The 17 Best Books for Tech Sales Enthusiasts
In the fast-paced world of tech sales, staying updated is crucial. The best sales books—many of which I've devoured—offer insights into everything from startup pricing strategies to the art of follow-up with potential customers.
Whether you're a budding entrepreneur in the SaaS arena, a sales rep honing your skills, or an introvert navigating sales, there's a book out there for you. And these aren't just books—they're a sales training guide. Dive deep into understanding customer needs, harnessing social media, and crafting a robust sales strategy. Trust me, books for tech sales are transformative for your sales journey.
17 Best Books for Tech Sales
After reading countless books, I've handpicked 17 based on their prowess to address your tech sales challenges.
- SPIN Selling by Neil Rackham
- The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
- The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge
- SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath
- 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
- The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes
- The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal by David Hoffeld
- Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
- New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
- Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World by Jill Konrath
- To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
- 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 Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales by Trish Bertuzzi
- Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen
- The Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
- The Only Sales Guide You'll Ever Need by Anthony Iannarino
- Selling to Big Companies by Jill Konrath
Overviews Of The 17 Best Books for Tech Sales
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. SPIN Selling by Neil Rackham
Summary:
SPIN Selling presents the results of 12 years of research by the Huthwaite Corporation. Neil Rackham and his team observed over 35,000 sales calls, analyzing the behaviors and techniques that lead to successful deals. SPIN is an acronym for the four kinds of questions Rackham found effective in successful sales: Situation, Problem, Implication, and Need-Payoff.
What You'll Learn:
The importance of asking the right types of questions. How to guide conversations towards understanding buyer needs. Techniques to increase the probability of making a successful sale.
Why You Should Read It:
This book redefined traditional sales methods. If you're in sales and haven't encountered SPIN, you're missing a foundational methodology proven to improve sales outcomes.
Quote From The Book:
"Selling is not about pushing products anymore. It's about helping the client to pull or find the right solutions."
About The Author:
Neil Rackham is a renowned author and speaker in sales and marketing. He's the founder of the Huthwaite Research Group. Explore more about his works on his Amazon portfolio.
2. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
Summary:
Dixon and Adamson introduce the concept of The Challenger – a type of salesperson who delivers insights about how customers can save or make money. These sellers take control of the sales conversation, guiding potential clients through their challenges and offering unexpected solutions.
What You'll Learn:
The five profiles of sales professionals and which one outperforms the others. Techniques to tailor your sales message to resonate with clients. How to take control of a customer conversation and provide unique insights.
Why You Should Read It:
This isn't just another sales book; it challenges conventional wisdom and introduces an entirely new method that focuses on value-driven selling.
Quote From The Book:
"Solution selling is dead. It’s not enough to solve customers’ problems; you have to solve them in a unique way."
About The Authors:
Matthew Dixon and Brent Adamson are leaders in sales and customer service research. Connect with Matthew on LinkedIn, Twitter, and Brent on LinkedIn, and Twitter.
3. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge
Summary:
Roberge's book offers a scalable, predictable approach to growing revenue and building a winning sales team. Drawing from his experiences at HubSpot, he details how they combined technology, data, and inbound selling to achieve massive growth.
What You'll Learn:
The methodology behind scaling a sales team, how to use data-driven decision-making in sales, and strategies for hiring, training, and managing top-performing sales teams.
Why You Should Read It:
This book provides a roadmap for any business wanting to build a scalable and predictable revenue machine, with insights directly from someone who's been there and done it.
Quote From The Book:
"Success is no longer about changing the way you sell; it's about joining the Internet-driven era of product development and sales."
About The Author:
Mark Roberge was the Chief Revenue Officer at HubSpot. He's an expert in inbound marketing and sales. Connect with him on LinkedIn and Twitter.
4. SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath
Summary:
In SNAP Selling, Jill Konrath explores the challenges of selling to busy, frazzled customers in today's fast-paced environment. The SNAP acronym stands for Simple, iNvaluable, Aligned, and Priority, and these principles guide sellers in their approach to engaging with and selling to modern customers.
What You'll Learn:
How to simplify your sales message, make your value proposition invaluable, align your sales process with the customer's buying process, and become their top priority.
Why You Should Read It:
In an age where everyone is overwhelmed and distracted, "SNAP Selling" provides a fresh, customer-centric approach that speaks directly to today's busy decision-makers.
Quote From The Book:
"Your primary goal in an initial sales call is to create a continuation, not to close a sale."
About The Author:
Jill Konrath is an internationally recognized sales strategist and bestselling author. Connect with her on LinkedIn, Twitter, and her personal website.
5. 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 Fanatical Prospecting is a deep dive into the foundational activity that drives sales: prospecting. Blount asserts that the number one reason for failure in sales is an empty pipeline, and this book addresses that problem head-on.
What You'll Learn:
The art and science of effective prospecting, leveraging multiple channels to keep your pipeline full, and strategies to break through resistance and rejection.
Why You Should Read It:
If you're struggling with inconsistent sales results or anemic pipelines, this book offers a comprehensive guide to mastering the essential skill of prospecting.
Quote From The Book:
"The number one reason for empty pipelines is the failure to prospect."
About The Author:
Jeb Blount is a sales acceleration specialist and the CEO of Sales Gravy. Connect with him on LinkedIn, Twitter, and his personal website.
6. The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies by Chet Holmes
Summary:
Chet Holmes delivers a guide on turning any company into a sales powerhouse by focusing on 12 key strategies. Holmes stresses the importance of disciplined, aggressive marketing and time management to create the ultimate sales machine.
What You'll Learn:
How to focus on impactful strategies, create an efficient time management plan, and master the art of aggressive, yet respectful, sales and marketing techniques.
Why You Should Read It:
For businesses or sales professionals looking to maximize their potential, this book offers tried-and-true strategies to elevate operations and outcomes.
Quote From The Book:
"Best buyers buy more, buy faster, and buy more often than other buyers."
About The Author:
Chet Holmes was a renowned sales and marketing strategist, author, and corporate trainer. Learn more about his legacy and teachings on the Chet Holmes International website.
7. The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal by David Hoffeld
Summary:
The Science of Selling delves into the psychology and neuroscience behind successful selling. David Hoffeld argues that understanding human cognition and decision-making processes can dramatically enhance a salesperson's ability to influence and close deals.
What You'll Learn:
How to use proven science-based strategies to enhance your sales methodology, the psychological triggers that influence buying decisions, and how to create a selling environment conducive to decision-making.
Why You Should Read It:
For those looking to elevate their sales techniques, this book presents a compelling case for merging hard science with the art of selling.
Quote From The Book:
"Sales is not just a profession; it is a life skill."
About The Author:
David Hoffeld is a sales trainer and CEO of the Hoffeld Group, blending cutting-edge research in social psychology, neuroscience, and behavioral economics. Connect with him on LinkedIn, Twitter, and his personal website.
8. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
Summary:
Jordan and Vazzana explore the underlying mechanics of sales management, focusing on the actionable insights that drive sales performance. The authors dissect sales metrics and provide a roadmap for sales managers to measure and optimize their teams' activities.
What You'll Learn:
The critical sales metrics to focus on, how to manage and influence your sales team's behavior, and the principles of effective sales leadership.
Why You Should Read It:
This book provides the tools for sales managers to transition from chaotic firefighting to strategic sales leadership.
Quote From The Book:
"You cannot manage results; you can only manage the activities that produce those results."
About The Authors:
Jason Jordan and Michelle Vazzana are both partners at Vantage Point Performance, a sales management training and development firm. Connect with Jason on LinkedIn and Michelle on LinkedIn.
9. New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
Summary:
Mike Weinberg presents a direct, no-nonsense approach to winning new business. He discusses the failures of modern-day selling and offers a strategic guide to developing new businesses, emphasizing the importance of maintaining a robust pipeline.
What You'll Learn:
Strategies for effective prospecting, building a compelling value proposition, and how to engage potential clients with a narrative that resonates.
Why You Should Read It:
Weinberg's candid approach strips away the noise and provides actionable advice for those hungry for new business success.
Quote From The Book:
"The starting point for acquiring new business is a mindset that says, 'I belong in any room, with any person, at any company that can benefit from what I sell.'"
About The Author:
Mike Weinberg is a consultant, sales coach, and sought-after speaker, bringing simplicity and directness to sales. Connect with him on LinkedIn, Twitter, and his personal website.
10. Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World by Jill Konrath
Summary:
Agile Selling emphasizes the importance of agility and adaptability in the modern sales environment. Jill Konrath discusses how salespeople can pivot quickly, learning and adjusting to new sales situations and tools to outperform their peers.
What You'll Learn:
How to rapidly assimilate new information, strategies for diving into new industries or products, and techniques to stay ahead in the fast-paced world of sales.
Why You Should Read It:
In today's dynamic sales landscape, agility isn't just beneficial, it's essential. Konrath's insights guide sales professionals to be more adaptive and proactive.
Quote From The Book:
"Learning agility is a key differentiator in sales today."
About The Author:
Jill Konrath is an acclaimed sales strategist and speaker, with multiple bestselling books to her name. Connect with her on LinkedIn, Twitter, and her personal website.
11. To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
Summary:
Daniel H. Pink explores the art and science of selling in a world where everyone is, in some form or another, in sales. He breaks down the transformative ways in which we can influence, motivate, and move others.
What You'll Learn:
The ABCs of selling (Attunement, Buoyancy, Clarity), how to understand another's perspective, and the power of small, strategic actions to make a big difference.
Why You Should Read It:
Pink offers a fresh, research-based perspective on the art of selling, making it relevant to everyone, not just traditional salespeople.
Quote From The Book:
"Today, like it or not, we're all in sales."
About The Author:
Daniel H. Pink is a best-selling author, renowned for his insights into work, leadership, and behavioral science. Connect with him on LinkedIn, Twitter, and his personal website.
12. 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:
Ross and Tyler dissect the methods that added an extra $100 million in recurring revenue to Salesforce.com. They discuss creating a seamless, predictable system to increase growth and ensure consistent sales.
What You'll Learn:
How to build a self-managing sales team, methods to target and test new markets, and strategies for creating predictable, scalable revenue streams.
Why You Should Read It:
If you're seeking to understand the blueprint behind Salesforce.com's exceptional growth, this book provides actionable insights for building a high-performing sales organization.
Quote From The Book:
"Your most important task is to get the appointment, not to educate your prospects."
About The Authors:
Aaron Ross is a top-rated speaker, and co-CEO of Predictable Revenue Inc. Marylou Tyler is a renowned consultant and sales process improvement expert. Connect with Aaron on LinkedIn, Twitter, and Marylou on LinkedIn.
13. The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales by Trish Bertuzzi
Summary:
Bertuzzi's guide shines a light on the evolving world of inside sales. It explores how to effectively build a sales development team, ensuring consistent growth and a reliable sales pipeline.
What You'll Learn:
Methods to structure and hire a sales development team, techniques to design a high-performing lead generation strategy, and tactics to consistently manage and mentor the team for ongoing success.
Why You Should Read It:
For organizations aiming to leverage the power of inside sales, Bertuzzi offers a comprehensive blueprint to set the stage for scalable growth.
Quote From The Book:
"Sales development is the most crucial sales process improvement any company can make."
About The Author:
Trish Bertuzzi is the founder of The Bridge Group, a renowned inside sales consulting and implementation firm. Connect with her on LinkedIn and Twitter.
14. Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen
Summary:
Rosen's book is a hands-on guide for sales managers and executives to master the art of coaching. He emphasizes that coaching is the most effective method to enhance salespeople's performance.
What You'll Learn:
The difference between managing and coaching, a step-by-step coaching framework, and how to transform salespeople's mindset and behavior to elevate their performance.
Why You Should Read It:
For sales leaders seeking to unlock the maximum potential of their team, Rosen's insights provide a roadmap to achieve transformative results through coaching.
Quote From The Book:
"Management is doing things right; leadership is doing the right things."
About The Author:
Keith Rosen is the CEO of Profit Builders, a coaching training company. He's recognized globally for his impact on sales and leadership. Connect with him on LinkedIn, Twitter, and his personal website.
15. The Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer
Summary:
Gitomer's Little Red Book is a sales classic that focuses on the essentials that make sales happen. It's concise, direct, and filled with insights that can be applied immediately.
What You'll Learn:
The foundational principles of sales greatness, how to stay motivated, and strategies to build and maintain fruitful relationships with clients.
Why You Should Read It:
This book is a distillation of Gitomer's decades of sales experience, offering timeless advice in a compact and actionable format.
Quote From The Book:
"People don't like to be sold, but they love to buy."
About The Author:
Jeffrey Gitomer is a best-selling author and renowned sales trainer. His seminars and training programs have helped countless salespeople worldwide. Connect with him on LinkedIn and Twitter.
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16. The Only Sales Guide You'll Ever Need by Anthony Iannarino
Summary:
Anthony Iannarino's guide is a holistic take on the sales process, delving deep into the mindset, strategies, and tactics needed for sales success. He addresses both the inner game of mindsets and the external game of tactics and methodologies.
What You'll Learn:
The essential mindsets and skillsets for sales success, how to adopt a proactive, customer-centric approach, and techniques to handle objections, negotiations, and closing.
Why You Should Read It:
Iannarino's comprehensive guide is perfect for both sales novices and veterans, providing a roadmap for consistent sales effectiveness.
Quote From The Book:
"Success in sales is 90 percent mental and emotional, which makes it 90 percent internal."
About The Author:
Anthony Iannarino is an international speaker, author, and successful sales leader. Dive deeper into his insights on LinkedIn and Twitter.
17. Selling to Big Companies by Jill Konrath
Summary:
Jill Konrath provides invaluable insights into the complexities of selling to large organizations. She demystifies the process of getting in the door, navigating corporate hierarchies, and making the sale.
What You'll Learn:
Strategies to secure meetings with key decision-makers, techniques to differentiate yourself in a crowded market, and how to effectively articulate value in terms that resonate with large enterprises.
Why You Should Read It:
For those daunted by the challenge of selling to big corporations, Konrath offers a step-by-step strategy to crack into the world of big deals.
Quote From The Book:
"Your primary goal in an initial sales call is to create a continuation, not to close a sale."
About The Author:
Jill Konrath is a sales strategist with a record of success in B2B sales. Explore more about her strategies and ideas on LinkedIn, Twitter, and her personal website.
Which Books for Tech Sales Do You Recommend?
I've shared some of the top books for tech sales, but the world of sales literature is vast and ever-evolving. Have you come across any transformative books for tech sales that aren't on this list? I'd love to hear your recommendations. Together, we can create the ultimate reading list for tech sales enthusiasts.