Winning in today’s hybrid sales world requires continuously staying on top of the strategies for leading your sales team, coaching sales reps, engaging customers, and leveraging technology. Who better to turn to than the experts who literally wrote the book on everything from cultivating a mindset for success to building a best-in-class sales team? Our 2023 list of Highly Recommended Sales Books brings you actionable insight from the best experts in the field of sales today. Whether you are a sales executive planning for a career in sales management, a first-time sales manager, or a seasoned sales VP, these books will offer you the wisdom and perspective you and your sales team need to succeed.
This list is presented alphabetically by author, with no ranking implied.
The New Model of Selling
In today's world, buyers are cautious, distrusting and skeptical. They don't want to be 'sold.' As a consequence, traditional sales methods aren’t working as well as they used to, and often repel positive results. In The New Model of Selling, Jeremy Miner and Jerry Acuff address this using a proven methodology that leverages behavioral science and psychology to not only transform your numbers, but also the way you and the world view sales.
Authors: Jerry Acuff & Jeremy Miner
Sales Management That Works: How to Sell in a World that Never Stops Changing
In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help leaders build a great sales team, create an optimal strategy, track and accelerate ROI, build and manage a multichannel approach, set and test the right prices, and more.
Life By Design
Imagine hiking the Inca Trail; flying a jet fighter plane; golfing the #1 golf course in the world, and the top 100 in the USA; visiting over 80 countries; and the list goes on. Jack Daly didn’t just imagine these things; he built the processes to enable him to experience those things he craved for. Well, imagine no longer! Jack Daly's Life By Design provides concrete methods for helping readers design and live their own best lives.
A Mind for Sales
Sales is about solving pain and creating gain for your customer. A Mind for Sales is the guide you need to develop a success mindset and the habits required to break through to a whole new level of sales performance. You'll discover what top performers do to prepare for the week and how they handle issues thrown in their way. Everything is backed up with examples of how real people make it happen. At times, you will find A Mind for Sales in your face and controversial. That is very intentional. Sales is not for the faint of heart. Sales is about making an impact and influencing others.
The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success
Learn to lead with positivity as you harness negative emotions to make lasting changes for the better and explore the power of gratitude to transform your mental outlook. Discover how to reframe the negative events of your life into the ways they made you stronger and prepared you for future setbacks. The author offers great advice on perspective-taking and avoiding being triggered by people with different beliefs. An inspiring and exciting book on self-leadership. The Negativity Fast shows you how to cultivate a positive attitude you can pass on to the people who follow you.
Sales Enablement 3.0 Is Both an Art and Science!
There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization.
At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy!
Value Capture Selling
Value Capture Selling by JC Larreche is the first book to focus on the creation of corporate value as the essential objective of sales, beyond the creation of customer value. Businesses today are moving from an emphasis on revenues (“bigger is better”) to a focus on the creation of corporate value (“richer is better”). As a result, sales forces are being asked to move from a simple revenue objective to a more complex corporate-value objective. This book is specifically designed to help sales professionals win over the real challenges created by this shift.
The Science of Hiring Quota Busting Sales Teams
During our two years of research for this book, it became clear the hiring process is highly flawed from the beginning. It's the lack of understanding the actual job, poorly written ads, misplaced ads, ignoring Glassdoor ratings, bias in the process, poor interview skills, misused assessments, and lousy onboarding. Inside The Science of Hiring Quota Busting Sales Teams, you will learn how to hire stronger salespeople and why there is a huge gap between what science knows and what businesses do.
unReceptive: A Better Way to Sell, Lead, and Influence
A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email. And the harder you try to sell, the greater the resistance.
Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message.
The Power of Value Selling
The Power of Value Selling is the ultimate guide for revenue professionals seeking an edge in an AI-saturated world. Inside, you'll discover a repeatable playbook for forging human-to-human connections, having better business conversations and building buyer confidence – the keys to creating high-quality deals and customers for life. The best part of this book is its applicability across the revenue engine – if you know what a “lead” is, this one is for you.
The Human Sales Factor: The Human-to-Human Equation for Connecting, Influencing, and Closing the Deal
There's a science to getting others to buy from you—a secret only the best sales professionals know: selling isn't really about moving a product or service. It's about moving people. Whether you’re a seasoned professional trying to pitch the next great idea—or maybe you just want to get better at persuading others—the #1 WSJ bestseller, The Human Sales Factor: The Human-to-Human Equation for Connecting, Influencing, and Closing the Deal is for you.
The Diligence Fix
The Diligence Fix provides Founders, CEOs, CROs, and supporting roles a candid take on how pushing for more revenue each quarter weakens the sales organization they’ve built to date. It also lays bare common mindsets and ineffective leadership habits that may be comfortable, but ultimately work against growth efforts. Then comes the “Fix,” which can be deployed in part or as a whole. It’s based on ten, research-based dimensions that will drive operational alignment, communicate the sales vision, and fill your talent roster with exceptional people.