Sales
Techniques for selling, negotiation, and building a sales organization
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15 books
Gap Selling
Keenan
Getting the customer to yes by focusing on the gap between where they are and where they want to be. Keenan shows how to diagnose problems and position solutions effectively.
SPIN Selling
Neil Rackham
The research-based approach to selling. Rackham's analysis of 35,000 sales calls revealed the questions that win complex sales: Situation, Problem, Implication, Need-payoff.
The Challenger Sale
Matthew Dixon
Taking control of the customer conversation. Dixon and Adamson reveal that the best salespeople challenge customers with insights rather than just building relationships.
Predictable Revenue
Aaron Ross
How Salesforce built a sales machine that generated $100M+ in recurring revenue. Ross shares the outbound prospecting system and sales specialization that made it possible.
To Sell Is Human
Daniel Pink
The surprising truth about moving others. Pink reveals that everyone is in sales—whether pitching ideas, persuading colleagues, or convincing customers.
Never Split the Difference
Chris Voss
Negotiation tactics from a former FBI hostage negotiator. Voss shares techniques like tactical empathy, calibrated questions, and labeling that work in any negotiation.
The Sales Acceleration Formula
Mark Roberge
Using data, technology, and inbound selling to scale from $0 to $100M. Roberge shares how HubSpot built a predictable, scalable sales machine using a scientific approach.
Fanatical Prospecting
Jeb Blount
The ultimate guide to opening sales conversations and filling the pipeline. Blount delivers a no-nonsense approach to the hardest part of sales: getting in front of prospects.
New Sales Simplified
Mike Weinberg
The essential handbook for prospecting and new business development. Weinberg provides a practical, no-fluff guide to winning new customers.
Selling to Big Companies
Jill Konrath
Get into big companies and make them pay attention to you. Konrath shows how to break through to corporate buyers and win enterprise deals.
Influence, New and Expanded: The Psychology of Persuasion
Robert B. Cialdini
The psychology of persuasion and the seven universal principles that guide human behavior. Cialdini reveals how reciprocity, commitment, social proof, authority, liking, scarcity, and unity drive decisions in sales, marketing, and everyday influence.
Pre-Suasion: A Revolutionary Way to Influence and Persuade
Robert Cialdini
The art of influencing decisions before the ask. Cialdini shows how to set the stage for persuasion by directing attention to privileged moments that prime people to say yes.
One to Many: The Secret to Webinar Success
Jason Fladlien
The definitive guide to webinar and presentation selling. Fladlien shares the psychology and mechanics of selling to groups, from structuring presentations to handling objections at scale.
How to Win Friends and Influence People
Dale Carnegie
The timeless classic on building relationships and influencing people. Carnegie's principles for making people like you, winning them to your way of thinking, and changing behavior without causing resentment.
How to create offers so compelling people feel stupid saying no. Hormozi breaks down value equation, pricing strategy, and positioning to make your products irresistible in any market.