me for saying this, but . . . ” to reduce tension.
Never Split the Difference will not only make you a better salesperson, it will also give you the conversational framework you need to become more persuasive in any area of your life, whether that’s negotiating rent or a pay raise. Mirroring and other tactics will also make you a better conversationalist — one who's more capable of forming relationships with buyers.
What You’ll Learn by Reading Sell or Be Sold
- How to Excel Even in a Bad Company: Learn how to beat quota even in a poor situation.
- How to Beat Call Reluctance: Understand how to overcome fears of picking up the phone and making cold calls.
- The Best Sales Mindset: Learn how to stay positive and keep persevering after rejection.
Sell or Be Sold argues that selling is a way of life. Its application is everywhere, even in our own minds, when we try to sell ourselves on a new workout regimen or any decision. The more you understand this, and the more you practice the craft, the better career and life you’ll lead.
What You’ll Learn by Reading The Psychology of Selling
- The Power of Suggestion: Learn how the way you dress, set up your office, and hold yourself can affect the outcome of a sale.
- How to Set Sales Goals: Learn the six types of goals you should be setting, from daily activity goals to annual income goals.
- Why People Decide to Buy: Read descriptions of the eleven reasons buyers decide to pull the trigger.
After reading The Psychology of Selling, any salesperson will likely find within themselves a burning desire to try out Tracy’s recommended tactics, since he delivers them with such an inspirational voice. You’ll want to test out the power of suggestion in your next sales meeting or begin tomorrow morning by plotting out the six sales goals he recommends setting.
Bottom Line: Best Sales Books
Sales books can help you improve in many areas of sales. However, it’s important to remember that just reading isn’t enough to reap the benefits of books. You have to actually take what you've learned and test it out on the job. Learned a new cold calling script? Great, go try it. Only after application will this knowledge become solidified in your mind and start producing a book’s promised results. To learn more for your sales profession, check out our sales career page.