Our Top 5 Sales Books – What You And Your Team Should Be Reading
Whether you’re a sales professional or you’re a small business owner working to close sales on your own, there’s always room to grow your sales skills and knowledge. And while blog posts and other online resources are great, old-fashioned books are still a fantastic resource if you want to sell more effectively.
But where should you start? There are literally tens of thousands of sales books out there that promise to help you gain more prospects, convert them into leads, and close on sales. You can’t read them all, so which ones are the best? Here’s a short overview of five of our favorite sales books:
1. The Challenger Sale
Who wrote it? Brent Adamson and Matthew Dixon. They both are frequent contributors to Harvard Business Review. Matt is also the founder of DCM Insights, a boutique sales consultancy, and Brent has spent more than 20 years as an executive at CEB (now Gartner), where he now works as their Global Head of Research and Communities at Ecosystems.
What’s it about? The Challenger Sale is based on one of the most exhaustive, in-depth studies of the sales field ever performed. The study found that there are five primary “archetypes” of salespeople – and while all can deliver results, only one, “The Challenger” delivers the very best results. Rather than being apologetic or relying primarily on “canned” sales pitches, Challengers are assertive, focused on solving client problems, and always stay in control while making a sale.
Why should I read it? The Challenger Sale has tons of great, B2B-focused sales insights – as well as strategies, tools, and principles that you can use to adopt the namesake “Challenger” style of selling at your own business. Adamson and Dixon back up their insights with tons of data and research, and the writing style is straightforward, simple, and easy to understand.
2. Purple Cow
Who wrote it? Seth Godin, an author and entrepreneur best known for founding Yoyodyne, an interactive marketing agency, during the “Dot Com” boom era, as well as the revenue-sharing blogging site Squidoo in 2006. He’s written more than 20 best-selling books and eBooks, which have been translated into 38+ languages.
What’s it about? As the name implies, Purple Cow is all about how you can make your company, your products, and your services stand out from your competitors – just like a purple cow would be unique, unexpected, and eye-catching in a field of normal cows.
Why should I read it? Purple Cow focuses on actionable steps that help you iterate and innovate to create a truly remarkable and memorable product. If you feel like your products or services are being overlooked in a crowded B2B environment, this book is a powerful resource that can help you come up with an innovative sales strategy to set your business apart.
3. A Closing Culture
Who wrote it? Josh Harcus. Among other ventures, he’s the founder and CEO of Hüify, which focuses on inbound marketing and sales. He also serves as the Chief Revenue Officer of Trackable and on the board of advisors for Dmanna.
What’s it about? A Closing Culture focuses on bringing your marketing and sales teams together to deliver better results. In the book, Harcus argues that these teams which are often “siloed” need to integrate with each other to provide the best possible results.
Why should I read it? If you’re having trouble keeping your sales and marketing efforts aligned, A Closing Culture is an invaluable resource. It includes actionable steps and strategies that help you overcome the “sales and marketing wall,” synergize your sales and marketing strategies, and close more deals.
4. The Art Of Work
Who wrote it? Jeff Goins, who is a blogger, speaker, and writer known for founding Tribe Writers, an online writing community and educational platform. He’s contributed to major publications including Business Insider, the New York Observer, and Fast Company, among others.
What’s it about? The Art of Work is about finding your “calling” – your life’s work, vocation, or “dream job.” It gets deep into discussions about what this may look like, while also identifying steps that can help you unlock your passion, gain motivation, and work toward your dream career or “calling.”
Why should I read it? Because life is hard, work can be tough, and you may feel stuck in your career or your position. The Art of Work offers motivation and insights that can help you take the next steps to reach your full potential. It also offers plenty of practical and actionable advice that you can easily implement into your work life.
5. To Sell Is Human
Who wrote it? Daniel Pink, the author of five New York Times best-sellers including this book, as well as The Power of Regret: How Looking Backward Moves Us Forward, When, A Whole New Mind, and Drive.
What’s it about? To Sell Is Human argues that alongside the 15 million people working in sales in the United States, the rest of us are also “selling” every day. From teachers encouraging kids to study to parents making children eat their vegetables or workers pitching colleagues and coworkers on new projects, convincing others to do what we want is an everyday occurrence for just about everyone – and we often don’t realize it.
Why should I read it? Along with an interesting perspective on selling, To Sell Is Human offers plenty of resources and insights that help you develop your own strategies and sales skills. Rather than questionable sales tactics, this book helps you sell more effectively by understanding principles of empathy and understanding the perspectives of others.
Get A Fresh Perspective By Reading These Top Sales Books
Whether you’re struggling to sell effectively or you just want to build your skills and gain valuable insights into the modern world of sales, these five books are all great options. Grab one (or all of them) from your favorite bookstore today, start reading, and see how you can change your perspective on sales.
