Survey Results: 15 Most Recommended Sales Books of All Time

Survey Results: 15 Most Recommended Sales Books of All Time

At Scaling Sales community, we surveyed 234 salespeople about which sales books they most recommended. Here are the rankings:

 

RANK #1 SPIN Selling by Neil Rackham.

With an entertaining tone, Rackham explains why traditional sales models don't work. He explains the successful SPIN strategy and uses real-world examples and case studies. 

 

RANK #2 How to Win Friends and Influence People by Dale Carnegie

Carnegie highlights the use of other's ego against your charm, appreciation and personality.

 

RANK #3 Challenger Sale by Matthew Dixon and Brent Adamson

Based on survey, it says that every sales rep falls into one of five distinct profiles, of which 'the Challenger' always delivers high performance.

 

RANK #4 Predictable Revenue by Aaron Ross and Marylou Tyler

Learn the outbound sales process that helped add $100 million in recurring revenue to Salesforce, almost doubling their growth, with zero cold calls.

 

RANK #5 To Sell is Human by Daniel H. Pink

Book has a way to be a best salesperson, the six ways to pitch, the three rules for understanding others, the five frames that can make your message clearer, and more.

 

RANK #6 The Little Red Book of Selling by Jeffrey Gitomer

It's short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment.

 

RANK #7 Pitch Anything by Oren Klaff

Applying the findings in the field of neuroeconomics, while sharing stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. 

 

RANK #8 Go-Givers Sell More by Bob Burg, John David Mann

Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow by itself.

 

RANK #9 Influence: The Psychology of Persuasion by Robert B. Cialdini

The classic book on persuasion, explains the psychology of why people say ""yes""€”and how to apply these understandings. 

 

RANK #10 Ultimate Sales Machine by Chet Holmes

The Ultimate Sales Machine shows you how to tune up virtually every part of your business by spending just an hour per week on each impact area you want to improve

 

RANK #11 How I Raised Myself from Failure to Success in Selling by Frank Bettger

Bettger shares instructive anecdotes and guidelines on how to develop the style, spirit, and presence of a winning salesperson.

 

RANK #12 How to master the art of selling by Tom Hopkins

Tom educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources.

 

RANK #13 Selling 101 by Zig Ziglar

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often.

 

RANK #14 Mastery by Robert Greene

By analyzing the lives of masters such as Charles Darwin, Einstein, and Leonard da Vinci, Greene debunks many myths and distils the wisdom to reveal the secret to greatness.

 

RANK #15 Cold Calling Techniques by Stephan Schiffman

Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales. 

 

 

Tell us in the comment below if your favorite book is missing out, or you think you agree/don't agree with few of the rankings.


    • Sticky Posts

    • As Sales Person, Here are my New Year Resolutions. What are Yours?

      Being a salesperson, I keep learning from my mistakes and have noted a few changes that I need to make in my approach. I take these resolutions going into 2021, hoping to keep it going for as long as possible :) 1. I will not say "Yes, our product has

    • Once Upon a Sales Meeting!

      It was an awkward silence in the meeting room "Uproar." John Kowalski, the new sales manager, was not happy with the team's performance. After scribbling something in the notepad, he decided to break the silence, John: I cannot believe you guys have been working like this. No reports, delusional forecasting, random targets, and no eye on the ball. Kevin: We followed Richard's orders. John: Well, Richard is not here anymore, is he? John walked up to the whiteboard, and wrote in big bold letters: "TARGET

      • Recent Topics

      • Different form submission results for submitter and internal users

        I'm looking for suggestions on how to show an external submitter a few results while sending internal users all the results from the answers provided by the external user. The final page of our form has a section with detailed results and a section with

      • Help Desk Services Solution

        I am here looking for Help Desk services solution for organization. I also searched this on many different website and found many solutions. We are bit confused to which one to choose. One of my friend suggest me this platform, and i am hoping i will

      • Facing Issues with Sites Mobile font sizes

        my page renediaz.com is facing issues mobile view, when i try to lower font sizes in home page, instead of changing the size, it changes the line space

      • Remove 'This is an automated mail from Zoho Sign' in footer

        Hi there, Is it possible to remove or change the text under the e-mail templates? I can't figure out how to do that: Would love to hear from you. Kind regards, Tristan

      • Formatting and slow

        Creating campaigns are difficult.  I'm fairly computer literate but some of the way Zoho Campaigns formatting works is painful.  Images fail to upload or are very slow. To top it off, syncing the contacts is a pain as well as temperamental links to create Segments. At this rate I'm afraid we might need to migrate back to Mailchimp.

      • Default Ticket View - Table?

        Guys, We mostly use the table view to queue tickets. Maybe I am missing it - but how can I set that view as 'default" for all our agents? Thanks JV

      • Boost your Zoho Desk's performance by archiving tickets!

        The longer your help desk operations are, the more likely it is to accumulate tickets that are no longer relevant. For example, ticket records from a year ago are typically less relevant than currently open tickets. Such old tickets may eventually lead

      • Paste emails to create segment

        We are moving over from Mailchimp to ZOHO. However Mailchimp allows me to create a segment by pasting in emails from excel (or importing a .csv) can I do the same in Mailchimp?

      • COQL API in JS Widget only pulling 200 records

        Hello! We've been building a custom homepage widget using the Zoho JS SDK, and it seems that this https://help.zwidgets.com/help/latest/ZOHO.CRM.API.html#.coql only allows 200 records. I thought the limit was 2000 for COQL queries, but am I mistaken?

      • Getting the Record ID of a form once it is submitted - so that form can be edited later

        In Zoho Forms, where can I access the record ID of a form once the form is submitted? - Record ID is not available in webhook payloads - It is not available to form fields, including in formulas - It is not available as a parameter in a thankyou page

      • Auto-Generate Line Numbers in Item Table Using HTML & CSS Counters (Zoho Books & Zoho Inventory Custom Templates)

        <div> <style> /* Start counter from 0 inside tbody */ tbody#lineitem { counter-reset: rowNumber; } /* Increment counter for each row */ tbody#lineitem tr { counter-increment: rowNumber; } /* Show counter value in first column */ tbody#lineitem tr td:first-child::before

      • Possible to define default font and size in Zoho Campaigns?

        Is it possible to define a default font (font, size and colour) for the text, H1 and H2 in Zoho Campaigns? For example: In a campaign, I add a text block, and the text is automatically century gothic, size 11, grey (6f6f6e) by default? Thank you!

      • Zoho Sites - General Feedback

        Hi Everyone-- Quick question for discussion: is it me or is working with Zoho Sites like entering the Twilight Zone? I've built many sites over the years, but this platform seems impossible. I've spent an entire day and a half trying to get a simple one-color

      • File Upload field not showing in workflow

        Hi, I have added a field on Zoho CRM. I want to use it in a workflow where that particular field is updated based on another field, however it is not showing up in the field list to select it in the workflow. Why is this please?

      • You cannot send this email campaign as it doesn't have any eligible contacts in the selected mailing list. You can try adding contacts or choose other mailing lists.

        please help

      • Strengthening the capabilities of CommandCenter in Zoho CRM Plus

        When you look at the prospect-to-customer journey in most businesses 10 to 15 years ago, it was relatively straightforward. Many of us remember walking into a store, sharing our requirements with a sales associate, reviewing a few options, and making

      • World date & time format

        Hello, Is there a timeline to get the worldwide used date and time format ? I mean not the american one... I mean day month year, and 24 hours clock. Regards

      • How can Data Enrichment be automatically triggered when a new Lead is created in Zoho CRM?

        Hi, I have a pipeline where a Lead is created automatically through the Zoho API and I've been trying to look for a way to automatically apply Data Enrichment on this created lead. 1) I did not find any way to do this through the Zoho API; it seems like

      • Announcing Kiosk 1.1 - Customize screen titles, configure new fields & actions, use values from your Kiosk to update fields, and more.

        Hello all We are back again with more enhancements to Kiosk. So what's new? Enhancements made to the Components Add titles for your Kiosk screens and adjust its width to suit your viewing preferences. Three new fields can be added to your screen: Percentage,

      • Any recommendations for Australian Telephony Integration providers?

        HI,  I am looking for some advice on phone providers as we are looking to upgrade our phone system, does anybody have experience with any of the Australian providers that integrate with CRM Telephony? So far we are looking at RingCentral and Amazon Connect, and would love to hear feedback on any of the other providers you might have tried.  Thank you

      • CRM Cadences recognise auto-responses

        I have leads in a Cadence. I get an auto-responder reply "I'm out of the office..." Normally Cadences seems to know that isn't a real reply and keeps the lead enrolled in the cadence. However, today, Cadences has UNENROLLED a Lead who sent an auto-reponse

      • Zoho Campaigns Workspaces

        Hi, I’m currently working on a Zoho CRM + Zoho Campaigns setup for a franchisee-based organization, where each franchise must only see and use its own contacts. At the moment, franchisees cannot properly access their contact lists in Zoho Campaigns unless

      • Limited System because of Limited Number of Fields for Car Dealership

        Dear Zoho Support, we want to have all the information about a car inside of a car record. We want to have Zoho CRM as our single source of truth for our data, but the limited number of fields are not allowing that. The data consist of: technical data

      • Automatically Update Form Attachment Service with Newly added Fields

        Hi, When I have a Form Setup and connected to a 3rd Party Service such as OneDrive for Form Attachments, when I later add a new Upload Field I have to remove and redo the entire 3rd Party Setup from scratch. This needs to be improved, such as when new

      • Zoho CRM for Everyone's NextGen UI Gets an Upgrade

        Hello Everyone We've made improvements to Zoho CRM for Everyone's Nextgen UI. These changes are the result of valuable feedback from you where we’ve focused on improving usability, providing wider screen space, and making navigation smoother so everything

      • Newsletter in multiple languages

        Hi We are planning on starting to use Zoho Campaigns for our newsletters. Since we send our newsletters in three languages, I would need the "unsubscribe page" and other pages related to the NL (Thank you page and so on) to be available in different languages

      • Fixed assets in Zoho One?

        Hi, We use Zoho Books and have the fixed asset option in it. I started a trial for Zoho One and I do not see that as an option. Is the books that is part of zoho one equivalent to Zoho Books Elite subscription or is it a lesser version? Thanks, Matt

      • Set Default Status of Assembly to "Assembled" When Entered in UI

        I've just discovered the new "confirmed" status of Assemblies within Inventory. While I understand the intent of this (allowing for manufacturing planning and raw material stock allocation), it was initially confusing to me when manually entering some

      • I need to Record Vatable amount and non vatable amount separately in zoho books in a single line

        I need to Record Vatable amount and non vatable amount separately in zoho books in a single line give me the customisation option and in invoice copy to customer the total amount should be inclusive 5%vat and no need to show the vatable and non vatable

      • Sort Legend & stacked bar chart by value

        I'd love to see an option added to sort the legend of graphs by the value that is being represented. This way the items with the largest value in the graph are displayed top down in the legend. For example, let's say I have a large sales team and I create

      • Scanned Doc - selecting Item overwrites Rate

        I have a Vendor Invoice which was uploaded to Documents. I select Add To > New Bill. The OCR is actually quite good, but it is reading an Item Description instead of an Item Number. I remove the description and select the correct Item Number... and it

      • Timesheet invalid data error

        Getting the "Invalid Date" error when trying to add a time sheet to an appointment in a work order. I initially though the work order was corrupt or something so I deleted the work order and recreated it. I added the first time sheet to the AP and saved

      • Convert invoice from zoho to xml with all details

        How to convert an Invoice to XML format with all details

      • Any update on adding New Customer Payment Providers who support in store terminal devices?

        Currently there is only one Customer payment provider listed for terminal devices in USA- Everyware. They charge a monthly fee of almost $149 minimum. Will you add other providers - like Zoho Payments or Stripe or Worldpay that would allow integrated

      • Dealing With One-Time Customers on Zoho Books

        Hello there! I am trying to figure out a way to handle One-Time customers without having to create multiple accounts for every single one on Zoho Books. I understand that I can create a placeholder account called "Walk-In Customer", for example, but I

      • Customizing Helpcenter texts

        I’m customizing the Zoho Desk Help Center and I’d like to change the wording of the standard widgets – for example, the text in the “Submit Ticket” banner that appears in the footer, or other built-in widget labels and messages. So far, I haven’t found

      • Passing the image/file uploaded in form to openai api

        I'm trying to use the OpenAI's new vision feature where we can send image through Api. What I want is the user to upload an image in the form and send this image to OpenAI. But I can't access this image properly in deluge script. There are also some constraints

      • "Temporary" Field Value?

        I have a custom action in Form A report Detail View that passes the Rec ID and updates a Temp Record ID lookup field in the Form B record via openURL (and opens the Form B report in popup) . The updated Temp Record ID field value in Form B is then used

      • File Upload field automatically replaces spaces with underscores – support experience

        Hi everyone, I want to share my recent experience regarding the File Upload field behavior in Zoho Creator and my interaction with the Zoho support team. When a user uploads a file, the system automatically renames the document by replacing spaces in

      • We Asked, Zoho Delivered: The New Early Access Program is Here

        For years, the Zoho Creator community has requested a more transparent and participatory approach to beta testing and feature previews. Today, I'm thrilled to highlight that Zoho has delivered exactly what we asked for with the launch of the Early Access

      • Next Page