There are literally hundreds of books that every sales professional should read. I’ve read a good many of them.
So, what’s special about these 10 titles I’m going to share with you today?
Above all, this list was created with a singular purpose: to accelerate the learning curve of sales professionals. To enable them to become specialists in B2B selling.
The books were chosen in consultation with a client to address the specific learning needs of their rapidly expanding sales team in a high-growth start-up.
In other words, this is not a “Top 10” or “Best Of” list. It’s just a list that fits a particular need.
(Before I list the books let me apologize in advance to all my author colleagues that have written wonderful books about sales. Many of you have been guests on my podcast and I still love your books. There will be other lists.)
Recommended to be read in this order:
1. How to Win Friends and Influence People – Dale Carnegie
This book is as relevant today as it was when it was first published more than 80 years ago.
2. The Only Sales Guide You’ll Ever Need – Anthony Iannarino
Anthony lied. He wrote two other excellent books on sales. Start with this one.
3. 15 Secrets Successful People Know About Time Management – Kevin Kruse
My favorite book on personal time management. With its emphasis on managing your time from your calendar I believe this method is the best fit for sellers to use.
4. Influence: The Psychology of Persuasion – Robert Cialdini
The classic. You can’t be in sales and not read this book.
5. Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions – Andy Paul
I know the author.
6. The Science of Selling – David Hoffeld
An engaging summary of the research conducted on how we connect and influence other people.
7. The Go-Giver – Bob Burg
A wonderful allegory about how to serve more customers by expanding your impact and influence.
8. Seven Stories Every Salesperson Must Tell – Mike Adams
A practical guide to telling the stories that influence decisions.
9. The Speed of Trust – Stephen Covey Jr
Learn why trust is a quantifiable asset and how it accelerates economic relationships (like buying and selling.)
10. The Perfect Close – James Muir
Traditional closing techniques are obsolete. James provides a very practical guide to helping your buyers across the finish line.