100 books like Demand-Side Sales 101

By Bob Moesta, Greg Engle,

Here are 100 books that Demand-Side Sales 101 fans have personally recommended if you like Demand-Side Sales 101. Shepherd is a community of 10,000+ authors and super readers sharing their favorite books with the world.

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Book cover of The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses

Shelle Rose Charvet Author Of Words That Change Minds: The 14 Patterns for Mastering the Language of Influence

From my list on books for nice people to be more persuasive.

Why am I passionate about this?

Not many people know that I was so timid as a child; I used to burst into tears if I had to ask for something in a store. Now, I am known for my “out there” presentation style and mastery of words. Since 1982, I have been working with individuals and groups to help them get better at persuading, solving conflicts, and having inspiring relationships. So, how can you be a nice, caring person and still be persuasive, even with the most skeptical of people? These books helped me do this.

Shelle's book list on books for nice people to be more persuasive

Shelle Rose Charvet Why did Shelle love this book?

It’s weird to recommend this book to get better at persuading. But if I had read it before presenting new ideas, I would have saved thousands of dollars in development costs and shortened the time it took to persuade others to back me. His main idea is “The minimum viable product.”

So, instead of spending too much time and money developing my idea before talking to anyone, trying to make it perfect, I showed a 2-slide mockup of the idea to a friend, who said “I would NEVER use this. It takes up too much time. I just want something quick and dirty to help me write a persuasive email.” Wow! Her comment blew my mind and prevented me from spending a fortune on an impractical tool.

By Eric Ries,

Why should I read it?

7 authors picked The Lean Startup as one of their favorite books, and they share why you should read it.

What is this book about?

THE INTERNATIONAL BESTSELLING SENSATION

'The Lean Startup changes everything.' - Harvard Business Review

----------

Most new businesses fail. But most of those failures are preventable.

The Lean Startup is a new approach to business that's being adopted around the world. It is changing the way companies are built and new products are launched.

Essential reading for any ambitious entrepreneur, The Lean Startup will teach you to identify what your customers really want. You'll learn how to test your vision continuously, adapting and adjusting before it's too late.

With over a million copies sold across the globe, now is your time…


Book cover of Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-And Revolutionized an Industry

Étienne Garbugli Author Of Lean B2B: Build Products Businesses Want

From my list on for B2B startup founders.

Why am I passionate about this?

I’m a 3-time B2B startup founder (Flagback, HireVoice, and Highlights). For my 2nd startup, HireVoice, we tried to use The Lean Startup methodology and struggled to get traction on the market. When we shut down the company, I knew I wanted to solve my own pain, and learn B2B. I spent the next 2 years speaking (and learning from) some of the most successful B2B founders in the world. This, eventually led to the publication of my book, Lean B2B. Since then, I’ve been at the forefront of B2B entrepreneurship. The Lean B2B methodology has now been used by thousands of entrepreneurs and innovators to help create successful businesses.

Étienne's book list on for B2B startup founders

Étienne Garbugli Why did Étienne love this book?

Marc Benioff, the founder of Salesforce, more or less wrote the playbook for B2B startups. In Behind the Cloud, he shares a lot of the tactics that helped make Salesforce the market leader that it is today. Benioff’s work helped shape Software-as-a-Service (SaaS) and the Cloud for B2B entrepreneurs. On and all, it’s a very entertaining book with a lot of interesting ideas.

By Marc Benioff, Carlye Adler,

Why should I read it?

1 author picked Behind the Cloud as one of their favorite books, and they share why you should read it.

What is this book about?

How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of the cloud computing revolution and spark a $46-billion dollar industry, Benioff's story will help business leaders and entrepreneurs stand…


Book cover of Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It

Jennifer Havice Author Of Finding the Right Message: How to Turn Voice of Customer Research Into Irresistible Website Copy

From my list on to deliver more persuasive messages.

Why am I passionate about this?

Ever since I was a kid, I’ve always been intrigued by how people make decisions and why the words we use can significantly impact those decisions. After years of conducting customer research and writing marketing messages for clients, my interest in finding and delivering compelling messages at just the right time to the right audience has only grown. I’ve poured my experience in the online marketing trenches into my book, Finding the Right Message, where I reference more than one of the authors on my recommendation list. 

Jennifer's book list on to deliver more persuasive messages

Jennifer Havice Why did Jennifer love this book?

Whether you’re trying to sell a software solution or a new energy drink, you need to determine your product’s positioning so you deliver the most compelling messages to the right audience. April Dunford walks you through her tried and tested positioning process while peppering in humorous personal stories and anecdotes. I love this book as much for the priceless business content as for April’s wit.

By April Dunford,

Why should I read it?

2 authors picked Obviously Awesome as one of their favorite books, and they share why you should read it.

What is this book about?

You know your product is awesome—but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.

So what is it? April Dunford, positioning guru and tech exec, will enlighten you.

Her new book, Obviously Awesome, shows you how to find your product’s “secret sauce”—and then sell that sauce to those who crave it. Having spent years as a startup executive (with 16 product launches under her belt) and a consultant (who’s worked on dozens…


Book cover of Disciplined Entrepreneurship: 24 Steps to a Successful Startup

Étienne Garbugli Author Of Lean B2B: Build Products Businesses Want

From my list on for B2B startup founders.

Why am I passionate about this?

I’m a 3-time B2B startup founder (Flagback, HireVoice, and Highlights). For my 2nd startup, HireVoice, we tried to use The Lean Startup methodology and struggled to get traction on the market. When we shut down the company, I knew I wanted to solve my own pain, and learn B2B. I spent the next 2 years speaking (and learning from) some of the most successful B2B founders in the world. This, eventually led to the publication of my book, Lean B2B. Since then, I’ve been at the forefront of B2B entrepreneurship. The Lean B2B methodology has now been used by thousands of entrepreneurs and innovators to help create successful businesses.

Étienne's book list on for B2B startup founders

Étienne Garbugli Why did Étienne love this book?

Bill Aulet is the managing director of the MIT Entrepreneurship Center. I was in his training program when I wrote Lean B2B. Disciplined Entrepreneurship is a great overview of the process of building a technology company in B2B. There’s a lot of great knowledge in this book including great advice on selecting a market and validating a business model.

By Bill Aulet,

Why should I read it?

1 author picked Disciplined Entrepreneurship as one of their favorite books, and they share why you should read it.

What is this book about?

24 Steps to Success! Disciplined Entrepreneurship will change the way you think about starting a company. Many believe that entrepreneurship cannot be taught, but great entrepreneurs aren t born with something special they simply make great products. This book will show you how to create a successful startup through developing an innovative product. It breaks down the necessary processes into an integrated, comprehensive, and proven 24-step framework that any industrious person can learn and apply. You will learn: * Why the F word focus is crucial to a startup s success * Common obstacles that entrepreneurs face and how to…


Book cover of The Only Sales Guide You'll Ever Need

Rob Walling Author Of Start Small, Stay Small: A Developer's Guide to Launching a Startup

From my list on building and growing a startup.

Why am I passionate about this?

I’m a serial entrepreneur who’s built and sold several startups. I’ve been helping non-venture-backed startup founders since 2005 and now I run the first startup accelerator for bootstrappers, called TinySeed. I’ve invested in 57 startups, but I don’t believe the only way to start a SaaS company is to raise money. I host the most popular podcast for bootstrappers, called Startups for the Rest of Us. I also run the most well-known conference and online community for non-venture-track SaaS founders, called MicroConf.

Rob's book list on building and growing a startup

Rob Walling Why did Rob love this book?

Selling is and always has been about the personal relationship between the buyer and the seller. People buy from people they know and trust. Iannarino does a fantastic job outlining the essential behaviors (self-discipline, accountability, competitiveness, resourcefulness, storytelling, diagnosing) for effective sales and these principles will be requisite for all startup founders.

By Anthony Iannarino,

Why should I read it?

1 author picked The Only Sales Guide You'll Ever Need as one of their favorite books, and they share why you should read it.

What is this book about?

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.
 
Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.
 
Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for…


Book cover of Angel Investing: Start to Finish

Paul A. Swegle Author Of Startup Law and Fundraising for Entrepreneurs and Startup Advisors

From my list on startup success from someone with startup wins.

Why am I passionate about this?

I have worked with startups since 2000, when I joined ShareBuilder, ultimately sold to Capital One in a $9.5 billion deal – one of my five successful startup exits to date. I am currently an officer of seven startups. Startups drive global job creation and problem-solving innovation. But 90% fail, often for preventable reasons. I am helping entrepreneurs beat those odds. I wrote Startup Law and Fundraising to help entrepreneurs build on a solid foundation, avoid common legal and regulatory mistakes, and fund their vision. My books are used globally in law and MBA schools, and I speak constantly on entrepreneurship-related topics, including recently to groups in Istanbul, Ramallah, and Tehran. 

Paul's book list on startup success from someone with startup wins

Paul A. Swegle Why did Paul love this book?

The second most common reason startups fail is that they run out of money. Sometimes this is because startups misjudge demand for their products, but equally often it’s due to unsuccessful fundraising. Angel Investing: Start to Finish provides critical insights into the thinking of sophisticated angel investors – key sources of early-stage fundraising dollars for many startups. This book is co-authored by Joe Wallin, one of the top startup and venture capital attorneys in the U.S. Few attorneys are capable of providing better fundraising counsel to startups than Wallin, and this book clearly reflects Joe’s deep experience on both sides of fundraising – representing investors and representing startups. 

Entrepreneurs should read this book carefully to understand the guidance angel investors receive from attorneys like Wallin and from their fellow angel investors or angel groups. Doing so will help entrepreneurs anticipate angel investors’ tough questions, negotiate term sheets, and maintain strong…

By Joe Wallin, Pete Baltaxe,

Why should I read it?

1 author picked Angel Investing as one of their favorite books, and they share why you should read it.

What is this book about?

Angel Investing: Start to Finish is the most comprehensive practical and legal guide written to help investors and entrepreneurs avoid making expensive mistakes.

Angel investing can be fun, financially rewarding, and socially impactful. But it can also be a costly endeavor in terms of money, time, and missed opportunities. Through the successes, failures, and collective experience of the authors you’ll learn how to navigate the angel investment process to maximize your chances of success and manage downside risks as an investor or entrepreneur.

You’ll learn how:

Lead investors evaluate deals Lawyers think through term sheets To keep perspective through losses…


Book cover of Key Person of Influence

K.N. Kukoyi Author Of Don't Hire a Software Developer Until You Read this Book

From my list on developing an entrepreneurial "growth" mindset.

Why am I passionate about this?

I’m the founder of Purposeful Group, an author, and a multi-award-winning entrepreneur who has started multiple businesses from scratch. I believe that when you have the right mindset, positive things will flow from this. As the designer of programmes for entrepreneurs and digital learners, I have recommended books that I hope will give readers a great foundation to build on to achieve their entrepreneurial goals. From a personal perspective, they have kept me on track, and helped me build a framework of “success behaviours.”

K.N.'s book list on developing an entrepreneurial "growth" mindset

K.N. Kukoyi Why did K.N. love this book?

Key Person of Influence (KPI) is a system which helps entrepreneurs to develop their businesses through 5 key principles, or methods - Pitch, Publish, Product, Profile and Partner.

Priestley talks about the importance of a number of business activities, including developing your entrepreneurial pitch and refining the way that you position your business in order to make an impact. Visibility and credibility are also critical for building trust with prospective customers, and through partnering and building relationships with other business owners, an organisation can accelerate its results.

At Purposeful Group, we have our own system, the App Map 2.0 model designed to help aspiring tech startup founders to create digital products from scratch via our Tech Startup Academy programme.

By Daniel Priestley,

Why should I read it?

1 author picked Key Person of Influence as one of their favorite books, and they share why you should read it.

What is this book about?

Every industry revolves around Key People of Influence. Their names come up in conversation. They attract opportunities. They earn more money. Many people think it takes decades of hard work, academic qualifications and a generous measure of good luck to become a Key Person of Influence.

This audiobook shows you that there is a five-step strategy for fast-tracking your way to the inner circle of the industry you love. Your ability to succeed depends on your ability to influence. Start now by listening to this audiobook.


Book cover of Trajectory: Startup – Ideation to Product/Market Fit

Paul A. Swegle Author Of Startup Law and Fundraising for Entrepreneurs and Startup Advisors

From my list on startup success from someone with startup wins.

Why am I passionate about this?

I have worked with startups since 2000, when I joined ShareBuilder, ultimately sold to Capital One in a $9.5 billion deal – one of my five successful startup exits to date. I am currently an officer of seven startups. Startups drive global job creation and problem-solving innovation. But 90% fail, often for preventable reasons. I am helping entrepreneurs beat those odds. I wrote Startup Law and Fundraising to help entrepreneurs build on a solid foundation, avoid common legal and regulatory mistakes, and fund their vision. My books are used globally in law and MBA schools, and I speak constantly on entrepreneurship-related topics, including recently to groups in Istanbul, Ramallah, and Tehran. 

Paul's book list on startup success from someone with startup wins

Paul A. Swegle Why did Paul love this book?

I love Dave Parker’s book, Trajectory: Startup – Ideation to Product/Market Fit, because it provides a clear, but detailed roadmap to guide entrepreneurs through and over all of the necessary steps and obstacles to entrepreneurial success. The nature and degree of the best practices and practical insights laid out in Trajectory: Startup is somewhat similar, but even more granular, to that found in my own book but for the business side of things instead of the legal, governance, or regulatory side.

There is a lot of intellectual and procedural handholding in these pages, including checklists, to-do lists, and template forms for gathering and analyzing research and data, that first-time entrepreneurs will find indispensable and that even experienced entrepreneurs will find illuminating and useful. In the book’s Introduction, Parker summarizes what he hopes to help aspiring entrepreneurs do: create value with your product or service; decide on primary and secondary…

By Dave Parker,

Why should I read it?

1 author picked Trajectory as one of their favorite books, and they share why you should read it.

What is this book about?

Listed #1 in "The 13 Best Business Books of 2021" by HubSpot

Have a startup idea? Want to launch it fast?

People often spend years on working on startup ideas that fail-and they could have known long before, had they asked the hard questions earlier. Five-time tech founder Dave Parker has been there, and in Trajectory: Startup he offers a path to get you from ideation to launch and revenue in just six months.

With a track record of starting companies from scratch, raising both angel and venture capital, and participating in eight exits as founder, operator, and board member,…


Book cover of The Other Me

C.J. Washington Author Of The Intangible

From my list on the fluidity of reality.

Why am I passionate about this?

My background is in computer science, specifically artificial intelligence. As a student, I was most interested in how our knowledge of the human brain could inform AI and vice versa. As such, I read as much neuroscience and psychology as I could and spent a lot of time thinking about how our minds create reality out of our senses. I always appreciate a novel that explores the fluidity of reality.

C.J.'s book list on the fluidity of reality

C.J. Washington Why did C.J. love this book?

On her 29th birthday, Kelly Holter walks through a door and into a life that barely resembles her own. And yet it is her own.

Is her reality wrong? Or are her memories wrong? Or are they both somehow correct? Part sci-fi, part thriller, all-consuming, The Other Me explores how the decisions we make influence the person we become, or don’t. The novel raises many fascinating questions and provides plenty of unexpected answers.

By Sarah Zachrich Jeng,

Why should I read it?

2 authors picked The Other Me as one of their favorite books, and they share why you should read it.

What is this book about?

“Who hasn't wondered what alternate versions of their lives might look like?...As relatable as it is suspenseful cleverly exploring adulthood, identity, and shifting realities.”
—Margarita Montimore, USA Today bestselling author of Oona Out of Order

An inventive page-turner about the choices we make and the ones made for us.

One minute Kelly’s a free-spirited artist in Chicago going to her best friend’s art show. The next, she opens a door and mysteriously emerges in her Michigan hometown. Suddenly her life is unrecognizable: She's got twelve years of the wrong memories in her head and she's married to Eric, a man…


Book cover of The Art of the Start 2.0: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything

Pamela Slim Author Of The Widest Net: Unlock Untapped Markets and Discover New Customers Right in Front of You

From my list on to build a business worth running.

Why am I passionate about this?

As a 25-year business coach, I have often assigned clients the task of wandering through a book store and acting like a heat-guided missile, letting themselves notice what topics and books they are naturally drawn to. For me, even as a liberal arts major with no entrepreneurial experience when I started my consulting business 25 years ago, I was always drawn to the business, psychology, and entrepreneur section. The world of work is my playground, and I am fascinated by how to help people build a powerful body of work while sustaining themselves financially and having a deep quality of life. 

Pamela's book list on to build a business worth running

Pamela Slim Why did Pamela love this book?

As the subtitle says, there are few people who have the experience and expertise to write “The time-tested, battle-hardened guide for anyone starting anything.” Guy Kawasaki brings the right blend of easy-to-understand brand and business advice mixed with a foundation of ethics and generosity. If you only want one startup book in your library, this is the one.

By Guy Kawasaki, Lindsey Filby (illustrator),

Why should I read it?

1 author picked The Art of the Start 2.0 as one of their favorite books, and they share why you should read it.

What is this book about?

THE CLASSIC BESTSELLING GUIDE TO LAUNCHING AND MAKING YOUR NEW PRODUCT, SERVICE OR IDEA A SUCCESS.
'The ultimate entrepreneurship handbook' - Arianna Huffington
Whether you're an aspiring entrepreneur, small-business owner, intrapreneur, or not-for-profit leader, there's no shortage of advice on topics such as innovating, recruiting, fund raising, and branding. In fact, there are so many books, articles, websites, blogs, webinars, and conferences that many startups focus on the wrong priorities and go broke before they succeed.
The Art of the Start 2.0 solves that problem by distilling Guy Kawasaki's decades of experience as one of the most hardworking and irreverent…


5 book lists we think you will like!

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