Best Sales Books: 50 Top Picks for More Sales Conversations in 2020

VengresoBlog Post Best Sales Books: 50 Top Picks for More Sales Conversations in 2020
The Best Sales Books

Best Sales Books: 50 Top Picks for More Sales Conversations in 2020

I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2020. But with so many on the market, where do you start and how do you choose?

Which are the sales books that will help you create more conversations and close more sales in 2020?

Have no fear my sales friends, I’m hitting the easy button and compiling a collection for you.

The Best Sales Books Selection Process

More than 1.4 billion results appear when you Google “best sales books 2020.” And don’t even think about Amazon! From paid advertising to buying their own books, every sales author is doing all they can to get their book to the top of the list.

I published this list in 2019 with 33 books, but I’m now adding 17 new books for the 2020 edition.

What selection process did I use to find the best sales books?

First, I’m bringing in the new and recycling the old! After 21 years in sales, and reading from the greats like Zig Ziglar and Brian Tracy, the time has come to move on. Well, except for one, which you’ll recognize I’m sure.

Second, I’m tired of the same old lists that people create just to get shares for SEO. I want real meat and substance, not a list that others will share to drive visibility to my post. Those who know me will be the first to say that I love fresh new ideas that personify #DontDoNormal.

Third, no one on this list had advance notice of my plan to republish this article and many are reading their name here for the first time. I kept the development of this article super confidential, meaning none of these authors either sponsored or influenced my list.

Fifth and finally, I’ve had the privilege of either speaking with and/or reading the books of most of these authors on the Modern Selling Podcast. I’ve also included a few books and authors who haven’t been on my podcast as well.

So, there you have it! That’s how I created The Best Sales Books list of 2020.

The Objective

Anyone of the books on my 50 Best Sales Books List should help you create more conversations, update your sales strategy for the new year, close more deals and/or help you become more successful.

If you’re like me, you love listening to a podcast. As mentioned above, some of these authors have been featured on my podcast with their link added to the discussion.

Don’t forget to check out the three (3) top sales management books at the end!

Oh, and by the way in case you’re wondering…

To ensure no one thinks they are #1, and someone else is #50, the list was compiled in complete random order, meaning all of my top picks are #1!

Is your sales prospecting freaking you out?

The List – 50 of the Best Sales Books – 2020 Edition

  1. When Buyers Say No by Tom Hopkins and Ben Katt
  2. Enablement Mastery by Elay Cohen
  3. How to Win Friends and Influence People by Dale Carnegie
  4. The Future of The Sales Profession by Graham Hawkins
  5. High Profit Prospecting by Mark Hunter
  6. Sales Enablement by Byron Matthews and Tamara Schenk
  7. Drive by Daniel Pink
  8. The Modern Seller by Amy Franko
  9. Blink by Malcolm Gladwell
  10. Heart and Sell by Shari Levitin
  11. Execution by Ram Charan and Larry Bossidy
  12. The Sales Development Playbook by Trish Bertuzzi
  13. Give and Take by Adam Grant
  14. The Perfect Close by James Muir
  15. To Sell is Human by Daniel Pink
  16. Combo Prospecting by Tony J Hughes
  17. New Rules of Sales and Service by David Meerman Scott
  18. How to Get a Meeting with Anyone by Stu Heinecke
  19. More Sales Less Time by Jill Konrath
  20. Difficult Conversations by Doug Stone and Bruce Patton
  21. Yes Attitude by Jeffrey Gitomer
  22. The No. 1 Best Seller by Lee Bartlett
  23. Pivot by Adam Markel’s
  24. The Sales Person Paradox by Douglas Vigliotti
  25. The Transparency Sale by Todd Caponi
  26. Radical Outcomes by Julianna Stancampiano
  27. ReBirth of a Salesman by Cian McLoughlin
  28. Eat Their Lunch by Anthony Iannarino
  29. Confessions of a Serial Salesman by Steve Nudelberg
  30. The Relationship Engine by Ed Wallace
  31. Edgy Conversations by Dan Waldschmidt
  32. Sell the Way you Buy by David Priemer
  33. Stop Selling and Start Leading by Deb Calvert
  34. Growth IQ by Tiffani Bova
  35. From Impossible to Inevitable by Aaron Ross and Jason Lemkin
  36. Sales Engagement by Manny Medina, Max Altschuler and Mark Kosoglow
  37. Gap Selling by Keenan
  38. Seven Stories Every Salesperson Must Tell by Mike Adams
  39. Be Bold and Win the Sale by Jeff Shore
  40. No More Cold Calling by Joanne Black
  41. Get the Meeting by Stu Heinecke
  42. The Art of Commercial Conversations by Bernadette McClelland
  43. The Science of Selling by David Hoffeld
  44. Fanocracy by David Meerman Scott and Reiko Scott
  45. ABM is B2B by Sangram Vajre
  46. The Sales Acceleration Formula by Mark Roberge
  47. Management Mess to Leadership Success by Scott Miller
  48. Overcoming the Five Dysfunctions of a Team by Patrick Lencioni
  49. Leaders Eat Last by Simon Sinek
  50. Sales Management Success by Warren Kurzrock

Vengreso's 50 Top Picks to Create More Conversations 2020

#1 When Buyers Say No by Tom Hopkins and Ben Katt

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Must read sales book - when buyers says no by Tom Hopkins and Ben Katt

In this practical “what to do” guide for sellers when they hear the dreaded word “no,” Hopkins and Katt introduce a new sales technique. It places emphasis on crafting a creative approach to break through to the buyer, instead of the traditional linear route. When Buyers Say No will help you navigate around a seemingly dead-end response, and allow you to close a sale moving forward.

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#2 Enablement Mastery by Elay Cohen

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Must read sales book - Enablement Mastery by Elay CohenWhen enablement is embraced as a company-wide initiative and is sponsored by leadership all the way up to the CEO, organizational magic happens. Teams align. Business results accelerate. Culture transforms.

In Enablement Mastery, author Elay Cohen gives you his proven, straightforward, and effective method for aligning people, processes, and priorities with relevant learning, coaching, and communications. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. Geared toward enablement professionals, this book teaches leadership teams how to deploy the Enablement Process Map to align go-to-market teams, create a learning culture, and make communications relevant. Cohen will help you elevate customer engagement and achieve hyper-growth business outcomes.

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#3 How to Win Friends and Influence People by Dale Carnegie

Must read sales book - way of the wolf by  Time-tested, and salesperson approved, this book is a masterpiece and all-time best-seller. Made for the salesperson, it is a must-read if you want to achieve success in our sales profession.  You’ll learn six ways to make people like you, twelve ways to win people to your way of thinking, and nine ways to change people without arousing resentment. If you haven’t picked up a copy for yourself, you’re missing out.

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#4 The Future of The Sales Profession by Graham Hawkins

Must read sales book - The Future of the Sales Profession by Graham Hawkins The sales profession is rapidly changing: Customers have information at their fingertips, market competition is high, and sales cycles are getting longer. The future of the salesperson is uncertain, as are the steps for achieving success. Graham Hawkins describes The Future of the Sales Profession in this unofficial survival guide for the modern salesperson. The book strives to help readers thrive in a time of customer empowerment and a decline in the sales climate.

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#5 High Profit Prospecting by Mark Hunter

Must Read sales book - High Profit Prospecting by Mark Hunter

Finding high-quality prospects is vital to a salesperson’s success. If you’re looking to find better leads and connect with them as efficiently as possible, this book is for you. Mark Hunter provides tested methods of finding the best leads to bring in valuable business. High-Profit Prospecting seeks to make a change in the sales dynamic while helping salespeople gain control of the conversation.

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#6 Sales Enablement by Byron Matthews and Tamara Schenk

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LISTEN TO TAMARA’S PODCAST HERE

Must read sales book - Sales Enablement by Byron Matthews and Tamara SchenkSales Enablement shows readers how to put the buyer experience first and engage customers to generate more lucrative sales. This go-to guide clarifies what it means to “sell smarter,” and provides thorough instruction on how to implement sales enablement. Matthews and Schenk cover all of the basics that a salesperson could want regarding reaching consumers in a buyer-driven world.

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#7 Drive by Daniel Pink

must read sales book - Drive by Daniel Pink This New York Times Bestseller tackles a psychological approach to sales. By looking into what motivates us humans, Daniel H. Pink shares insightful revelations about how to achieve success and breakthroughs with others.  Navigating the inconsistencies between what science tells us and how business tells us to perform, Drive takes the reader through lessons of self-discovery in hopes of rerouting the way one approaches business.

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#8 The Modern Seller by Amy Franko

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Must read sales book - The Modern Seller by Amy Franko Divulging insights on the newly evolved sales economy, Amy Franko seeks to enlighten the reader on modern sales practices and strategies that are essential for success. Lessons such as the “Five Dimensions Angle” are quoted to boost sales effectiveness and results ten-fold. Filled with practical strategies, you can use them to distinguish yourself from the competition. The Modern Seller is a must read for anyone who wants to stand out.

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#9 Blink by Malcolm Gladwell

Must read sales book - Blink by Malcolm Gladwell A National Bestseller, Blink, looks into the science behind decision-making. Using a psychological point-of-view, Gladwell tells us how great decision makers analyze their choices to select the best option. Readers will learn to rely on their “adaptive unconscious,” and to be wary of manipulated first impressions.

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#10 Heart and Sell by Shari Levitin

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Must read sales book - Heart and Sell by Shari LevitinHeart and Sell provides readers with an effective, real-world approach to selling in the digital age. Consumers are always on information overload, and it’s your job to make the buying process as authentic as possible. Shari Levitin focuses on providing readers with a framework for making the sale, instead of just providing tips or tricks. Using a scientific approach, Heart and Sell strives to teach the next generation what it means to be successful in Sales.

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#11 Execution by Ram Charan and Larry Bossidy

Must read sales book - Execution by Ram Charan and Larry Bossidy Written from a CEO’s point of view, Execution unravels what it means to be a leader. Having others execute your vision won’t cut it these days – you’re the bridge between promises and results. Charan and Bossidy share industry experience on implementing execution culture in a motivational way. Everyone from new hires to executives can learn something from Execution , as it provides the groundwork for building a successful work environment.

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#12 The Sales Development Playbook by Trish Bertuzzi

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Must read - The Sales Development Playbook by Trish Bertuzzi The Sales Development Playbook provides readers with six methods for building an entirely new clientele base. Bertuzzi shares step-by-step solutions for reaching new clients while increasing growth within existing relationships. Every company, regardless of the industry, is after new customers, and the most efficient way to reach them is through sales development. This book will provide you with actionable insights into the sales industry, and offer effective methods of drawing more consumers in.

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#13 Give and Take by Adam Grant

Must read sales - Give and Take by Adam Grant

What is the key component of success in modern business?  It’s how we interact with others! Give and Take looks at the attributes of success in a different light. Focusing on relationships and daily interactions that provide a new perspective on work and productivity, Grant provides life-changing insights and a fresh take on what one needs to do to rise to the top.

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#14 The Perfect Close by James Muir

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Must read sales book - The Perfect Close by James MuirThe Perfect Close teaches readers how to arrive at a non-pushy, successful sales close. Claiming a 95% success rate, this clear and concise approach to closing applies to all industries and situations. James Muir strives to break the stigma around closing and focuses on a natural two-part approach that helps salespeople embrace the process of closing, instead of dreading it.

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#15 To Sell is Human by Daniel Pink

Must read sales book - To Sell is Human by Daniel Pink Daniel Pink uses To Sell is Human to look beyond Sales in the traditional sense. Selling is a skill that all professions require. Whether it’s selling yourself, pitching ideas, or persuading friends to go to dinner, selling is constant. In this book, basic selling principles are re-evaluated on a more practical level and applied to everyday scenarios. Informative tips to make your message clearer, market yourself better and understand your client’s perspective are highlighted inside.

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#16 Combo Prospecting by Tony J Hughes

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Must read sales book - Combo Prospecting by Tony J Hughes Have you ever wanted to know how to break through the digital noise and differentiate your pitch? Combo Prospecting seamlessly integrates old and new sales strategies. By providing the readers with a strong foundation in proven techniques, Hughes enhances the sales conversation by introducing revolutionary social media procedures. Combo Prospecting illustrates the boldly mixed methods you must take to reach executives and close the sale.

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#17 New Rules of Sales and Service by David Meerman Scott

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Must read sales book - New Rules of Sales and Service by David Meerman Scott A guide for the new world of selling where the buyer is in control, The New Rules of Sales and Service gives the modern salesperson an informed perspective on what selling has become today. Modifying traditional practices while introducing entirely new ones, David Meerman Scott shows the reader how to tackle better-informed buyers. A must read for anyone wanting to stay ahead of the industry.

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#18 How to Get a Meeting with Anyone by Stu Heinecke

Must read sales book - How to Get a Meeting with Anyone by Stu Heineike One of the most challenging aspects of a sales job is securing meetings. Getting a CEO to call you back is seemingly impossible. Well, it used to be. In How to Get a Meeting with Anyone, Stu Heinecke shares real-life experiences on how to secure meetings with top executives. Using his personalized “Contact Campaign” approach, Stu was able to get meetings with presidents, prime ministers, and numerous CEOs. The reader is provided with the tools and strategy on how to successfully secure a meeting with an elusive prospect.

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#19 More Sales Less Time by Jill Konrath

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Must read sales book - More Sales Less Time by Jill Konrath A time management guide for overwhelmed sellers, More Sales Less Time , helps you gain momentum and optimize your sales process. Work can quickly pile up in jobs with little structure between meetings. Konrath teaches the reader how to organize their day and stay on track with clients in the most efficient way possible. Salespeople work by their own rules in a fast-paced, changing environment and need an element of structure incorporated into their routines.

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#20 Difficult Conversations by Doug Stone and Bruce Patton

Must read sales book - Difficult Conversations by Doug Stone and Bruce Patton Most people avoid difficult conversations. But did you know owning them can set you apart from the competition and achieve success? Difficult Conversations provides a step-by-step approach to tackling the discussions no one wants to have. It teaches the act of listening for meaning and not for what’s being said. Moving away from emotional problem solving to productive problem solving, the authors explain how to engage in conversations without defensiveness. This book gives insight into the emotional intelligence that applies to the workplace.

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#21 Yes Attitude by Jeffrey Gitomer

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Must read sales book - Yes Attitude by Jeffrey Gitomer The key to successful selling starts with your attitude, and Jeffrey Gitomer uses Yes! Attitude to motivate sellers to acquire a winning mindset. Working from the ground up, Gitomer reflects on what it means to have a positive outlook on selling and of life in general. This book isn’t only about motivation; it outlines the steps that you can take to make daily changes in your attitude. Using a formula to keep positivity top of mind, Gitomer shows the reader that true success starts with a Yes! Attitude.

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#22 The No. 1 Best Seller by Lee Bartlett

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Must read sales book - The No. 1 Best Seller by Lee Bartlett While many books tell you how to become a top performing sales person, few actually show you the steps needed to achieve success. The No. 1 Best Seller shares first-hand experiences that provide you with the methods and the attitudes of a sales superstar. Lee Bartlett focuses on extracurricular details, rather than broad sales tactics to help readers succeed in professional selling.

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#23 Pivot by Adam Markel

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Must read sales book - Pivot by Adam Markel Penned by renowned CEO Adam Markel, Pivot provides realistic advice to those looking to reach their fullest potential in their work environments and beyond. Focusing in on how to transform your career path on the whole, Markel provides the reader with a step-by-step methodology, aimed at achieving personal transformation.

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#24 The Sales Person Paradox by Douglas Vigliotti

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Must read sales book - The Sales Person Paradox by Douglas Vigliotti Aimed at providing solutions for both salespeople and entrepreneurs, The Salesperson Paradox uses realistic and practical approaches to compel consumers to buy your products. Vigliotti’s primary strategy is to teach the reader how to create a need, and not just how to sell. Included is a free workbook with guides as well as on-hand tools for quick solutions.

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#25 The Transparency Sale by Todd Caponi

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Must read sales book - The Transparency Sale by Todd Caponi What if the best selling tactic was the exact opposite of what sales novels tell you? The Transparency Sale flips the “norms” of marketing and sales around, teaching you to be transparent with your customers. In the age of information, consumers can figure out everything on their own, which causes salespeople to struggle. Caponi prides himself on providing methods that you can implement right away to improve your relationships with customers.

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#26 Radical Outcomes by Juliana Stancampiano

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Must read sales book - Radical Outcomes by Juliana Stancampiano Radical Outcomes focuses on what success in a work environment means. While many companies waste time with seminars on how to succeed, employees feel stuck in their search to find real answers to what they can specifically do to improve. Stancampiano brings a fresh outlook to the table, challenging readers to incorporate new technologies into daily teamwork.

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#27 ReBirth of a Salesman by Cian McLoughlin

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Must read sales book - ReBirth of a Salesman by Cian McLoughlin Cian McLoughlin doesn’t shy away from telling us that business-to-business sales practices are drastically changing. In fact, he embraces them. Using the technology boom as a “rebirth” period, McLoughlin shares insights and advice on how to stay ahead of the competition.

Rebirth of the Salesman teaches the reader how to expand the potential of the traditional salesperson’s role, and provide the solutions your customers are looking for.

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#28 Eat Their Lunch: Winning Customers Away from Your Competition by Anthony Iannarino

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Eat Their Lunh Book Cover

Like it or not, sales is often a zero-sum game: Your win is someone else’s loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that’s only growing by 3 percent?

It’s not easy for any salesperson to execute a competitive displacement–or, in other words, “eat their lunch.” You might think this requires a bloodthirsty “whatever it takes” attitude, but that’s the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage.

#29 Confessions of a Serial Salesman by Steve Nudelberg

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Must read sales book - Confessions of a Serial Salesman by Steve Nudelberg Advice straight from the mind of a master salesman, Steve Nudelberg shares his wisdom and insights with the reader in a practical way. Nudelberg insists that small changes to your daily routine can make big impacts that differentiate you from your competition. Confessions of a Serial Salesman offers best practices that actually work, using procedures tried and true in over forty years of experience.

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#30 The Relationship Engine by Ed Wallace

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Must read sales book - The Relationship Engine by Ed Wallace The business world is built entirely on relationships. While professionals focus on forming relationships, it’s maintaining these meaningful connections where we tend to fall short. The Relationship Engine sheds light on the importance of valuing core relationships, and provides a guide on how to build and enhance them. Ed Wallace helps the reader establish common ground, put people before processes, and make every interaction valuable. Applicable to all industries, The Relationship Engine is a must read for anyone looking to build their network.

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#31 Edgy Conversations by Dan Waldschmidt

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Must read sales book - Edgy Conversations by Dan WaldschmidtEDGY Conversations is a gut-wrenchingly honest, no-holds-barred discussion about what it takes to be a success today. It’s based on the stories of 1,000 ordinary people in business, math, politics, sports and science who have achieved mind-blowing feats of extraordinary greatness.   EDGY shows how to attain outrageous success, regardless of who you are or where you are in life right now. You don’t need another book on success. You just need to be more EDGY .

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#32 Sell the Way you Buy by David Priemer

Must read sales book - Sell the Way you Buy by David Priemer

When was the last time you enjoyed talking to a salesperson? While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. While the company―and his entire profession―was acting with more than enough gusto, they lacked emotional awareness and empathy. Put simply: they were not selling the way they buy.

The truth is that, as buyers, we’re not often aware of the pathways and mechanisms by which we make purchasing decisions, and customers aren’t always sure about what they want or need. In Sell the Way You Buy, Priemer reveals scientifically supported methods of understanding your customer, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make the average person dislike salespeople. Sell the Way You Buy is about much more than putting yourself in the customer’s shoes. It’s about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. In short: to sell the way you buy.

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#33 Stop Selling and Start Leading by Deb Calvert

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Must read sales book - Stop Selling and Start Leading by Deb Calvert What if the key to success in Sales is having great leadership skills? Deb Calvert uses Stop Selling and Start Leading to explain how being a great leader equates to being an even better salesperson. By teaching certain behaviors that exude qualities of strong leaders, Calvert provides the reader with a tool belt for successful customer interactions. What’s the best part of this book? Every bit of advice is based on buyer research and actual seller success.

WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'Stop Selling and Start Leading' by Deb Calvert (@PeopleFirstPS) made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

 

#34 Growth IQ by Tiffani Bova

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Must read sales book - Growth IQ by Tiffani Bova

Do you know the best way to drive your company’s growth? If not, it’s time to boost your Growth IQ.

Trying to find the one right move that will improve your business’s performance can feel overwhelming. But, as you’ll discover in Growth IQ, there are just ten simple–but easily misunderstood–paths to growth, and every successful growth strategy can be boiled down to picking the right combination and sequence of these paths for your current context. Tiffani Bova travels around the world helping companies solve their most vexing problem: how to keep growing in the face of stiff competition and a fast-changing business environment. Whether she’s presenting to a Fortune 500 board of directors or brainstorming over coffee with a startup founder, Bova cuts through the clutter and confusion that surround growth.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'Growth IQ' by Tiffani Bova (@Tiffani_Bova). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

Vengreso Virtual Instructor-Led Sales Training-Back to Back Gold Stevie Awards

#35 From Impossible to Inevitable by Aaron Ross and Jason Lemkin

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Must read sales book - From Impossible to Inevitable by Aaron Ross

Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. It’s not about privileges, luck, or working harder. There’s a template that the world’s fastest-growing companies follow to achieve and sustain much, much faster growth.

From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion-dollar software company), and EchoSign―aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records.

WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'From Impossible to Inevitable' by Aaron Ross (@motoceo) made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#36 Sales Engagement by Manny Medina, Max Altschuler and Mark Kosoglow

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Must read sales book - Sales Engagement by Manny Medina

Sales Engagement is how you engage and interact with your potential buyer to create connections, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies.

This book explores why a Sales Engagement strategy is so important and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'Sales Engagement' by Mark Kosoglow (@GIDSelling). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#37 Gap Selling by Keenan

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Must read sales book - Gap Selling by Keenan

For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as long sales cycles, price objections, no decision, prospects going dark, last-minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).

Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.

WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'GAP Selling' by Keenan (@keenan) made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#38 Seven Stories Every Salesperson Must Tell by Mike Adams

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Must read sales book - Seven Stories by Mike Admas

‘Seven Stories Every Salesperson Must Tell’ takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you’ll create more new business than you thought possible.

Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling — from first hello to signed contract.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'Seven Stories Every Salesperson Must Tell' by Mike Adams (@MikeAdamsSales). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#39 Be Bold and Win the Sale by Jeff Shore

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Must read sales book - Be Bold by Jeff Shore

The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It’s the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned. In this inspiring, humor-filled guide, he teaches you:

  • How to figure out exactly what inhibits you
  • Why you make certain decisions in moments of discomfort
  • How to train your brain to prepare for uncomfortable moments
  • How your customer’s own discomforts affect his or her purchase decisions
WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'Be Bold and Win the Sale' by Jeff Shore (@jeffshore) made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#40 No More Cold Calling by Joanne Black

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Must read sales book - No More Cold Calling by Joanne Black

Cold calling is one of the most awkward–and unsuccessful–ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling Methodology, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate you from your competitors, make favorable impressions on current clients so they’ll refer their acquaintances, and set a “hook” that will leave them wanting more. NO MORE COLD CALLING provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force’s productivity.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'No More Cold Calling' by Joanne Black (@ReferralSales). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#41 Get the Meeting by Stu Heinecke

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Must read sales book - Get the Meeting by Stu Heinecke

In Get the Meeting!, Stu Heinecke, author of the groundbreaking How to Get a Meeting with Anyone, shares the latest tips, tools, and tactics to help readers breakthrough to their top accounts in the most effective ways possible. With more than 60 fully illustrated case studies and tactical examples, this new book takes you inside successful contact marketing campaigns—from strategy, through execution, to results—and forecasts the contact marketing campaigns of the future based on cutting-edge technology. Full-color photography and in-depth interviews with the campaigns’ designers provide unparalleled insight into how to get those critical conversations that can change your life. Plus, step-by-step how-to sections help you get started creating your own contact marketing campaigns.

WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'Get the Meeting' by Stu Heinecke (@byStuHeinecke) made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#42 The Art of Commercial Conversations by Bernadette McClelland

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Must read sales book - The Art of Commercial Conversations by Bernadette McClelland

This book is different! It provides mainstream how to’s and what to do’s with a left of field focus on the WHO and WHY. It taps into what REALLY contributes to business success when it comes to revenue generation, day to day leadership and activation of those results that matter the most through modern-day commercial selling conversations.

It’s an invitation and a wake-up call to begin having commercial conversations that provide a win for everyone – you, your buyer, and the greater community as well as providing chapter after chapter of calls to action!

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'The Art of Commercial Conversations' by Bernadette McClelland (@b_mcclelland). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#43 The Science of Selling by David Hoffeld


Must read sales book - The Science of Selling by David Hoffeld
Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to:

– Engage buyers’ emotions to increase their receptiveness to you and your ideas
– Ask questions that line up with how the brain discloses information
– Lock in the incremental commitments that lead to a sale
– Create positive influence and reduce the sway of competitors
– Discover the underlying causes of objections and neutralize them
– Guide buyers through the necessary mental steps to make purchasing decisions

WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'The Science of Selling' by David Hoffeld (@DavidHoffeld) made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#44 Fanocracy by David Meerman Scott and Reiko Scott

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Must read sales book - Fanocrac by David Meerman Scott
How do some brands attract word-of-mouth buzz and radical devotion around products as every day as car insurance, b2b software, and underwear? They embody the most powerful marketing force in the world: die-hard fans.

In this essential book, leading business growth strategist David Meerman Scott and fandom expert Reiko Scott explore the neuroscience of fandom and interview young entrepreneurs, veteran business owners, startup founders, nonprofits, and companies big and small to pinpoint which practices separate organizations that flourish from those stuck in stagnation. They lay out a road map for converting customers’ ardor into buying power, pulling one-of-a-kind examples from a wide range of organizations.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'Fanocracy' by David Meerman Scott (@dmscott). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#45 ABM is B2B by Sangram Vajre

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Must read sales book - The Art of Commercial Conversations by Bernadette McClelland

Account-Based Marketing (ABM) is the new B2B. It‘s time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model.

A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'ABM is B2B' by Sangram Vajre (@sangramvajre). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#46 The Sales Acceleration Formula by Mark Roberge


The SThe Sales Acceleration Formulaales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'The Sales Acceleration Formula' by Mark Roberge (@markroberge). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#47 Management Mess to Leadership Success by Scott Miller

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Must read sales book - Management Mess to Leadership Success by Scott Miller

Scott Miller knows what it’s like to fail. He was demoted from his first leadership position after only three weeks—and that’s just one of several messy management experiences on his two-decade journey to leadership success. Scott’s not alone. Everyone fails. But something sets Scott apart: transparency and willingness to openly share his story in a way that is forthright, relatable and applicable.

In this book you’ll find 30 leadership challenges that can, when applied, change the way you manage yourself, lead others, and produce results. The wisdom in Scott’s book was learned through hard knocks and was honed by Stephen R. Covey and the FranklinCovey team through years of research and corporate training experience.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'Management Mess to Leadership Success' by Scott Miller (@scottmillerj1). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

 

EXTRA: Sales Leadership and Management Books

I just couldn’t publish this article without including a few leadership centric books.  If you’re in Sales and looking to move into a leadership role, or if you are in leadership and want to improve, then here is my list of honorable mentions and must reads.

#48 Overcoming the Five Dysfunctions of a Team by Patrick Lencioni

Must read sales book -Overcoming the Five Dysfunctions of a Team Wrapping up the list is a book that focuses on improving overall teamwork and moral. Lencioni’s guide to overcoming team dysfunction is something any manager, regardless of profession, can take notes from. Concise and to the point, Overcoming the Five Dysfunctions of a Team acts as a reference to those looking to boost workplace morale and functionality.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes: 'Overcoming the Five Dysfunctions of a Team' by (@patricklencioni). Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#49 Leaders Eat Last by Simon Sinek

Must read sales book - Leaders Eat Last by Simon Sinek This New York Times Bestseller examines what it means to be a great leader , and the effects that great leadership can have on an entire team. Sinek translates the military practice of leaders sacrificing their comforts for the good of the team to that of management in corporate America. Leaders Eat Last dives into the lasting impact a leader can have, and provides the reader with valuable lessons on improving their overall leadership skills.

WOW! @M_3Jr's CEO of Vengreso 50 Best #Sales Books for 2020 and 'Leaders Eat Last' by @simonsinek made the list! Click here to see the complete list. #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

#50 Sales Management Success by Warren Kurzrock

Must read sales book - Sales Management Success by Warren Kurzrock

Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager’s job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results.

While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools.

This just in! #MustRead Best Sales Book for 2020 from Vengreso Includes:'Sales Management Success' by Warren Kurzrock. Want more? See @M_3Jr's top #sales picks here! #DigitalSelling #SocialSellingClick To Tweet

Buy the Book Here

 

Whew! There you have it. All 50 of the best Sales books for 2020. Of course, I may have missed a few. If you think I missed one, drop a comment in the comments below and let me know what it is, I might just have to update the list or start preparing the list for 2021!

Are your sellers personalizing their messages and providing value to prospects? Learn how to implement the PVC Sales MethodologyTM, which teaches reps how to build a relationship BEFORE selling.

Sales Prospecting E-book Download

 

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Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 85 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales” launched in 2018.  He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant.  Mario is the host of the popular The Modern Selling Podcast.

Comments
  • Clarito

    Awesome list! Off to Barnes and Nobles! 🙂

  • Clarito

    This is awesome! a good read for business leaders!

  • Kurt A Shaver

    Great list. includes one of my all-time favorites. Dales Carnegie’s classic HTWFAIP.

  • Amazing list(!) Honored to be a part of it. Mario – Thanks for the effort required to curate this.

  • Chuck Shaver

    With so many publications it’s nice when an industry expert consultant offers free consulting on which publications are a good use of my time. Thank you Mario! Chuck

  • David

    I’ll take the challenge to read all of these books in 2019!

  • Stan Robinson

    What a great reading list for sales leaders and reps! I have read several of these books and look forward to getting started on the others. From this list you can tell that the best sales executives not only understand sales tactics, but also have a knowledge of business strategy, leadership, communication, organizational development, technology, and human behavior. Thanks for compiling this list of the best sales books for 2019!

  • Wow! What a list! Thank you very much for including Stop Selling & Start Leading. Writing that with my co-authors Jim Kouzes and Barry Posner was a professional learning experience like no other. People liking the book so much and finding value in it is so gratifying. And, now this, too! Icing on the cake! I’m honored to appear alongside the others I admire and respect on this list.

  • Wow! That is an amazingly comprehensive list! I already own a few- but there’s several more books on my Amazon Wishlist now! (If only I could also buy the time to read them!!!)

  • Wendy

    What a great list! Drive is one of my favorites – I’ve read it a couple of times. Looking forward to Pivot, which is on my short list. Also, I HIGHLY recommend The Power of Habit by Charles Duhigg. Not specifically about sales, but it’s a great read (or listen) about how individuals and corporations have created habits that lead to amazing, life-changing results. Lots of great success stories in there.

    Thank you for sharing this list!

  • Bernie Borge

    Anyone in sales should read as many of these books as they if they’re serious about ongoing skills development!

  • I love to read books that can help me be better. Better at life, sales, marketing, etc. This is a great list and I’m happy to say I have a few of these books. I’ll be adding to my reading list!

  • Juliette

    Wowza! Great list. Plenty to keep a sales leader happy through the holidays and well into 2019!

  • A few of these are on my Goodreads To Read list already. It looks like I’ll be adding some more! 😉

  • Ivonne Ribeiro

    How to Win Friends and Influence People by Dale Carnegie is at the cornerstone of relationships. It’s foundational.
    YET, I have noticed that the youngest generation entering the business world has not read it.
    What a great gift for the ambitious millennium in your life! Thanks for this great list.

  • Anastasia

    Some great books on the list!! I am glad I’ve read at least one 🙂

  • Efryl Isidro

    Great list of books. Looking forward for some me time and read a few books. Thanks for sharing.

  • Barry Hall

    Many thanks Mario, it must have taken you ages to put this together. Lots of great books and much appreciated. — Barry.

    • You Rock Barry! Thank you so much, my friend. It took me a while, yes but fortunately I have a Marketing Coordinator who helped!

  • Mario, great list! And a great honor to be part of it. Thank you!

  • Thomas Hybki

    Oh man! Can’t believe I didn’t see anything from Grant Cardone!

    Thanks for the list though. This has some fantastic looking books I haven’t seen before.

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