There’s a ton of sales books out there. And as a salesperson, you want to make the most of your time with the best sales books.

While you may view reading sales books as a chore, instead try to think of it as a way to learn time-saving secrets from seasoned pros. These authors know the most efficient ways to cut down your ramp time, build customer loyalty, and, ultimately, close the deal.

Titles we’ll cover:

• “Gap Selling“
• “Fanatical Prospecting“
• “Sell It Like a Mango“
• “More Sales, Less Time“
• “Cold Calling Sucks (And That’s Why It Works)“
• “Beat the Bots“
• “Jolt!“
• “She Sells“
• “I Want to Be in Sales When I Grow Up!“
• “How to Start a Sales Rebellion“
• “Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales“
• “Everybody Works in Sales“
• “Smarketing: Sell Smarter, Not Harder“
• “Six-Figure Sales Secrets“
• “What’s in the CARDS? 5 Post-Pandemic Sales Strategies“
• “The Science of Selling“
• “The Seller’s Journey“
• “More Than a Number“
• “The Challenger Sale“
• “Obviously Awesome“
• “The Sell“
• “MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale“
• “See You at the Top“
• “The Four Agreements“
• “The Sales Bible“
• “Pitch Anything“
• “The Art of Closing the Sale“

27 of the top sales books

If you’re reading a 300-page sales book and find it’s not what you’re looking for within the first 50 pages, I’d recommend dropping it. The sales book that’s the right fit for you will have you nodding along early on and saying, “Yes! That makes sense — I get it!”

Here are 27 best sales books that won’t waste your time:

1. ‘Gap Selling‘ by Keenan

Many sellers are overly focused on the buyer’s processes. They get in the weeds with spreadsheets, sales systems and workflows. None of that matters until you’ve established a meaningful problem. “Gap Selling” suggests that you quickly identify the current state of your business — and then envision its future. From there, you can get into the details of the actual solution.

Why salespeople love it: Lots of actionable tips, offers concrete examples, provides a no-nonsense approach to selling

Key quote: “Never sell to need. If you only solve the problem your buyer thinks they have instead of the one they really have, you haven’t helped them at all.”

2. ‘Fanatical Prospecting‘ by Jeb Blount

One of the original prospecting books, “Fanatical Prospecting,” offers a solid foundation based on old-school sales principles.

For example, the “golden hour” — or, the best time to reach your customer — is when you should be doing most of your prospecting. Work on your top-of-funnel hard activities at the beginning of the day, and leave most of your administrative work for the end of the day. Blount also writes about a memorable principle — eat the frog. It essentially means getting through the most distasteful chores as quickly as possible.

Why salespeople love it: Offers an honest, real-world approach to the principles of prospecting

Key quote: “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 prospect.”

3. ‘Sell It Like a Mango‘ by Donald C. Kelly

Author, trainer, and host of The Sales Evangelist podcast, Kelly has been a natural salesman since he was a kid growing up in Jamaica. He helped his family by selling mangos, quickly learning the secret to success in sales.

“Success lies in the individual,” Kelly writes about realizing what made one fruit seller stand out from the rest. “I came to realize that it wasn’t necessarily the product that made the difference; it was the seller.”

Even if you’re not selling mangos by the roadside, the same lesson applies. If you have a product or service that can benefit others, it’s your job to persuade potential buyers by providing them with the necessary education to make a good decision.

Why salespeople love it: Great personal stories and insights

Key quote: “You have to outperform your yesterday.”

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4. ‘More Sales, Less Time‘ by Jill Konrath

Konrath draws on her experience of losing hope when her demanding workload kept expanding. “I could never seem to call it a day,” Konrat writes. “Traditional time management strategies don’t take into account the unique needs and challenges of salespeople.”

The author combines behavioral research with lessons from her own life. “I decided to turn myself into a human guinea pig — to figure out how to stop fighting the clock and start winning again in my career.”

Why salespeople love it: Contains research-tested strategies and practical advice for effective time-management

Key quote: “You’ll find out how to save at least one hour a day by changing your relationship with e-mail and minimizing the endless, time-sucking distractions that you encounter, particularly online.”

5. ‘Cold Calling Sucks (And That’s Why It Works)‘ by Armand Farrokh and Nick Cegelski

There’s a lot of talk these days that cold calling is dead. People aren’t picking up the phone anymore. And that’s an excuse propagated by salespeople who have little interest in making cold calls. But if you learn the craft of cold calling, you’ll likely realize you’re in an arena without a lot of competition — so many people have abandoned the telephone. If you can learn to deal with cold calls and navigate them in a way others can’t, you’ll have an advantage.

Why sellers love it: Offers step-by-step breakdowns of how to overcome objections

Key quote: “If you embrace the suck of cold calling and master the frameworks in this book, you’ll reach the top 10% of reps who book one meeting for every three cold calls that connect.”

6. ‘Beat the Bots‘ by Anita Nielsen

Artificial intelligence (AI) is here to stay. And many salespeople are now wondering, “Am I going to lose the career I love — to a robot?”

In her book, Nielsen describes how some sales pros have been “spooked” by reports about the imminent demise of the B2B salesperson — and offers some concrete solutions for humans to shore up sales prospects.

“Beat the Bots” offers practical advice on how to make sure your customers won’t want to buy from anyone — or anything — else.

Why salespeople love it: Tons of sales tips and tricks, offered with humor and humanity

Key quote: “The truth is, B2B sales professionals are not only alive and kicking but the best ones are seeing even greater success by choosing to learn, grow, and evolve. They know that this growth is crucial in order to compete with machines.”

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7. ‘Jolt!‘ by Larry Long Jr.

Long is a motivational speaker and coach focused on inspiration and transformation. With his book, “Jolt!,” he outlines practical steps on how to get “unstuck” and get your business, life, and relationships back on track. “It’s your relationships that matter,” Long writes. “Whether it’s relationships in your faith, in your family, in your friendships, or through philanthropy.”

Taking the lessons learned from his father and turning them into action, the author emphasizes the importance of communication with buyers, quipping that he exchanges “StoryTELLING for StorySELLING.” Long takes the power of positive thinking to the next level by encouraging his readers to embrace their inner greatness and live it wholeheartedly.

Why salespeople love it: Written with power and positive energy that shocks you into taking a good look at your own behavior

Key quote: “There is greatness in you just waiting to be discovered.”

8. ‘She Sells‘ by Lori Richardson

With more than three decades of experience as a sales leader and consultant, Richardson knows a thing or two about B2B sales. She makes the case for women being companies’ secret weapon to score more sales. Her mantra is simple: “More women, more sales.”

“Across the last 10 years, no one has done more to increase diversity and foster inclusion in the world of B2B sales than Lori Richardson,” raves fellow author Brent Adamson. “Her work is both critically important for the profession and deeply inspiring to all of us who care about improving the world of B2B commerce.”

Winner of Top Sales World’s 2023 gold medal, “She Sells” offers a practical roadmap for companies to train, hire, and promote women. Every chapter includes a direct, 10-point tip sheet for putting Richardson’s recommendations into action.

Why salespeople love it: Insightful, eye-opening, and instructive advice for salespeople — especially those of the male persuasion

Key quote: “I’ve adopted the mantra: Go where you are celebrated, not tolerated.”

9. ‘I Want to Be in Sales When I Grow Up!‘ by John Barrows

Anyone who makes a living in sales is familiar with the negative portrayals of the profession in the media. Barrows wanted to help change that perception with the youngest salesperson in his family — his daughter, Charlotte.

Barrows wrote his book, “I Want to Be in Sales When I Grow Up!,” based on his experience selling Girl Scout cookies with Charlotte. Proceeds from the book go to her favorite charity, the World Wildlife Fund.

Why salespeople love it: Enjoyable and fun for young readers

Key quote: “Sales is one of the greatest professions in the world when done right.”

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10. ‘How to Start a Sales Rebellion‘ by Dale Dupree and Jeffery Villegas

Dupree, the self-described “copy warrior,” was not exactly a born salesperson. “I used to suck at sales,” he says bluntly. “I was so focused on closing everyone I met that I forgot to bring my integrity to the appointment.”

Using two fundamental concepts, Roots and R.E.A.S.O.N. (radically educate, attention, story, outline, and nuance), Dupree helps sales pros tell their stories and connect with prospects in a meaningful way.

Why salespeople love it: Offers bite-sized adventures along with real-world sales tactics

Key quote: “R.E.A.S.O.N. is all about going one step further: creating familiarity, causing curiosity, being relevant, and taking your prospect on an adventure.”

11. ‘Reach the Top 1%: A Strategic Game Plan for Warrior Women in Sales‘ by Cynthia Barnes

Barnes is the founder and CEO of the National Association of Women Sales Professionals and sees sales as her salvation. “(It’s) simply the best career on the planet — especially for women — because it lets you call all of the shots,” she says.

Described as a “revolutionary blueprint designed for women,” “Reach the Top 1%” offers proven strategies on how to elevate your sales game, instructions to develop a resilient, positive mindset, and a guide to transition to a six-figure sales leader.

Why salespeople love it: Offers practical advice combined with honest stories about being a woman in sales

Key quote: “It might sound impossible compared to your current reality, but if you’re willing to learn and apply yourself, it can be yours in less than a year.”

12. ‘Everybody Works in Sales‘ by Niraj Kapur

Kapur grew up in working-class Northern Ireland and went through a series of miserable sales jobs. He says he endured “horrible failures” before finding his groove in corporate London.

“Everybody Works in Sales” combines unique storytelling with proven strategies to build long-term relationships. The book contains over two dozen lessons Kapur learned on his journey to becoming an award-winning executive and several interviews with sales experts.

Why salespeople love it: Insightful, inspirational, and motivational words from the author’s own experience

Key quote: “I have no superpowers. I’m not a child of privilege. I never went to a private school or a top university. I never even made it to university, yet everyone I have ever managed or out-earned had a degree.”

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13. ‘Smarketing: Sell Smarter, Not Harder‘ by Peter Strohkorb

Available as a free download, “Smarketing” makes the case for a strategic sales and marketing amplification initiative that lifts across-the-board revenue performance.

“Unfortunately, it is now common to see fewer than 30% of sales reps achieve their sales quota,” Strohkorb writes. “At the same time, sales cycles lengthen, prospects are becoming harder to reach, and buyers have a seemingly infinite choice of vendors. It is time to rethink the way we sell.”

Strohkorb’s book outlines his proven methodology to use existing resources to boost sales performance across the board.

Why salespeople love it: Demonstrates not just why — but how — to align sales and marketing teams

Key quote: “It may not be quite the same as the adage ‘Do more with less,’ but at the very least it is, ‘Do better with what you already have.'”

14. ‘Six-Figure Sales Secrets‘ by Marcus Chan

Sales expert Chan pledges that his book, “Six-Figure Sales Secrets,” is the ultimate guide on becoming a top salesperson without using sleazy sales tactics.

“Today is the day that you shortcut your way to heights you only dreamed of before,” Chan writes. “This book is your unfair advantage to unlock the potential hidden inside you that everyone around you sees, but somehow you haven’t been able to tap into.”

Chan outlines how to earn an additional $50,000 to $100,000 in commissions annually without committing to 60+ hours a week. “The trick is to work smarter, not harder,” he advises.

Why salespeople love it: Reinforces sales fundamentals along with motivational, easy-to-digest advice

Key quote: “Surpass all of your sales goals as you rise to the top of the sales charts, crushing your competition, and becoming the sought-after leader you know you’re destined to be.”

15. ‘What’s in the CARDS? 5 Post-Pandemic Sales Strategies‘ by Cherilyn Castleman

This book can help you perfect the art and science of remote selling, using the C.A.R.D.S. principles: collaboration, analysis, relationships, development, and strategy.

Castleman draws on her experience as a sales trainer and executive coach to identify “everyday superpowers” that can help them close effectively, whether in person or over a screen. And Castleman’s C.A.R.D.S. principles are succinct: Make a connection first, offer your presentation second.

Account director Thomas Tyler says he successfully made the switch to sales from public education by leaning on Castleman’s advice.

“This book changed how I speak to prospects,” Tyler says. “Before, I would lead a classic sales conversation, beginning a pitch. Now, I begin sales calls by sharing my personal story instead.”

Why salespeople love it: Targeted and practical advice for remote selling in a post-pandemic world

Key quote: “Channeling your lived experience — the good, the bad, and the ugly — is key to a successful sales career because the secret to sales mastery is authentic connection.”

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16. ‘The Science of Selling‘ by David Hoffeld

“The Science of Selling” uses the lens of social psychology to study selling by understanding how our brains form buying decisions. It outlines methods for engaging emotions to increase buyers’ receptiveness, lock in small commitments that lead to a sale, and guide customers through the necessary mental steps to make purchasing decisions.

This evidence-based approach helps sway customers to sign on the dotted line. And sales experts agree.

“Hoffeld dives deeper into how to use scientifically proven ways to build rapport, influence with ease, and pass through the skepticism that’s inherent in the selling process,” writes Mary Poul, founder of Sales Mastery magazine.

Why salespeople love it: Scientific yet accessible, offers research-driven insights and useful strategies

Key quote: “A direct and scientifically validated way to boost your likability is to show your buyers that you like them. … When you find out that someone likes you, it is almost impossible not to like them back.”

17. ‘The Seller’s Journey‘ by Richard Harris

With more than 20 years of experience in technology and software as a service (SaaS) sales, Harris knows that sales is always personal. In his book, “The Seller’s Journey,” Harris outlines 13 sales tactics that put his trademarked N.E.A.T Selling technique into action.

As Harris tells it, N.E.A.T selling is all about trust. The key is to help customers “fall in trust” with sellers. Using a compass, Harris outlines the seller’s journey through four points of interest: need, economic impact, access to authority, and timeline.

Why salespeople love it: Easy-to-follow processes, practical tips, and valuable advice

Key quote: “The road to success is paved over the potholes of risk-taking, mini-wins, and an open mind.”

18. ‘More Than a Number‘ by Scott Leese

Leese offers a playbook for sales professionals to achieve their goals in his book “More Than a Number: The Modern VP Sales Playbook.” But it’s not an easy road. Many people mistakenly view sales leadership roles as an easy path to riches. Instead of finding their fortunes, many sales pros get stuck just trying to keep their heads above water.

“It doesn’t have to be that way,” Leese

insists. “Learn how business operates and fuel your desire to lead, coach, and inspire other salespeople.”

Leese has the track record to back up his methods. With decades of experience as a strategic advisor, he’s helped companies scale from zero to $25 million in annual recurring revenue.

Why salespeople love it: Authentic, insightful, and specific examples written in a digestible format

Key quote: “In your role, you might feel like you are just a number in the company. But you are more than your sales targets; your results are more than that. When you learn this playbook, your life becomes more than a number.”

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19. ‘The Challenger Sale‘ by Matthew Dixon and Brent Adamson

Dixon and Adamson turn traditional sales wisdom on its head in “The Challenger Sale.” They argue that great salespeople don’t just build relationships with customers — they challenge them.

In this book, you’ll learn how to go from describing your products (boring) to approaching customers with unique insights (great). You’ll also discover how to go from caving to customer demands (bad) to pushing back when necessary and taking charge of the sale (better).

Why salespeople love it: Challenging, well-researched, and insightful

Key quote: “Customers aren’t looking for reps to anticipate, or ‘discover,’ needs they already know they have, but rather to teach them about opportunities to make or save money that they didn’t even know were possible.”

20. ‘Obviously Awesome‘ by April Dunford

This book shows you how to find your product’s secret sauce — and then find the people who want to eat it up. Dunford draws on the lessons learned from launching several products at startup companies. He also worked on dozens more as a consultant, offering advice on how to break through the noise of a crowded market and position your product like a pro.

The lessons in “Obviously Awesome” include how to connect an audience to the value of your product or service, studying market trends, and helping buyers feel the urgency of making a purchase. It’s a must-read for any sales rep who wants to know the ins and outs of product positioning.

Why salespeople love it: Approachable, useful, and concise.

Key quote: “Positioning is the act of deliberately defining how you are the best at something that a defined market cares a lot about.”

21. ‘The Sell‘ by Fredrik Eklund and Bruce Littlefield

Eklund made his name as the larger-than-life real estate mogul from the New York iteration of “Bravo’s Million Dollar Listing” reality series. In “The Sell,” Eklund reveals all his secrets for curing buyers’ cold feet — and getting them to sign on the dotted line.

Whatever Eklund is doing, it seems to be working. He sold $3.7 billion in real estate in 2023, and he thanks his unique style of showmanship for his stacks of racks.

“Have you been on a date where you dressed your best and turned on the charm? You were selling. Have you asked someone to take out the trash because you were tired and didn’t want to? You were selling,” Eklund explains. “That’s why ‘The Sell’ is for everyone.”

Why salespeople love it: Entertaining, funny, and uplifting content delivered in a lighthearted style

Key quote: “Which would you remember more vividly: a real estate agent in a gray suit who hands you an off-white business card, or a real estate agent doing high kicks on the red carpet?”

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22. ‘MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale‘ by Andy Whyte

MEDDICC — an acronym for metrics, economic decision-maker, decision criteria, decision process, implicate the pain, champion, and competition — guides sellers through a series of checkpoints that are part of any successful enterprise sale.

Kevin Thiele, chief revenue officer of Sales Code, says the guide made him a better seller.

“I realized that even with all my experience, I never truly understood the importance of a champion — someone with influence inside a prospect company who can advocate for the sale on your behalf when you’re not there,” he says. “The champion guides you through the decision-making process, introduces you to key players, and alerts you if things go wrong.”

Why salespeople love it: Outlines a succinct, targeted sales methodology, diving deep into the sales prospecting process

Key quote: “‘No champion, no deal’ — it’s been a true saying for as long as the term ‘champion’ has been used in sales.”

23. ‘See You at the Top‘ by Zig Ziglar

This classic book shares encouraging advice based on one principle: You can get everything you want in life if you help enough other people get what they want.

Craig Earich, director of sales and business development at Linvio, says Ziglar reminds him to “see the good in other people.” He adds: “I’m not perfect at it, but it’s a goal I keep coming back to, and when I do, the revenue always follows.”

Why salespeople love it: An inspirational and classic read

Key quote: “It’s a universal truth that you treat people exactly like you see them. It’s also true that all you have to do to find ‘good’ or ‘ability’ in a person is to look for it. Once you find that ‘good’ or ‘ability’ in the other person, you treat them better and they perform better. So it’s good ‘business’ and good ‘humanness’ to be a ‘good finder.'”

24. ‘The Four Agreements: A Practical Guide to Personal Freedom‘ by Don Miguel Ruiz

On the New York Times bestseller list for more than a decade, “The Four Agreements” offers reps a code of conduct for selling with integrity and compassion. The four principles from the ancient Toltec culture of Mexico include:

• Be impeccable with your word.
• Don’t take anything personally.
• Don’t make assumptions.
• Always do your best.

Fellow author Lori Richardson admits that after reading “The Four Agreements,” she learned some tips on how to sell enterprise software from the Toltecs.

“I’m struck by how the four agreements seem purpose-built for the B2B seller,” she says. “When I learned not to take anything personally, I suddenly felt like a switch flipped inside of me. It’s not about me — it’s about the prospect.”

Why salespeople love it: A transformative, enlightening, and inspiring read

Key quote: “Being impeccable with your word is the correct use of your energy; it means to use your energy in the direction of truth and love for yourself.”

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25. ‘The Sales Bible: The Ultimate Sales Resource‘ by Jeff Gitomer

This bestselling book offers a comprehensive view of methods and strategies to help you reach your potential and close the deal.

“People don’t like to be sold, but they love to buy” is Gitomer’s mantra, and “The Sales Bible” offers a guide for sellers to make connections, appointments, sales — and money.

One reason this book draws high reviews is because it goes straight to tactics. Sellers often love the playful “10.5 commandments of selling,” which offers practical tips for everything from asking the right questions to landing meetings with people who are hard to get.

Why salespeople love it: A classic that offers informative and practical advice

Key quote: “Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won’t be immediate, but it’s inevitable.”

26. ‘Pitch Anything‘ by Oren Klaff

Klaff’s pitch method can be boiled down to S.T.R.O.N.G.: setting the frame, telling the story, revealing the intrigue, offering the prize, nailing the hook, and getting a decision.

“Pitch Anything” argues that creating a great sales pitch isn’t an indecipherable art. It’s a simple science. Klaff shares the formula that helped him raise more than $400 million over the years. His advice can help sellers everywhere, whether you’re pitching to investors, clients, or negotiating for a higher salary.

Why salespeople love it: Offers unique insights and easy-to-understand concepts on how to pitch

Key quote: “If you have to explain your authority, power, position, leverage, and advantage, you do not hold the stronger frame.”

27. ‘The Art of Closing the Sale‘ by Brian Tracy

Tracy’s philosophy is that personality determines 80% of sales success. Since personality cannot be faked, Tracy urges you to take charge of your life, develop empathy to really care about others, and be honest about what you can and can’t deliver.

This book offers more than 50 techniques to boost confidence, along with a proven, step-by-step process to help salespeople get more orders — fast.

Why salespeople love it: A good review of fundamental sales concepts

Key quote: “Self-confidence is the natural growth of liking and respecting yourself. The better you feel about yourself, the more confidence you will have in prospecting, presenting, and closing sales.”

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The common thread that makes a sales book effective

While each of these 27 books is written from a different point of view, they have one thing in common — they offer practical, actionable steps you can take to improve your sales. Not every book will resonate with every reader. While you’re on your professional journey, ask your colleagues about their favorite sales books — and why those books worked for them.

Above all else, keep reading.

And when you’ve found a new favorite (or two — or three), share your recommendations in our Salesblazer community.