Skip to main content
Oxford |

Sandler Sales Training Books

Sales training books written by Industry leaders sharing best-of-the-best secrets with you. Sandler Training books include top level industry knowledge, providing you with information to get to the top.

We’ve always led the industry with innovative training solutions and thought leadership

Some of our trainers and executives have also dedicated themselves to writing highly effective and successful books to help sales, management and customer service professionals reach their fullest potential.

How to Sell to the Modern Buyer

How to Sell to the Modern Buyer breaks down the basics of effective professional selling in the multiple-platform, remote-buying, hybrid-meeting era. The book, which updates the bestseller The Sandler Rules, features an updated list of Sandler’s famous principles for sales success.

21st Century Prospecting

21st Century Prospecting provides a guide on how to connect and engage effectively with prospective buyers in today’s complex, multi-platform selling environment.

Yes, You Can Take A Day Off

Yes, You Can Take a Day Off provides a roadmap for entrepreneurs and small business owners on how to overcome and steer clear of toxic misconceptions so you can take your business to the next level.

Gold Medal Selling

In Gold Medal Selling, learn the ten sales “muscles” that the most successful salespeople condition over time … and keep conditioning.

Making the Climb

In Making the Climb, Peter Oliver discusses the single most common mistake senior management makes when promoting someone into a sales management role? Making the Climb is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals.

[NEW] Scaling Sales Success

In Scaling Sales Success, David Mattson discusses 16 proven rules for sales leaders who aim to lead a team that generates scalable revenue growth.


Moving out of your organizational comfort zone

In The Success Cadence, David Mattson, Tom Schodorf, and Bart Fanelli discuss how to create and sustain a distinctive operational cadence for yourself and your team that delivers a rapid sales process when combined with the right methodology and toolkit.

Getting From Where You Are to Where You Want to Be

In Goal Setting Boot Camp, Kevin Shulmun discusses an intensive four-day process to personal breakthroughs and greater fulfillment in virtually any area of life.


In Sales Situations

In The Art and Skill of Sales Psychology, Brad McDonald identifies the psychological motivators that cause buyers and sellers to do what they do and take control over the sales process.


Face stressful negotiation situations

In Negotiating from the Inside Out, Clint Babcock discuss how to overcome the inner obstacles to successful negotiations that everyone faces … and master the simple three-step process that leads to successful outcomes in virtually any negotiating situation.

Transition from producer to manager

In Misery to Mastery, Sandler Trainer Paul Van Den Hoven provides a guide to help managers begin what may be the most critical journey in tech… the journey from sales producer to sales leader.

Attract and Retain the Best People

Lisette Howlett's breakthrough book, The Right Hire, provides a proven system for attracting the very best people to your organization and how to retain those people once they’re on the team.

The Unapologetic Saleswoman

Lorraine Ferguson's breakthrough book, The Unapologetic Saleswoman, provides insight and practical how to’s for overcoming some of the most common concerns and self-doubts and erasing the negative connotations of selling.

The important process of personal and organizational transformation

In The Intentional Sales Manager, Pat McManamon discuss how to cultivate intentional sales management with decisions made consciously, rather than from force of habit.

Win in the Amazon Era

In Retail Success in an Online World, Rob Fishman discuss how to capture and keep loyal, happy clients while successfully competing against the online world.

The Contrarian Salesperson

Based on the field-tested principles of the Sandler Selling System, The Contrarian Salesperson by Sandler Trainer Jody Williamson gives sales professionals a compulsively readable primer on the eight essential elements of non-traditional selling. As Carl Contrario puts it: “Contrarian Salespeople are all about doing the opposite of what other salespeople do … because if you act like every other salesperson, you’re going to be treated like every other salesperson!”

Do you know the difference?

The Sales Coach's Playbook: Cracking the Performance Code offers an overview of the sales coaching practices the best Sandler-trained sales coaches have found to be most effective over the past four decades, and an in-depth discussion of the situations where they are most likely to be useful. This revised second edition features powerful true stories of remarkable personal and professional turnarounds made possible by Bartlett’s playbook.

Sandler Enterprise Selling, published by McGraw Hill

Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This latest Sandler book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.

Find out more about this book >> 

Read about press and media coverage >>

Succeed The Sandler Way

Success in sales, as in life, depends on understanding where one is, and where one wants to go. In this book, authors and Sandler trainers Karl Scheible and Adam Boyd provide sales professionals, managers, and business owners with insights into what needs to happen for them to get there.  

Selling to Homeowners
The Sandler Way

Selling to homeowners is different – and challenging. If you or anyone in your company go into the home for any part of the sales process, this book is for you. In this book, authors and Sandler trainers Kim Booker and Chip Doyle outline a comprehensive in-home selling program based on the proven Sandler Selling System.

Customer Service
The Sandler Way

For company executives, sales and service professionals, management consultants, and anyone concerned about improving the customer experience. In this book, author and Sandler Customer Care Program Specialist, Anne MacKeigan provides 48 easy to follow rules and ideas to engage your customer service team and deliver happy return customers.

Making Channel Sales Work

Marcus Cauchi and David Davies' breakthrough book, Making Channel Sales Work, provides a structured approach to third-party sales management with ten tools to create a world-class third-party selling program.

Powerful communication tactics for positive outcomes

In From the Board Room to the Living Room, Training director David Hiatt introduces a how-to communication guide on using sales and negotiation strategies when looking to improve relationships, deepen conversations and achieve more positive outcomes.


The Road to Excellence

In The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business, Sandler CEO and President Dave Mattson introduces six powerful leadership strategies that identifies the common blind spots that can take any business off track.

Selling in Manufacturing and Logistics

In Selling in Manufacturing and Logistics: The Twelve Key Strategies For Managers And Salespeople, Sandler trainers Mike Jones and Ken Guest introduce alternative processes for salespeople and managers to follow when selling in these industries, where traditional sales methods are ineffective.

Why People Buy

Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you. Why People Buy uncovers what really drives sales. It's an accessible, one-volume summary of proven tools and best practices for successfully completing the Sandler Selling System's all-important Pain Step.

Asking Questions the Sandler Way

Antonio Garrido's breakthrough book for salespeople, Asking Questions the Sandler Way, shows how to get both buyer and seller to the right solution, faster, more efficiently, and with less stress — by asking the right questions, in the right way, at the right time, for the right reason.

LinkedIn The Sandler Way

Sandler and LinkedIn—the world's largest sales training organisation and the world's largest networking organisation—have released our first joint book publication.

LinkedIn The Sandler Way, 25 Secrets that Show Salespeople How to Leverage the World's Largest Professional Network is a must-have book for any professional salesperson.

Winning From Failing

Josh Seibert's new book, Winning From Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. His book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries.

Patient Care the Sandler Way

Great medical practices look and sound different than their competition. Sure, profitability contributes to greatness, as does superior medical expertise—but these are not enough. Great medical practices put a high priority on delivering an extraordinary experience—for both their patients and their internal staff.

The Sandler Rules for Sales Leaders

Here's a mystery. We have a common language and a common process for every single department in the organization...except sales. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole...and managers tend to let them! Why?

Bootstrap Selling
The Sandler Way

In this book, author and Sandler trainer Bill Morrison explains 19 career-changing lessons that can be the difference between being an order-taker or a self-starting, high-performance bootstrapping sales professional. 

Selling Technology
The Sandler Way

Author and Sandler trainer Rich Chiarello shows salespeople how to identify the most pressing business problem that their tool, application, or platform solves – and how to create a joint project plan that delivers value for both buyer and seller. 

The Sandler Way

For most salespeople, “accountability” is a terrifying word. In this book, author and Sandler trainer Hamish Knox shows how sales managers can create an accountability-driven work culture for their teams and themselves… by investing just 20 minutes a week in the classic Sandler sales and management principles.

Prospect The Sandler Way

In this book, author and Sandler trainer John Rosso shares thirty core principles for mastering stress-free lead development by phone and over the Internet. Includes strategies on 21st century topics like conducting effective online pre-call research and using LinkedIn to generate referrals. 

Transforming Leaders
The Sandler Way

You can't transform a team or an organisation until you've transformed yourself. That's the idea behind author and Sandler trainer Dave Arch's book, which offers a user-friendly, graphically-driven guide to the 52 critical leadership lessons that support great careers and great teams.

Selling Professional Services
The Sandler Way

Must-have information for law firm partners and other professional service providers. In this book, authors and Sandler trainers Chuck and Evan Polin teach non-selling professionals how to sell: a critical skill in law firms, where compensation is typically based on generated revenues.

Experience today's top-performing sales programs in person or online.

Find a complimentary session