At MentorCruise, we are all about making the most out of the experience of others. As part of that, we've connected and asked dozens of experts and professionals about their favourite B2B books – and here are the answers.
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Understanding the concepts of B2B starts with understanding the fundamentals. On your way to mastery, it's crucial for you to understand how certain concepts were derived, and why things work like they do. Starting with these resources is the best way to do so.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
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Life is a series of negotiations, and negotiation is at the heart of collaboration—whether you are a business executive, a salesperson, a parent , a community leader, or a spouse. As a former FBI hostage negotiator, Chris Voss gives you the tools to be effective in any situation: negotiating a business deal, buying (or selling) a car, negotiating a salary, acquiring a home, renegotiating rent,…
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeopl…
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Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these…
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Unleash Possible is a shot in the arm for any marketer (or sales person) who is needing guidance and support. The pages are that of a coach who is encouraging their team that the seemingly impossible is indeed achievable. Marketing executives should add this book to their teams reading list as not only does it encourage teams to get up and get going, it provides practical advice and insights t…
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Carlos Hidalgo provides a clear roadmap and framework on how B2B organizations can implement change management and transform their Demand Generation. Case studies and excerpts from B2B marketing practitioners and ANNUITAS clients who have transformed their organizations and how they accomplished this change are incorporated throughout the book.
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These books are not required for you to learn B2B, but they are highly recommended for you to deepen your knowledge.
If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline ― whether you’re a sales or marketing executive, team leader, or sales representative.
Based on the acclaimed bu…
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This list is curated by MentorCruise and can include Amazon affiliate links. Have any other suggestions? Add here.
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