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.
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.
Recommended by the experts and mentors at MentorCruise
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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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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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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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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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…
Recommended by the experts and mentors at MentorCruise
These books are not required for you to learn B2B, but they are highly recommended for you to deepen your knowledge.
Nearly every month for the past thirty years, Phil Krone and his colleagues at Productive Strategies, Inc. have written a column on business-to-business sales and marketing—providing insights for better understanding the market and increasing the odds of successfully selling into the B2B marketplace.
He continues to publish these columns and send them to thousands of sales and marketing pro…
Recommended by the experts and mentors at MentorCruise
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to…
Recommended by the experts and mentors at MentorCruise
This list is curated by MentorCruise and can include Amazon affiliate links. Have any other suggestions? Add here.
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