SPIN Selling by Neil Racham is essential reading for anyone involved in selling or managing sales. Unquestionably the most thoroughly researched look at what leads to sales success ever developed. The book is nearly 40 years old now, but most of its techniques are as practical today as the day the book was published.
The Sales Acceleration Formula
Mark Roberge was an MIT trained engineer when he joined HubSpot to run sales. The book describes HubSpot’s evolution and the approach they developed to scale sales. Most interesting is the metrics-based, data-driven approach they utilized to continuously optimize every aspect of sales and marketing.
Aaron Ross and Marylou Tyler wrote this book together, exploring the strategies that allowed Salesforce.com to add more than $100 million in recurring revenue to the business. A great example of a data driven approach.
Building a Story Brand
This book by Donald Miller has none of the characteristics we typically base our recommendations on. No research, no supporting data, nothing. Yet the formula and approach it offers for developing messaging is highly effective.
Never Split the Difference
Chris Voss spent 20 years leading the FBI’s hostage negotiating team. This book takes you inside the world of high-stakes negotiations, revealing the skills that helped the FBI succeed where it mattered most: saving lives. While this doesn’t sound like a sales book, Never Split the Difference offers a practical guide to becoming more persuasive, a fundamental sales skill. This book is a highly entertaining to boot!
The Art of War
We get it, you’re a salesperson and not the general of an ancient tribe of warriors. But this book by Sun Tzu has great practical advice about strategy, tactics, negotiation, and persuasion. It is arguably the oldest sales book in existence.
How to Win Friends and Influence People
This Dale Carnegie book has long been a classic for salespeople and other professionals alike. With it, you’ll learn the habits and behaviors that make people “likable” and get actionable steps for how to improve your sales techniques. It’s also super reader-friendly and down-to-earth, so you’ll enjoy reading it.