My favourite sales book is the Big Deal Sales Map: A simple guide to complex sales. I have found there are very few books that are written by sales people for sales people and I think that's one of the reasons why this book is so good. It has the salesperson's point of view, with invaluable insights gleaned from years of sales experience in Enterprise accounts. B2B Sales books are pretty niche, so finding one that acts as a guide for large complex opportunities is like finding a needle in a hay stack! This book is a concise, easy to follow, step by step guide on how to navigate large complex deals. The book uses the "subway" to map out a journey and relates the multiple stops on the journey with the multiple stages of a big deal. This novel approach is easy to relate to and I really like that its straight to the point and doesn't take for ever to finish the book!
Best Selling author, management professional, entrepreneur, researcher, dad, speaker, and creator of The 9th Stratum at STRATUM 9
Answered a year ago
As the author of "The 9th Stratum: Your Guide to High Performance", I designed this book to be more than just a guide-it's a pathway to achieving greatness in sales and beyond. Sales professionals operate in highly competitive and demanding environments, which is why this book focuses on the 45 performance-based skills essential to thriving in such a field. It combines scientifically-backed practices with real-world applications to help you not only achieve your goals but surpass them consistently. By mastering key skills like perseverance, composure, and relationship building, you'll develop the resilience and adaptability required to excel in any situation. This book empowers you to elevate your performance daily while fostering the ability to mentor and uplift others, creating a ripple effect of success. With The 9th Stratum, you'll gain the tools, mindset, and strategies needed to dominate your field and redefine what's possible in your career.
My favorite sales book is "Sell or Be Sold" by Grant Cardone. It's an incredibly practical guide that resonates with me because it emphasizes the importance of mindset in sales. Cardone stresses that selling is not just a skill, but a way of thinking-a mentality of persistence, confidence, and belief in the product or service you're offering. With a foundation in finance, I appreciate how the book ties the act of selling to the broader concept of business growth. Whether you're closing a deal or managing a team, the principles of ownership and proactive engagement in Sell or Be Sold really align with my own philosophy of always pushing for more, whether it's in sales or leadership. This mindset has been a driving force in building Flex Suits, and it keeps me focused on achieving not just sales, but sustainable success.
Gap Selling by Keenan stands out as one of the most clear, accurate descriptions of how sales get done in our generation. He lays out fundamentals that every seller should know if they want to improve their ability to identify why buyers buy and stop forecasting deals that will never close. The mental game of sales, the advanced tactics, and everything else should be built on a solid foundation like Gap Selling.
Hi, As a financial health coach and former NFL athlete turned entrepreneur, my favorite sales book is The Strangest Secret by Earl Nightingale. While it's not a traditional sales manual, its principles have had a profound impact on how I approach business and life. The core idea of the book-*"We become what we think about most of the time"-*is a game-changer. In sales, mindset is everything. Whether you're setting ambitious goals, building relationships, or overcoming rejection, the thoughts you feed your mind dictate your results. Nightingale's insights remind me to focus on the possibilities rather than the obstacles. What makes this book particularly powerful is its simplicity. Nightingale emphasizes consistency, clarity, and the importance of taking action. It's a principle I've applied since my NFL days: visualizing success, maintaining discipline, and holding myself accountable. The Strangest Secret isn't just a book-it's a mindset shift. It teaches salespeople to treat their goals with the same precision and dedication that athletes bring to their training. For me, it's a timeless guide to thriving not just in sales, but in every aspect of life.
The Challenger Sale by Matthew Dixon and Brent Adamson has become my sales manual. It transcends relationship-building (which is great) into a methodology that really speaks to today's B2B landscape. What is distinctive about this book is the Challenger Sales Model. It is not just selling something but sharing knowledge that will sway a client's thinking and explain how it can work for them in order to reach their marketing objectives. Imagine displaying information on how much social engagement a certain celebrity had with a specific audience our client was unaware of. It's a 'teaching' approach that builds credibility and positions us as trusted experts, not salespeople for celebrity endorsements. Another thing I love about the book is its focus on data-driven learning. It's not intellectual guff - the Challenger approach is supported by studies showing that top salespeople are the ones who defy assumptions and educate customers. A brand may believe that a top athlete is their go-to choice, but our information can uncover a lesser known star with greater reach in a niche segment. This gives us the ability to customize our efforts and lobby for the best talent for the campaign. Another aspect of the Challenger Sale model that stands out is its flexibility. The model can be made to fit any client - from software companies who want a technology savvy influencer to health care brands looking for an up-to-date celebrity spokesperson.
Head of eCommerce at Latico Leathers
Answered a year ago
"Coaching Salespeople into Sales Champions" by Keith Rosen stands out because it focuses on nurturing talent rather than just pushing for numbers. The book emphasizes the power of asking questions to guide salespeople to their own solutions. This approach fosters independence and confidence, crucial for long-term success. Sales managers learn that their role is to support and enable their team members to develop their skills, rather than micromanage them. It's about creating a growth environment that encourages learning from experiences. A technique from the book includes practicing active listening, a skill often overlooked in sales coaching. It involves genuinely paying attention, suspending judgment, and paraphrasing what the salesperson says to ensure understanding. This not only builds trust but also uncovers deeper insights into what might be holding someone back. It's about transforming casual conversations into strategic dialogues that lead to self-discovery and improvement. Managers who master active listening can better tailor their guidance, encouraging their salespeople to think critically and take ownership of their development.
One sales book that's an absolute game-changer for me is "Spin Selling" by Neil Rackham. Why? Because it completely shifted the way I approach sales conversations. Instead of pushing products or services, it focuses on asking the right questions-ones that uncover your customer's pain points and make them realize they need what you're offering. It's like guiding them to their own "aha!" moment. I'll never forget the first time I applied Rackham's SPIN (Situation, Problem, Implication, Need-payoff) framework in a real sales call. Instead of launching into a pitch, I asked open-ended questions about the client's challenges and what was holding them back from hitting their goals. By the time I got to the "need-payoff" stage, they were practically closing themselves, saying, "Wow, this solution sounds exactly like what we need." And that's the magic-you're not selling to them; you're collaborating with them to solve a problem. What I love most about this book is how practical it is. It's not just theory-it's actionable advice you can apply immediately, whether you're selling software, services, or even yourself. If you're tired of feeling like sales is about "convincing" people, this book will teach you how to build trust, create value, and, most importantly, close deals authentically.
My favorite sales book is "Go-Giver" by Bob Burg and John David Mann. Unlike most sales books focusing on techniques or closing strategies, this takes a fresh, people-first approach. It's all about the power of giving and creating value for others, which resonates deeply with my philosophy in real estate and entrepreneurship. The book tells the story of a young, ambitious salesperson learning that success isn't about what you get but what you give. That shift in mindset changed the way I approach my business. Real estate isn't just about transactions; it's about building relationships, understanding people's needs, and finding solutions to improve their lives. One of the principles that stands out to me is the "Law of Value," which emphasizes that your true worth is determined by how much more you give in value than you take in payment. In my daily work, this means going the extra mile-finding creative ways to market a property, helping clients navigate tricky situations, or even just being a listening ear during stressful moments. Another takeaway is the importance of authenticity and being genuinely invested in others' success. This idea applies beyond sales; it's a way of life that builds trust and lasting connections. I've seen it work in both my brokerage and my nonprofit work, where fostering relationships and creating value leads to real impact. "Go-Giver" isn't just a sales book; it's a guide for building a meaningful, service-oriented career. It reminds me why I love what I do: helping clients, empowering my team, and contributing to my community. It's a must-read for anyone wanting to succeed while making a positive difference.
One of my favorite sales books is "The Psychology of Selling" by Brian Tracy. This book stands out because it dives deep into understanding the mindset behind successful sales. It's not just about techniques-it's about cultivating confidence, overcoming objections, and genuinely connecting with customers by understanding their motivations and needs. What I love most is its focus on the psychological aspects of selling, which are often overlooked. The strategies in this book have a timeless quality, emphasizing the importance of a positive attitude and the ability to build trust. It's a powerful reminder that great sales are not just transactions but meaningful engagements that solve real problems for customers.
For me, it's 'Never Split the Difference' by Chris Voss. I first discovered it while scaling The Points Party, where I found myself negotiating partnerships, deals, and supplier relationships almost daily. It wasn't just a sales book-it became a survival guide for the real-world complexities of business growth. What hooked me wasn't the usual sales tips but the way Voss reframes negotiation as deeply human. One moment that really hit home was his advice on tactical empathy. He explains that it's not about agreeing with the other person but deeply understanding their perspective. I remember applying this when building out Resell Calendar's platform. Resellers often face unique challenges-tight margins, uncertain demand, and tough competition. Instead of pitching our tools as solutions, we started asking better questions like 'What's making your resale business harder right now?' That small shift in approach allowed us to co-create features that genuinely met their needs, like inventory alerts for trending items. Another turning point for me was learning about no-oriented questions. Traditional wisdom says to get a yes at all costs. Voss argues the opposite, give people the freedom to say no. When we began negotiating partnerships for Resell Calendar, this approach felt counterintuitive but worked wonders. Instead of asking, 'Would you like to partner with us?' I'd ask, 'Would it be a bad idea to explore how this could fit your goals?' That subtle reframe opened up conversations we might've otherwise lost. The beauty of Voss' book is that it's not about pushing harder; it's about listening better. That's a principle every salesperson-or leader-should embrace. Whether you're closing a deal, aligning a team, or negotiating with suppliers, the skills Voss teaches are universally applicable. Because of this book, I got a deeper understanding about sales and how it isn't just about closing deals rather, it's about creating trust and value.
One that stands out as my favorite is "Never Split the Difference" by Chris Voss. It's not your traditional sales book-a former FBI hostage negotiator writes it, so the stakes in his examples are incredibly high. What makes it so impactful is how Voss takes high-pressure negotiation strategies and translates them into practical tools that salespeople can use every day. The key idea in the book is that negotiation isn't about splitting the difference or compromising; it's about truly understanding the other person's needs and emotions. That resonates deeply with me because real estate, at its core, is a people business. Buying or selling a home is one of the most significant financial and emotional decisions someone will make. Building trust, listening carefully, and finding creative solutions that align with their goals sets great agents apart. One technique I love from the book is "mirroring"-repeating the last few words someone says to encourage them to elaborate. It sounds simple, but it effectively uncovers deeper motivations and concerns. I've used this during negotiations with buyers and sellers, and it's amazing how much more clarity and collaboration it fosters. Never Split the Difference has helped me reframe negotiations as opportunities to create value for my clients, not just win deals. It's a book I recommend to my team and anyone who wants to master the art of understanding people better. After all, selling homes isn't just about closing; it's about guiding clients through one of the most important transitions of their lives with confidence and care.
"Blue Ocean Strategy" is the best book about sales - https://www.blueoceanstrategy.com/ It gave me such a powerful burst of inspiration to keep going - especially during those moments when you feel stuck or when the daily routine makes it hard to see a clear path forward. Then I found this gem. Looking back at past deals, I realized how much easier things could've been with a different approach. This book doesn't just teach strategy - it sparks creativity. It makes sales fun and exciting again, turning the whole process into something amazing!
As the founder of Media Shark, my go-to sales book is Napoleon Hill's "Think and Grow Rich," but not for the reasons most people might expect. While many focus on the obvious wealth-building aspects, I found the book's insights about mindset and persistence particularly transformative for our agency's sales approach. What sets this book apart is Hill's concept of the "Mastermind Alliance," which we've actually implemented at Media Shark through our unique client collaboration model. When I read his principles about combining different minds and perspectives to solve problems, it completely changed how we approach client relationships. Instead of traditional seller-buyer dynamics, we now create strategic partnerships where clients become part of our collective think tank. The biggest practical takeaway that's shaped our agency's success comes from Hill's emphasis on turning temporary defeats into stepping stones. We used this principle to transform our sales process - now, when we face initial client hesitation, we don't see it as rejection but as valuable market feedback that helps us refine our approach. His companion book, "Law of Success," has also been instrumental in shaping our agency's culture, particularly around building what Hill calls a "definite chief aim." This helped us focus our sales team on purpose-driven pitches rather than just closing deals. These aren't just theoretical concepts for us - they've become the backbone of Media Shark's sales philosophy, helping us maintain an 85% client retention rate.
"The Go-Giver" by Bob Burg is a book that had a profound impact on my approach to sales and value creation. The central idea is that true, lasting success comes not from a mindset of taking but of giving. This really resonated with me as a Marketing Manager who was focused on hitting quotas and maximizing commissions. The book outlines five key "laws" that underpin this philosophy: 1. The Law of Value 2. The Law of Compensation 3. The Law of Influence 4. The Law of Authenticity 5. The Law of Receptivity The Law of Value was the most remarkable of the five (in my opinion). It says that your real worth is not based on how much money you make but on how much more value you give than you get in return. After reading this, I stopped trying to "get" as much as I could and started thinking about how I could give my customers the most value. In the end, "The Go-Giver" taught me that real sales mastery isn't about tricks or techniques. It has to do with having a mindset of plenty, kindness, and real service. I can make a lot more value for my customers, my company, and myself by always putting the other person's needs first. Every day at work, I keep using what I learned.
Hands down with a global reach and staying power: How to Win Friends and Influence People by Dale Carnegie. Each release since the first publishing in 1936, including niche versions applicable to today's business landscape, provides hands-on methods to improve your reputation and soft skills in the workplace. I read the original when I was just out of college as a new member of a sales team. I read it again mid-career, and I gift it as often as possible to college graduates because the lessons extend well beyond the sales arena.
Sales EQ by Jeb Blount is a book I always recommend. It's about more than hitting sales targets-it's about understanding the deeper, human side of selling. Jeb dives into the art of rapport building, something I've always valued as opposed to the hard aggressive sell. He makes it clear that people buy from people they trust and feel connected to, not just from those who present the best data or features. What I think is valuable about this book is it provides actionable insights on using empathy, adaptability, and self-awareness to better connect with customers. It shifted my mindset from focusing on "closing the deal" to creating more meaningful long term relationships where the customer feels understood, valued, and excited about the solution I'm offering, and will likely become a repeat customer or advocate. Sales shouldn't feel transactional; it should feel personal and purposeful. This book reminded me that providing value and building trust is what truly sets you apart. A good read for anyone looking to elevate their approach to sales.
My favorite sales book isn't a traditional sales guide-it's The Personal MBA by Josh Kaufman. I return to the sales chapter because it cuts through the fluff that often clouds sales advice. Instead of repeating generic tips like "mirror the buyer's motions" or "become their friend," Kaufman delivers practical, no-nonsense strategies that tie into the larger context of running a successful business. Take his Pricing Uncertainty Principle, for example. Kaufman explains how people feel uncertain when presented with a price they don't understand. The principle shows that salespeople can reduce this uncertainty by clearly framing the value of the product (with strategies in preceding chapters) and breaking down the pricing. This shifts the conversation from cost to value. It's a stellar read for those looking to create a genuine, long-term relationship with customers, making the sales process feel like a natural extension of providing real value.
Although I wouldn't go so far as to say I am a salesperson per se, one book I admire is "To Sell is Human" by Daniel Pink. It's my favorite because it reframes sales as a natural part of life, something we all do-be it convincing someone to adopt a rescue pet or the benefits of proper pet care. The book is centered on empathy, understanding, and service, which are very close to my approach in helping pet owners make informed decisions for their furry companions.
"Never Split the Difference" by Chris Voss changed my perspective on sales and negotiations. Its lessons on tactical empathy align perfectly with how I approach client relationships in the web development space. The book taught me to move beyond traditional features-and-benefits selling to really understand client challenges. For instance, when I switched from pitching website features to asking deeper questions about business goals, our client conversion rates increased by 35%. The skills I learned about active listening and reading subtle signals help me uncover what clients truly need, not just what they initially request. This approach has transformed how Origin Web Studios closes deals and maintains long-term partnerships.