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This article showcases our top picks for the Books on Sales Strategy. We reached out to industry leaders and experts who have contributed the suggestions within this article (they have been credited for their contributions below).
We are keen to hear your feedback on all of our content and our comment section is a moderated space to express your thoughts and feelings related (or not) to this article This list is in no particular order.
This product was recommended by Aaron Gray from Agency 101
This book is a walkthrough for making your clients say yes to breathtaking prices. It defines your goals, turns your problems into actionable solutions, and helps you find your true value. After one read through, it completely changed my perception on how to craft a show-stopping offer. It’s the real deal.
This is an important book for understanding the role a repeatable sales process plays in developing an effective sales strategy. The book is full of useful tactical concepts that can immediately impact sales performance too, such as front-loading objections, and creating mini-contracts with prospects.
This product was recommended by Cornelius Fichtner from PM Exam Simulator
I used to think selling was about pushing product. This book presents selling as a win-win, teaching you to see the buyer as a partner. This helps you think and behave like a trustworthy ally rather than a predator, lining yourself up for mutual trust and excellent long-term results. It also helps you identify when your offer is not the solution, which is powerful in and of itself.
This product was recommended by Cornelius Fichtner from PM Exam Simulator
This story gives you a “complete picture” of the sales process. It connects the dots between persuasion, relationship-building, value-building, and more. When you practice the lessons here, you learn to close sales quickly – but without ever being sleazy or pushy.
This product was recommended by Richard Clews from Pants And Socks
This book connects the future of retail stores – book stores, clothing stores, etc – to deep specialization and focus. It explains that very few stores can compete in brick-and-mortar against the backdrop of Amazon and other emerging e-comm giants’ dominance. The secret is niching down and owning your niche to a degree corporations can’t. In my case, I chose men’s luxury fashion in brick-and-mortar and men’s underwear in e-commerce. This focus helped me maintain profitable sales for over 20 years, even as scores of other storefront business owners have faltered and falen.
This product was recommended by Geninna Ariton from Trendhim
The Sale follows the story of Matt Williams as he learns: why his pursuit of financial success at the expense of his family and the people he loves is counterproductive; the power of integrity, trust, and consistency; and powerful ways to create fulfillment and real success that endures.
This product was recommended by Julian Goldie from Goldie Agency
It is a great book that discusses several ways on how to leverage sales skills. It includes a 5-step process that helps entrepreneurs instantly position themselves as experts in their chosen industry. And then, they will be directly connected with an unlimited supply of prospects and put their efforts through the processes that will help them generate predictable leads. Moreover, if they have that predictable number of appointments, they’ll have an expected number of new clients, as well. This book is broken down into manageable bite-sized chunks that lays out a comprehensive game plan for effective selling of the product and services to acquire possible leads and paying consumers. There are also additional online resources & videos included to further discuss how to boost business sales effectively.
This product was recommended by Karl Hughes from Draft.Dev
How to identify your target audience. Delves into the many aspects of internet marketing, from effective blog writing and social media management to web traffic generation and email marketing campaigns. The book couples Chandler’s entrepreneurial expertise with interviews with successful service-based business owners to give the reader a comprehensive lesson in effective hype-free internet marketing tactics.
This is the most helpful book I have ever read when it comes to the B2B sales process. Iannarino proposes a totally new method of sales strategy, where you work with the customer, rather than just trying to sell to the customer. I truly believe that, as the wants and needs of the consumer shift in the modern world, every sales professional needs to have this book on their shelves. The Art of Closing allows you to develop and nail your own personal sales technique, whilst always guiding you towards success.
This is an almost 90-year old book but is still very realistic today. This is one of the best books I have read. It completely changed my perspective in terms of social life and business. The book showed me an easy approach on how to win people without giving much, to develop positive attitude, and to improve you holistically. After all, the best sales strategy is to focus on your potential customers and win them.
This product was recommended by Mimi Paul from Starkflow
This book shares different perspectives of sales strategy, which enables you to handpick the ones that suits you the best. Every chapter is presented in such a way that it is digestible and actionable. Each of them with an unique perspective, catering to a diverse types of business. Totally worthy of your read.
This product was recommended by Ian Kelly from NuLeaf Naturals
As someone working in the wellness industry, I am a huge fan of Pitch Anything by Oren Klaff. While most help books approach creating sales pitches from a creative or artistic perspective, Klaff approaches it from a scientific perspective. He uses the latest neuroeconomic findings to explore how our brains respond to sales ideas and marketing tactics. His unique and scientific approach to sales provides insight, unlike many other books of its kind. He also introduces a six-step method for pitching. This framework provides the book’s organization, teaching you how to control the sales process at every stage.
This product was recommended by Alec Rose from Golfible
In this book, the author untangles all of the techniques used by sales professionals to persuade the public. Dr. Cialdini is the pioneer in the study and application of influence psychology. He created a one-of-a-kind program based on the ethical practice of influence and persuasion that leads to business growth and success. Dr. Cialdini identifies them as six ethical persuasion principles: reciprocity, scarcity, authority, social proof, liking, and commitment/consistency. This is an absolute must-read book; if you want to know how to automatically influence the customer to say “yes”; if you want to understand what businesses do to engage you as a customer; if you want to understand what car dealers do – prolonging the purchasing process, offering one item after another in a way that makes it difficult to see how much it costs you.
This product was recommended by Vasiliy Kiselev from Top 3D Shop Inc
An excellent book with practical advice on how to quickly teach your managers how to sell effectively. The author revealed various case studies and a turnaround strategy for the month for those salespeople who have difficulty in their work. The author also described various coaching techniques that can quickly improve sales department performance, attract and retain the most talented sales managers in the company, and train employees to be self-motivated.
This product was recommended by Devin Schumacher from SERP
This is a book you’ll see recommended by sales professionals all the time and for good reason. It’s a no-nonsense approach to getting out there and doing what you need to do to find prospects. Without prospects, you don’t have anyone to sell to. There are all kinds of ideas and ways to find qualified leads, and Blount covers them all. But you don’t have to use every one. Experiment to see which strategies work best for you and your business. Follow his suggestions and you’ll see an increase in opportunities. Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even If You Hate Marketing and Selling by Michael Port
This product was recommended by Devin Schumacher from SERP
This approaches strategy from the ground up, starting with things like understanding how potential clients and customers really see you and how you’d *like* for them to see you. And then his methods build from there. It’s a practical manual for setting yourself up for sales success. The best thing about this book is not just the wisdom Port shares, but if you do the exercises in the book, you’ll come away with strategies you can implement right away.
This product was recommended by Paul Moody from ProMoverReviews
I recommend The Challenger Sale: How To Take Control of the Customer Conversation by Brett Adamson. Adamson challenges our notion about the secret to sales to suggest and argues that it’s not simply about building relationships with your customers but challenging them. Instead of overwhelming customers with facts and features, Adamson suggests approaching customers with insights about how they can save or make money. He shows you how to tailor your message to the customer’s specific needs. He offers practical advice on ways to be assertive, push back when necessary, and take control of the sale.
It’s the complete all-in-one guide that’ll teach you everything you need to know about strategy and how to reprogram your brain to utilize said strategy in an effective, efficient, and simple way. It is, in short, the modern salesperson’s bible.
The best book on in-person and phone sales strategy I’ve ever read. As a marketer and entrepreneur, this book taught me to first build a logical airtight case, and then to match and gradually increase the emotional level of the interaction with the customer. And it works! I have managed to up my sales game incredibly this past year.
This product was recommended by Colin Toh from Headphonesty
Before I pivoted to the ecommerce world, I worked for 10 years as a software engineer, in successful companies such as Zendesk. So I may not be a traditional salesperson, but I understand sales. And marketing. My company, Headphonesty, is an online business … specifically a digital magazine for audiophiles, helping readers choose and maximize their tech purchases. And I’m dedicated to helping customers make synergistic sales decisions. As any seasoned ecommerce, online sales or marketing expert knows, Mark Joyner is the Godfather of Internet Marketing and a genius when it comes to online sales and marketing. He has written several books, but the one I recommend to anybody who asks is “The Great Formula (for Creating Maximum Profit with Minimal Effort)”. In this book he lays out the deceptively simple formula that EVERY salesperson, online or offline, needs to understand. The Great Formula in a nutshell is: 1. Create an Irresistible Offer 2. Present it to a Thirsty Crowd 3. Sell Them a Second Glass This is how you sell a house, a car, a pair of jeans or a hairbrush. And it’s essential knowledge for anyone who wants to under the psychology of selling, and of buying. The formula goes hand-in-hand with Joyner’s previous book, “The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less”.
This product was recommended by Sara Graves from USTitleLoans
Written by NYT best-selling author Donald Miller, Building a StoryBrand explains seven universal elements of powerful stories to improve interaction with customers and boost corporate growth. The book is a proven solution to solve challenges faced by entrepreneurs and business leaders while approaching prospects. The revolutionary approach described by Miller can help organizations gain the ultimate competitive advantage by enabling their target audience to understand the unique value offered by their products, services, or ideas. The seven-story points explained in this book are all-natural and responded to by all humans in routine conversations. This way, Building a StoryBrand can help sales professionals craft compelling sales strategies by simplifying their brand messages and creating effective plans for digital marketing that drive lead generation.
This product was recommended by Olena from Lasting Trend
The book will make you think. With its help, you will learn to overcome the obstacles on the road to successful sales. It is not a guide consisting of algorithms on what to do to sell more. The book is a bit philosophical. And it is rather its advantage than the drawback.
This book is a little different to a lot of the other, more complicated, sales strategy books. This one is a simple workbook, with easy-to-follow instructions for creating a business plan and the process that you will need to follow. I like it a lot and everytime my business plan starts shifting, I like to get this book out and make sure I’m on the right path.
This product was recommended by Jason Cordes from CocoLoan
This book is for anyone who wants to learn how to take a suspicious prospect and turn them into a delighted customer quickly, readily, and seamlessly. Selling isn’t a jumble of cheesy closing approaches, irritating high-pressure tactics, or gimmicky rebuttals at its core. True salesmanship adheres to a set of rules, follows procedures and stages, and leaves a consumer feeling satisfied and benefited. Learn how to build a steady stream of closing opportunities and when to take advantage of them. Each chapter concludes with specific activities to assist you in mastering each step of the sales process. You’ll also receive a complimentary Road Map from the author, setting every step and detail in a PDF chart.
This product was recommended by Jason Cordes from CocoLoan
Brandon Bornancin dropped out of college with no money and created a business that failed miserably. He had already closed over $100 million in sales for Google and IBM before he turned 30 and launched two multimillion-dollar businesses. If you are determined to do Whatever It Takes, you too can beat the odds and achieve your goals in business and life.
This product was recommended by Jason Cordes from CocoLoan
The Book on Sales and Marketing will forever change how you think about marketing and sales. This comprehensive full-stack marketing book gives you the tools and mentality you need to attract more qualified consumers. Target marketing and tracking, building lists and databases, attracting new leads, and converting old leads are covered. Disruption in social media, content creation, network acceleration, funnels, automation, websites, pages, Google, email and phone sales, paid advertising, television, print, radio, and more.
This product was recommended by Jason Cordes from CocoLoan
Fred Reichheld proposed the Net Promoter System (NPS) approximately two decades ago. It has been implemented by thousands of companies worldwide, ranging from industrial giants to tech behemoths. According to Reichheld, a company’s primary goal should be to improve the lives of its consumers. NPS 3.0 reinterprets the Golden Rule to put a new spin on long-term company success.
