100 Best Sales Management Books of All Time

We've researched and ranked the best sales management books in the world, based on recommendations from world experts, sales data, and millions of reader ratings. Learn more

Featuring recommendations from Charles T. Munger, Richard Branson, Steve Jobs, and 201 other experts.
1

Influence

The Psychology of Persuasion

Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life,...
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Charles T. MungerRobert Cialdini has had a greater impact on my thinking on this topic than any other scientist. (Source)

Dan ArielyIt covers a range of ways in which we end up doing things, and how we don’t understand why we’re doing them. (Source)

Max Levchin[Max Levchin recommended this book as an answer to "What business books would you advise young entrepreneurs read?"] (Source)

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2
Why do you do what you do?

Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over?

People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers might have little in common, but they all started with why. It was their natural ability to start with why that enabled them to inspire those around them and to achieve remarkable things.
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Tony RobbinsThe basis of this book is so important to anyone looking to increase their influence, profits or impact. People won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. When you start with the why, everything else falls into place. This book is so impactful, I consider it required reading. (Source)

Richard BransonToday is World Book Day, a wonderful opportunity to address this #ChallengeRichard sent in by Mike Gonzalez of New Jersey: Make a list of your top 65 books to read in a lifetime. (Source)

Tony HsiehOver the years he’s [] recommended well over 20 business books — including his own, the 2010 bestseller Delivering Happiness and you can always find what he’s currently reading atop his cluttered desk. Start with Why is amogst those titles. (Source)

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3
“Most people just laugh when they hear that the secret to success is giving. . . . Then again, most people are nowhere near as successful as they wish they were.”
 
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees sim­ply as the Chairman.
...
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Dave Ramsey[Dave Ramsey recommended this book on his website.] (Source)

Nick LoperThe one I refer people to the most is probably The Go-Giver, which is about being genuinely helpful first without any expectation of reward. I started my first real business for the noble goal of making money, and by luck, it worked out. Afterward I started several others that flopped. Why? They just weren't that helpful. When I read this, it really solidified a shift in thinking to an attitude... (Source)

Tim FargoThe Go-Giver: A Little Story About a Powerful Business Idea. https://t.co/1N9nCvQ6lG via @BobBurg #book #leadership #business https://t.co/j23Hfka0yQ (Source)

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4
The book that started the Quiet Revolution

At least one-third of the people we know are introverts. They are the ones who prefer listening to speaking; who innovate and create but dislike self-promotion; who favor working on their own over working in teams. It is to introverts—Rosa Parks, Chopin, Dr. Seuss, Steve Wozniak—that we owe many of the great contributions to society. 

In Quiet, Susan Cain argues that we dramatically undervalue introverts and shows how much we lose in doing so. She charts the rise of the Extrovert Ideal throughout the twentieth...
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Simon Sinekeval(ez_write_tag([[250,250],'theceolibrary_com-large-mobile-banner-2','ezslot_5',164,'0','1'])); Leaders needn’t be the loudest. Leadership is not about theater. It’s not about dominance. It is about putting the lives of others before any other priority. In Quiet, Cain affirms to a good many of us who are introverts by nature that we needn’t try to be extroverts if we want to lead.... (Source)

Jason FriedA good book I’d recommend is “Quiet” by Susan Cain. (Source)

James AltucherProbably half the world is introverts. Maybe more. It’s not an easy life to live. I sometimes have that feeling in a room full of people, “uh-oh. I just shut down. I can’t talk anymore and there’s a lock on my mouth and this crowd threw away the key.” Do you ever get that feeling? Please? I hope you do. Let’s try to lock eyes at the party. “Quiet” shows the reader how to unlock the secret powers... (Source)

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5

The Goal

A Process of Ongoing Improvement

Written in a fast-paced thriller style, 'The Goal' contains a serious message for all managers in industry and explains the ideas which underline the Theory of Constraints developed by the author. less

Jeff BezosEncourages companies to identify the biggest constraints in their operations and then structure their organizations to get the most out of those constraints. (Source)

Kevin SystromAbout basically manufacturing and supply chain management. It sounds really boring, but I promise you it’s really good. (Source)

Chris GowardHere are some of the books that have been very impactful for me, or taught me a new way of thinking: [...] The Goal. (Source)

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6

Magic of Thinking Big

The Magic of Thinking Big gives you useful methods, not empty promises. Dr. Schwartz presents a carefully designed program for getting the most out of your job, your marriage and family life, and your community. He proves that you don't need to be an intellectual or have innate talent to attain great success and satisfaction, but you do need to learn and understand the habit of thinking and behaving in ways that will get you there. less

Sharon Hayes@Persephiroth There's a great book I'd suggest reading for expanding your thinking - The Magic of Thinking Big. It's an old book but you can download the pdf online or get it on Amazon. Believe in yourself & figure out the next step. You've got this! Message me if you're ready to talk later. (Source)

Theresa EvanoffHere are some of my favourites around purpose, positive habits, positive thinking, and business goals. I’m a firm believer that subject expertise can be learned, but character-building traits, like perseverance and purposefulness, must be honed. “Purpose Driven Life”, Rick Warren “Start with Why” by Simon Sinek “The 7 Habits of Highly Effective People”, Stephen Covey "The Magic of Thinking... (Source)

John SheaCurrently my favorite book is The Magic Of Thinking Big, this was a recommendation by one of my first mentors and the book always resonated with me as a personal development book to want to dream big and do bigger things with my life. (Source)

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7
The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation

Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better...
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Tobi Lütke[Tobi Lütke recommended this book in an interview in "The Globe and Mail."] (Source)

David Heinemeier HanssonTakes some of those same ideas about motivations and rewards and extrapolates them in a little bit. (Source)

Mike BenkovichI'd recommend a sprinkling of business books followed by a heap of productivity and behavioural psychology books. The business books will help you with principals and the psychological books help with everything else in your life. Building your own business can really [email protected]# you up psychologically. (Source)

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8
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to...
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Neil RackhamThe history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the pro­fession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has... (Source)

Ken RevenaughThis is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed—and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success. (Source)

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9

Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer—and it’s one that may surprise you. Typically, the issue lies not with the sales team—but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.

In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with...

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10
Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused “sales story”;... more

The Responsive EdgeArguably the best #sales prospecting book on the market. Period. https://t.co/rtCeo2hzNV (Source)

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
11
Coaching is an essential skill for leaders. But for most busy, overworked managers, coaching employees is done badly, or not at all.  They’re just too busy, and it’s too hard to change.

But what if managers could coach their people in 10 minutes or less?

In Michael Bungay Stanier’s The Coaching Habit, coaching becomes a regular, informal part of your day so managers and their teams can work less hard and have more impact.

Coaching is an art and it’s far easier said than done. It takes courage to ask a question rather than offer up advice, provide an answer,...
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Scott PerryMichael Bungay-Stanier’s The Coaching Habit was the first book I read when I received the altMBA6 “care package.” It delivers a system for developing worthwhile habits and engagements that I found compelling and effective. I use the seven question system Michael teaches in my work as a guitar teacher, life coach, and musical collaborator. (Source)

Brene BrownCoaching is an art and it's far easier said than done. It takes courage to ask a question rather than offer up advice, provide and answer, or unleash a solution. giving another person the opportunity to find their own way, make their own mistakes, and create their own wisdom is both brave and vulnerable. In this practical and inspiring book, Michael shares seven transformative questions that can... (Source)

Armina SirbuThe Coaching Habit by M. Stanier - for people who need to coach their teams. (Source)

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12
Stop Procrastinating
Get More of the Important Things Done--Today!
There just isn't enough time for everything on our to-do list--and there never will be. Successful people don't try to do everything. They learn to focus on the most important tasks and make sure those get done. They eat their frogs.
There's an old saying that if the first thing you do each morning is eat a live frog, you'll have the satisfaction of knowing you're done with the worst thing you'll have to do all day. For Tracy, eating a frog is a metaphor for tackling your most challenging task--but also the...
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Recommended by Raul Pachecovega, and 3 others.

Raul PachecovegaI recently finished reading @BrianTracy's "Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time". It took me FOREVER to finish his book (hard to eat THAT frog, I'm sorry Brian!) but if there's ONE frog I always eat is: MAKING MY BED IN THE MORNING. (Source)

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13
The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In...
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Mark RobergeThe other book on selling is an oldie but goldie, never goes away: SPIN Selling, by Neil Rackham. It's the one when a founder is trying to learn how to sell, belly to belly, I tell them to check out Spin Selling. (Source)

Santiago BasultoIf you want to make the transition into business, sales is a must. Most sales books are bloated and spand many thousands of pages without much insight, but there are a few that are different and you MUST read: Little Red Book of Selling: 12.5 Principles of Sales Greatness SPIN Selling (Source)

Tudor TeodorescuI can say that my area, or my background involves a lot of practical work, traveling, learning and performing a big variety of sports, meeting new people and making contacts. But taking into account that being a young entrepreneur I wish I had known a lot of things before starting everything. Therefore, what I would suggest people to do is invest a lot in themselves professionally and personally,... (Source)

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14
Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.

For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to...
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Recommended by Kimberly Gloria Choi, and 2 others.

Kimberly Gloria ChoiI actually have read the Wolf of Wall Street before. But this time I want to understands this man without any Hollywood beautifying filter. Try to get into his head. Simply want to know how he used charisma and Psychology to manipulate people. And I’m certain, all dictators, leaders in history, they all have their very own charisma, unique tonality that attracts people's’ attention. To be... (Source)

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15
In The Five Dysfunctions of a Team Patrick Lencioni once again offers a leadership fable that is as enthralling and instructive as his first two best-selling books, The Five Temptations of a CEO and The Four Obsessions of an Extraordinary Executive. This time, he turns his keen intellect and storytelling power to the fascinating, complex world of teams.

Kathryn Petersen, Decision Tech's CEO, faces the ultimate leadership crisis: Uniting a team in such disarray that it threatens to bring down the entire company. Will she succeed? Will she be fired? Will the...
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Jennifer RockIn Patrick Lencioni's book The Five Dysfunctions of a Team, the executive asks her senior leaders "Who is your first team?" And they each answer incorrectly that it's the team that reports to him or her. The point is that you need to shift your perspective to understanding your senior leadership peers are your first team. We read that book as a leadership team in a corporation where I worked --... (Source)

Joel GascoigneA leadership fable about a failing Silicion Valley tech company who brings in a new CEO. Kathryn attempts to unite a highly dysfunctional team and through his narrative Lencioni explains the five key ways that teams struggle, and how to overcome the hurdles. I read this book at a key point in time where we were just discovering that we needed to put our values into words and shape the culture of... (Source)

Mikhail DubovOne of the five books recommends to young people interested in his career path. (Source)

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16
The bible for bringing cutting-edge products to larger markets--now revised and updated with new insights into the realities of high-tech marketing

In Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle--which begins with innovators and moves to early adopters, early majority, late majority, and laggards--there is a vast chasm between the early adopters and the early majority. While early adopters are willing to sacrifice for the advantage of being first, the early majority waits until they know that the technology actually offers improvements in...
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Drew HoustonIt’s [about] how do technology products make their way from early adopters t the mainstream. (Source)

Ron ConwayBestselling guide that created a new game plan for marketing in high-tech industries. (Source)

Seth GodinThis is a key component in my Purple Cow thinking, but with a twist. I'm not as worried about the chasm as I am about the desire of marketers to go for the big middle. (Source)

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17
New York Times bestselling author Donald Miller uses the seven universal elements of powerful stories to teach readers how to dramatically improve how they connect with customers and grow their businesses.

Donald Miller’s StoryBrand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides readers with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products,...
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Dave Ramsey[Dave Ramsey recommended this book on his website.] (Source)

Scott HarrisonSuch a fan of this book. Such great actionable insights for startups and social entrepreneurs. https://t.co/Vfdq3ZJe1f (Source)

Nick LoperI just finished Building a StoryBrand, and need to fill in the worksheets and re-think my homepage as a result. That's the mark of a good business book — homework! (Source)

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18
Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing... more

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19

Leaders Eat Last

The highly anticipated follow-up to Simon Sinek’s global bestseller Start with Why Simon Sinek is an optimist, a visionary thinker, and a leader of the cultural revolution of WHY. His second book is the natural extension of Start with Why, expanding his ideas at the organizational level. Determining a company’s WHY is crucial, but only the beginning. The next step is how do you get people on board with your WHY? How do you inspire deep trust and commitment to the company and one another? He cites the Marine Corps for having found a way to build a culture in which men and... more

Intern JohnMy parents got me this book, love it, and suggest you read! #leadership #leader https://t.co/AI4Yr5Szqi (Source)

AnneMarie SchindlerI picked up Leaders Eat Last when I was going through a lot of transition at work. Our organization had experienced a significant scandal; the leadership team which I really respected was turning over; my direct boss and mentor was leaving; And I was still charged with managing one of the bigger teams in the organization. I would read this quote over and over again to guide my everyday,"the true... (Source)

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20
Don't simply show your data--tell a story with it! Storytelling with Data teaches you the fundamentals of data visualization and how to communicate effectively with data. You'll discover the power of storytelling and the way to make data a pivotal point in your story. The lessons in this illuminative text are grounded in theory, but made accessible through numerous real-world examples--ready for immediate application to your next graph or presentation.

Storytelling is not an inherent skill, especially when it comes to data visualization, and the tools at our disposal...
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Recommended by Roger D. Peng, and 1 others.

Roger D. PengIt’s important to think in terms of what your audience needs, and what would be best for them among the many choices you could make when analysing data. (Source)

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
21
Over twenty years ago at a company convention, Eric Worre had an aha moment that changed his life forever. At that event he made the decision to Go Pro and become a Network Marketing expert. Since that time, he has focused on developing the skills to do just that. In doing so, Eric has touched and been touched by hundreds of thousands of people around the world. Now he shares his wisdom in a guide that will ignite your passion for this profession and help you make the decision to Go Pro and create the life of your dreams. In this definitive guidebook, you will learn to: -Find prospects... more

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22
Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development--prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales...
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The CEO Library Community (through anonymous form)One of the best 3 books I've read in 2019 (Source)

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23
This book is about the metrics-driven, scientific approach that Mark Roberge used to scale sales at a software company, HubSpot, from $0 to $100 Million in annualized revenue. "The $0 to $100 Million Sales Formula "is for the millions of small business owners, entrepreneurs, CEOs, and sales leaders that strive to build that next $100 million business. The biggest challenge standing in their way is scaling sales. Bombarded with advice from consultants and thought leaders who have supposedly "cracked the code" on modern sales, business leaders prefer to hear from actual practitioners who have... more

Clint C. CooperYep, it’s true! If you are building a Real Estate business of any sort, then you are doing Sales! Everybody seems to have overlooked this awesome Sales Training book, which is why I’m recommending it. #I-Read-It-In-2015 -- #WrittenByAHubspotEmployee #Filled-With-Gems https://t.co/GwhbTkjEs5 (Source)

Turgay BirandI'm reading "The Sales Acceleration Formula" which is a great book for building a sales force for software entrepreneurs. (Source)

Anton SepetovQuestion: What books do you recommend for people starting out or just resources? What are the ones that you go to? Answer: First book that I think of is Mark Roberge's book, Sales Acceleration Formula. Mark came from an engineering background and really thought about things mathematically, and not just from like a sales dude sleezy car sales perspective. That's the first one and it's really good.... (Source)

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24

Are you a genius or a genius maker?

We've all had experience with two dramatically different types of leaders. The first type drain intelligence, energy, and capability from the ones around them and always need to be the smartest ones in the room. These are the idea killers, the energy sappers, the diminishers of talent and commitment. On the other side of the spectrum are leaders who use their intelligence to amplify the smarts and capabilities of the people around them. When these leaders walk into a room, lightbulbs go off over people's heads, ideas flow, and problems...

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Ben ChestnutMultipliers by Liz Wiseman is an excellent book on leadership. (Source)

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25

The Gifts of Imperfection

New York Times best-selling author and professor Brené Brown offers a powerful and inspiring book that explores how to cultivate the courage, compassion, and connection to embrace your imperfections and to recognize that you are enough.

Each day we face a barrage of images and messages from society and the media telling us who, what, and how we should be. We are led to believe that if we could only look perfect and lead perfect lives, we'd no longer feel inadequate. So most of us perform, please, and perfect, all the while thinking, What if I can't keep all of these balls in the...
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26
If you are currently struggling with getting traffic to your website, or converting that traffic when it shows up, you may think you ve got a traffic or conversion problem. In Russell Brunson's experience, after working with thousands of businesses, he has found that s rarely the case. Low traffic and weak conversion numbers are just symptoms of a much greater problem, a problem that s a little harder to see (that s the bad news), but a lot easier to fix (that s the good news). DotComSecrets will give you the marketing funnels and the sales scripts you need to be able to turn on a flood of... more
Recommended by Alvin Lindsay, and 2 others.

Alvin LindsayCEO of ClickFunnels GIVES away his best 7 funnels! he just paid for your book (where do you want it shipped?) https://t.co/meFLMLNrb0 😃 https://t.co/97R3MPo3yd (Source)

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Your message has the ability to change someone's life. The impact that the right message can have on someone at the right time in their life is immeasurable. It could help to save marriages, repair families, change someone's health, grow a company or more...
But only if you know how to get it into the hands of the people whose lives you have been called to change. Expert Secrets will put your message into the hands of people who need it.
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Recommended by Carolina Millan, John Shea, and 3 others.

Carolina MillanIf this book is not yet in your arsenal, you’re making a big mistake. I always carry it with me when I travel , it’s filled with amazing knowledge for anyone wanting to turn their knowledge into a business. Get a free copy at https://t.co/VV4Syx66Cn 🔥🔥 https://t.co/RTWgKhCiXl (Source)

John SheaOne that I'm reading right now that I haven't finished yet is Expert Secrets by Russell Brunson. The reason being is this book really emphasizes the idea that anyone can teach someone else how to accomplish something and make money doing it. (Source)

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WARNING: Do Not Read This Book If You Hate Money

To build a successful business, you need to stop doing random acts of marketing and start following a reliable plan for rapid business growth. Traditionally, creating a marketing plan has been a difficult and time-consuming process, which is why it often doesn't get done.

In The 1-Page Marketing Plan, serial entrepreneur and rebellious marketer Allan Dib reveals a marketing implementation breakthrough that makes creating a marketing plan simple and fast. It's literally a single page, divided up into nine squares. With...
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30
There is a competitive advantage out there, arguably more powerful than any other. Is it superior strategy? Faster innovation? Smarter employees? No, New York Times best-selling author, Patrick Lencioni, argues that the seminal difference between successful companies and mediocre ones has little to do with what they know and how smart they are and more to do with how healthy they are. In this book, Lencioni brings together his vast experience and many of the themes cultivated in his other best-selling books and delivers a first: a cohesive and comprehensive exploration of the unique... more
Recommended by Todd Adkins, Holger Seim, and 2 others.

Holger SeimLencioni’s books helped me to shift my focus from individual performance to team performance, and what it takes to make a team perform well. It helped me to realize and take seriously the fact that great team performance doesn’t happen magically but needs conscious effort. (Source)

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
32
From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges:

Yes, one in nine Americans works in sales. But so do the other eight.

Whether we’re employees pitching colleagues on a new...
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Jeffrey ShawI’m asked all the time what books I suggest. These are the best of the best. Links to each book are here https://t.co/pJXWOeZtBu #marketing #entrepreneur https://t.co/1wCkqQw8GX (Source)

Cat Williams-TreloarDaniel Pink "To Sell is Human" - describes selling as a way to move and serve people along the journey. It's packed full of examples, science and experiments in an easily digestible form. (Source)

Ola OlusogaLike Charlie Munger once said: “I’ve long believed that a certain system - which almost any intelligent person can learn - works way better than the systems most people use [to understand the world]. What you need is a latticework of mental models in your head. And, with that system, things gradually fit together in a way that enhances cognition. Just as multiple factors shape every system,... (Source)

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34
NATIONAL BESTSELLER ** USA Today Bestseller ** Los Angeles Times Bestseller ** Wall Street Journal Bestseller

A lively and practical guide on how to sell anything and achieve long-term success in business

Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times...
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35
The ability to sell others is as critical to your success as food, water and oxygen is to life. While you may think that an exaggeration, every person on this planet is required to sell others on their ideas to advance themselves and their goals. The skill of selling is a MUST for promoting yourself, your business and your ideas. While many think that if they do a better job and work hard they will get raises and promotions. The facts prove otherwise though, as the only people that are getting promoted in life are those that are able to most successfully sell their ideas to others. It is said... more
Recommended by Mark Struczewski, and 1 others.

Mark StruczewskiGrant Cardone: The 10X Rule, Sell or Be Sold, If You're Not First You're Last and Be Obsessed or Be Average. Grant is the real deal. He helped me realize that I've been dreaming far too low! (Source)

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36
Boost sales results by zeroing in on the metrics that matter most

"Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success."
--Arthur Dorfman, National Vice President, SAP

"Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century."
--Mike Nathe, Senior Vice President, Essilor Laboratories of America
more

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37
Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your... more

Vincenzo RuggieroQuestion: What books would you recommend to young people interested in your career path? Answer: Rework, Getting real and Remote - The combo from Fried and DHH. Girlboss by Sophia Amoruso From Impossible To Inevitable by Aaron Ross & Jason Lemkin How To Win Friends and Influence People by Dale Carnegie Predictable Revenue by Aaron Ross Content Machine by Dan Norris Elon Musk: Tesla, SpaceX, and... (Source)

Neal O'GormanIf you're going into sales I highly recommend Predictable Revenue. It's another easy read but will help you put the right processes in place and ensure you have replaced 'cold calls' with 'warm' ones! (Source)

Yuriy ZarembaMost straightforward and actionable book on building a sales process in a company. (Source)

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38
IF YOU THINK YOU KNOW SALES...YOU DON'T KNOW JACK! "Jack Daly stands above all others. His energy is matched only by his genius and understanding about what makesthe best sales organizations. It's not commission strategies, it's not about glossy sales materials; it is about people. Jack understands better than most that if you look out for your people and insist that they look out for your customers, the result is unprecedented growth (and a lot of very happy and inspired employees and customers)." -Simon Sinek, Optimist and Author of Leaders Eat Last and Start With Why "Winning teams result... more

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39
Sales training doesn't develop sales champions. Managers do.

The secret to developing a team of high performers isn't more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen's coaching methodology and proven L.E.A.D.S. Coaching Framework(TM) used by the world's top organizations, you'll get your sales and management teams to perform better - fast.

Coaching...
more

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40

Sales Management for Dummies

Guide your sales force to its fullest potential With a proven sales management and execution process, "Sales Management For Dummies" aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more.

Because few people go to school to earn degrees in selling, sales talent is developed in the field....
more

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41
About the Book:

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million--and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, "Pitch Anything "will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn't an...
more

Jeff GibbardThis book single-handedly changed my life. BY learning the principles of "Frame Control" I have had much greater success in sales, public speaking, and in managing my team. (Source)

Michael HerrmannGreat book on pitching, and more generally, sales. Funny too. Has some ideas very reminiscent of Thinking Fast and Slow. (Source)

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42

The moment you take control of your stories, you take control of your business and your life.

You keep hearing how story is the latest-and-greatest business tool, and that storytelling can do everything—from helping leaders better communicate to motivating sales teams and winning customers away from competitors.

But what stories do you need to tell? And how do you tell them?

In Stories That Stick, Kindra Hall, professional storyteller and nationally-known speaker, reveals the four unique stories you can use to differentiate, captivate, and...

more

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43
The bestselling book for coaches looking to build a practice with a small number of high-performing, high-paying clients. With over 50,000 copies sold, The Prosperous Coach has helped thousands of coaches and consultants build their businesses by invitation and referral only.

Show your clients what they cannot see. Say to your clients what no one else would dare to say. And you will have all the clients you ever desire.

Whether you are a new coach or you already have a six-figure coaching practice, The Prosperous Coach will show you how to:
more

Karenyankovich Linkedin Marketing ExpertI love that book. https://t.co/SksyslbLrf (Source)

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44
He says that's his best offer. Is it?

She says she agrees. Does she?

The interview went great—or did it?

He said he'd never do it again. But he did.

Read this book and send your nonverbal intelligence soaring. Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to "speed-read" people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You'll also learn how your body language can influence what your boss, family, friends, and...
more
Recommended by Naval Ravikant, and 1 others.

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45
A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you.

When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is...
more

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46
2018 Axiom Business Book Award Winner, Gold Medal 

Stop Selling! Start Solving!


In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their...
more

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47
Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable...
more
Recommended by Geoffrey James, and 1 others.

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49
Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves.
more

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50
Ziglar's ultimate sales guide covers creative closes, reasons people won't buy and ways to overcome them, selling with integrity, and more. Previously available as a direct mail package for $59.95. Unabridged. less
Recommended by Seth Godin, Geoffrey James, and 2 others.

Seth GodinThe biggest challenge most executives face is selling their ideas, not their products. And selling internally is a lot like selling in the street. This is the best book I've ever read about selling anything at all. (Source)

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

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  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
51

The Complete Guide to Accelerating Sales Force Performance

"The Complete Guide to Accelerating Sales Force Performance" develops an effective, innovative framework for evaluating and improving the performance of any sales force while creating a fast-track, go-to-market strategy. less

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52
The world s foremost expert on pricing strategy shows how this mysterious process works and how to maximize value through pricing to company and customer.

In all walks of life, we constantly make decisions about whether something is worth our money or our time, or try to convince others to part with their money or their time. Price is the place where value and money meet. From the global release of the latest electronic gadget to the bewildering gyrations of oil futures to markdowns at the bargain store, price is the most powerful and pervasive economic force in our...
more
Recommended by Leo Polovets, and 1 others.

Leo Polovets@BluegrassCap Great book. Monetizing Innovation by @madhavansf is excellent, too. (Source)

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53
Creativity is crucial to business success. But too often, even the most innovative organization quickly becomes a "giant hairball"--a tangled, impenetrable mass of rules, traditions, and systems, all based on what worked in the past--that exercises an inexorable pull into mediocrity. Gordon McKenzie worked at Hallmark Cards for thirty years, many of which he spent inspiring his colleagues to slip the bonds of Corporate Normalcy and rise to orbit--to a mode of dreaming, daring and doing above and beyond the rubber-stamp confines of the administrative mind-set. In his deeply funny book,... more
Recommended by Todd Henry, and 1 others.

Todd HenryIt’s difficult to say what business book is my favorite, as they all appeal to me in different ways. I’d say that the most influential book on my early career was Orbiting The Giant Hairball by Gordon MacKenzie. It was an insider look at creative leadership from the former creative director at Hallmark, and helped me open up to the effects of bureaucracy on creativity and how to surmount them. (Source)

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54

Evolving Dynamics

From Revenue Management to Revenue Strategy

55
Sales EQ arms salespeople and sales leaders with the tools to identify their most important emotional intelligence developmental and learning needs and strategies for developing their Sales EQ. Readers learn how to leverage Sales EQ to improve the buying experience and close more deals faster and gain easy to understand and deploy frameworks for human to human interaction developed around the 5 Most Important Questions in Sales:


Do I like you? Do you listen to me? Do you make me feel important? Do you get me and my problems? Do I trust and believe you? In every interaction...
more
Recommended by Tom Hopkins, and 1 others.

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56
What is the one thing that all businesses depend on? Customers. What could be more important, then, to your organization's enduring success than a solid, well-planned and executed customer service strategy--a philosophy and culture that show customers that they are the reason you are in business in the first place? As this book reveals, we are all in the business of serving customers, whether they be external or internal to your organization. It therefore behooves each of us to understand and practice the principles of service excellence.

Managing Service...
more

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57
Now updated to cover the online selling arena--the most comprehensive guide to building an innovative sales compensation plan.

With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark "Compensating New Sales Roles" explains:

* How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis

* How to design and implement a...
more

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58
How many of your clients would attend your funeral? One of the top real estate professionals in the country has written a book that details how he became "America's Most Referred Real Estate Professional". In (7L) The Seven Levels of Communication, Michael J. Maher tells the inspiring story of real estate agent Rick Masters who is suffering through a down market when he meets a mortgage professional who has built a successful business without advertising or personal promotion. Step by step he learns to change the way he interacts with his clients and begins to focus on people instead of... more

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59
Let’s face it, the truth is we are all selling something: a product, a service, a solution, or an outcome. Gaining the tools you need to positively affect the result of your sales pitch is crucial, and is what this program is all about. This is an Audible Original for everyone looking to influence others to change their thinking; persuade customers to choose you over the competition; and be paid well in the process.

How to Persuade and Get Paid combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace. Globally...
more

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60
The Mom Test is a quick, practical guide that will save you time, money, and heartbreak.

They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a little . As a matter of fact, it's not their responsibility to tell you the truth. It's your responsibility to find it and it's worth doing right .

Talking to customers is one of the foundational skills...
more

Mikhail DubovOne of the five books recommends to young people interested in his career path. (Source)

Roxana BitoleanuI would definitely start my list with The Mom Test because there is no resource on how to ask questions without being too eager or too revealing. I think this skill should be trained, be it an entrepreneur or not. (Source)

Chandini JainVery recently, I read The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you. The book talks about how to design user interviews to make sure you're not asking users/customers leading questions and get unbiased feedback. (Source)

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
61
"...a mandatory read for sales managers and CEOs who want more predictable sales." --Robert Sher, author of Mighty Midsized Companies and Forbes.com columnist

This gripping salesmanager fable pulls you in as it instructively unveils the proven frameworkthat's helped hundreds of major U.S. companies escape sales volatility andachieve strong, predictable revenue.
 
For the first time,renowned sales expert Michael Andersen opens the curtain on the secretstrategies he's used to help presidents and CEOs of many of the bestmid-size companies across North America...
more

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62

Ultimate Sales Machine

Noah KaganA few months ago, I was drinking a Noah’s Mill whiskey (cute) with my good buddy Brian Balfour and talking about life... During the conversation, we got on the topic of books that changed our lives. I want to share them with you. I judge a book's success if a year later I'm still using at least 1 thing from the book. (Source)

Yaro StarakI’ve just been wrapping up a book by Chet Holmes “The Ultimate Sales Machine”. He was a really well known and very respected sales and marketing guy, especially for sales and sales is not my strong point so the book, on some levels, has been a reminder of what is important in sales. (Source)

Ola OlusogaLike Charlie Munger once said: “I’ve long believed that a certain system - which almost any intelligent person can learn - works way better than the systems most people use [to understand the world]. What you need is a latticework of mental models in your head. And, with that system, things gradually fit together in a way that enhances cognition. Just as multiple factors shape every system,... (Source)

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63
New York Times bestselling author and award-winning educator Ron Clark applies his successful leadership principles to the business world in this effective and accessible guidebook, perfect for any manager looking to inspire and motivate his or her team. Includes a foreword by bestselling author and FranklinCovey executive Sean Covey.

Teamwork is crucial to the success of any business, and as acclaimed author and speaker Ron Clark illustrates, the members of any team are the key to unlocking success. Imagine a company as a bus filled with people who either help or hinder a...
more

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64

Go-Givers Sell More

from Go-Givers Sell More:

The great upside-down misconception about sales is that it's an effort to get something from others. The truth is that sales at its best-at its most effective-is precisely the opposite: it is about giving. Giving time, attention, counsel, education, empathy, and value. In fact, the word sell comes from the Old English word sellan, which means-you guessed it-to give. And curiously, the more you give, the more you receive. Great salespeople are not great because they have mastered "the close," or because they give a dazzling presentation, or...
more

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65
"The chasm is where high-tech fortunes are lost... the tornado is where they are made."-- Steve Jobs, Founder & CEO, Next Computer, Inc.



Now, in this fascinating sequel, Moore shows how to capitalize on the profit-rich niches and hyper-growth markets beyond the chasm. Continuing to chart the impact of the Technology Adoption Life Cycle, he explores its effects not just on marketing but on overall business planning, especially strategic partnerships, competitive advantage, positioning and organizational leadership.


Moore's most...
more

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66
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success

Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld's evidence-based approach connects the dots between science and situations salespeople and...
more

Gerhard GschwandtnerThis book is a breath of fresh air. While most sales books are based on the author's experience, every chapter in this superbly well-written book is rooted in science. (Source)

David HorsagerCan science and selling come together? YES, and in a powerful way—just read this book! The Science of Selling is as good as it gets—fantastic and really usable. I have already given it to my sales team to read.” (Source)

Donna SerdulaMany believe that sales is just a numbers game, but David Hoffeld has proven that there is actually a science to it [and] that selling is a skill that can be developed and perfected. A fascinating book. (Source)

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67
This is a sequel to Mandino's 1967 bestselling book, published in 1988 and set back forty years later the first part; the main character Hafid is in a sad state, mourning the loss of his wife, Lisha. The story starts years into Hafid’s seclusion, when a dream convinces him to see a stranger that turns up on his doorstep and pulls Hafid out of retirement to embarke on a new adventure: a speaking tour to enlighten others about the principles enclosed in The Ten Scrolls. less

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68

Santiago BasultoIf you want to make the transition into business, sales is a must. Most sales books are bloated and spand many thousands of pages without much insight, but there are a few that are different and you MUST read: Little Red Book of Selling: 12.5 Principles of Sales Greatness SPIN Selling (Source)

David McCammonA business book I have referred to frequently over the years is Jeffrey Gitomer’s “Little Red Book of Selling”. It’s full of simple, straight forward sales ideas many of which can take on a different degree of importance at different points in one’s career. (Source)

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70

It's Not Luck

There has been a shift of policy at board level. Cash is needed and Alex Rogo's companies are to be put on the block. Alex faces a cruel dilemma. If he successfully completes the turnaround of his companies they can be sold for the maximum return: if he fails they will be closed down. Either way Alex and his team will be out of work. It looks like lose-lose, both for Alex and for his team. And as if he doesn't have enough to deal with, his two children have become teenagers. As Alex grapples with problems at work and at home, we begin to understand the full scope of Eli Goldratt's powerful... more

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
71
There's no such thing as a "natural leader." Great leaders have a set of abilities essential to working with and inspiring others, including trust building, persuasion, time management, principled negotiating, and active listening. All of these soft skills can be learned-and Jared Belsky, one of the country's leading digital marketing CEOs, can show you how.The Great Client Partner is your guide to honing your soft skills to complement your technical expertise, making you ready to lead large teams, innovate, and build trust with your clients and internal and external stakeholders. When you... more

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72

Sales Management

Supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. This book explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales. less

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73
Es el último libro de Jürgen Klaric enfocado a las ventas, uno a uno, de productos y servicios. Este método y técnicas salieron de diversos estudios en laboratorios científicos y también avalados por investigaciones antropológicas y neurocientíficas. El autor prueba en este libro que los procesos de ventas son sumamente desgastantes y poco efectivos debido a que no sabemos cómo funciona la mente pero si le hacemos caso a la gente. Las ventas de este libro han sido todo un récord en los primeros meses tras su lanzamiento, convirtiéndose en el modelo comercial y de venta de empresas como... more

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74
In a world inundated with sales books on getting to yes, this book recommends just the opposite, focusing on how increasing your failure rate can greatly accelerate your movement toward ultimate success. Go for No! chronicles four days in the life of fictional character Eric Bratton, a call reluctant copier salesman who wakes up one morning to find himself in a strange house with no idea of how he got there. But this house doesn t belong to just anyone! It belongs to him... a wildly successful, ten years in the future version of the person he could become if he learns to overcome his... more

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75
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable.
Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these...
more

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76
International sales expert Grant Cardone presents his proven strategies for boosting sales, increasing margins, and creating new opportunities regardless of how bad the economy is.

RUNNING TIME ➼ 7hrs. and 47mins.

©2010 Grant Cardone (P)2012 Tantor
less
Recommended by Mark Struczewski, and 1 others.

Mark StruczewskiGrant Cardone: The 10X Rule, Sell or Be Sold, If You're Not First You're Last and Be Obsessed or Be Average. Grant is the real deal. He helped me realize that I've been dreaming far too low! (Source)

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77
Guided by famed marketing consultant and best-selling author Perry Marshall, sales and marketing professionals save 80 percent of their time and money by zeroing in on the right 20 percent of their market — then apply 80/202 and 80/203 to gain 10X, even 100X the success. With a powerful 80/20 software tool (online, included with the book), sellers and marketers uncover how to slash time-wasters; advertise to hyper-responsive buyers and avoid tire-kickers; gain coveted positions on search engines; differentiate themselves from competitors and gain esteem in their marketplace. With the included... more
Recommended by Ola Olusoga, and 1 others.

Ola OlusogaLike Charlie Munger once said: “I’ve long believed that a certain system - which almost any intelligent person can learn - works way better than the systems most people use [to understand the world]. What you need is a latticework of mental models in your head. And, with that system, things gradually fit together in a way that enhances cognition. Just as multiple factors shape every system,... (Source)

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78

Be Obsessed or Be Average

Obsession saved my life and made me a business superstar. What can it do for you?.... less
Recommended by Mark Struczewski, and 1 others.

Mark StruczewskiGrant Cardone: The 10X Rule and Be Obsessed or Be Average; Tony Robbins: Awaken the Giant Within; Mel Robbins: The 5 Second Rule; and Maxwell Maltz: The New Psycho-Cybernetics. These books will encourage you but more than that EQUIP you to win! (Source)

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80

Sales Force Management

Leadership, Innovation, Technology

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book's reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It's a contemporary classic, fully updated for modern sales management practice.

Pedagogical features include:  

more

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

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81
Peter F. Drucker discusses how the new paradigms of management have changed and will continue to change our basic assumptions about the practices and principles of management. Forward-looking and forward-thinking, Management Challenges for the 21st Century combines the broad knowledge, wide practical experience, profound insight, sharp analysis, and enlightened common sense that are the essence of Drucker's writings and "landmarks of the managerial profession." --Harvard Business Review less

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82
WHY DO THE BEST RUN COMPANIES OFTEN HAVE THE HARDEST TIME GROWING? Are you running a highly successful company that just doesn't seem to be growing? You may be so operationally focused that you've ignored one of the most important aspects of an expanding business--working from a market-based perspective. In The Growth Gears, Art Saxby and Pete Hayes share their linear method of transforming into a market-focused organization. This book provides a simple framework as well as tools and action steps for identifying and adding these "gears" to give your company a set of repeatable behaviors and... more

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83

Selling and Sales Management

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area. This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and... more

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84
How to achieve wealth, happiness, and peace of mind through personal responsibility The Power of Consistency is based on the fundamental premise that private declarations dictate future actions. In other words, we tend to take actions with the thoughts and beliefs we consistently have, and the cumulative results of those actions eventually create the quality and circumstances of our lives and businesses. Therefore, transformative change in life and business is possible when we reconstruct our minds and take responsibility for its content.

Lays out a simple...
more

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86
The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers--but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together,... more

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87
This essential step-by-step guide for anyone launching or expanding a successful business has been used by over a million entrepreneurs. It includes expert help, worksheets to jumpstart the process, a sample business plan, tips on impressing funders, winning tips for competitions, and more. Used in the top business schools throughout the nation, the book covers every aspect of a successful business plan, from the components of the actual plan, to making the plan compelling, to presentation methods, to looking for money, and much more. less

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88

HBR's 10 Must Reads on Strategy (including featured article “What Is Strategy?” by Michael E. Porter)

Is your company spending too much time on strategy development--with too little to show for it?
If you read nothing else on strategy, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you catalyze your organization's strategy development and execution.
HBR's 10 Must Reads on Strategy will inspire you to:
-Distinguish your company from rivals
-Clarify what your company will and won't do
-Craft a vision for an uncertain future
-Create blue oceans of uncontested market space...
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89
Principles and Practice of Marketing truly sets the benchmark for achievement in introductory marketing courses. David Jobber’s clear writing style, engaging examples and comprehensive coverage of all the essential concepts combine to make this book a trusted and stimulating choice to support your course.

This sixth edition is fully updated to offer a contemporary perspective on marketing, with the latest digital developments and ethical accountability emphasised throughout. You’ll find this book packed with examples of marketing practice in well-known companies, brought to life...
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90

HBR's 10 Must Reads on Managing Yourself (with bonus article "How Will You Measure Your Life?")

The path to your professional success starts with a critical look in the mirror.

If you read nothing else on managing yourself, read these 10 articles (plus the bonus article “How Will You Measure Your Life?” by Clayton M. Christensen). We've combed through hundreds of Harvard Business Review articles to select the most important ones to help you maximize yourself.

HBR's 10 Must Reads on Managing Yourself will inspire you to:

Stay engaged throughout your 50+-year work life
Tap into your deepest values
Solicit candid feedback
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Recommended by Tasneem Raja, and 1 others.

Tasneem Raja@BOTMpod @MelissaClark @iHeartRadio I am not someone who likes talking about (or reading) leadership/professional development books, but @HarvardBiz's On Managing Yourself has helped me enormously over the past couple months, in a time of big transitions and new beginnings. https://t.co/dhtIAnDP8i (Source)

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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.
91
THE BESTSELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION.

Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready?

If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist.

What...
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Recommended by Daymond John, Jonah Berger, and 2 others.

Daymond JohnIn Flip the Script, Oren Klaff gives readers powerful tools that will help them get what they want. Instead of trying to convince people to buy what you’re selling, his techniques will show you how to create an entirely different dynamic. A game changing read (Source)

Jonah BergerFlip the Script is the rare book that shows you how to increase your influence, at work and at home. Oren Klaff's methods are both intuitive and completely actionable. This book is loaded with real-world examples, some radical, some surprising, but all incredibly useful. (Source)

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92
The New York Times bestselling guide to a healthy and pain-free life.

Musculoskeletal pain disorders have reached epidemic proportions in the United States, with most doctors failing to recognize their underlying cause. In this acclaimed volume, Dr. Sarno reveals how many painful conditions-including most neck and back pain, migraine, repetitive stress injuries, whiplash, and tendonitises-are rooted in repressed emotions, and shows how they can be successfully treated without drugs, physical measures, or surgery.

"My life was filled with excruciating...
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Recommended by Dennis Fong, and 1 others.

Dennis FongThere's one that actually changed my life, believe it or not. It's gonna sound weird. So because I used to play games all day or very often, especially when I was a pro-gamer, I was afflicted with carpal tunnel pretty bad for most of my adult life. [...] So to cut a long story short, I tried everything and nothing worked. And then I read this book called The Mind/body Prescription. It's gonna... (Source)

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93
"An excellent primer for anyone struggling to keep profits ahead of costs. . . . Double Your Profits' 'take no prisoners' approach is refreshing." - William Byham, bestselling coauthor of Zapp!

One of the nation's foremost financial consultants shares seventy-eight proven ways to cut costs dramatically, send productivity through the roof, and double profits in just six months.

This timeless profit-boosting guide, considered a top management resource by business powerhouse Jack Welch, presents insights that are notable...
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94

Sales Force Design for Strategic Advantage

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
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97
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world's leading sales trainers. He has trained more than two million people...
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98
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.

Because today's buyers have more power than ever before--more information, more at stake, and more control over the buying process--they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The...
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99
Write Well to Sell Big!

In the age of e-mail and instant communication, great sales copy is indispensable to closing a deal. But too many sales letters end up in the junk file or the wastebasket. In this new edition of his top-selling book, author Dan Kennedy explains why some sales letters work and most don't. And he shows how to write copy that any business can use.

Among other things, he provides:

Completely updated text and examples
Great headline formulas
New exercises to spark creativity
The best way to use graphics
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Recommended by Cristian-Dragos Baciu, and 1 others.

Cristian-Dragos BaciuI'd just go with something that's a bit of a more light read, like Dan Kennedy's Ultimate Sales Letter, or Joe Sugarman's The Adweek Copywriting Handbook. Either one of these will give you a solid building block that you can then expand upon with the more advanced courses, like Breakthrough Advertising, or Clayton Makepeace's Ultimate Desktop Copycoach. (Source)

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100
What if you could sell anything to anyone? Nobody is born knowing how to sell. But the truth is, you can learn how to sell more . . . a LOT more . . . when you discover the right words that make people buy.

Copywriting is selling. Whether online, offline, in video, direct mail, on Facebook, or from the stage, copywriting is how you put words together that make people click, call,or pull out their wallets and buy from you.

Whether you're a coach, author, "funnel hacker", e-commerce seller, or real estate agent, your ability to create sales copy that drives...
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Don't have time to read the top Sales Management books of all time? Read Shortform summaries.

Shortform summaries help you learn 10x faster by:

  • Being comprehensive: you learn the most important points in the book
  • Cutting out the fluff: you focus your time on what's important to know
  • Interactive exercises: apply the book's ideas to your own life with our educators' guidance.