A short while back, we conducted a survey of sales professionals. One of the questions we asked was, “What sources do you turn to for inspiration, guidance and general career advice?”. The answers ranged from meditation to TikTok, but a recurring theme was books.
From the many books and authors that respondents said inspired them, we selected some of the top choices and decided to share them with the world. There are certainly many other books deserving of praise, but in this age of information overload we decided to limit our list to the top seven.
#1: Way of the Wolf
Author: Jordan Belfort
Why you should read this book:
If you’ve seen The Wolf of Wall Street, you already know how Jordan Belfort made a name for himself. What is less known is his life that came after the flashy rise and fall depicted in the movie.
After his silver screen-worthy escapades of the ’90s, Belfort turned a new chapter in his life, writing books and giving motivational speeches. He continues to write and teach today. If you want to hear from someone who has truly seen it all, Belfort is your guy.
In the Way of the Wolf, Belfort reveals his own playbook, outlining the path he used to create wealth for himself, his sales teams, and his clients. He gives proven strategies to show you how to become a master of persuasion, a closing champion, and an overall sales machine.
#2 The Ultimate Sales Machine
Author: Chet Holmes
Why you should read this book:
Speaking of sales machines, nobody knows how to turn a sales team into a well oiled machine like Chet Holmes. In The Ultimate Sales Machine, Holmes outlines 12 key strategies to work smarter, not harder, and pass these skills on to your sales team.
The core concept is focus: rather than having your attention scattered across a hundred different things at once, give laser focus to the essential skills and techniques that are crucial to success.
Remarkably well written and easy to read, this book will leave you feeling charged up and ready to ramp up your efforts to the next level. What’s even better is that the strategies Holmes teaches are not only insightful and effective, but surprisingly simple and easy to implement.
#3 Fanatical Prospecting
Author: Jeb Blount
Why you should read this book:
Jeb Blount, CEO of Sales Gravy, has been referred to by peers as a “modern day Zig Zigler.” He is a motivational speaker, thought leader, and the bestselling author of ten books. Why? His ability to tell engaging stories and captivate audiences is among the best in the business, and has been for quite some time.
One reason Fanatical Prospecting landed on this list is because while prospecting is an incredibly important part of sales, it is often overlooked and overshadowed by the more glamorous aspects of sales. This is one of the most comprehensive books written on prospecting, and Blount’s ability to draw the reader in and keep you on the edge of your seat makes it an enjoyable page-turner of a read.
In Fanatical Prospecting, Blount provides an innovative step-by-step approach to prospecting, starting with the discipline of blocking off time every day to prospect, ensuring a constant stream of opportunities.
#4 The Art of Cold Emailing
Author: P. Wilson
Why you should read this book:
When it comes to overlooked sales subject matter for books, perhaps the only thing more overlooked than prospecting is cold emailing. There are countless books on cold calling, but for some reason cold emailing has been left out of the spotlight.
Wilson changes that with the ultimate handbook to accelerate your cold email outreach and get better results from your cold emails. Wilson provides examples of good emails that convert as well as bad emails that don’t, and analyzes both.
Most importantly, Wilson breaks down strategies and campaigns that can increase your cold email success tenfold. At 36 pages it’s a quick and easy read, and it’s only $0.99 on Amazon.
#5 How to Win Friends and Influence People
Author: Dale Carnegie
Why you should read this book:
Whether you’re a natural introvert or an extrovert wanting to become even more charismatic, Dale Carnegie’s How to Win Friends and Influence People has the keys to unlock your inner charmer.
Regardless of whether or not you are in sales, interpersonal skills are crucial to navigating through life, both inside and outside the office. Carnegie provides the tools to shake off any social awkwardness or timidness, and expand your social circle. This one is a classic, and if you haven’t read it already this is your sign to go pick up a copy ASAP!
#6 Emotional Intelligence for Sales Success
Author: Colleen Stanley
Why you should read this book:
Knowing your business’ competitive advantages and confidently sharing them is only one part of the sales puzzle. Emotional intelligence is a huge but often overlooked trait of successful sales people.
How can you tap into your emotional intelligence and start connecting with customers more meaningfully? Colleen Stanley’s book is a great place to start. With this book, you’ll learn how to leverage emotional intelligence to listen better, become more likable and trustworthy, and avoid defensiveness in sales interactions.
#7 How To Plan Your Entire Year on One Sheet of Paper
Author: Laura Posey
Why you should read this book:
This book is great if you’re type A or if you want something more tangible to takeaway besides good food for thought. Laura Posey not only provides worksheets for the reader, but also a clear roadmap on how to scale your business this year.
Written for the busy entrepreneur who wants to waste no time getting started, you’ll be hitting the ground running in no time with this action-oriented business planning book.
What Did We Miss?
It’s a short list, but there will always be more blog posts, so if there’s a book you think deserves a shout out we would love to hear about it! Shoot us an email (sales@kixie.com) or send us a message on LinkedIn. Happy reading!
