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The 11 Best Books To Read To Master B2B Sales

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Sales is an ever-evolving area of business. There seems to always be something new to learn. This is no different in B2B (Business 2 Business) sales. If you want to stay on top of your B2B sales, then these are the 11 books you should read.

#1 Difficult Conversations by Douglas Stone

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A career in sales requires you to be comfortable with hard conversations. Eventually, youโ€™ll have to deal with a clientโ€™s objections in front of a room full of people, or dole out criticism to your product team. Difficult Conversations takes the perspective of the people youโ€™re talking to and spells out how to take their feelings into account. If youโ€™ve ever had a conversation that didnโ€™t go the way you wanted (and really, who hasnโ€™t?), this book can help you avoid those regrets in the future.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Jordan Wan from CloserIQ

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#2 Never Split the Difference by Chris Voss

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Never Split The Difference: Negotiating As If Your Life Depended On It by Chris Voss is a counter-intuitive look into the world of high-stakes negotiation from a former FBI hostage negotiator. Unlike other negotiation books that are focused on upping your sales close rate, the strategies, and tactics Voss shares were tested in an environment where there is no margin for error.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Josh Braaten from Brandish Insights

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#3 Selling the Invisible by Harry Beckwith

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Harry Beckwith emphasizes that you must develop/fix your service before you do anything else. Also, that it's best to assume that your service is bad because that will force you to improve it. The reason why this is critical is that most of us overestimate ourselves and our abilities. Psychologists have labeled this behavior as the Lake Wobegon Effect.

What I love most about this book is that it focuses heavily on psychology and behavior. Not only will this book give you the framework you need to increase your B2B sales, but it will also help you adopt a better mindset as a business operator. It's one of those rare books where you'll gain new insights every time you open it.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Nathan Gotch from Gotch SEO

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#4 Never Eat Alone by Keith Ferrazzi

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This book is it is a simple quick read that reinforces what we inherently understand about human connection. It is a relationship sales approach which emphasizes some of the key components to networking and business development including building before you need it, follow up is key and giving back and mentoring is just as important.

Revisiting it for this post makes me want to re-read it. I believe that connection, deep personal relationships, is at the intersection of health and longevity, success and happiness. Achieving success with a connection, as discussed and taught in the book gives you the added benefits that such relationships have on your overall well-being and happiness. It is because of that that in todayโ€™s world where much of our B2B sales efforts are on our blogs and website and social media presence that we should still remember how important relationships and relationship selling can be.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Jamie L Smith from Amplify Advisors Inc.

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#5 The Challenger Sale by Matthew Dixon and Brent Adamson

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At PARiM Workforce Software we have found success in implementing the approach documented in Challenger Sales which emphasizes outlining the modern day, online-first, buying process in large B2B sales. It is the only comprehensive approach that we have found that focuses on finding consensus amongst the various stakeholders involved in the buyerโ€™s organization.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Robert Jakobson from PARiM Workforce Software

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#6 SPIN Selling by Neil Rackham

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Though written 40 years ago, the concepts of Situation, Problem, Implication, and Need are as relevant today-- especially for enterprise sales-- as ever. These concepts are foundational to many of the sales books, methodologies, and strategies that followed.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Eric Quanstrom from Cience

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#7 Influence by Robert Cialdini

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This book is a classic. It defines the 6 principles of getting to yes, all of which are (extremely) relevant to sales psychology.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Eric Quanstrom from Cience

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#8 The Science of Selling by David Hoffeld

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Extremely well researched, the Science of Selling lays out the psychological triggers in play in any sale. It's a roadmap to the brain(s) of buyers, providing proven techniques and psychological reasons behind why we do the things we do.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Eric Quanstrom from Cience

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#9 The Paper Plane Plan by Ross Davies

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The subtitle really says it all and calls it Growth hacking techniques especially for the B2B service industry. It not only suggests how to add growth hacking techniques to B2B marketing which is a common buzz methodology in today's market but also gives you insights as to how to sell to companies in the B2B space with a focus on growth hacking. From applying the techniques of growth hacking to your own business and how that knowledge has helped to sell the same methods to others this is a great read for modern business!

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Stuart Conover from Red Gear Works

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#10 Content that Converts by Laura Hanly

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Content that Converts by Laura Hanly is a great book for any leader in the B2B space. It used to be that sales organizations predominantly operated with an outbound strategy to find customers, but this has changed. Content marketing lets the customer find you and with the right conversion strategy, complete the sale right on the site.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Laura Cabrera from Outcry

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#11 How to Win Friends and Influence People by Dale Carnegie

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One of the most important traits of successful salespeople is emotional intelligence. Likability and charisma can determine which salesperson gets the meeting or closes the dealโ€”and this timeless handbook breaks down the basics of creating genuine relationships. Dale Carnegieโ€”one of the greatest salesmen of all timeโ€”shares authentic, insightful, and memorable anecdotes from his own career. Read this book to readย up on the fundamentals of sales or, more importantly, the fundamentals of building meaningful and sincere relationships both professionally and personally.

Want to read more reviews of this book or buy it? Check out the links below:

Contributors: Jordan Wan from CloserIQ

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