The Top-10 Books for Sales Professionals

Reproduced below is Andy Paul’s list of the top-10 books to accelerate learning of Sales Professional in a high-growth teams.

Fantastic to see Seven Stories in this list.

Article by Andy Paul, internationally renowned b2b sales consultant and CEO of the SalesHouse and author of:

  • Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions

  • Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales

Reproduced from Andy Paul’s LinkedIn post and letter to his The Sales House group on the 15th Feb 2019.

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There are literally hundreds of books that every sales professional should read. I’ve read a good many of them.

So, what’s special about these 10 titles I'm going to share with you today?

Well, this list was created with a singular purpose: to accelerate the learning curve of sales professionals. To enable them to become specialists in B2B selling.

The books were chosen in consultation with a client to address the specific learning needs of their rapidly expanding sales team in a high-growth start-up.

This is not a "Top 10" or "Best Of" list. It’s just a list that fits a particular need.

(Before I list the books let me apologize in advance to all my author colleagues that have written wonderful books about sales. Many of you have been guests on my podcast and I still love your books. There will be other lists.)

Recommended to be read in this order:

1. How to Win Friends and Influence People - Dale Carnegie

This book is as relevant today as it was when it was first published more than 80 years ago.

2. The Only Sales Guide You’ll Ever Need - Anthony Iannarino

Anthony lied. He’s written two other excellent books on sales. Start with this one.

3. 15 Secrets Successful People Know About Time Management - Kevin Kruse

My favorite book on personal time management. With its emphasis on managing your time from your calendar I believe this method is the best fit for sellers to use.

4. Influence: The Psychology of Persuasion - Robert Cialdini

The classic. You can’t be in sales and not read this book.

5. Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions - Andy Paul

I know the author.

6. The Science of Selling - David Hoffeld

An engaging summary of the actual science and research that’s been conducted into how we connect and influence other people.

7. The Go-Giver - Bob Burg

A wonderful allegory about how to serve more customers by expanding your impact and influence.

8. Seven Stories Every Salesperson Must Tell - Mike Adams

A practical guide to telling the stories that influence decisions.

9. The Speed of Trust - Stephen Covey Jr

Learn why trust is a quantifiable asset and how it accelerates economic relationships (like buying and selling.)

10. The Perfect Close - James Muir

Traditional closing techniques are obsolete. James provides a very practical guide to helping your buyers across the finish line.

Andy Paul’s  The Sales House