“Outside of a dog, a book is a man’s best friend. Inside of a dog, it’s too dark to read.” – Groucho Marx
If a book is a man’s best friend, then we all should be happy we can take this best friend anywhere. Whether it’s in the car or on a plane, sales professionals are always looking to expand their sales knowledge and skills with a good sales book. There’s no shortage of sales books to choose from. A quick Amazon search listed over 200,000 recommendations. How does a sales professional find the best books to enhance their sales skills? (Hint: it’s not Oprah’s Book Club.)
Salesloft partnered with Modern Sales Pros (MSP), an invite-only group for sales management and operations professionals, to embark on an eight-city MSP Salon Tour. The conversations focused on uncovering the tactics and strategies leading organizations employ to increase the effectiveness of their sellers.
During the Salon tour, we overheard discussions about the best sales-related books. We compiled a list of the six most popular books among Modern Sales Pros. We’ve listed the books below, so kick back, relax, and enjoy these must-have sales books!
1. The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
by Trish Bertuzzi
Don’t just read it, consume it! The Sales Development Playbook delivers actionable insights to help sales organizations grow pipeline and revenue. It doesn’t prescribe a one-size fit all solution. Instead, it tailors the sales development structure based on what stage of a growth a business is experiencing.
Favorite quote: “The CFO asks the CEO, ‘What happens if we invest in developing our people and they leave us?’ The CEO responds, ‘What happens if we don’t, and they stay?'”
2. Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue
by Nick Mehta, Dan Steinman, and Lincoln Murphy
SaaS business leaders rejoice, we have the book to help you thrive. Customer success is a vital component of any prospering organization. More than anything, this book hones in on the importance of focusing on existing customers and their satisfaction to reduce churn. It can help restructure your thinking and help set goals for customer (and your own) success.
Favorite quote: “In a recurring revenue business, there’s no such thing as post-sales. Every single activity is a pre-sales activity.”
3. Extreme Ownership: How U.S. Navy SEALs Lead and Win
by Jocko Willink and Leif Babin
Extreme Ownership reminds us that leadership starts from within. Drawing on his experience as a U.S. Navy SEAL, Jocko Willink shows how leadership principles apply at any level, and in both professional and personal environments. These lessons in leadership can be used to secure wins on any battlefield. If you want to expand and grow your leadership skills, this is the book for you.
Favorite quote: “Implementing Extreme Ownership requires checking your ego and operating with a high degree of humility. Admitting mistakes, taking ownership, and developing a plan to overcome challenges are integral to any successful team.”
4. Addicted to the Process: How to Close Transactional Sales with Confidence and Consistency
by Scott Leese
If you’re looking for a short and sweet sales book that speaks directly to you, look no further than Addicted to the Process. Whether you’re a veteran or just starting out, the simple sales methodology Scott Leese provides can make all the difference for success. Leese focuses on a model with proven success that boils down to one question: “How bad do you want to make it happen?” This inspiring read is the roadmap to results.
Favorite quote: “Just get better at each of the steps within the process.”
5. Never Split the Difference: Negotiating as If Your Life Depended on It
by Chris Voss and Tahl Raz
Who better to learn about negotiation techniques than from a former FBI hostage negotiator? We’re constantly negotiating, both in our professional and personal lives. Chris Voss literally saved lives using the nine negotiation tactics he shares in this book. Whether you’re closing a big deal or selling your spouse on the idea of a sports car, this book is a must-have in your library.
Favorite quote: “Persuasion is not about how bright or smooth or forceful you are. It’s about the other party convincing themselves that the solution you want is their own idea. So don’t beat them with logic or brute force. Ask them questions that open paths to your goals. It’s not about you.”
6. The Challenger Sale: Taking Control of the Customer Conversation
by Matthew Dixon and Brent Adamson
I’ve seen this book on many desks throughout the Salesloft office for good reason. The Challenger Sale provides a unique perspective on the sales process. This book is based on a study that refutes the classic relationship-building approach to sales. Instead, it emphasizes the need for sales reps to take control of the sales conversation, challenging the customer with innovative ideas. The authors’ research found that top performers were more than two times likely to use a Challenger approach than any other. If you’re looking for a winning sales strategy, I challenge you to read this book.
Favorite quote: “A Challenger is defined by the ability to do three things: teach, tailor, and take control.”
The MSP tour isn’t over! We still have two events left, including a virtual opportunity. Stop in and join the discussion, and maybe recommend a book or two you enjoyed recently.