21 must-read books for SDRs to book more demos and rapid career growth
3 takeaways for each book.
Read time: 9 min
I've read lots of sales books.
Some were not so good, but 21 of them were great.
I always suggest these to any SDR who wants to do better at their job and move up fast.
These books will help you get better at productivity, making calls, writing emails, prospecting, and at your sales career.
Here’s the list with 3 takeaways for each book:
Gap Selling by Keenan
Objections by Jeb Blount
Giftology by John Ruhlin
Pitch Anything - Oren Klaff
Influence by Robert Cialdini
SNAP Selling by Jill Konrath
Atomic Habits by James Clear
To sell is human by Daniel Pink
SPEAR selling by Jamie Shanks
Problem Prospecting Mark Ackers
Outbounding by William Skip Miller
Fanatical Prospecting by Jeb Blount
Combo Prospecting by Tony Hughes
Predictable Revenue by Aaron Ross
Never Split the Difference by Chris Voss
The Sales Development Playbook by Trish Bertuzzi
Methods of Persuasion by Nick Kolenda, and Mike Norgaard
How to win friends and influence people by Dale Carnegie
The challenger sale by Matthew Dixon, and Brent Adamson
Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael
The SaaS Sales Method for SDRs by Jacco van der Kooij, and Dan Smith
📚 21 must-read books for SDRs to book more demos and rapid career growth
Book 1: Gap Selling by Keenan
3 takeaways:
Identify the gap: Understand the difference between your client's current situation and their desired outcome. This gap is your opportunity.
Sell the solution: Don't just sell a product or service. Sell the solution that bridges the gap for your client.
Understand your client: Deeply understand your client's needs, wants, and pains. This understanding will allow you to effectively sell the solution to their gap.
If you want to read this book, buy it here.
Book 2: Objections by Jeb Blount
3 takeaways:
Rejection and objections are part of sales. Embrace them and use them as opportunities for growth and learning.
Understand the difference between rejection and objections. Rejection is personal, objections are not. They are just part of the sales process.
Don't fear objections. Instead, anticipate them, prepare for them, and tackle them head-on. This will increase your win probability and decrease rejection.
If you want to read this book, buy it here.
Book 3: Giftology by John Ruhlin
3 takeaways:
Radical Generosity: Don't view gifting as a transaction. Instead, constantly reach out to key contacts with unique gifts to stand out from the crowd.
Personalization: Make your gifts about the recipient. Personalize them to show you value the relationship.
Timing: Avoid predictable gifting times like holidays. Surprise your contacts with gifts at unexpected times to make a lasting impression.
If you want to read this book, buy it here.
Book 4: Pitch Anything by Oren Klaff
3 takeaways:
Frame Control: Understand the power of controlling the narrative or 'frame' of a conversation. This helps you guide the direction of the discussion and keep it focused on your objectives.
Avoid Neediness: Displaying neediness can be detrimental to your pitch. Instead, position yourself as the prize, creating a sense of desire and urgency in the other party.
Use Hot Cognitions: Stack different frames like intrigue, prize, time, and moral authority to trigger the prospect's 'croc brain' and create a positive gut reaction. This helps in making your pitch more compelling and persuasive.
If you want to read this book, buy it here.
Book 5: Influence by Robert Cialdini
3 takeaways:
Reciprocation: People feel obliged to return favors. Use this principle to build relationships and trust.
Social Proof: People look to others to decide how to act. Show that others are choosing your product or service.
Scarcity: People value things that are less available. Highlight the unique benefits and limited availability of your offer.
If you want to read this book, here’s the link to buy it.
Book 6: SNAP Selling by Jill Konrath
3 takeaways:
Keep it Simple: Make your sales pitch clear and transparent. Avoid complexity as prospects don't have time for lengthy proposals.
Be Invaluable: Differentiate yourself by becoming a trusted advisor. Always look for ways to add value to every conversation.
Raise Priorities: Help prospects see how fixing their problem is a priority. This can motivate them to consider their options and potentially change their status quo.
If you want to read this book, here’s the link to buy it.
Book 7: Atomic Habits by James Clear
3 takeaways:
Small Habits Matter: Small, 1% improvements can lead to significant changes over time. Focus on getting a little better each day.
Systems Over Goals: Don't just set goals, focus on the systems that lead to those goals. Your habits are your system.
Identity-Based Habits: Your habits reflect your identity. To change your habits, start by changing the beliefs about yourself.
If you want to read this book, here’s the link to buy it.
Book 8: To Sell is Human by Daniel Pink
3 takeaways:
We're all in sales: Regardless of our profession, we're all in the business of persuading, influencing, and convincing others. This is the essence of sales.
The Power of Ambiverts: Ambiverts, people who fall in the middle of the introversion-extraversion scale, make the most effective salespeople. They can adapt their approach to different situations and people.
The Importance of Buoyancy: Rejection is a part of sales. The ability to stay afloat amid rejection, maintaining a positive attitude, is crucial for success in sales.
If you want to read this book, here’s the link to buy it.
Book 9: SPEAR Selling by Jamie Shanks
3 takeaways:
Social Proximity Mindset: Select accounts based on their social proximity. This means choosing those you have some connection with, making the sales process smoother.
Plan with Storyboards: Use storyboards to plan your sales plays. This visual tool can help you map out your sales strategy effectively.
Engage with Prescriptive Sales Plays: Don't just engage your accounts, do it with a clear, prescriptive sales play. This means having a specific plan of action for each account.
If you want to read this book, buy it here.
Book 10: Problem Prospecting by Mark Ackers
3 Takeaways:
Cold calling can be effective: The book dispels the myth that cold calling is outdated. With the right approach, it can open up opportunities.
Focus on solving problems: Instead of selling products, the book advises to become a customer-focused problem solver. This shift in focus can lead to more successful sales.
Understand your customer: The book emphasizes the importance of understanding the psychology and thinking patterns of the customer. This deeper understanding can help tailor your sales approach to their needs.
If you want to read this book, buy it here.
Book 11: Outbounding by William Skip Miller
3 takeaways:
Know Your Customer's Perspective: Understand your prospect's viewpoint and work on your listening skills. See things from their eyes and keep learning.
Explain the Need for Change: It's crucial to explain the need for change to your prospect. Effective salespeople must discuss the kind of changes a prospect might need to fix their problem.
Meet the Needs of ATL and BTL Buyers: Above the Line (ATL) and Below the Line (BTL) buyers require different approaches. Study the concerning topics for both and learn what they care about.
If you want to read this book, buy it here.
Book 12: Fanatical Prospecting by Jeb Blount
3 takeaways:
The more you prospect, the luckier you get. One of my favorite quotes from the book.
The 4 goals of prospecting: Book a demo. Gather information and qualify
Close a deal. Build familiarity.
Prospecting is the only way to escape a bad month.
I’ve written a newsletter about Fanatical Prospecting, you can read 10 other takeaways here.
If you want to read this book, buy it here.
Book 13: Combo Prospecting by Tony Hughes
3 takeaways:
Embrace Technology: Utilize modern tools and social networks to gain insights into customer behavior and optimize your sales process.
Combine Strategies: Blend legacy sales skills with intelligent processes to differentiate yourself and build meaningful relationships.
Take Control: Don't rely solely on others for leads. Step into the prospecting fight yourself and take control of your success.
If you want to read this book, here’s the link to buy it.
Book 14: Predictable Revenue by Aaron Ross
3 takeaways:
Specialization is key: Separate prospecting and closing roles within your sales team. This allows for a more targeted and efficient approach to sales.
Consistency and experimentation: Implement a systematic approach to your sales process, but don't be afraid to experiment and improve existing techniques.
Focus on hiring and development: Invest time in choosing the right people for your team and developing their skills. This will lead to a more productive and successful sales team
If you want to read this book, here’s the link to buy it.
Book 15: Never Split the Difference by Chris Voss
3 takeaways:
Practice Tactical Empathy: Understand and vocalize your client's perspective and feelings to achieve your goals.
Conduct an Accusation Audit: Address potential negative perceptions about you at the start of the negotiation to defuse tension and find common ground.
Get Them to Say No: Encourage your counterpart to express their dislikes to uncover their true desires and gain an upper hand.
If you want to read this book, here’s the link to buy it.
Book 16: The Sales Development Playbook by Trish Bertuzzi
3 takeaways:
Specialization is key: The book emphasizes the importance of dividing your resources appropriately between inbound and outbound marketing. This allows your team to focus and excel in their respective areas.
Prioritize your target lists: Bertuzzi suggests categorizing your target lists into A-list, Bread & Butter, Compelling Events, and Dead Ends. This helps in prioritizing and strategizing your outreach efforts.
Team structure matters: The structure of your sales development team can significantly impact your success. The book provides insights into different structures and the potential pitfalls to avoid.
If you want to read this book, here’s the link to buy it.
Book 17: Methods of Persuasion by Nick Kolenda, and Mike Norgaard
3 takeaways:
Mold Perception: Influence people's thoughts subconsciously by molding their perception. This can help in shaping their opinion about your product or service.
Elicit Congruent Attitudes: Align your communication with the attitudes of your prospects. This can make your message more persuasive and relatable.
Trigger Social Pressure: Use social pressure to your advantage. People are often influenced by what others think or do. Use this to drive your sales conversations.
If you want to read this book, here’s the link to buy it.
Book 18: How to win friends and influence people by Dale Carnegie
3 takeaways:
Understanding Perspectives: Understand your client's perspective and needs. This will help you tailor your approach and make your client feel valued.
Praise and Encouragement: Praise your clients for their decisions and encourage them in their business ventures. This builds a positive relationship and makes them more likely to do business with you.
Inspire Improvement: Encourage your clients to reach their potential. By showing faith in their abilities, you inspire them to achieve more, which can lead to increased sales and a stronger business relationship.
If you want to read this book, here’s the link to buy it.
Book 19: The Challenger Sale by Matthew Dixon, and Brent Adamson
3 takeaways:
Teach: Challengers teach customers. They provide insights about their business and industry. They're not just sellers, they're consultants.
Tailor: Challengers tailor their sales message to the customer. They know how to appeal to different types of stakeholders within the same organization.
Take Control: Challengers are comfortable discussing money and can push the customer, but always in a constructive way.
If you want to read this book, here’s the link to buy it.
Book 20: Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael
3 takeaways:
Leverage Tech Tools: Technology is your friend. Use it to streamline your work, gather customer insights, and make informed decisions. Tools can help you sell smarter and faster.
Data Driven Decisions: Use data to guide your sales actions. Analyze customer behavior, market trends, and sales results to understand what works. Repeat successful strategies and avoid ones that don't work.
Adapt to Change: The tech world is fast. What worked yesterday may not work tomorrow. Keep learning, stay flexible, and adapt your sales approach to keep up with changing tech trends.
If you want to read this book, here’s the link to buy it.
Book 21: The SaaS Sales Method for SDRs by Jacco van der Kooij, and Dan Smith
3 takeaways:
Focus on the Right Leads: Not every lead is worth your time. Understand your target customer’s profile. Spend more time on high-quality leads that fit this profile and are more likely to convert, rather than chasing every lead.
Nurture Relationships, not just Sales: Sales isn't just transactional. Building solid relationships with potential customers is key. Listen, understand their needs and pain points, and position your service as the solution. Trust and rapport drive conversions.
Master the Sales Funnel: Understand the sales journey. Every stage requires different strategies, from generating a lead to closing a deal. Master these stages, use metrics to evaluate your performance, and continually adapt to improve.
If you want to read this book, here’s the link to buy it.
That's it! Here's a quick recap:
Gap Selling by Keenan
Objections by Jeb Blount
Giftology by John Ruhlin
Pitch Anything - Oren Klaff
Influence by Robert Cialdini
SNAP Selling by Jill Konrath
Atomic Habits by James Clear
To sell is human by Daniel Pink
SPEAR selling by Jamie Shanks
Problem Prospecting Mark Ackers
Outbounding by William Skip Miller
Fanatical Prospecting by Jeb Blount
Combo Prospecting by Tony Hughes
Predictable Revenue by Aaron Ross
Never Split the Difference by Chris Voss
The Sales Development Playbook by Trish Bertuzzi
Methods of Persuasion by Nick Kolenda, and Mike Norgaard
How to win friends and influence people by Dale Carnegie
The challenger sale by Matthew Dixon, and Brent Adamson
Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael
The SaaS Sales Method for SDRs by Jacco van der Kooij, and Dan Smith
My favorites on the list:
Atomic Habits
SPEAR Selling
The SaaS Sales Method for SDRs
What’s your favorite book on this list?
What would you add to the list?
That's all for this Sunday.
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See you next week.
Happy prospecting ✌️
Elric
As soon as you're ready, I can help you in 2 different ways:
Check the previous SDR Game newsletter I sent, here's the link.
Check my podcast, where I interview top-performing SDRs, you can watch the episodes on Spotify, and YouTube.