Top Sales Books That Every Tech Sales Professional Should Read Now!

If you are not taking care of your customer, your competitor will. – Bob Hooey

Sales is the backbone of any organisation. With the changing times, sales is not only about the right pitch but also about having the right attitude, the right strategy to scale your pipeline and the right way to advertise your product besides a lot more…

To get things right, staying abreast on what top industry leaders are sharing or talking about while also reading about the most successful sales stories can help.

On that note, we bring you a compilation of some good-to-read Sales books by renowned sales leaders who are known to have exceptional selling skills and industry knowledge.

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• The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon  

About the Author: Matt Dixon is the Chief Product and research officer at Tethr

About the Book: The Challenger Sale talks about the various categories of sales reps, about how all sales reps have their highs and lows, the one who is always delivering results has been referred to as The Challenger. The author shares a message for all organisations, to help identify the challenger in their sales team and then train their other reps to follow a similar pattern, which in turn will help them outperform. Once the sales reps are equipped with the right kind of knowledge, attitude, and tools they can keep up with the aligned goals and deliver a better performance.

• Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff  

About the Author: Oren Klaff is the Managing Director of Intersection Capital

About the Book: In this book, Oran states how pitching is not an art, its simple science. This book helps gain an upper hand on the other side of the table. Having the right pitch leads to having the desired results. To show you the right way, Oren applies his findings in the field of neuroeconomics and supports his study by listing realistic stories to encourage people to start pitching in the right manner. The book emphases on the S.T.R.O.N.G method. This method helps you identify the challenges, observe the hits and turn the conversation to your favor, gaining control over the meeting you are in. This book is a good-read for – sales reps, marketers, advertisers!

Read More: SalesTechStar Interview With Liz Pulice, VP Of Sales Enablement At Brainshark

• Never Split the Difference by Christopher Voss 

About the Author: Christopher Voss is the CEO of The Black Swan Group, Ltd.

About the Book: Negotiation always gets the best result; it’s a win-win for both parties. This book is based on mastering the art of negotiating. The Author – Chrisopher Voss, a former FBI hostage negotiator, takes you through some of the most high stake negotiations of his life, and via them explains the key principals that helped him and his counterparts get through the most difficult situations, and by difficult we mean circumstances when lives were at stake. This book tells you how by using emotional intelligence and not logic, you can be at the top of your game may it be in sales or life.

• Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek 

About the Author: Simon Sinek is the Founder of Simon Sinek Inc.

About the Book: Every step that we take in life comes with an unspoken question “why”. Only if we know why, we tend to act on it. Coming to the book – in Start with Why, Simon talks about one common lead between all the successful entrepreneurs in the world and that is the question WHY.  The message for all the people selling products/services/ ideas is to first ascertain “why” and then start working backwards on its development. It is very important for your audience to know how your product will benefit them. Successful company that are known to be innovative have understood this powerful concept and for those who want to understand “The Golden Circle” (is what Simon calls this powerful idea) go read this book now!

• Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk

About the Author: Garry Vaynerchuk is the CEO of VaynerMedia

About the Book: There is always some content which will perform very well on one social media platform but not on the other. The popular social media channels like Facebook, Instagram, Linkedin, Twitter etc. are designed to cater to different types of purpose, the have different word limits, different kinds of images working well on them. To be able to narrate your story in the right way you need to tailor your content according to the requirements of these platforms. The author Vaynerchuk explains in an elaborate manner the right tips and tricks that can help you ace your social media game.

Read More: How Do You Drive Better Personalization In Every Sales And Marketing Outreach?

• Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World by Jill Konrath 

About the Author: Jill Konrath is a sales strategist, speaker and the author of some of the best sales books.

About the Book: Given the fact that the mind-set of the customer is changing with time, the concept of Agile Selling has come into place. The book Agile Selling is based on this concept and talks about the strategies to be able to sell a product faster and better. Today’s customer wants more than just a sales pitch. Therefore, in this ever changing landscape, it is imperative to know your customer and to be able to have the required information that will help you market your product better.  Jill shares those techniques that help salespeople adapt and thrive to these changes.

• The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone by Matthew Pollard & Derek Lewis 

About the Author: Matthew Pollard is the founder of Rapid Growth Coach

About the Book: Though introverts don’t seek any social attention or engagement, it may not be the same case when it comes to them selling. Sales is often referred to a skill that can be mastered with finding the right guidance and right tools. Be it any job, to be successful one must know how to leverage ones key strengths. This book explains how introverts can feel equally comfortable in the field of sales by giving them tips to build their confidence. To quote from the book “The introverted salesperson is no longer an oxymoron–it’s a recipe for success!” So for all the shy sales reps out there, it’s time to hone your skills and conquer the market.

• The Sales Acceleration Formula by Mark Roberge

About the Author: Mark Roberge is the Managing Director of the company called Stage 2 Capital.

About the Book: Sales acceleration Formula is highly recommended for someone aspiring to become the next $100 million business in their country. In this book, Mark with his engineering background, developed an analytical approach to master sales, this approach he used during his tenure at HubSpot, and he was influential in growing the-then startup HubSpot to what it is today. His data driven approach and the key elements of successfully accelerating sales defined by him in the book help readers to learn how to apply data and technology to all aspects of sales. To everyone, who has been yearning for a blueprint to succeed in sales, this book is for you.

• Seven Figure Sales Scripts: It’s Too Expensive by Brandon Bornancin

About the Author: Brandon Bornancin is the CEO and Founder of Seamless.AI

About the Book: Pricing is one of the most important components of your product or service. Companies end up losing so many deals over clients who think your product/service was “too expensive”. This book – Seven Figure Sales Scripts by Brandon Bornancin, gives you more than 150 tried and tested ways to surmount the price factor that holds back your success. This is your book if you have been waiting for a fix for all those awkward calls and ineffective sales pitches you made, the cold emails you sent which never got any response. The book has a compilation of the best sales scripts from around the world, to help people understand, evaluate and close a deal on anyone who feels “It’s Too Expensive”.

Listen in -> To the latest episodes of The SalesStar Podcast!

Also catch our episode with Brandon Bornancin here:

• The Predictable Pipeline: How Growth-Oriented Companies Deliver Repeatable, Scalable, and Profitable Marketing-Driven Results by Matt Heinz 

About the Author: Matt Heinz is the President of Heinz Marketing

About the Book: In his book Matt talks about how the sales and marketing landscape has advanced and tactics that worked best in the past may not yield the same results now. By gathering best practices from around the world, and by providing you with 7 key areas of marketing driven impact that can deliver scalable pipelines, this book can help you discover the methods and strategies to make your business successful and deliver sustainable results.