best saas sales books

Hitting a wall with your SaaS sales or seeing customers drop like flies?

You’re definitely not alone in this.

But guess what? The problem might not be what you’re thinking.

A lot of SaaS companies get caught up in myths like piling on more features means more sales or slashing prices is the secret sauce to pulling in new subscribers.

In fact, some companies are even lengthening their sales processes as longer negotiations and more stakeholders enter the picture. (Source)

To cut through the confusion, you’ll need inspiration from the best thought pieces in SaaS.

We’re diving into the real deal, pulling insights from the best SaaS sales books to boost how you connect with customers and ramp up those sales numbers.

Time to bust those myths and get to the strategies that work for long-term success in the SaaS world.

But first, let’s talk about how to find the best ones.

What Makes a Great SaaS Sales Book?

Not every SaaS sales book is going to be the same. But why?

When choosing a book, there is a criterion to help you find the best, and it differs for every field.

There are different elements that contribute to an effective SaaS digital marketing strategy and different elements to effective sales, right?

This is why, when you’re on the hunt for the best SaaS Sales books, there are elements you should also never overlook:

  1. Practicality – Find books that can serve as your go-to guides, full of actionable tips. They’re like having a mentor who tells you, “Here’s exactly what to do next.”
  2. Relevance – A great SaaS sales book is tailored for the SaaS world. It needs to speak your language. It’s like getting advice from a friend who really gets your struggles and wins. You wouldn’t want it otherwise.
  3. Expert Endorsements – When SaaS pros give a book their thumbs up, you know it’s legit. Consider the books that experts regard as shortcuts to finding the gold standard in SaaS success.

Why zero in on these three things?

  • Practical books cut through the noise. They don’t just add to your pile of “to-reads”; they become your playbook.
  • Relevancy means less time translating generic advice into something you can use. It’s all about getting strategies that fit like a glove.
  • Expert endorsements are your beacon. They help you dodge the duds and pick winners from the start.

Choosing a SaaS Sales book? Look for these signs. They’re your ticket to leveling up your SaaS sales method.

If you’re ready to pick, let’s go straight into the best SaaS sales books you’ll find in the market.

The 10 Best SaaS Sales Books for Everyone in the Field of SaaS

These are the best SaaS sales books that sales leaders, sales managers, sales reps, or basically anyone in the SaaS industry need to check out to assess their own SaaS sales method more efficiently.

Whether you’re new in the SaaS space or someone looking for a refresher on their SaaS sales strategy, this list will have something to supercharge your business success in the area of sales.

First, let’s highlight the very popular ones.

1. Behind the Cloud by Marc Benioff

Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to  Billion-dollar Company-and Revolutionized an Industry by Marc Benioff |  Goodreads

Summary of the book

Behind the Cloud by Marc Benioff isn’t just any book. It’s a sneak peek into the brain of one of today’s most successful sales leaders, the man behind Salesforce.com.

Marc Benioff, the main man himself, dishes out how he and his sales teams danced through the dot-com disaster to catapult Salesforce into the cloud and straight into the big leagues.

It’s all about the nitty-gritty – the strategies, the shake-ups, and the sheer willpower to do things differently.

This book is like your backstage pass to the concert of one of the fastest-growing software companies in the world.

Why read the book?

Imagine getting a playbook straight from the coach who took his team to the championships.

Whether you’re starting up, scaling up, or just looking to shake things up, there’s a nugget of wisdom (or a hundred) in here for you.

It’s about innovation, sure, but it’s also about making a mark and doing good along the way. Plus, who doesn’t want to learn how to turn customers into your biggest fans?

What are people saying about the book?

Many of its readers are loving it.

From Google’s Eric Schmidt singing its praises to Tony Robbins giving it a thumbs up for its visionary insights.

Even Neil Young found something to love in its pages.

It’s not just a business book; it’s a bit of a celebrity in its own right.

The best part? It’s packed with practical tips—111 of them, to be exact—that Benioff used to build Salesforce from the ground up.

2. Crossing the Chasm by Geoffrey More

Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products  to Mainstream Customers (Collins Business Essentials) See more

Summary of the book

Crossing the Chasm, 3rd Edition by Geoffrey A. Moore dives deep into the challenges tech startups face as they try to move from snagging early adopters to winning over the mainstream crowd.

There’s this big gap – the “chasm” – between these two groups that can make or break a product.

Moore’s got some nifty strategies up his sleeve to help bridge this gap, updated with the latest digital world insights and examples that keep it fresh.

Why read the book?

Why grab a copy? Well, if you’re trying to sell something new and revolutionary, this book is your roadmap to improving your current SaaS sales method.

It tackles the Technology Adoption Life Cycle head-on, showing you how to identify and understand different customer segments.

Plus, it’s packed with real-deal examples and case studies that make the theories super applicable, no matter what industry you’re in.

What are people saying about the book?

The word on the street (or in the reviews, to be precise) is all thumbs up.

Readers are calling it a must-read for anyone in tech, praising its clear, practical advice for bringing disruptive products to market.

With a solid 4.6 rating, folks appreciate Moore’s framework for navigating the tricky waters of tech adoption.

It’s hailed for being insightful, practical, and just as relevant today as when it first hit the shelves.

Whether you’re kickstarting a startup or steering a marketing team, this book’s seen as invaluable for crossing that daunting chasm and getting your product into the hands of the masses.

3. Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross and Marylou Tyler

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Summary of the book

Ever heard about Predictable Revenue? It’s this cool guide that totally flips outbound sales on its head, introducing what they call “Cold Calling 2.0.”

Forget those old-school cold calls. This approach is all about nailing a 9% response rate and raking in solid revenue from cold prospects—and get this, you don’t even need a fat marketing budget to make it happen.

The book spills the beans on Salesforce.com’s secret sauce to hitting $100 million.

It walks you through the seven big no-nos in sales, how to actually enjoy making outbound sales (yes, it’s possible!), and the lowdown on building sales teams that run like well-oiled machines all by themselves.

Why read the book?

This book is ideal for anyone aiming to overhaul their sales process, boost revenue, and build a more effective sales team.

With its foundation in the success stories of Salesforce.com, it offers a wealth of practical insights and strategies.

Whether you’re a sales professional, business owner, or involved in the management of sales teams, adopting the outlined methods could transform your business into a sales powerhouse.

What are people saying about the book?

It’s rocking a solid 4.4 out of 5 stars from loads of reviews.

People are really digging it because it’s packed with tips you can actually use, all mixed in with stories from the real world that show you how to pull off those sales moves.

A bunch of folks say it’s really upped their sales game, calling out how spot-on and useful the advice is.

If you’re on the hunt for ways to boost your sales skills, this is your go-to guide.

Seriously, many are saying it’s a must-read if you’re into sales or growing your business.

After ‘Predictable Revenue’ let us now talk about the more advanced SaaS sales books that you can choose from.

4. The Sales Acceleration Formula by Mark Roberge

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Summary of the book

The Sales Acceleration Formula by Mark Roberge serves up a masterclass on rocketing from $0 to $100 million by fusing data, technology, and inbound selling.

Imagine having a playbook that took HubSpot from startup mode straight to the major league in revenue.

Roberge lays it all out – from hiring to training, managing, and demand generation, all through the lens of data and tech.

Why read the book?

Why should you give this book a spot on your shelf?

If you’re all about transforming sales from a wild art into an exact science, this is your guide.

It’s perfect for those ready to ditch the guesswork and lean into a method that’s measurable, predictable, and, frankly, brilliant.

Whether you’re leading a startup, pushing sales boundaries in an established company, or just plain curious about the future of sales, Roberge has a lesson for you.

What are people saying about the book?

And the people? They’re not just reading; they’re raving.

Konstantinos Papakonstantinou calls it ground-breaking, packed with sales insights you can’t afford to miss.

Douglas Burdett backs him up, pointing to the book’s blend of proven strategies and practical wisdom as a roadmap to scaling sales.

It’s clear – if scaling sales were a puzzle, Roberge is handing out the missing pieces.

5. The Hard Thing About Hard Things by Ben Horowitz

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Summary of the book

The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers by Ben Horowitz dives deep into the real talk of running a startup.

Horowitz, a big deal in the tech world, shares the highs and lows of his journey.

Think of it as a no-BS guide covering everything from the tough calls (like letting friends go) to celebrating the wins (knowing when you’ve hit the jackpot).

It’s not all serious business; there’s a good dose of humor to keep things light.

Why read the book?

Imagine getting a crash course in leadership straight from someone who’s been in the trenches. Horowitz doesn’t sugarcoat.

He gives it to you straight – the kind of insights you won’t find in any business school textbook.

Whether you’re dreaming of your startup or in the thick of managing one, this read is like having a mentor in your pocket, guiding you through the storm.

What are people saying about the book?

And it’s not just me saying it’s a good read.

Business Insider tags it as a must-read for its spot-on management advice.

Entrepreneur places it among the top business books out there, and The Economist even hints it could be a future classic. Why?

Because it’s packed with practical wisdom, served up with a side of humor and heaps of real-world truths.

Whether you’re leading the charge at a startup or navigating the complexities of any business, this book has something for you.

6. The Innovator’s Dilemma by Clayton Christensen

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Summary of the book

The Innovator’s Dilemma by Clayton M. Christensen isn’t your average business book.

It dives into why big, successful companies can fall hard, all thanks to something called disruptive innovation.

Christensen points out that even if you’re at the top of your game, failing to catch up with new, groundbreaking technologies could mean trouble.

Through real-world examples and case studies, he lays out exactly how this happens and what companies can do to avoid getting left in the dust.

Why read the book?

Why should you give this book a read? If you’re someone who’s leading the charge in a business or just fascinated by the idea of innovation, this book is like finding gold.

It’s a heads-up for entrepreneurs, managers, and CEOs to stay alert, recognize the potential of new tech, and adapt before it’s too late.

Getting into this book means arming yourself with knowledge on how not to be blindsided by changes in the market.

What are people saying about the book?

And hey, don’t just take my word for it. Michael R. Bloomberg called it “absolutely brilliant,” pointing out how Christensen nails the analysis of changing technology.

Forbes throws in a bit of a reality check, saying it’s a must-read that should shake any overconfident executive.

Even everyday readers find it a gem. Though they mention it feels a bit dated, it’s still packed with insights that are worth reading.

In short, if you’re all about staying ahead in the fast-moving world of business, The Innovator’s Dilemma is your kind of read.

Now, be on the lookout because after this, we’ll highlight the SaaS sales books that are the most ideal for beginners.

7. The Lean Startup by Eric Ries

The Lean Startup eBook by Eric Ries - EPUB Book | Rakuten Kobo Philippines

Summary of the book

The Lean Startup by Eric Ries turns the traditional approach to business startups on its head.

Instead of making big plans based on assumptions, Ries introduces a methodology focused on validated learning, rapid experiments, and continuous feedback loops.

Think of it as a scientific method applied to the art of entrepreneurship.

It’s all about building a sustainable business by learning what your customers really want, not what you think they should want, and adjusting your product before you run out of resources.

Why read the book?

If you’re dreaming of starting your own thing or you’re knee-deep in the startup world, this book is like a lighthouse guiding you through foggy waters.

It challenges old-school business models and equips you with a mindset geared toward efficiency and innovation.

Whether you’re managing a team in a large company or flying solo, Ries hands you the tools to significantly increase your chances of building something people actually want.

What are people saying about the book?

And the crowd? They’re big fans. Readers across the board find Ries’ approach refreshing and his advice actionable.

While the specifics of their reviews weren’t fully captured, the general consensus is that The Lean Startup isn’t just theoretical fluff.

It’s packed with real-world applications, making it a practical guide for anyone looking to innovate more effectively.

In the fast-paced world of tech and business, where resources are precious and time is of the essence, Ries’ insights offer a critical edge for aspiring entrepreneurs and innovators.

8. The Mom Test by Rob Fitzpatrick

The Mom Test: How to talk to customers & learn if your business is a good  idea when everyone is lying to you: Fitzpatrick, Rob: 9781492180746:  Amazon.com: Books

Summary of the book

The Mom Test by Rob Fitzpatrick is like your secret weapon for cutting through the fluff and getting to the heart of whether your SaaS business idea has legs.

It’s all about learning the art of talking to your customers without them feeding you what you want to hear.

Instead of asking your mom, mates, or anyone else if they think your idea is the next big thing (because, spoiler alert, they’re likely to say yes just to be nice), Fitzpatrick teaches you how to craft conversations that reveal the truth.

Why read the book?

For anyone with a startup dream or a kernel of an idea, this guide is gold.

It walks you through honing in on what your customers actually need by asking the right questions—the kind that gets past the polite “Yes, dear, that sounds lovely” to the real insights that can pivot your concept from meh to amazing which eventually improves customer lifetime value.

Plus, it’s packed with strategies to avoid common traps and actually use customer feedback to make smarter decisions.

What are people saying about the book?

The folks who’ve dived into The Mom Test can’t stop raving about it.

With a stellar 4.7 rating, readers are all in on the practical advice Fitzpatrick dishes out.

They love how it’s not just theory; it’s actionable intel that’s been a game-changer for understanding their customers better.

The clear, engaging writing style is a hit, too, making the insights not just digestible but something you’re eager to apply.

Readers especially value the push to seek genuine feedback over hollow validation, guiding them to refine their ideas into something that truly resonates in the market.

9. Zero to One by Peter Thiel

Zero to One eBook by Peter Thiel - EPUB Book | Rakuten Kobo Philippines

Summary of the book

Zero to One by Peter Thiel dives into the world of startups, innovation, and what it takes to build a successful future.

Thiel, a Silicon Valley guru with PayPal and Facebook in his portfolio, talks about the importance of creating something new—moving from zero to one—rather than iterating on what already exists.

It’s a playbook for thinking differently, challenging norms, and building monopolies that change the game.

Why read the book?

If you’re buzzing with ideas or just curious about what sets apart companies that redefine the rules from those that don’t make the cut, this is your read.

Thiel brings a fresh perspective on entrepreneurship, competition, and the significance of technology in shaping the future.

His insights encourage not just innovation but meaningful innovation that can lead to creating value in untouched areas.

For anyone looking to leave a mark on the business world, Thiel’s blend of personal anecdotes, sharp observations, and actionable advice is incredibly empowering.

What people are saying about the book?

Readers and critics alike hail Zero to One for its thought-provoking content and Thiel’s contrarian perspectives.

Mark Zuckerberg and Elon Musk have praised the book for its novel ideas and invaluable guidance for entrepreneurs.

Reviewers highlight its practicality, noting that Thiel’s lessons are applicable across industries.

With its straightforward approach and emphasis on breaking the mold, Zero to One has inspired many to think bigger and bolder about starting something truly unique.

It’s celebrated not just as a guide for startups, but as a compelling argument for creating a future, we all want to be part of.

10. Rework by Fried and Hansson

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Summary of the book

Rework flips the script on traditional business manuals.

Crafted by David Heinemeier Hansson and Jason Fried, this isn’t your average business book.

It cuts through the fluff, pitching simplicity and efficiency over-complicated business plans and the 24/7 hustle culture.

Think of it as your guide to questioning everything you know about running a business, making it a lean, mean, efficiency machine.

Why read the book?

If you’re tired of the same old advice and looking for something that challenges the norm, Rework is your ticket.

It’s packed with practical insights and actions you can apply right away, whether you’re a budding entrepreneur or an established SaaS business leader looking to shake things up.

Plus, it’s a quick read, meaning you can start making changes without sifting through hundreds of pages.

What are people saying about the book?

Seth Godin calls it “short, fast, sharp,” a book ready to make a real difference by challenging the status quo.

Steve Cunningham says it’ll make you uncomfortable in all the right ways, pushing you to rethink your approach.

Cary Decker finds it downright inspiring, praising its direct impact and call to action.

Alex Chan sees it as a goldmine for budding entrepreneurs, full of practical advice delivered in a straightforward manner.

In other words, people love how Rework dares them to ditch traditional methods and get creative with how they run their shows.

7 Best Practices for SaaS Sales Efficiency

Diving straight into the world of SaaS sales, we’ve got some top-notch tips that’ll give you the edge that your sales process needs.

It’s all about getting those sales numbers up and making sure your customers are nodding along, thinking, “Yep, I need this.”

Ready to find out what makes these practices a must-try?

Here we go:

  1. Really Know Your Product: You need to know your product like the back of your hand. If you can’t explain it simply, you’ll lose your customer’s interest fast. Not knowing your stuff can make you look unprepared and unprofessional.
  2. Understand What Bugs Your Customer Find out what problems your customers are facing. This way, you can show them exactly how your product makes their lives easier. If you skip this, you might miss the mark on providing a solution they care about.
  3. Show Off Happy Customers People trust other people more than they trust ads. Share stories of customer success. Ignore this, and potential customers might not see the real value your product brings.
  4. Give More Than a Sales Pitch Help out by sharing useful info, not just trying to sell something. This builds trust and shows you really understand their needs. Forget this, and people might tune out your message.
  5. Check In, But Don’t Annoy A friendly follow-up can show you care without being pushy. It keeps the conversation going. Don’t do it, and you might be forgotten.
  6. Tailor Your Demos Make your demos about what the customer cares about. This personal touch can really grab their attention. Use a one-size-fits-all approach, and you’ll lose that personal connection.
  7. Teach Your Customers Sharing knowledge shows you’re an expert and builds confidence in your product. It helps customers see why they need what you’re selling. If you don’t do this, they might not fully understand how awesome your product is.

Following these tips is like having a secret sauce for your SaaS sales team. Skip them, and you’re missing out on making those all-important connections with your customers.

FAQs

Yes, you can definitely make good money in SaaS sales. It’s like any other job where the more effort and skill you put in, the more rewards you see.

With SaaS, you’re selling software that businesses use over and over, which means once you land a client, you could be making a lot of inbound sales and money off them for a long time.

It’s all about customer success and how optimized your sales process is for your customers’ needs.

  1. Know Your Product Well: You can’t sell something you don’t understand. Spend time learning every nook and cranny of your product.
  2. Listen to Your Customers: Find out what they really need. This way, you can match them with the perfect solution.
  3. Follow Up Wisely: Check back in with potential clients, but don’t bug them. It’s about finding the right balance.
  4. Keep Learning: The best salespeople never stop improving. There’s always a new strategy or tool out there.

This rule helps businesses in the SaaS industry find a sweet spot between making money and growing their company.

If your company’s growth rate plus profit margin adds up to 40% or more, you’re doing great.

It’s a simple way to check if you’re on the right path.

  1. Really Get to Know Your Stuff: Being an expert on your product makes all the difference.
  2. Build Strong Relationships: People buy from people they like. Be someone your customers enjoy talking to and champion customer success.
  3. Stay Up to Date: Things change fast in the tech world. Keep up with the latest news and trends.
  4. Learn from Every Sale: Whether you close a deal or not, there’s always something to learn. Use it to do better next time.

  1. Define Clear Roles: Make sure everyone knows what they’re supposed to do.
  2. Set Goals: Everyone should know what they’re aiming for.
  3. Provide Tools and Training: Your team needs the right equipment and knowledge to succeed.
  4. Regular Check-Ins: Have meetings to see how everyone’s doing and address any issues.

  1. Understand Your Unique Selling Point: What makes your product stand out? SaaS companies should know this inside out.
  2. Know Your Audience: Figure out who needs your product and why.
  3. Be Clear and Simple: When explaining what your product does, keep it straightforward.
  4. Feedback is Gold: Listen to what customers say about your product and adjust your strategy if needed.

Key Takeaway

Whether you head a SaaS business that’s just starting out or looking to up your sales game, these books are like gold.

They’re not just filled with high-flying theories; they’ve got real, do-this-now kind of advice straight from the pros in the SaaS industry.

Think of it as getting a cheat sheet that makes the whole SaaS sales process way simpler.

From figuring out what your customers really want to seal deals faster to what creates customer success, these books lay it all out.

They take those big-time strategies and break them down so you can actually use them to smash your sales goals.

When you dive into these books, it’s like sitting down with some of the smartest folks in sales and entrepreneurship.

Plus, you get to speed up your learning curve.

And it’s not just about the nuts and bolts of selling. These books are jam-packed with stories that pump you up and new ideas that make you see things differently.

They challenge you to kick things up a notch and push your business forward.

So, yeah, picking up these books is a big move toward selling more and making your journey in SaaS sales a success.