Ask HN: Any good essays/books/advice about software sales?

Crossing the chasm

Chasm is more about the meta process of sales and product.

This book really nails it.

Crossing the Chasm: Geoffrey A. Moore

The Mom Test teaches you how to ask the right questions to make sure potential customers actually have a need for and will pay for what you are building

try Getting Real by 37signals

Spin Selling is a must read for anyone doing long-term sales

The best book on selling complex items like software that I have ever known

Never Split The Difference (from buyer angle, but still good)

I've been recommended this one handful of times.

Came here to recommend the Challenger Sale

the challenger sale

Challenger sale

start with why

Predictable Revenue is considered canon for B2B/enterprise sales

Robert Cialdini's Influence

The Secrets of Consulting: A Guide to Giving and Getting Advice Successfully by Gerald Weinberg

You Can’t Teach a Kid to Ride a Bike at a Seminar