The Best Sales Books For Savage Sales Professionals – RATED
- Published on April 13, 2024
- Updated on September 13, 2024
Table of Contents
In this list I’ve rated the best sales books to equip you sales rep savages with the knowledge to become unstoppable sales leaders. I’ve gone through quite a few “sales books”, and to be completely honest, most of them were … meh. Just the same old common sense sales “tactics” wrapped up in a shiny new box trying to pass itself off as some revolutionary sales methodology.
That’s why I’ve put together my definitive list of must-read sales books for savage sales professionals. Those money-hungry wolves. The ones who will do whatever it takes to literally drag prospects across the finish line, close deals, get that commission, and blast past their sales quota. Even if it means resorting to primal sales tactics that’d make a used car salesman blush. Scary imagery, I know!
That’s not to say that these sales books have no flaws. Oh trust me, they do! But look, even the best selling books aren’t perfect. Many of them got enough sales guru pep talk to make you feel like Andy Dufresne swimming through a 500-yard sewage pipe just to escape to the other side. Spoiler alert! That “sales closer philosopher’s stone” you think is waiting for you at the end of that tunnel ain’t nothing but a crusty turd. It’s just more sales guru gobbledygook. I’ve done the heavy lifting to cut through the BS and yank out the “golden” nuggets so you don’t have to!
Oh and I’ll be rating each of these best selling books on a SALES SAVAGERY SCALE from 1 to 10! So without further ado, here’s my list of the best sales books for savage sales professionals.
#22. "The Greatest Salesman in the World" by Og Mandino.
Sales savagery score 3/10
Mandino’s book is like a sales LSD trip. It’s colorful, confusing, and makes you question your reality.
Forget those dry sales books cramming tactics down your throat. “The Greatest Salesman in the World” by Og Mandino is part wisdom manifesto, part mind-bending sales story.
Instead of dry sales tactics for closing deals, Mandino takes a different approach and spins a wild story about a broke salesman who discovers secret scrolls. These scrolls lay out ten powerful principles for unleashing your inner sales leader through sheer positive habits and mindset shift.
I know what you’re thinking “Please, not another self-help sales book!” But stick with me for a sec. Mandino’s manuscript is a clever allegory that low-key packs a TON of practical insights. Mantras along the lines of “failing constantly is the prerequisite for success” and “greet this priceless new day with love” are the kind of chicken soup for the sales managers soul many need sometimes.
The mythical storytelling frame gets pretty cheesy at times though. The endless religious overtones become downright cringeworthy at times. And some self-helpy lines like “I will persist until I succeed” could make you hurl. But there’s an oddly compelling simplicity to Mandino’s sales philosophy that kept me hooked. It’s like Mandino GETS the psychological warfare us sales executives wage daily.
Sure, some of the lingo like “I will multiply my value a hundredfold” might make you cringe a bit. But that’s kinda the beauty. You’ll notice that Mandino sugarcoats some brilliant success principles with just enough humble brag to keep you engaged.
While certainly impactful as a motivator, “The Greatest Salesman” is kinda devoid of any tangible sales strategies or tactical frameworks if you ask me. Experienced business development executives will probably get frustrated by this sales books self-help generalities.
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#21. "The Transparency Sale" by Todd Caponi.
Sales savagery score 3/10
Give them the Good, the Bad, and the Ugly right from the start and see what sticks.”
Todd Caponi’s “The Transparency Sale” is the brutally honest talk many sales professionals need to start closing more deals through authenticity.
Caponi goes ham on those traditional sales tactics that show insincerity. His core philosophy screams ditch the phony posturing and just lay out all your product’s flaws upfront. Yeah, that may sound crazy but Caponi’s research revealed that prospects inherently distrust perfect 5-star ratings anyway.
What really separates this piece from other generic sales books in my opinion is Caponi’s emphasis on using transparency to build trust at every stage of the sales process. He puts a very strong emphasis on tactical sales strategies like seamlessly admitting weaknesses in emails right away, handling objections head-on, and positioning your offering’s gaps as irrelevant.
He frames transparency as the ultimate buyer psychology lifehack. Acknowledge your flaws first and you instantly disarm a prospect’s suspicion radar AND connect on a human level. Todd cites neuroscience proving our “feeling” brain craves authenticity over pure rationality. Yay, science!
However, I think the potential downside here is Caponi’s system may not apply perfectly to complex enterprise sales situations. But for sales professionals focusing on smaller size deals, “The Transparency Sale” offers good sales strategies, valuable insights, and tactics.
Also, while filled with convictional case studies, Caponi’s sales book is surprisingly light on specific, repeatable sales frameworks. Aside from some high-level scripts for flaw-admission emails, he lacks tactical sales playbooks for methodically implementing transparency at scale.
In my opinion, Caponi’s practical advice on building trust, combating skepticism, and delivering genuine value is pretty darn good. It is especially useful for the consultative sales professional launching basic outreach cadences. Just don’t delude yourself into viewing transparency as a panacea.
#20. "To Sell Is Human" by Daniel H. Pink.
Sales savagery score 3/10
For salespeople who want to take a philosophy class instead of making a sale.
Dan Pink’s “To Sell Is Human” has been making waves recently on LinkedIn. So let’s start with the good: Pink’s overarching thesis that we’re all “non-sales sellers” in today’s world rings true. Whether you’re a lawyer, teacher, or even an Uber driver, the ability to move people and “sell” your ideas is crucial.
Where Pink gets my respect though is revamping those dusty tired old sales rules we’ve all heard too much. Instead of “ABC – Always Be Closing”, he says smart sales reps need “Attunement, Buoyancy and Clarity” to really succeed. Kinda refreshing to see someone challenge traditionally accepted sales wisdom, ya know?
The guy did his primary research too, sprinkling the book with some case studies and real-world examples to illustrate his points. I also dig his valuable insights into “perspective taking” versus just empathy for better sales conversations. And his take on improvisation skills for “spur-of-the-moment selling situations”? That’s just solid practical advice.
But here’s where I start taking issue though, Pink never actually shares any step-by-step proven strategies. Sure, this sales book is littered with little exercises to try. But c’mon, I need more than just hypotheticals on “insight” selling to take my sales game to the next level.
Then you got weird tangents like Pink rambling about how “ambiverts” (a person who has features of both an introvert and an extrovert) are supposedly the best salespeople now.
In my opinion, “To Sell Is Human” is a fairly engaging read from an outsider’s perspective. It’ll make you rethink your assumptions about what selling really means these days. But if you’re a hungry sales manager looking for a comprehensive guide to up your sales volume? You’re probably better off sticking to the true sales book classics written by sales leaders who have actually lived the sales grind. It’s still a decent read though.
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#19. "New Sales. Simplified." by Mike Weinberg.
Sales savagery score 4/10
For those who believe “zero Fs given” is a valid sales strategy.
In this book, Weinberg calls out exactly why so many sales organizations are flailing at prospecting: We’re wasting top hunters on account management work while delusionally hoping the “farmers” will miraculously bring in new business.
Weinberg’s “no-BS framework” breaks down business development into three critical components: 1) ruthlessly targeting the right prospects, 2) crafting a killer sales story, and 3) methodically executing your outbound sales process. Weinberg’s zero Fs given attitude towards blunt truth-telling is refreshing.
What sets this sales book apart the most to me is the granular, step-by-step detail he provides for each component. Need a banger cold call script that doesn’t make you sound like a used-car dealer Weinberg’s got you. Struggle to close deals because your presentations ramble worse than a drunken auctioneer? He’ll fix that too!
I have to admit that Weinberg can come across a tad arrogant at times. Dropping luxury jet anecdotes and what not. However, for any veteran sales professional already consistently pumping out new logos, much of “Simplified” will feel rudimentary, in my opinion. Weinberg’s observations about separating hunters/farmers, while directionally great, lack tactical depth beyond the obvious.
However, one massive blindspot is Weinberg’s utter disregard for social selling. His social media coaching is essentially “get on Twitter and blog”. Okay!
#18. "How I Raised Myself from Failure to Success in Selling" by Frank Bettger.
Sales savagery score 4/10
Proof that a little manipulation and a lot of enthusiasm can go a long way in the wrong direction.
Frank Bettger’s book has built quite a cult following. It’s a very very old sales book, originally published in 1947. It is the oldest book on this list by far. BUT Bettger’s core philosophies around cultivating “infectious enthusiasm” and uncovering target audience deeper “real reasons” for purchasing feel surprisingly ahead of their time. Heck, Bettger’s keen insights into optimizing sales cycles efficiencies by scrutinizing call data feel profoundly prophetic. His ruthless auditing of wasted efforts remarkably anticipated future analytics obsessions.
But much of “How I Raised Myself” comes laced with jaw-droppingly musty tactics better suited for pedaling 1930s snake oil than crafting modern deals. Bettger’s glorification of manipulative fear-mongering to “instill doubt” in prospects is downright sociopathic.
Worse, the endless parade of corny anecdotes describing Bettger’s door-to-door life insurance hustle quickly descends into cringe-worthy sales strategies. His flimsy frameworks remain painfully one-dimensional to my taste. Despite its enduring reputation, Bettger’s motivational rants are hilariously dated and severely lacking in tactical depth in my opinion.
If you really wanna give this sales book a read make sure to filter out the putrid manipulation toward more ethical, consultative sales practices. I think his “success” formula is a bit ill-equipped for our modern sales processes and Internet marketing landscape. This sales book is still worth reading though.
#17. "SPIN Selling" by Neil Rackham.
Sales savagery score 5/10
For those who think the way to a sale is through a maze of questions, dead ends, and maybe a little confusion.
The classic sales book that I just had to include in this best sales books list. Still regarded by many as top sales leader playbook of all times. Rackham’s sales book focuses on prioritizing discovery over premature “solution demonstrations”. It does provide solid practical advice for sales leaders. His sales leader playbook for advancing sales through casual commitments is also on-point in my opinion.
But let’s keep it real though. Many sales professionals I’ve talked to label Rackham’s sales process as outdated and manipulative, especially with today’s emphasis on authenticity. Some jaded sales reps outright mock “SPIN Selling” as a hacky script for duping naive prospects.
Sure, there’s validity to both sides. However, I think his overly technical question-grilling may be a poor fit for many modern sales cycles prizing Internet marketing, patience, and trust-building.
Additionally, this sales book has a shocking lack of actionable tips on opening and closing deals. Rackham blowing an entire chapter dismissing closers, while skimping on what real sales reps SHOULD do, is an oversight in my opinion.
Still Rackham’s sales game is undeniable. Sustainable sales success starts from methodical buyer psychology discovery. Not mindless product recitation.
#16. "The Psychology of Selling" by Brian Tracy.
Sales savagery score 5/10
For those who believe in targeting “non-customers” because your real customers just aren’t enough work.
Tracy clearly knows his stuff when it comes to the sales process. In this sales book, he breaks down the psychology behind closing from building rapport and handling objections, solution selling, to negotiating and following up. There’s some solid sales wisdom in this book on developing the right mindset and habits.
Where Tracy really shines though is rooting everything in real-world examples and proven sales strategies. Like explaining how the top 20% of sales reps generate 80% of sales organization’ revenue by mastering certain principles. Or his section on “knowing your competitive advantage” to position yourself as the only logical choice.
Still, I feel like a lot of his advice feels outdated a bit and lacking any real nuance. Stuff like pushing the importance of dressing to impress. Or his tips to avoid entire types of sales conversations if your product isn’t a clear market leader. C’mon, any hungry salesperson knows we gotta hustle regardless.
Then you get some real head-scratchers like his suggestion to relentlessly target “non-customers” who initially have zero need for your product. What? Sure, generating new demand is great. But his zero examples on actually executing this “revolutionary” idea feels half-baked in my opinion.
That being said, I think “The Psychology of Selling” is a mostly solid sales guide built around Tracy’s experience. Is it the perfect bible for modern selling? I doubt it. But I think even successful salespeople can still find some useful psychological tactics in this book to up their sales game, even if a lot of the examples feel dated.
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#15. "The Sales Acceleration Formula" by Mark Roberge.
Sales savagery score 5/10
Where engineering and sales teams shake hands and pretend they know what they’re doing together.
Mark Roberge was HubSpot’s sales leader and Chief Revenue Officer of their Sales Division. This guy literally engineered their entire sales process from the ground up. Currently, Mark serves as an Advisor at HubSpot.
I gotta respect Mark’s transparency on the specific proven strategies and real world examples he shares in this sales book. Literally the ones he used to drive HubSpot’s sales success. In his sales book he goes in-depth on tangible sales methodologies like his approach to competency-based hiring, consistent sales training, sales management accountability, and demand generation. Not some vague “8 Mindset Shifts of a Sales Ninja” nonsense.
What’s crazy though is Roberge came from an engineering background, not sales! This let him take a fresh, data-driven perspective to rethinking every aspect of the sales process. His sales cycle acceleration formula is basically quantifying and optimizing each part of the sales engine through testing and primary research.
Now, I’m not gonna deny that some of the core concepts he builds on are sales basics for many experienced sales managers. But the real value is seeing how Roberge integrated it all into a unified, scalable RevOps engine tailored to HubSpot’s sales organization. He gives you the full step-by-step process behind sales tactics like “insight selling” rather than just rote memorization of a pitch deck.
That said, Roberge is upfront that his specific strategies may not necessarily translate to other sales models beyond HubSpot’s sales success. If your sales team is doing outbound field sales to whales rather than inbound lead nurturing, then yeah, parts of his formula probably won’t apply.
But what does translate really well to me personally is Roberge’s inbound sellers mindset and first principles thinking. Stuff like baking your sales methodology right into the buyer’s journey, using primary research coupled with data to identify top performing salespeople traits for hiring, and always quantifying results to iterate on the sales processes further.
In a nutshell, “The Sales Acceleration Formula” is a Chief Sales Officer underdog story of an outsider using metrics and first principles to disrupt the sales world. I’ve read this sales book a few times and every time I come back I find something new!
#14. "Fanatical Prospecting" by Jeb Blount.
Sales savagery score 6/10
The handbook for masochists who can’t get enough rejection in their daily lives.
Jeb Blount’s sales book may be the holy grail for anyone struggling with the soul-crushing slog of prospecting and closing deals.
Prospecting is a “rejection-dense” nightmare. But it’s also the price you pay for those tasty commission checks. No prospecting = no selling. Period.
Blount doesn’t just unload a firehose of manipulative closing tactics. He breaks down a simple, sustainable outbound sales process built on discipline and self-awareness. Jeb lays out his “30-Day Rule”, skip prospecting this month and your pipeline will be a barren wasteland 90 days later. I can personally attest to that and I’m sure most sales managers too!
He drives home the importance of separating those emotionally-detached winners from the desperate sales professionals stinking of failure. Because prospects can literally smell desperation and will run for the hills.
For me, what really sets “Fanatical Prospecting” apart from the usual “rah-rah, get on the phones!” pep-rally sales books are Blount’s practical insights into the psychology of prospecting successfully. Like using a prospect’s name as a “mental hack” to grab their attention. Or asking thought-provoking questions to uncover their pain points.
Not only that but the man is rallying sales professionals to ditch the “social selling” pipe dream. In my opinion, his utter lack of empathy for the modern buyer experience feels downright sociopathic at times.
Now, I’ll be honest, some of Blount’s tough-love, no-BS advice can sting a bit. He pulls exactly zero punches calling out self-sabotaging mediocrity and lack of discipline. But to me that’s kind of the beauty of this sales book’s simple, back-to-basics sales philosophy.
#13. "Smart Calling" by Art Sobczak.
Sales savagery score 6/10
This sales book teaches you to cold call strangers with confidence and only a hint of awkward desperation.
Most of you are probably dreading cold calling like it’s a root canal. I do! The fear of rejection. Wrestling with the gatekeepers. Feeling like a sleazy telemarketer. Making those outbound calls can be brutal! And to be completely frank, I’m still not a big fan of cold calls either. But before you completely ditch cold calling, you need to check out Art Sobczak’s “Smart Calling”.
In this sales book, Sobczak teaches you through getting over your “cold calling phobia”. No fluff. Just a straightforward process to start dialing confidently.
It seems like he’s got scripts to disarm even the most miserly gatekeeper. His methods for quickly identifying decision makers and setting appointments will be total game-changers for some sales professionals. He focuses on earning attention first rather than just spamming dials.
Sobczak goes ham with his main point that you ain’t owed jack until delivering real value upfront. It’s a brutal but profound sales mindset. And it makes sense. He’ll also call out self-sabotaging habits like thoughtless email blasts or that soul-crushing “reject me till they accept me” mentality. He forces account executives to raise their standards.
Now, is this the perfect cold calling sales book? Yes and No. Some sections on data and tech are pretty dated. And you’ll have to get scrappy filling in your own industry sales scripts. But at its core, “Smart Calling” cleans out the bad habits and equips you with a great cold calling sales strategy. Despite its flaws, in my view, it’s still one of the best sales books on cold calls out there.
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#12. "The Challenger Sale" by Matthew Dixon and Brent Adamson.
