The Best Sales Books: An Ultimate List

The Best Sales Books:
An Ultimate List
(Recently Updated!)

Predictable Prospecting: How to Radically Increase Your
B2B Sales Pipeline
Authors:
◦ Marylou Tyler is Founder of Strategic Pipeline, a Fortune 1000
outbound sales process improvement consulting group. She’s
also the co-author of the #1 Bestseller Predictable Revenue:
Turn Your Business Into A Sales Machine With The $100
Million Best Practices Of Salesforce.com.
◦ Jeremey Donovan is Head of Sales Strategy at Gerson
Lehrman Group (GLG), the world’s largest membership
network for one-on-one professional learning. Jeremey is the
author of five books including the international public
speaking bestseller “How to Deliver a TED Talk.”

High-Profit Prospecting: Powerful Strategies to Find the
Best Leads and Drive Breakthrough Sales Results
Author:
◦ Mark Hunter - With an extensive background in sales
and marketing for Fortune 100 companies, Mark Hunter
“The Sales Hunter” left his corporate role in 1998 to
show companies and salespeople how to maximize
profits by prospecting more effectively. Mark is known
for his high-energy fast paced presentations full of
proven strategies to build the business.

Predictable Revenue: Turn Your Business Into a Sales
Machine with the $100 Million Best Practices of
Salesforce.com
Authors:
◦ Aaron Ross cofounded PredictableRevenue.com, a
software & consulting company that accelerates
outbound sales, based on the Cold Calling 2.0 outbound
process that added $100M+ in extra revenue at
Salesforce.com.
◦ Marylou Tyler is Founder of Strategic Pipeline, a Fortune
1000 outbound sales process improvement consulting
group. She’s also the co-author of the #1 Bestseller
Predictable Revenue: Turn Your Business Into A Sales
Machine With The $100 Million Best Practices Of
Salesforce.com.

Fanatical Prospecting: The Ultimate Guide for Starting
Sales Conversations and Filling the Pipeline by Leveraging
Social Selling, Telephone, E-Mail, and Cold Calling
Author:
◦ Jeb Blount is a Sales Acceleration Specialist who
helps sales organizations reach peak performance
fast by optimizing talent, leveraging training to
cultivate high-performance sales culture, developing
leadership and coaching skills, and applying more
effective organizational design. Through his
companies —Sales Gravy, Channel EQ, Level 4
Training, and Innovate HCG—Jeb advises many of the
world’s leading organizations and their executives on
the impact of emotional intelligence and
interpersonal skills on sales, leadership, customer
experience, channel development, and strategic
account management.

Smart Calling: Eliminate the Fear, Failure, and Rejection
from Cold Calling
Author:
◦ Art Sobczak - Since forming his company, Business By
Phone Inc. in 1983, Art has helped hundreds of thousands
of salespeople–and those who might not have considered
themselves being in sales–to generate untold millions of
dollars and extraordinary success by saying and doing the
right things by phone using conversational, common-
sense, non-salesy processes and techniques.

Pitch Anything: An Innovative Method for Presenting,
Persuading, and Winning the Deal
Author:
◦ Oren Klaff - With securities markets experience in
capital raising advisory leadership, Oren is Director of
Capital Markets at investment bank Intersection
Capital where he manages its capital raising platform
(retail and wholesale distribution), business and
product development. Oren co-developed and
oversees Intersection Capital’s flagship product,
Velocity™. Oren is a member of Geyser Holding’s
investment committee where he has been a principal
since 2006. During its growth he was responsible for
sales, marketing, branding, product development, and
business development.

Hacking Sales: The Playbook for Building a High-Velocity
Sales Machine
Author:
◦ Max Altschuler has been an entrepreneur his whole
life and learned sales at an early age from his father,
David, who was a pioneering Certified Financial
Planner. His entrepreneurial journey led him to San
Francisco to work for an online education company
called Udemy, in which he was the first sales hire and
built the process that launched the Instructor side of
the marketplace. Udemy recently raised a $32 million
dollar series C round of funding with a valuation of
hundreds of millions. He started Sales Hacker, Inc. to
help other startups with fewer resources to sell their
products and services to large corporations.

The Ultimate Sales Machine: Turbocharge Your
Business with Relentless Focus on 12 Key Strategies
Author:
◦ The late Chet Holmes is an acclaimed corporate trainer,
strategic mastermind, business growth expert, and
lecturer. His nearly one thousand clients have included
major companies like Pacific Bell, NBC, Citibank,
Warner Bros., GNC, Wells Fargo, Estee Lauder, Merrill
Lynch, and W. R. Grace, as well as small businesses of
every kind. Holmes has also designed hundreds of
advertising campaigns and sales systems for hundreds
of industries.

The Sales Bible: The Ultimate Sales Resource, Revised
Edition
Author:
◦ Jeffrey Gitomer - Beginning his career as an entrepreneur
selling and cold calling in Manhattan, Jeffrey spent his
formative years making million dollar sales against all
odds. Jeffrey is a writer, a speaker, a traveler, a collector
and a person who loves to serve. For the past 25 years,
Jeffrey Gitomer has been the acknowledged King of
Sales. He is the author of the Little Red Book of Selling –
the best-selling sales book of ALL time. And a world-
renowned author of 12 additional titles. He has spoken
to corporate 100 companies across the globe, and helped
hundreds of thousands of salespeople reach their true
sales potential. Jeffrey is a member of the Speakers Hall
of Fame.

The 10X Rule: The Only Difference Between Success
and Failure
Author:
◦ Grant Cardone is a New York Times bestselling author
and an internationally renowned speaker on leadership,
real estate investing, entrepreneurship, and finance. His
5 privately held companies have annual revenues
exceeding $100 million. As CEO of the #1 Sales Training
Platform in the World, Cardone consults with Fortune
500 companies and customers such as Google,
Northwestern Mutual, Morgan Stanley, and more. He’s a
Top 5 Social Media Expert and one of the Top 10 Most
Influential CEOs today. He is also the Executive Producer
and star of two reality TV shows, and creator of the first
online entrepreneur and business TV network, Grant
Cardone TV.

How to Master the Art of Selling
Author:
◦ Tom Hopkins - In 1976, Tom founded Tom Hopkins
International, Inc., and dedicated his life and his
company to teaching and inspiring others through his
seminars, books, audio and video training programs.
Today, over 35,000 corporations and millions of
professional salespeople all over the world utilize his
professional sales training materials.

How I Raised Myself from Failure to Success in Selling
Author:
◦ Frank Bettger (1888-1981) was a salesman and self-help
author. He played Major League baseball with the St. Louis
Cardinals in 1910 under the name Frank Betcher. After his
brief baseball career, Bettger returned to his native
Philadelphia, where he started collecting accounts for a
furniture store on a bike. He then started selling insurance,
but was not successful and considered quitting after 10
months. Finally, Bettger succeeded and later became the
author of the best-selling books How I Raised Myself from
Failure to Success in Selling and How I Multiplied My
Income and Happiness in Selling.

The Trusted Advisor
Authors:
◦ David H. Maister, one of the world’s leading authorities
on the management of professional service firms, is the
author of several successful books.
◦ Charles H. Green is founder and CEO of Trusted Advisor
Associates – helping professionals become trusted
advisors to their clients, and helping organizations
create trustworthy leaders and teams.
◦ Robert Galford is a managing partner of the Center for
Leading Organizations (CLO). He divides his time across
teaching at Executive Education programs and working
with senior executives at the world’s leading firms on
the leadership issues that lie at the intersection of
strategy and organization.

Mastering Account Management: 102 Steps for
Increasing Sales, Serving Your Customers Better, and
Working Less
Author:
◦ Dan Englander is a New York-based author and
entrepreneur. As the first employee and Senior
Account Manager, Dan helped launch IdeaRocket, the
premier studio for high-quality animated explainer
videos. He brought in business and managed
productions for Fortune 500s and startups like
Venmo. He’s the founder of Sales Schema, a site that
helps companies win by melding sales and digital
marketing. He’s the author of “Mastering Account
Management” and other business books. In addition,
he teaches high-level online courses on B2B sales and
marketing.

Customer Success: How Innovative Companies Are
Reducing Churn and Growing Recurring Revenue
Authors:
◦ Nick Mehta thinks of his job as being like that of a head
coach. He’s a big believer in the Golden Rule. Before
coming to Gainsight, Nick was the CEO of LiveOffice
through its acquisition by Symantec and prior to that
was a Vice President at VERITAS Software and Symantec
Corporation.
◦ Dan Steinman is Head of Gainsight EMEA – hiring for
Sales and Customer Success. Recognized domain expert
in Customer Success especially in a startup environment
and in SaaS (Epiphany, NearbyNow, Mozes, Marketo).
◦ Lincoln Murphy - I’m passionate about helping
companies achieve exponential growth by focusing on
the customer. I’ve done this with more than 400 SaaS
and enterprise software vendors over the last 10 years –
from startups to major companies like SAP, HP
Enterprise, and everything in between.

The Sales Development Playbook: Build Repeatable
Pipeline and Accelerate Growth with Inside Sales
Author:
◦ Trish Bertuzzi is President and Chief Strategist of
The Bridge Group, Inc., an inside sales consulting
and implementation firm. For more than two
decades, she has promoted sales development and
inside sales as a community, professional, and
engine for revenue growth.

The Sales Acceleration Formula: Using Data,
Technology, and Inbound Selling to go from $0 to $100
Million
Author:
◦ Mark Roberge served as HubSpot’s SVP of Worldwide
Sales and Services from 2007 to 2013, scaling the
customer base from 1 to over 12,000 and his staff from
one to hundreds of employees. Mark holds an MBA
from the MIT Sloan School of Management and an
engineering degree from Lehigh University. He has
been featured in The Wall Street Journal, Forbes
Magazine, Inc Magazine, The Boston Globe, and
Harvard Business Review. Mark is currently a Senior
Lecturer at Harvard Business School.

Sales Management. Simplified.: The Straight Truth
About Getting Exceptional Results from Your Sales
Team
Author:
◦ Mike Weinberg is a consultant, coach, speaker,
and best-selling author. His specialities are new
business development and sales management,
and he’s on a mission to simplify sales and create
high-performance salespeople and sales teams.
He works with companies in all industries ranging
in size from a few million to many billions of
dollars. Mike was the #1 producer in three
different companies before launching his
consulting practice, and he has been named a Top
Sales Influencer by Forbes, OpenView Labs, and
several other publications.

Coaching Salespeople into Sales Champions: A Tactical
Playbook for Managers and Executives
Author:
◦ Keith Rosen has delivered his customized sales
training programs & sales management training &
coaching programs to hundreds of thousands of
salespeople & managers, helping business leaders in
practically every industry; on five continents & in over
50 countries. Keith is the CEO of Profit Builders,
named one of the Best Sales Training & Coaching
Companies worldwide for the last four consecutive
years. Keith has written several bestsellers, including
Own Your Day and the globally acclaimed, Coaching
Salespeople into Sales Champions, used by the top
global sales organizations & winner of Five
International Best Book Awards, as well as the #1 best-
selling sales management coaching book.

SPIN selling
Author:
◦ Neil Rackham is founder and former president of
Huthwaite, Inc. Huthwaite researches, consults,
and provides seminars for over 200 leading sales
organizations around the world, including Xerox,
IBM, and Citicorp. His academic background is in
research psychology. It was at the University of
Sheffield, England, that he began his research into
sales effectiveness that resulted in SPIN. Mr.
Rackham is the author of more than 50 articles and
several books.

Selling to Big Companies
Author:
◦ Jill Konrath is a globally recognized sales
strategist, author and keynote speaker. With over
1/4 million LinkedIn followers and 140,000+ blog
readers, her fresh strategies help sellers win more
business in an ever-evolving sales world. The most
recent challenge Jill has tackled is overwhelm.
Every sales rep she talked to was crazy-busy,
working non-stop. She felt the same way. Today,
after several years of serious study, epic battles
with deeply ingrained habits and personal
experimentation, she’s a different person.

The Challenger Sale: Taking Control of the Customer
Conversation
Authors:
◦ Matt Dixon is Group Leader of the Financial Services
and Customer Contact Practices of CEB (NYSE: CEB) in
Arlington, VA. He is a sought-after speaker and
advisor to corporate leadership teams around the
world as well as a business writer.
◦ Brent Adamson is a sought-after speaker and
facilitator, with more than 20 years of experience as a
professional researcher, teacher and trainer. Brent
facilitates a wide range of executive-level discussions
around the world for Fortune 500/Global 1000
executives in sales, marketing, and customer service.
In over 12 years at CEB, Brent has been privileged to
work with some of the greatest thought leaders in
B2B sales and marketing.

How to Win Friends and Influence People
Author:
◦ Dale Carnegie was an American writer and lecturer
and the developer of famous courses in self-
improvement, salesmanship, corporate training,
public speaking, and interpersonal skills. Born into
poverty on a farm in Missouri, he was the author
of How to Win Friends and Influence People (1936), a
bestseller that remains popular today. He also
wrote How to Stop Worrying and Start
Living (1948), Lincoln the Unknown (1932), and
several other books. One of the core ideas in his
books is that it is possible to change other people’s
behavior by changing one’s behavior toward them.

Little Red Book of Selling: 12.5 Principles of Sales
Greatness
Author:
◦ Jeffrey Gitomer - Beginning his career as an
entrepreneur selling and cold calling in Manhattan,
Jeffrey spent his formative years making million
dollar sales against all odds. Jeffrey is a writer, a
speaker, a traveler, a collector and a person who
loves to serve. For the past 25 years, Jeffrey
Gitomer has been the acknowledged King of Sales.
He is the author of the Little Red Book of Selling –
the best-selling sales book of ALL time. And a
world-renowned author of 12 additional titles. He
has spoken to corporate 100 companies across the
globe, and helped hundreds of thousands of
salespeople reach their true sales potential. Jeffrey
is a member of the Speakers Hall of Fame.

Influence: The Psychology of Persuasion, Revised
Edition
Author:
◦ Dr. Robert Cialdini - Harvard Business Review lists Dr.
Cialdini’s research in “Breakthrough Ideas for Today’s
Business Agenda.” Influence has been listed on the
“New York Times Business Best Seller List.” Fortune
Magazine lists Influence in their “75 Smartest
Business Books.” CEO Read lists Influence in their “100
Best Business Books of All Time.” Dr. Robert Cialdini
has spent his entire career researching the science of
influence earning him an international reputation as
an expert in the fields of persuasion, compliance, and
negotiation. His books including, Influence, are the
result of decades of peer-reviewed research on why
people comply with requests. Influence has sold over
3 million copies, is a New York Times Bestseller and
has been published in over 30 languages.

The Psychology of Selling: Increase Your Sales Faster
and Easier Than You Ever Thought Possible
Author:
◦ Brian Tracy is Chairman and CEO of Brian Tracy
International, a company specializing in the
training and development of individuals and
organizations. Brian Tracy has consulted for more
than 1,000 companies and addressed more than
5,000,000 people in 5,000 talks and seminars
throughout the US, Canada and 55 other countries
worldwide. As a Keynote speaker and seminar
leader, he addresses more than 250,000 people
each year. He has studied, researched, written and
spoken for 30 years in the fields of economics,
history, business, philosophy and psychology. He is
the top selling author of over 45 books that have
been translated into dozens of languages.

7L: The Seven Levels of Communication: Go From
Relationships to Referrals
Author:
◦ Michael J. Maher is one of the hottest speakers in
the country right now. Known as North America’s
Most Referred Real Estate Professional, Michael
owns one of the top real estate companies in
Kansas City (Leawood, KS, USA). In just his third year
of real estate, he netted one million dollars. He and
his team have received over 500 referrals and
averaged over 200 transactions per year for the last
8 years. His book (7L) The Seven Levels of
Communication with the subtitle of “Go from
Relationships to Referrals” has been on the National
Best-seller List for OVER 600 DAYS.

To Sell Is Human: The Surprising Truth About Moving
Others
Author:
◦ Daniel H. Pink is the author of five provocative
books about the changing world of work —
including the long-running New York Times
bestsellers, A Whole New Mind and Drive. His
books have been translated into 34 languages and
have sold more than 2 million copies worldwide.
Pink’s latest book, To Sell is Human, is a #1 New
York Times business bestseller, a #1 Wall Street
Journal Business bestseller, and a #1 Washington
Post nonfiction bestseller. In 2013, Thinkers 50
named him one of the top 15 business thinkers in
the world. He serves on the board of directors and
advisory boards of several non-profits and startup
companies.

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