100 books like The New Strategic Selling

By Robert B. Miller, Stephen E. Heiman, Tad Tuleja

Here are 100 books that The New Strategic Selling fans have personally recommended if you like The New Strategic Selling. Shepherd is a community of 11,000+ authors and super readers sharing their favorite books with the world.

Shepherd is reader supported. When you buy books, we may earn an affiliate commission.

Book cover of Influence: The Psychology of Persuasion

Melina Palmer Author Of What Your Customer Wants and Can't Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics

From my list on brainy branding that results in buying.

Why am I passionate about this?

The more I learn about the brain, the more I want to dig in and discover more. Why do we procrastinate? Why do people buy things? Why do some people love unlocking these topics weekly on The Brainy Business podcast (where each person on this list has been a guest) and sharing those insights with the world? When it comes to selling and buying in a brainy way, behavioral economics is the best way to get there, and these books are all a great first step into learning what behavioral science is, how the brain really works, and up-leveling your brand. 

Melina's book list on brainy branding that results in buying

Melina Palmer Why did Melina love this book?

No list on behavior, sales, and brand messaging would be complete without including Robert Cialdini on the list. Concepts like social proof, scarcity, and reciprocity are key for getting customers to buy in on your product or service before they even get to the buying moment.

If you are one of the millions of people who has already read Influence, his other book Pre-Suasion is amazing as well and so helpful for brands!

By Robert B. Cialdini,

Why should I read it?

24 authors picked Influence as one of their favorite books, and they share why you should read it.

What is this book about?

The foundational and wildly popular go-to resource for influence and persuasion-a renowned international bestseller, with over 5 million copies sold-now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdini-New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion-explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have…


Book cover of Spin Selling

Nico D'Alessandro Author Of People Buy from Me: A Comprehensive Guide to Growing Sales by Building Lasting Connections with your Customers

From my list on sales fundamentals.

Why am I passionate about this?

As a youth, I was very athletic and always aspired to be the captain of the team. I worked hard and was very driven to earn this right. As a sales professional, I have continued that passion and channeled it into sales. In addition, due to my experience in sports, I am really passionate about coaching others. I feel that with the right direction, the right motivation, and the right information, anyone can be successful in sales. All of the authors for the sales books I have recommended are also giving back to society in their own way. 

Nico's book list on sales fundamentals

Nico D'Alessandro Why did Nico love this book?

In selling high-value products or services, closing increases your chance of success. It is essential to describe the benefits of your product or service to the customer. Objection handling is an important skill, and open questions are more effective than closed questions.

I recommend this book because it focuses on customer conversation and the art of asking questions, identifying the hook, and “turning the knife.” I like how Neil harnesses the power of listening techniques to identify customer pain points. Then he teaches you how to exploit their pain to leverage your sale in a very positive manner that is win-win. It’s a must-read for any seller that interfaces with customers.

By Neil Rackham,

Why should I read it?

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

What is this book about?

The international bestseller that revolutionized high-end selling!

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple,…


Book cover of The Challenger Sale: Taking Control of the Customer Conversation

Nico D'Alessandro Author Of People Buy from Me: A Comprehensive Guide to Growing Sales by Building Lasting Connections with your Customers

From my list on sales fundamentals.

Why am I passionate about this?

As a youth, I was very athletic and always aspired to be the captain of the team. I worked hard and was very driven to earn this right. As a sales professional, I have continued that passion and channeled it into sales. In addition, due to my experience in sports, I am really passionate about coaching others. I feel that with the right direction, the right motivation, and the right information, anyone can be successful in sales. All of the authors for the sales books I have recommended are also giving back to society in their own way. 

Nico's book list on sales fundamentals

Nico D'Alessandro Why did Nico love this book?

I recommend this book because it gives the seller the courage to challenge the customer's thoughts. I like how Brent describes the seller as the expert, and as experts, we need to make the right recommendations to our customers that will help them achieve their goals. It flips the sales process upside down, and you can start selling as an advisor, as opposed to a vendor. Very inspirational!

By Matthew Dixon, Brent Adamson,

Why should I read it?

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

What is this book about?

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, "The Challenger Sale" argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every…


Book cover of How To Be A GREAT Salesperson...By Monday Morning!

Nico D'Alessandro Author Of People Buy from Me: A Comprehensive Guide to Growing Sales by Building Lasting Connections with your Customers

From my list on sales fundamentals.

Why am I passionate about this?

As a youth, I was very athletic and always aspired to be the captain of the team. I worked hard and was very driven to earn this right. As a sales professional, I have continued that passion and channeled it into sales. In addition, due to my experience in sports, I am really passionate about coaching others. I feel that with the right direction, the right motivation, and the right information, anyone can be successful in sales. All of the authors for the sales books I have recommended are also giving back to society in their own way. 

Nico's book list on sales fundamentals

Nico D'Alessandro Why did Nico love this book?

There are many closing techniques in this book your sales reps can start using immediately to increase their sales.

I recommend this book because David does a really good job describing closing techniques. I like how he gives readers the confidence to have impactful conversations with customers that will yield immediate results. If you are in a sales funk and need help closing deals, this is a must-read.

By David Cook,

Why should I read it?

1 author picked How To Be A GREAT Salesperson...By Monday Morning! as one of their favorite books, and they share why you should read it.

What is this book about?

"I love Dave's book. Now he has an online Master Class!"
- Jack Canfield - New York Times Bestselling Author, Chicken Soup for The Soul.

THE PERFECT GIFT!!! - ORDER FOR YOUR ENTIRE TEAM! - YOU HAVE FOUND THE BOOK YOU ARE LOOKING FOR!! - JUMP-START YOUR 'NEW YEAR' SALES NOW!! - Selected Top 10 "Must-Read" Book by Top Sales World!

- Over 100,000 Books and Master Classes Sold! - Read The Reviews. Read The Table of Contents. If you are looking for ways to increase your sales, you have found THE BOOK you are looking for. Period!After Reading This…


Book cover of Sales Secrets: The World's Top Salespeople Share Their Secrets to Success

Nico D'Alessandro Author Of People Buy from Me: A Comprehensive Guide to Growing Sales by Building Lasting Connections with your Customers

From my list on sales fundamentals.

Why am I passionate about this?

As a youth, I was very athletic and always aspired to be the captain of the team. I worked hard and was very driven to earn this right. As a sales professional, I have continued that passion and channeled it into sales. In addition, due to my experience in sports, I am really passionate about coaching others. I feel that with the right direction, the right motivation, and the right information, anyone can be successful in sales. All of the authors for the sales books I have recommended are also giving back to society in their own way. 

Nico's book list on sales fundamentals

Nico D'Alessandro Why did Nico love this book?

This book is the ultimate playbook from hundreds of sales experts, sharing their top secrets to increasing sales no matter what you sell or who you sell to.

I recommend this book because it offers a way to learn from the success of others. Brandon does a great job harnessing the experience of so many successful sellers. I like how we, as readers, can learn from other sellers and then try it out for ourselves. It is a fun and exciting read.  

By Brandon Bornancin,

Why should I read it?

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

What is this book about?

“Sales Secrets” unlocks all the secrets to sell anything to anyone from interviews with the world’s top sales experts.

This book is the ultimate playbook from hundreds of sales experts on their top secrets to increasing your sales no matter what you sell or who you sell to.

For the last two years, Brandon Bornancin has interviewed hundreds of world-class sales performers for his #1 podcast “Sales Secrets.” The guests range from infamous celebrities like Gary Vaynerchuk, Jordan Belfort, and Ryan Serhant to legendary sales performers like Heather Monahan, Trish Bertuzzi, Anthony Iannarino, Jeffrey Gitomer, Jarrod Glandt, and others.

This…


Book cover of PyroMarketing: The Four-Step Strategy to Ignite Customer Evangelists and Keep Them for Life

Scott Lorenz Author Of Book Title Generator: A Proven System in Naming Your Book

From my list on how to market and promote a book.

Why am I passionate about this?

I am a book publicist and President of Westwind Book Marketing, a public relations and marketing firm that has a special knack for working with authors to help them get all the publicity they deserve and more. I work with bestselling authors and self-published authors promoting all types of books, whether it's their first book or their 15th book. I’ve handled publicity for books by CEOs, CIA Officers, Navy SEALS, Homemakers, Fitness Gurus, Doctors, Lawyers, and Adventurers. My clients have been featured by Good Morning America, FOX & Friends, CNN, ABC News, New York Times, Nightline, TIME, PBS, LA Times, USA Today, Washington Post, Woman's World, and Howard Stern. 

Scott's book list on how to market and promote a book

Scott Lorenz Why did Scott love this book?

Sales of Rick Warren’s The Purpose Driven Life and Mel Gibson’s The Passion of the Christ were driven in part by techniques outlined in PyroMarketing by Greg Stielstra. The essence of the book is to get small groups of people to buy and read your book and tell their friends. You start this by going to the people most likely to want to read your book and expand from there.

This book covers the essential elements of how to motivate people to buy a book and start word-of-mouth marketing. I’ve listened to the audiobook several times as it's just as packed with solid information authors can use.

By Greg Stielstra,

Why should I read it?

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

What is this book about?

The era of mass marketing is ending-replaced by the power of customer evangelists unleashed through a systematic approach to word-of-mouth called PyroMarketing. Learn how the system that sparked a revolution in the Christian marketplace can fuel the success of your business. Word-of-mouth is the biggest influence on consumer purchases and its influence is growing. How do you tap its power? The key is not some new technology or advertising fad. The best way to understand the marketing process, the way messages are sent, received, acted upon, and spread, is to think of fire. PyroMarketing simplifies word-of-mouth to a four-step system…


Book cover of The Yes Syndrome: A Complete Guide to Selling Professionally

Wayne Moloney Author Of The Wentworth Prospect: A novel guide to success in B2B sales

From my list on B2B salespeople to stay relevant and successful.

Why am I passionate about this?

Everyone survives by selling something whether we wear the title or not. Selling has been my career, even before I was a salesperson. I started my career in engineering but quickly realised my passion was in developing business, not designing industrial ventilation systems. Helped by a boss who also saw I was better suited to roles other than engineering (he wasn’t so polite) I went on to enjoy a successful career spanning 4 decades working in Australian, Asian, and European markets that embraced all facets of sales and business development. Helped by great mentors and learning from the experience of others, I have endeavoured to give back by mentoring business owners, salespeople, and writing.

Wayne's book list on B2B salespeople to stay relevant and successful

Wayne Moloney Why did Wayne love this book?

The YES Syndrome could have been written yesterday.

But it was first published in 1982. Proof that the basics of good selling are not new, but have been the foundation of successful, ethical selling for decades, if not longer.

Combine the timeless customer-focused sales skills that Beveridge shares with the emerging technologies of the 21st century and salespeople will not only remain relevant, but indispensable and invaluable to buyers.

By Don Beveridge,

Why should I read it?

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

What is this book about?

'The YES Syndrome' is much more than simplistic selling techniques or more "HOW-TO." It is a unique, complete system, from the initial "customer needs analysis" through to the sophisticated 'customer focused proposal.' These systems work. They have been proven and Don Beveridge's concepts have been embraced by corporated America.


Book cover of The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

Wanda T. Wallace Author Of You Can't Know It All: Leading in the Age of Deep Expertise

From my list on getting out of your comfort zone.

Why am I passionate about this?

I am passionate about helping people have the kinds of opportunities they want to have in their careers. I coach, teach, speak and write on how to do exactly that. The secret – it almost always involves getting out of your comfort zone, doing something that is a bit scary to you and that shakes your confidence a bit. However, you never want to be sitting alone trying to achieve something all by yourself. It takes a village to succeed. The art comes in knowing how to ask, getting over your fear of being vulnerable, building trust, knowing how to persuade each person you need, and much more. This is my life’s work. 

Wanda's book list on getting out of your comfort zone

Wanda T. Wallace Why did Wanda love this book?

Everyone wants to have more influence, be more persuasive, sell their ideas better and have greater impact. Richard Shell is one of the smartest people I have ever met on how influence works. I think I know a good bit about the topic and I learn something every time I talk with him. This is my favorite among his many books on influence – there are many and you cannot go wrong with any of them.  

By G. Richard Shell, Mario Moussa,

Why should I read it?

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

What is this book about?

You may need The Art of War to defeat your enemies, but if you prefer to win them over, read The Art of Woo

G. Richard Shell and Mario Moussa know what it takes to drive new ideas through complex organizations. They have advised thousands of executives from companies such as Google, Microsoft, and General Electric to organizations like the World Bank and even the FBI's hostage rescue training program. In The Art of Woo, they present their systematic, four- step process for winning over even the toughest bosses and most skeptical colleagues. Beginning with two powerful self-assessments to help…


Book cover of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Jeet Mukherjee Author Of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

From my list on make an impact in your organization through pricing.

Why am I passionate about this?

I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!

Jeet's book list on make an impact in your organization through pricing

Jeet Mukherjee Why did Jeet love this book?

This is the logical next step in value-based building blocks.

Learning simple negotiation approaches is essential for go-to-market capability building so teams can defend their prices and get paid for the value they deliver. In order for us to sell the price we came up with, we need to understand the various types of people we’re selling to.

The book discusses how to frame value and price appropriately in order to get the most out of realized price, training customers to realize price over time and negotiating more effectively in both the short- and long-term scenarios of customer relationships.

By Reed Holden,

Why should I read it?

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

What is this book about?

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field…


Book cover of Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals

Mike Esterday Author Of Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance

From my list on improving sales performance.

Why am I passionate about this?

I’ve built my career around the belief that sales is a noble profession and that selling is about uncovering needs, filling needs, and creating value for customers. Things like purpose, ethics and values should be at the center of why someone sells. And those that do will be far more successful. I love these books because they all support these ideas of sales as a career to be proud of, that is necessary and that good salespeople truly put the best interests of their customers first. 

Mike's book list on improving sales performance

Mike Esterday Why did Mike love this book?

This book is a great mix of anecdotal evidence from some of the best salespeople, summarized into clear takeaways about the importance of authenticity, purpose, and relationship building.

Scott’s book articulates well why success in sales is so much more about who you are and what you believe than it is about what you do. He shows how the salespeople who are at the very top of their games have figured out their own "superpower" and that sales leaders have to go beyond managing numbers and instead manage the individuals on their teams. 

By Scott Ingram,

Why should I read it?

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

What is this book about?

Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career.

Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he's ready to share 60 inspiring stories…


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