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A post from the POLISH YELLOW PAGES® blog (formerly DATABOT.PL), originally published on 11.03.2023. Some information (tools, prices, regulations) may have changed since then.
31 sales books that will change the way you sell
The most successful people attribute their achievements to a never-ending journey of learning. Learning doesn’t end when you leave school, pass an exam or finish a book — it is a continuous, lifelong process that makes us better.
The same applies to sales reps. It is not enough to focus only on first-hand experience and training to gain sales knowledge. You must invest time and energy in continuous learning outside your daily work too. This will help you not only hone your skills and test new techniques , but also close more deals and be a successful, effective salesperson.
The complete guide to the best-selling books you must read now
One of the best and cheapest ways to learn is to pick up a book. The challenge with finding the perfect sales book is that there are too many to choose from, and choosing the best book can be overwhelming. That is where this list comes in handy.
Below we have gathered the 25 best sales books that will completely change (and refine) the way you sell, helping you build better relationships with customers, find higher-quality prospects and close deals faster.
Remember : visiting your local bookshop or buying second-hand books is not only better for your wallet but also for our planet!As always: the order of the articles has nothing to do with the quality of the books mentioned and is not a ranking.
1. The Psychology of Selling
Author: Brian Tracy
Pages: 232
The Psychology of Selling discusses how selling is more than just strategy and policy. To succeed in sales you must also understand human psychology and behaviour in a business context. Author Brian Tracy uncovers the inner motivations of buyers and sellers, explaining how they connect to create opportunities for sales reps . In this book Tracy thoroughly covers the psychological ideas, methodologies, strategies and techniques that will help you close more deals, faster than ever before.
More information2. The Greatest Salesman in the World
Author: Og Mandino
Pages: 128
This classic sales book by Og Mandino helps the reader discover the “why” behind selling. In this book the act of selling changes from something that might be regarded as manipulation; instead selling becomes an act of helping people achieve their goals and dreams — with the help of a great salesperson, of course.
More information3. The Challenger Sale
Author: Matthew Dixon
Pages: 240
Matthew Dixon reveals the real secret of successful selling and business success in The Challenger Sale . Dixon argues that the best salesperson doesn’t just build relationships with customers, but challenges them to think beyond that single transaction and to consider how these solutions can solve their problems. The book ultimately suggests a shift from selling products to selling solutions . Dixon looks at top sales professionals to understand what makes them great, and offers tools and techniques that will help sales professionals become challengers.
More information4. Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling
Author: Art Sobczak
Pages: 256
In Smart Calling: Eliminate the Fear, Failure, and Rejection From Cold Calling Art Sobczak reveals the secrets of success on the phone . Cold calling is a basic and essential function of every professional sales workflow, and it is no secret that it can be one of the most tedious and intimidating techniques because of the overwhelming rejection rate. Sobczak offers tips and tricks to help sales professionals successfully close cold-call deals while minimising the fear of rejection . While other books tell the reader to “learn to love” rejection, Smart Callingis different: it enables the reader to take action, contact prospects and close deals almost every time.
More information5. B2B Is Really P2P: How to Win With a Good Touch in a High-Tech World
Author: Frank Somma
Pages: 238
In this book Frank Somma discusses the sales gene and how to use it to your advantage to identify the nuances of body language , tone of voice, micro-expressions and word choice when talking to prospects, which can help you start building long-lasting customer relationships. This book will give sales veterans, sales leaders and fresh graduates alike the tools and techniques to help build lasting relationships that lead to sales.
More information6. The Sales Development Playbook
Author: Trish Bertuzzi
Pages: 262
If you are looking for a book to help you grow sales and win new customers, we encourage you to read The Sales Development Playbook . This book talks not only about how to achieve growth, but also about how to achieve hypergrowth . It describes how to build new pipeline effectively by supporting inside sales teams in successful prospecting. Discover six steps you can take right now to start acquiring high-quality leads.
More information7. Own Your Niche
Author: Stephanie Chandler
Pages: 251
This book discusses online marketing and sales tactics that sales teams should consider in today’s digital marketplace. From Own Your Niche you will learn how to present your company to online audiences in an authentic way . Stephanie Chandler offers easy-to-use and easy-to-implement strategies you can use today to help grow your business in the future.
More information8. The New Handshake: Sales Meets Social Media
Author: Joan C. Curtis and Barbara Giamanco
Pages: 204
We live in an increasingly digital world, and today’s social media environment has completely changed how we communicate and connect with others. From this book you will learn how to apply social media sales solutions , how to build a social media sales roadmap and how to empower salespeople to adopt these new tactics. Take advantage of social media and start connecting with your target audience in an authentic, strategic way.
More information9. SPIN Selling
Author : Neil Rackham
Pages : 216
In 216 pages Neil shares the sales wisdom he gained by analysing more than 35,000 sales calls made by 10,000 salespeople in 23 countries . He presents the concept of SPIN selling , an effective sales strategy aimed at high-value sales. According to him, salespeople should ask 4 types of questions – situation, problem, implication and need-payoff – to turn prospects into customers. Although the approach was published in 1988, it has stood the test of time in terms of actionable, data-backed strategies .
More information10. The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
Author: David Hoffeld
Pages: 288
If your sales strategies are not leading to closed deals, it may be time to look for a new approach. This book will give you new, data-backed sales strategies that you can implement to start closing more deals. Use this book to start increasing sales and building deeper, mutually beneficial relationships with customers.
More information11. Selling to the C-Suite
Author: Nicholas Read and Stephen Bistritz
Pages: 288
This book is a classic guide to selling at a high level. Have you ever wondered how salespeople develop long-lasting relationships with top executives? In the B2B world, selling to executives is normal, and executives look for advice on moving the needle. With this book you will learn strategies for successful C-suite selling and become a trusted adviser to the target company.
More information12. Emotional Intelligence for Sales Success
Author: Colleen Stanley
Pages: 224
Emotional intelligence (EI) is an important skill for all salespeople, because it plays a key role in the sales process. It is easy to become defensive when a prospect questions your offer, or to fold under pressure too quickly when your price is challenged. From this book you will learn how EI is an indicator of sales success and how to hone your skills , to expand your EI toolkit.
More information13. Think and Grow Rich
Author: Napoleon Hill
Pages: 388
This is a classic book, loved and quoted by many professional salespeople. It will not only teach you what you need to succeed but also teach you the steps that will help you become a better salesperson . The techniques are simple, and once applied you will make full use of your potential.
More information14. Coaching Salespeople into Sales Champions
Author: Keith Rosen
Pages : 352
Have you ever wondered what the secret is to building a successful, profitable sales team? Product knowledge and basic sales skills are very useful, but there is more to the equation. In this book Keith Rosen describes how to effectively coach a sales team , rather than simply manage it. Learn tips and advice on how to turn your sales team into the most profitable team in the organisation.
More information15. Brilliant Selling: What the Best Salespeople Know, Do and Say
Author: Jeremy Cassell & Tom Bird
Pages: 335
Whether you are just starting to sell or are a sales veteran, Brilliant Selling will show you how to improve your sales results so you start closing more deals. This book is full of tips and advice on what works when selling to prospects, how to hone and develop sales techniques and how to understand the customer’s needs to deliver the perfect pitch at the right time.
More information16. The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone
Author: Matthew Owen Pollard and Derek Lewis
Pages: 240
A common myth is that extroverts are the best salespeople. Selling is a skill like any other, and with the right practice anyone can succeed as a salesperson. If you are an introvert, this book is perfect for you, because it describes how you can develop your sales skills and feel just as comfortable in the world of sales as your extrovert colleagues (and even how to outperform them with your introverted traits).
More information17. More Sales, Less Time
Author: Jill Konrath
Pages: 256
Do you often feel really behind at work and struggle with the stress of hitting sales quotas at the end of the month or quarter? If that sounds like you, you are an overwhelmed salesperson. In this book Jill Konrath helps sales professionals develop strategies to help them overcome the feeling of overwhelm and stress in order to sell smarter and more efficiently.
More information18. The Motivation Myth: How High Achievers Really Set Themselves Up to Win
Author: Jeff Haden
Pages: 288
Top performers are blessed with endless motivation, right? Wrong. In Jeff Haden’s book The Motivation Myth he explains that motivation is actually a myth, and Haden suggests that motivation is instead the result of a good process. Learn how to gain motivation through a structured sales process and how you yourself can become one of the best salespeople with infinite motivation.
More information19. Sell with EASE
Author: Chris Murray and Jeb Blount
Pages: 276
The best and most effective salespeople implement four steps in every deal with customers. It is very important to understand how to carry out these four steps to stand out from the competition. If you are looking for real success in sales and business, this book is for you. Start building relationships with satisfied, loyal customers who will refer you.
More information20. Influence: The Psychology of Persuasion
Author: Robert Cialdini
Pages: 336
This classic book discusses the psychology of why buyers say “yes” and how to bring them to that point of decision. Robert Cialdini gives six principles of influence, including reciprocity, commitment and consistency, social proof, liking, authority and scarcity. Learn how to apply these principles in your next pitch using the techniques in this book and effectively influence the customer to buy what you are selling.
More information21. Sell or Be Sold: How to Get Your Way in Business and in Life
Author: Grant Cardone
Pages: 200
In his book Grant Cardone argues, in Sell or Be Sold , that everything in life should be treated as a sale. Whether you are in a boardroom presenting your product or service or trying to convince yourself to eat healthily, you need to focus on selling that idea to others and to yourself. This book presents techniques for mastering the art of selling in every field. One of the main conclusions is that to succeed in sales, you yourself must buy into the product .
More information22. What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Author: Ben Zoldan
Pages: 256
Have you ever heard that storytelling is king? In this book Ben Zoldan offers great insight into how to connect even more with those you sell to by using the power of story . Zoldan suggests that people don’t make decisions solely on facts, but above all on emotions . Learn how to use the power of storytelling to inspire your audience about what you present, and close the deal.
More information23. Never Split the Difference
Author: Chris Voss
Pages: 260
Learn how to raise your negotiation skills in Never Split the Difference . Negotiation is a skill that can be learned and perfected with practice. Everything can be negotiated, from closing a deal to buying a car, getting a pay rise or deliberating with a partner. Learn how to use emotional intelligence and gain a competitive edge in negotiations so you start getting what you want.
More information24. The Sales Acceleration Formula
Author: Mark Roberge
Pages: 224
The Sales Acceleration Formula provides a realistic, reliable and scalable approach to growing revenue. Mark Roberge describes how to build a successful sales team and adapt sales strategies in today’s increasingly digital and competitive world. Learn how to build a process you can rely on and use predictable sales data to your advantage.
More information25. Book Yourself Solid
Author: Michael Port
Pages: 288
If you are an experienced salesperson, consider buying Book Yourself Solid, to hone your sales skills. Michael Port offers fresh ideas and perspectives on tried-and-true sales techniquesthat can help you sustain a business for years to come. Learn seven core strategies to help you build a brand through self-promotion. Discover the secret of a long-lasting business.
More information26. Words That Sell
Author: Richard Bayan
Pages: 160
Do you quickly realise your vocabulary is full of sales jargon that doesn’t land with the customer? This helpful book will help you unleash the power of words that will help you close the deal. Learn phrases that will catch a prospect’s attention, spark interest in your product or service and ultimately win their business.
More information27. How to Sell Anything to Anybody
Author: Joe Girard, Stanley H. Brown
Pages: 192
In his book Joe Girard reveals how absolutely anyone can successfully close deals in any kind of business. If anyone knows how to do it, it’s Joe! With more than 15 years of sales experience, he sold more than 13,000 cars, setting a Guinness world record. Joe believes anyone can achieve their sales goals by focusing on basic principles such as trust and hard work. So what are you waiting for?
More information28. Inside the Sales Mind: How to Understand the Mind and Sell Anything
Author: Derek Borthwick
Pages: 222
To succeed in B2B sales, it is important to know how the human mind works and how to use that knowledge to persuade people. Derek Borthwick’s book introduces you to the ins and outs of the human mind and shows step by step how to strengthen your sales skills and increase sales. For more details we recommend our guide to sales psychology – read it here .
More information29. Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success
Author: Jordan Belfort
Pages: 256
“Sell me this pen!” – Jordan Belfort’s life not only provides enough material to fill the Hollywood film “The Wolf of Wall Street”. It also provides enough experience for an exciting sales book, studded with anecdotes from Wall Street. In his book Belfort opens his playbook and shows how to overcome setbacks with proven strategies and techniques, master the art of persuasion and close deals in your sleep. An essential for every salesperson!
More information30. Secrets of Successful Sales
Author: Alison Edgar
Pages: 154
There are leads, you’re in a good mood — but you’re not selling anything. In this book British sales specialist Alison Edgar explores how to close deals and really master selling. No tricks, just the truth. She gives you more than 150 pages full of practical strategies and methodologies that actually work.
More information31. The complete guide to selling in D-A-CH
Author: DataBot Media Technologies LTD. PLC
Pages: 39
If you are planning to expand into German-speaking countries, such as Germany, Austria and Switzerland, you should consider getting this guide. It is more than 30 pages packed with information on how to navigate the D-A-CH market . How does the GDPR affect your B2B sales ? Which digital sales tools will help you sell in DACH? You will find answers to these and other questions.
More informationRefine your sales techniques and close more deals
When choosing the sales books you want to rely on, keep your goals in mind. All these books will give you the right techniques to build reliable, scalable sales processes that will help your company achieve its sales goals, provided you have defined what success looks like for you and your company.
Picking up a book is the first step in the learning process. Don’t forget that you need to put a lot of work into building an action plan and refining your skills to become the best salesperson you can be.
Until next time, happy selling!
Tags: B2B sales, Sales B2B, B2B B2C marketing databases, B2B growth, B2B data, Data Hub PL, Heatly Alex
Mariusz Biniak – creator of the POLISH YELLOW PAGES® brand (formerly DATABOT.PL) and author of a blog on B2B sales. Disclosure: the author is connected with the publisher of THE BUSINESS TIME.
About the partner: POLISH YELLOW PAGES® – a brand operating since 1991 (formerly DATABOT.PL). B2B company data in Poland, the United Kingdom and Europe. More: www.databot.pl
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