17 Must-Read SaaS Sales Books to Help You Find Success
As someone deeply immersed in the SaaS world, I've spent countless hours exploring the best books on SaaS sales. From the unique challenges of a SaaS startup to the intricacies of marketing SaaS products, I understand the landscape, challenges, and different strategies that RevOps professionals can take to find success.
These books offer in-depth insights crucial for anyone in a SaaS business — whether you're a SaaS founder, involved in SaaS marketing, or a rep aiming to grow your skills. They provide practical advice, derived from successful businesses and companies, on how to navigate and excel in this dynamic field.
Reading these books is more than just learning; it's about equipping yourself with growth strategies essential for success in SaaS. Trust me, these selections will guide you toward making informed decisions and foster the growth you seek.
17 Best SaaS Sales Books Shortlist
I've read and curated these 17 SaaS sales books to directly address your sales challenges.
- Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler
- The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge
- New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
- Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization by Jacco van der Kooij and Fernando Pizarro
- From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin
- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
- You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling by David Sandler
- Selling to Big Companies by Jill Konrath
- The Lost Art of Closing: Winning the Ten Commitments That Drive Sales by Anthony Iannarino
- Secrets of Closing the Sale by Zig Ziglar and Kevin Harrington
- The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes
- SPIN Selling by Neil Rackham
- Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan
- The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal by David Hoffeld
- Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount
- Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team by Mike Weinberg
- Hacking Sales: The Playbook for Building a High-Velocity Sales Machine by Max Altschuler
Overviews Of The 17 Best SaaS Sales Books
Here’s a quick summary of each book, what you’ll learn, and why you should read it, plus a quote I like from the book. I added the author’s LinkedIn and other places to connect with them online.
1. Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler
Summary:
This book delves into the sales strategies that catapulted Salesforce.com to remarkable success, focusing on creating predictable revenue streams.
What You'll Learn:
Understand the process of building a repeatable and scalable sales model, the importance of segmenting your sales team, and innovative approaches to lead generation.
Why You Should Read It:
It's crucial for sales professionals and business leaders who aim to develop a consistent revenue engine, following the proven practices of a leading company in the tech industry.
Quote From The Book:
"The most important sales pipeline is the one you don't have."
About The Authors:
Aaron Ross is a thought leader in sales strategy, find him on LinkedIn, follow him on Twitter, or visit his website. Marylou Tyler is a sales process expert, connect with her on LinkedIn.
2. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge
Summary:
ark Roberge outlines a data-driven, technology-based approach to sales that helped HubSpot grow from a startup to a large enterprise.
What You'll Learn:
The book covers topics like the use of data in hiring and training sales teams, creating scalable sales processes, and the importance of aligning sales and marketing.
Why You Should Read It:
Ideal for entrepreneurs and sales leaders interested in leveraging data and technology to accelerate sales growth in a structured, measurable way.
Quote From The Book:
"Sales success is about predictable, scalable revenue growth."
About The Author:
Mark Roberge, a pioneer in inbound sales, can be connected with on LinkedIn, and you can follow his updates on Twitter.
3. New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
Summary:
Mike Weinberg offers a straightforward guide to developing new business, focusing on effective prospecting and sales strategies.
What You'll Learn:
Insights into identifying and winning new business, crafting compelling sales messages, and essential strategies for effective prospecting.
Why You Should Read It:
A must-read for sales professionals who want to excel in new business development and need practical, action-oriented advice.
Quote From The Book:
"The key to sales success is your ability to execute."
About The Author:
Mike Weinberg, a sales coach and consultant, is accessible on LinkedIn, and you can follow his thoughts on Twitter.
4. Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization by Jacco van der Kooij and Fernando Pizarro
Summary:
This book provides a comprehensive guide to creating a sales organization that is deeply aligned with the needs of the customer, focusing on the SaaS industry.
What You'll Learn:
Insights into designing a customer-centric sales process, building a team that aligns with this approach, and strategies for scaling the sales organization effectively in the SaaS domain.
Why You Should Read It:
Essential for sales leaders and managers in the SaaS industry looking to build a sales organization that not only meets targets but also fosters strong customer relationships.
Quote From The Book:
"In sales, your customer should be at the center of your universe."
About The Author:
Jacco van der Kooij, an expert in SaaS sales, shares his insights on LinkedIn. Fernando Pizarro, a seasoned sales strategist, can be found sharing his expertise on LinkedIn.
5. From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue by Aaron Ross and Jason Lemkin
Summary:
The book explores strategies for achieving hyper-growth in SaaS and other industries, focusing on creating predictable and sustainable revenue streams.
What You'll Learn:
Methods for unlocking growth in any company, understanding the nuances of SaaS sales, and building a repeatable revenue model.
Why You Should Read It:
Particularly useful for entrepreneurs, executives, and sales professionals in SaaS and similar industries aiming for rapid and sustainable growth.
Quote From The Book:
"Hyper-growth is about making the impossible, inevitable."
About The Authors:
Aaron Ross, co-author and known for his expertise in scaling businesses, can be found on LinkedIn and Twitter. Jason Lemkin, a SaaS expert, shares his knowledge on LinkedIn and his company's website.
6. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
Summary:
This book introduces the Challenger sales model, focusing on taking control of customer conversations in complex sales environments.
What You'll Learn:
The key traits of a Challenger salesperson, techniques for tailoring sales conversations, and strategies to take control and drive customer dialogue.
Why You Should Read It:
A crucial read for sales professionals seeking to transform their approach and effectiveness in today's challenging sales environment.
Quote From The Book:
"The best sellers are the ones who challenge customers to think differently."
About The Authors:
Matthew Dixon is an expert in sales effectiveness, connect with him on LinkedIn. Brent Adamson shares his insights into sales and marketing on LinkedIn.
7. You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling by David Sandler
Summary:
David Sandler's book introduces the Sandler Selling System, a proven seven-step process for sales effectiveness and success.
What You'll Learn:
The Sandler 7-step sales process, effective techniques for lead qualification, and strategies for dealing with objections and closing deals.
Why You Should Read It:
Ideal for sales professionals seeking a structured, proven methodology for improving their sales process and outcomes.
Quote From The Book:
"The most successful salespeople are those who challenge the traditional sales process."
About The Author:
David Sandler, the creator of the Sandler Selling System, is known for his innovative approach to sales.
8. Selling to Big Companies by Jill Konrath
Summary:
Jill Konrath offers insights and strategies for effectively selling to large corporations, a task often perceived as daunting by many sales professionals.
What You'll Learn:
Techniques for getting past gatekeepers, creating compelling value propositions, and strategies for securing meetings with decision-makers in large companies.
Why You Should Read It:
A must-read for salespeople who aim to break into the world of large corporate sales with practical, actionable advice.
Quote From The Book:
"Your value proposition must be so strong that it compels a response."
About The Author:
Jill Konrath is a recognized sales strategist and speaker. You can connect with her on LinkedIn, follow her updates on Twitter, or visit her personal website.
9. The Lost Art of Closing: Winning the Ten Commitments That Drive Sales by Anthony Iannarino
Summary:
Anthony Iannarino focuses on the critical aspect of closing sales, offering a fresh perspective on securing commitments at every stage of the sales process.
What You'll Learn:
Understand the ten commitments that are key to a successful close, techniques for nurturing customer relationships, and strategies for gaining commitments in a way that is respectful and effective.
Why You Should Read It:
Essential for sales professionals looking to refine their closing skills and build more meaningful customer relationships.
Quote From The Book:
"Closing is an act of commitment, not an act of coercion."
About The Author:
Anthony Iannarino is a sales leader and coach known for his expertise in the art of closing. Find out more about him on LinkedIn, follow him on Twitter, or explore his insights on his blog.
10. Secrets of Closing the Sale by Zig Ziglar and Kevin Harrington
Summary:
Co-authored by Zig Ziglar and Kevin Harrington, this book offers invaluable insights into the art of closing sales, emphasizing the psychological aspects of selling and buyer motivation.
What You'll Learn:
Techniques for effective closing, understanding buyer psychology, and a range of strategies to handle objections and persuade customers.
Why You Should Read It:
Essential for sales professionals who want to master the art of closing, with timeless advice and practical techniques from two renowned sales experts.
Quote From The Book:
"Timid salesmen have skinny kids."
About The Author:
Zig Ziglar was a legendary sales trainer known for his engaging and motivational style.
11. The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes
Summary:
Chet Holmes' book focuses on transforming businesses into "ultimate sales machines" by applying a relentless focus on twelve critical areas of business practice.
What You'll Learn:
Strategies for sales growth, productivity improvement, and effective management, all within a framework of twelve key business improvement areas.
Why You Should Read It:
Ideal for business leaders and sales professionals seeking a comprehensive approach to sales excellence and business growth.
Quote From The Book:
"The only competitive advantage is the ability to learn faster than your competitors."
About The Author:
Chet Holmes was a renowned business coach and strategist.
12. SPIN Selling by Neil Rackham
Summary:
Neil Rackham's book introduces the SPIN (Situation, Problem, Implication, Need-payoff) selling technique, a research-based sales method.
What You'll Learn:
The SPIN selling model, effective questioning techniques, and a consultative approach to sales that focuses on customer needs and solutions.
Why You Should Read It:
This book is a staple for sales professionals who want to elevate their sales conversations from transactional to consultative, focusing on customer needs.
Quote From The Book:
"Successful salespeople are those who can turn a customer's needs into a desire to buy."
About The Author:
Neil Rackham is a noted sales consultant and researcher.
13. Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan
Summary:
"Gap Selling" redefines the traditional sales process by focusing on identifying and addressing the 'gap' between the current state and the desired state of customers. This approach shifts the emphasis from the product to the customer's needs and problems.
What You'll Learn:
Discover how to engage customers by understanding their problems, align your selling process with the customer’s problem-solving process, and develop techniques to effectively communicate value and address customer concerns.
Why You Should Read It:
Essential for sales professionals looking to move beyond traditional sales tactics and embrace a more customer-centric approach that aligns with modern buying behaviors.
Quote From The Book:
"Sales is not about selling anymore, but about building trust and educating."
About The Author:
Keenan, a renowned sales expert, is known for his innovative approach to sales. You can connect with him on LinkedIn, follow his updates on Twitter, or explore more at his personal website.
14. The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal by David Hoffeld
Summary:
David Hoffeld's book combines cutting-edge research in social psychology, neuroscience, and behavioral economics to enhance the understanding of the modern sales process.
What You'll Learn:
Effective sales techniques are based on scientific research, strategies to align your sales process with how prospects make decisions, and methods to increase the effectiveness of your pitches and close more deals.
Why You Should Read It:
Ideal for sales professionals seeking a deeper understanding of the science behind selling and how to apply this knowledge to improve their sales results.
Quote From The Book:
"Sales success is increasingly dependent upon your ability to influence others."
About The Author:
David Hoffeld is a leading sales expert blending scientific research with sales strategies. Connect with him on LinkedIn, follow his insights on Twitter, or visit his company website for more information.
15. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount
Summary:
Jeb Blount's book offers a comprehensive guide to the crucial skill of prospecting, covering a wide range of techniques for opening sales conversations and filling the sales pipeline.
What You'll Learn:
Strategies for effective prospecting across multiple channels, tips for overcoming call reluctance, and techniques to create a steady stream of prospects.
Why You Should Read It:
A must-read for sales professionals who want to excel in the art of prospecting and ensure a consistent and healthy sales pipeline.
Quote From The Book:
"The number one reason for failure in sales is an empty pipeline."
About The Author:
Jeb Blount is an acclaimed sales trainer and speaker. Discover more about his work on LinkedIn, follow his updates on Twitter, or visit his company website for additional resources.
16. Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team by Mike Weinberg
Summary:
Mike Weinberg's book examines the essential aspects of effective sales management, offering practical strategies to enhance the performance of sales teams.
What You'll Learn:
Insights into identifying and resolving common sales management issues, developing a high-performing sales culture, and strategies for coaching and leading sales teams to success.
Why You Should Read It:
Indispensable for sales managers and business leaders looking to revitalize their sales teams and drive exceptional results.
Quote From The Book:
"Great sales management is about serving and enabling your sales team."
About The Author:
Mike Weinberg, a sales coach and consultant, is accessible on LinkedIn, and you can follow his thoughts on Twitter
17. Hacking Sales: The Playbook for Building a High-Velocity Sales Machine by Max Altschuler
Summary:
Max Altschuler presents a comprehensive guide to modern sales techniques, focusing on leveraging technology and innovative strategies to build a successful sales machine.
What You'll Learn:
Insights into using technology for sales, creating efficient sales processes, and strategies for scaling a sales team in the digital age.
Why You Should Read It:
Vital for sales professionals and managers in the modern business landscape looking to harness technology for efficient and effective sales processes.
Quote From The Book:
"Sales is not just an art; it's a science and a technology."
About The Author:
Max Altschuler is a renowned figure known for his expertise in sales hacking and technology. Connect with him on LinkedIn and follow his insights on Twitter.
Which SaaS Sales Books Do You Recommend?
If you have any recommendations for great sales books that aren't on this list, I'd love to hear from you. Your suggestions are invaluable in expanding our collective knowledge and helping each other grow in the field of sales. Feel free to share your favorite reads in the comments, and if you found this useful, subscribe to The RevOps Team newsletter!