The 10 Most Highly-Rated Sales Books of All Time by Hubspot

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other."

In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful.

Picking a book can be tough, as there are thousands to choose from. Enter: This reading list. We've curated the top-ranked books from Amazon's sales best-sellers. Whether you want to learn to ask better questions, prospect more effectively, lead your sales team, or become an all-around better salesperson, there's a pick here for you.

The Best Sales Books for Salespeople and Sales Managers

1) "The Challenger Sale: Taking Control of the Customer Conversation" by Matthew Dixon and Brent Adamson

According to a study of thousands of sales reps across multiple industries and geographies, the most successful put their energy toward delivering valuable insights -- not becoming their prospect’s friend. Join the ranks of the top performers with Adamson and Dixon’s signature Teach, Tailor, and Take Control methodology.

Review excerpt: “This is an excellent book, with provocative insights and useful information for salespeople looking for ways to break out of the pack.”

Sale
The Challenger Sale: Taking Control of the Customer Conversation
542 Reviews
The Challenger Sale: Taking Control of the Customer Conversation
  • Matthew Dixon, Brent Adamson
  • Gildan Media, LLC
  • Audible Audio Edition
  • English

2) "The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results" by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman

CEB’s latest research reveals even Challenger salespeople struggle to close without the help of a very specific type of customer stakeholder: The Mobilizer. In this book, you’ll learn how to identify Mobilizers, engage them, and work with them to get deals over the finish line.

Review excerpt: “What a great follow-up to the Challenger Sale. (It) provided me with additional insight on how to approach selling to a group of stakeholders. It has real data, real studies and real tactical strategies. If you're in the B2B space, this book is a must!”

Sale
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
71 Reviews
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
  • Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman
  • Portfolio
  • Hardcover: 288 pages

3) "New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg

Looking for a one-stop guide to bringing on new business? Look no further. In this book, Weinberg lays out a proven formula for finding prospects, developing the relationship, and reaching a mutually beneficial agreement.

Review excerpt: “I loved the stories, the irreverent tone, and the honesty of this book. But what I appreciated most was that it delivered on its title -- this book really does simplify what you have to do successfully acquire new customers.”

Sale
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
458 Reviews
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
  • AMACOM American Management Association
  • Mike Weinberg
  • AMACOM
  • Edition no. 8.5.2012 (09/04/2012)
  • Paperback: 240 pages

4) "The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible" by Brian Tracy

Learn how to harness psychological principles in the sales process while simultaneously getting a dose of personal motivation.

Review excerpt: “‘The Psychology of Selling’ is a superb, practical, easy-to-read return to the fundamentals of professional salesmanship for novices, journeymen, and seasoned, top-performing salespeople. More than common sense placed into form, it serves as an instructional blueprint -- or as a road map -- to establish, build, grow, and maintain a successful sales career.”

Sale
The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
183 Reviews
The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
  • Great product!
  • Brian Tracy
  • Thomas Nelson
  • Edition no. 1st (07/16/2006)
  • Paperback: 240 pages

5) "The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal" by David Hoffeld

Hoffeld’s advice is based on the latest research in behavioral economics, social psychology, and neuroscience. You’ll learn a science-based approach to asking questions, securing incremental commitments, resolving objections, reducing your competition’s influence, and more.

Review excerpt: “‘The Science of Selling’ is the ultimate collection of evidence-based practices for sales ever collected in one volume. Until now, most of the studies in ‘The Science of Selling’ have been scattered and tucked away in academic journals, (making them) virtually inaccessible to sales leaders. Most readers will find the material new, and I expect, quite surprising.”

Sale
The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
58 Reviews

6) "The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge

Sales leaders aiming to scale their sales team and build a multi-million dollar business should definitely pick up this book, written by former HubSpot CRO Mark Roberge.

Review excerpt: “Every company -- regardless of its business and sales strategy -- will absolutely benefit from reading this book. The stories (Roberge) tells, the way his selling initiatives fit together, the combination of selling and technology he describes … even the use cases he lists make the approach he describes applicable to any sales organization -- however well-entrenched.”

Sale
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
155 Reviews

7) "Influence: Science and Practice" by Robert B. Cialdini

Cialdini reveals the six psychological principles that cause people to comply. Once you’ve incorporated these powerful concepts into your messaging, leading your prospects to say “yes” will be less challenging.

Review excerpt: “Whether you are on the selling or buying end of any transaction, knowing what Mr Cialdini discovered through years of research and testing will be to your financial advantage. (But) 'Influence' is not just about money. It is a guide to getting what you want or need in a fair and ethical manner.”

Sale
Influence: Science and Practice (5th Edition)
1982 Reviews
Influence: Science and Practice (5th Edition)
  • Robert B. Cialdini
  • Allyn and Bacon
  • Edition no. 5th (08/08/2008)
  • Paperback: 272 pages

8) "To Sell Is Human: The Surprising Truth About Moving Others" by Daniel H. Pink

If you’re currently working in sales, you’re probably well-aware the old playbook doesn’t work. Pink offers fresh yet practical insights to modern selling, including how to move others, make your message clearer and more persuasive, and gain referrals.

Review excerpt: “No, this is not 'another' book about selling. I've read a lot of them, written a few of them, and I can tell you: This book stands alone in a special category.”

Sale
To Sell Is Human: The Surprising Truth About Moving Others
716 Reviews
To Sell Is Human: The Surprising Truth About Moving Others
  • Daniel H. Pink
  • Riverhead Books
  • Edition no. Reprint (12/03/2013)
  • Paperback: 272 pages

9) "Secrets of Closing the Sale" by Zig Ziglar

This book includes more than 100 different ways to close depending on the situation and 700 thought-provoking questions to use with prospects. You’ll also find suggestions from a hundred of America’s most successful salespeople.

Review excerpt: “Ziglar teaches you, from the beginning, that there's no room for success in a salesman's career if he's taking the fast route, making the quick sale, and then locking the door behind him.”

Sale
Secrets of Closing the Sale
322 Reviews
Secrets of Closing the Sale
  • Shows how to project warmth, enthusiasm, and integrity
  • Shows how to effectively use over one hundred creative closes
  • Shows how to increse productivity and professionalism
  • Shows how to overcome the basic reasons people will not buy
  • Teachs how to respectfully challenge your prospects

10) "If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition" by Grant Cardone

Selling is especially challenging during an economic downturn. Cardone’s book provides readers with actionable strategies for maintaining -- and even growing -- your revenue during tough financial times.

Review excerpt: “This book is written from someone who ... has been in the trenches. The author is passionate and credible on the topic. For this reason, it’s both motivational and inspirational. Each chapter is followed by exercises with thought-provoking questions to reinforce your understanding of the concepts and approaches.”

Sale
If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition
138 Reviews
If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition
  • Great product!
  • Grant Cardone
  • Wiley
  • Edition no. 1 (06/01/2010)
  • Hardcover: 272 pages

Hubspot Editor's note: This post was originally published in March 2015 and has been updated for comprehensiveness, accuracy, and freshness.

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