The books behind the guides.

Whether or not we hold a job called 'sales,' all of us now spend much of our working lives moving others to part with resources, and we can do it better by embracing a more human set of skills.

Based on a large-scale study of thousands of B2B sales reps, the book argues that the best salespeople are 'Challengers' who teach customers new insights, tailor their message, and take control of the sale—rather than merely building relationships.

Sustained sales success comes not from silver bullets but from fanatical, disciplined, balanced prospecting that keeps the pipeline perpetually full of qualified opportunities.

A social psychologist reveals the six universal principles of influence that cause people to automatically comply with requests and explains how to recognize and resist this manipulation.

An MIT-trained engineer reveals how to transform sales from an unpredictable art form into a scalable, data-driven science by systematizing hiring, training, management, and demand generation.

Based on research into 700+ B2B purchases, this book reveals that sales winners differentiate themselves not by their products but by the insight they personally bring to buyers through connecting, convincing, and collaborating.

A social psychologist reveals the six universal principles of influence that cause people to automatically comply with requests and explains how to recognize and resist this manipulation.

Selling isn't about pitching products or building relationships—it's about diagnosing the gap between a customer's current state and desired future state, and then facilitating the change that closes it.

A former FBI lead international kidnapping negotiator distills field-tested, emotion-driven tactics into a practical system for winning any negotiation while preserving the relationship.

High performers close more sales not by beating the customer's status quo but by diagnosing and dissolving the customer indecision that keeps 'sold' deals from ever closing.

A field-tested blueprint for building a specialized outbound sales development machine that generates predictable, scalable revenue without cold calling, based on the process that added $100 million to Salesforce.com.

To win in a buyer-driven world where informed, risk-averse buyers engage sellers late, sellers must abandon control and instead collaborate as equals by mastering situational fluency and three sales personae: the Micro-Marketer, the Visualizer, and the Value Driver.

Sustained sales success comes not from silver bullets but from fanatical, disciplined, balanced prospecting that keeps the pipeline perpetually full of qualified opportunities.

High performers close more sales not by beating the customer's status quo but by diagnosing and dissolving the customer indecision that keeps 'sold' deals from ever closing.

A method for pitching ideas, products, and deals by understanding that your message is received not by the listener's rational neocortex but by their primitive, survival-focused 'crocodile brain,' which you must engage through frame control, status, and emotional 'hot cognitions.'

Drawing on 12 years of research and 35,000 sales calls, SPIN Selling shows that success in large, complex sales depends not on closing techniques but on skillful questioning that uncovers and develops customer needs.

A blunt, practical handbook that demystifies prospecting and new business development by arguing that acquiring new customers is simple—select targets, build and fire sales weapons, and execute a disciplined attack.

A comprehensive guide to professional selling that teaches the psychology, principles, and specific techniques necessary to build trust, handle objections, and close sales by focusing on integrity and helping customers get what they want.

An MIT-trained engineer reveals how to transform sales from an unpredictable art form into a scalable, data-driven science by systematizing hiring, training, management, and demand generation.

A practical method for negotiating agreements that satisfy both parties by focusing on interests and objective merits rather than haggling over positions.

A passionate argument that rigorous engagement with the humanities—what the author calls sensemaking—is the essential, irreplaceable skill for understanding human behavior and making wise decisions in a world dangerously seduced by big data and algorithmic thinking.

When stakes are high, opinions vary, and emotions run strong, mastering the skills of dialogue lets you speak honestly and safely about almost anything and turn tough moments into better results and relationships.