Best B2B Sales Books | Be a Successful Sales Professional

best b2b sales books

B2B companies are supportive enterprises that offer the things other businesses need to operate and grow. These include businesses like payroll processors or industrial suppliers.

This is in contrast to business-to-consumer (B2C) models, which sell directly to individual customers, and consumer-to-business (C2B) models, in which an end-user creates a product or service for a business.

Instead, B2B companies offer the raw materials, finished parts, services or consultation that other businesses need to operate, grow and profit. Below you will get the best B2B sales books to learn more about effective B2B sales secrets and strategies.

7 STEPS to SALES SCRIPTS for B2B APPOINTMENT SETTING. Creating Cold Calling Phone Scripts for Business to Business Selling, Lead Generation and Sales Closing. A Primer for Appointment Setters.
Author: Scott Channell
Published at: 18/04/2013

This B2B sales book is Scott Channell's true masterpiece about Business To Business Sales secrets and strategies. What are the things or qualities you are lacking that people don't agree to meet you, don't pick your phone calls?

Well, all these questions are fairly answered in this book. Struggling in appointment setting can cause your close deals, lose out on income, commissions and market shares. This book focuses on the sales script creation process for business-to-business sales.

It includes many sample scripts and script segments for credibility, benefits and what you deliver that you can incorporate into your own sales scripts. A good phone script is going to communicate your value and credibility. The author breaks down the sales script creation process so that you can make a good phone script.

There is a lot more to learn from this book. This book is recommended to every business owner, every sales-person, and every sales manager. Try the methods he has in this book and it will transform your sales results.

Contents of this book:

  • B2B vs B2C
  • High level vs low-level sales environment
  • Script differentiation
  • Script completing
  • Where to focus? Buyers or sellers?
  • Making different kinds of scripts
  • Objection response scripts
  • Phrase of shame
  • Sample scripts and components part

The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales
Author: Thomas Williams,Thomas Saine
Published at: 15/08/2018
ISBN: 1948974029

The Seller’s Challenge: How Top Performers Master Deal-Killing Obstacles in B2B Sales identifies 10 of the most frequently encountered deal-killing obstacles sellers encounter these days. Thomas Williams and Thomas Saine have properly identified and simplified the problems and also give a proper solution for each.

This book has a B2B focus and the whole book is broken into 10 separate chapters – each one covering one of the top ten deal-killing challenges in sales.

Each chapter is independent of the others and capable of standing on its own making Seller’s Challenge an encyclopedia of sorts allowing you to open specifically to a given topic and get a complete rundown on the best practice in sales for addressing that challenge.

It has all the things one may require to unlock new skills and engage more customers in sales.

Topics covered in this book:

  • Discovering the secrets of selling
  • Executing buyer-centered conversations
  • Selling to resistant buyers
  • How to address gatekeepers and leverage them to gain access to executive buyers
  • How to survive and win RFPs
  • How to sell to committees
  • How to manage discount demands
  • Selling in the real world

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
Author: Marylou Tyler,Jeremey Donovan
Published at: 15/08/2016
ISBN: 1259835642

Predictable Prospecting is a great guideline for anyone who wants to grow their business and pull maximum revenue from their business pipeline. To drive your company by B2B sales you will have to learn the secrets behind it. You will need to be a professional prospector.

This B2B sales book will help you to be an expert prospector to successfully target, qualify, make and break business opportunities and deals. It has some solid strategies which will build a sustainable pipeline whether you’re a sales or marketing executive, team leader, or sales representative.

You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals quickly, efficiently, and predictably by this book.

Contents of this book:

  • Building your competitive position
  • Creating ideal prospects
  • Engaging in business
  • Managing sales development professionals
  • Twelve habits of highly successful SDRs
  • Identify the prospects with the greatest potential
  • Implement account-based sales development using ideal account profiles
  • Land meetings through targeted campaigns
  • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges.
  • Generate predictable revenue and many more

Lean B2B: Build Products Businesses Want
Author: Étienne Garbugli
Published at: 25/03/2014
ISBN: 1495296601

Lean B2B is an effective and practical guide for entrepreneurs and innovators to find traction in the market quickly. This book focuses on real-life examples to make you familiar with the proper Business to the Business development process. 

The author gives very detailed information about every step of the process of designing a great product, from deciding which field to work into validating the product-market fit. The book provides interview guides, success criteria for every step and in general very concrete and actionable information.

It is packed with more than 20 case studies about B2B development. Grab this amazing book now.

Contents of this book:

  • What is Lean B2B
  • The challenges for the startup
  • Choosing and understanding the competitive market
  • Leveraging domain visibility and credibility
  • Finding problems and ways to solve them
  • Creating a minimum viable product
  • Speeding up product-market validation
  • Common challenges to face and many more

The Future of the Sales Profession: How to survive the big cull and become one of your industry's most sought after B2B sales professionals
Author: Mr Graham Hawkins
Published at: 24/03/2017
ISBN: 1544904673

This is a book that every sales professional should read. The Future Of The Sales Profession is based on the research of Mr. Graham Hawkins on the sales market and its future. B2B sales are getting harder day by day as the product life cycles are getting shorter and the sales cycles are getting longer.

There are more competitors. If you wish to survive in this market you must need to learn some strategies. In this book sales, he shares the cold, hard truths about the new realities facing the sales profession, and how you can protect and enhance your career.

He has introduced many strategies and discussed many raising questions about the B2B development sector in this book. Chock full of wisdom, actionable insights, and nuggets of sales gold, this book is a must-read for anyone who wants to not just get by, but get ahead in their sales career.

Topics discussed in this book: 

  • The history and future of Sales Professionals
  • The new realities of sales
  • Changing customer values
  • The increasing cost of B2B sales-people
  • Way to become an A-grade sales-person and many more

Unleash Possible: A Marketing Playbook That Drives B2B Sales
Author: Samantha Stone
Published at: 03/10/2016
ISBN: 1937985881

Unleash Possible is a great book about marketing and sales with a lot of useful information presented in an engaging style. The author Samantha Stone shared her hands-on experiences which is an excellent way to overcome the challenges between sales and marketing in organizations of any size.

She has also given tons of practical tools and real-world examples. This book discusses the ways to become a trusted partner for sales teams to turn to for guidance, change the way marketing is done to better serve buyers and drive more revenue, growth, and profitability.

Filled with straightforward information, frameworks and explanation for successful marketing in the real world, this book is a must-read for the sales-persons. 

Data-Driven Sales: Learn how B2B sales leaders at HubSpot, Salesloft, and other top companies use data to grow faster
Author: Clearbit
Published at: 25/04/2018
ISBN: 1717757596

In Data-Driven Sales you will get insight on how to use data and increase your sales. Nowadays market analysis performs a very crucial part in B2B sales and development. 

Businesses are relying on data to power their decisions, be more efficient and grow faster. Without analyzing marketing data a sales-person cannot improve his career or business. This book helps you to analyze the market and make proper decisions.

Each chapter features examples and strategies from a variety of companies like different sizes, products, etc. This book shows you that these strategies are effective across the board. Grab this amazing book now.

Contents are:

  • The key to SaaS pricing
  • Inbound lead qualification
  • Outbound sales fundamentals
  • Sales automation
  • Finding sales triggers
  • Sales compensation, operation, and coaching
  • Sales hiring and many more

The B2B Social Media Book: Become a Marketing Superstar by Generating Leads with Blogging, LinkedIn, Twitter, Facebook, Email, and More
Author: Kipp Bodnar,Jeffrey L. Cohen
Published at: 24/01/2012
ISBN: 1118167767

The B2B Social Media Book shares how you can use social media as a medium of your increased sales and marketing strategy. The book is divided into three main sections: The Fundamentals of Social Media Lead Generation, Social Media Lead Generation in Action, and Taking Social Media Lead Generation to the next level.

As those headings suggest, this isn't a book about "engagement," conversations, shares, likes, followers or any other soft measures of social media success, but rather is focused on using social media to generate a high volume of qualified leads, the top priority of B2B marketers.

After laying the foundation, the book steps through best practices for developing eBooks and webinars, business blogging, marketing through LinkedIn, Twitter, and Facebook, making email social, B2B social mobile marketing and integrating with other social efforts.

Along the way, the authors share numerous bits of marketing wisdom and findings.

Contents of this book:

  • Describes a methodology for generating leads using social media
  • Details how to create content offers that increase conversion rates and drive leads from social media
  • Offers practical advice for incorporating mobile strategies into the marketing mix
  • It provides a step-by-step process for measuring the return on investment of B2B social media strategies and many more.

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