TOPIC · 14 BOOKS
Sales
Books I have read about sales, brought together across genres, periods and countries.
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👍🏼👍🏼⭐️ExcellentPredictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
Aaron RossOne of the books that most influenced how I think about SaaS sales. It explains sales-team specialisation and how to build a repeatable system instead of relying on isolated efforts. The ideas have become overused, but it remains a useful reference for building a sales organisation, even if it now feels slightly dated in the age of AI.
👍🏼👍🏼⭐️ExcellentThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Mark RobergeA very important book to understand how to build a sales team using data, processes and training. It's interesting because it reduces ideas to very specific decisions and because many of them are still useful years later.
👍🏼👍🏼Very goodExactly What to Say: The Magic Words for Influence and Impact
Phil M. JonesA very practical book about how small differences in the way you ask or explain something can change a conversation. It has phrases that I have applied to sales and normal life situations.
👍🏼👍🏼Very goodProduct Demos That Sell: How to Deliver Winning SaaS Demos
Steli EftiA short, practical book on how to make a demo thinking about the customer's problem instead of teaching non-stop functions.
👍🏼👍🏼⭐️ExcellentSell More Faster
Amos SchwartzfarbThe best selling books I've ever enjoyed and influenced me the most, very strategic, has had practical application in Pulpo since chapter one.
👍🏼👍🏼Very goodMEDDICC
Andy WhyteYou'll only be interested if you sell software. Focusing on mid-market and enterprise sales, developing a methodology to scale that kind of sales.
👍🏼👍🏼Very goodTo Sell Is Human
Daniel H. PinkI loved it. It explains how we're all salespeople in our day-to-day lives, including the kid asking his father for permission to go out or a coach motivating his teams. And how understanding it helps you convince and influence people better to achieve your goals. Good lessons.
👍🏼GoodThe SaaS sales method fundamentals: How to have customer conversations
Jacco Van Der Kooij, Dominique LevinA very good and practical book for SDRs and account executives. It helps you focus calls, emails or messages so that they really add value and achieve your goals.
👍🏼👍🏼Very goodThe SaaS Sales Method: Sales as a Science
Jacco van der Kooij, Fernando PizarroA strong set of basic concepts for organising a SaaS sales team. I really liked it because it arranges those concepts clearly and is one of the best books I have read on the fundamentals of building a scalable, predictable sales organisation.
👍🏼👍🏼⭐️ExcellentFanatical Prospecting
Jeb BlountBasic book if you're into sales, it puts you in charge, focuses you, gives you a dose of reality and takes away all the excuses.
👍🏼👍🏼Very goodObjections
Jeb BlountOne of the best-selling books I've ever read. Good for selling but also for everyday life situations. It deals with a seller's fears, both psychologically and practically. It has been very helpful to me in losing several fears related to this.
👍🏼👍🏼⭐️ExcellentThe Qualified Sales Leader
John McMahonYou're only going to get interested if you're dedicated to marketing tech products. And it's definitely a great book, the top three best-selling books that have helped me the most. Very clear, didactic, easy to read and very good examples.
👍🏼👍🏼Very goodGap Selling
KeenanOne of the best sales books I've ever read, very interesting way to establish how the customer is and where you're going with your product or service.
👍🏼👍🏼⭐️Excellent