The best B2B sellers are always looking for ways to improve their performance. One good way of finding some new tips is to pick up some of the latest books. There are many talented authors with an intimate knowledge of the industry. If you want to continue to improve your B2B performance, the following five reads are a must.
The Sales Acceleration Formula: Using Data Technology, and Inbound Selling to Go from $0 to $100 million
Mark Roberge has produced a book with actionable tips to help turn your company around. Roberge is a high-ranking executive at Hubspot. In this book, he reveals the main tactics he has used to generate over $100 million in revenue.
Within this book, readers will learn about how to generate leads not inquiries, apply data, use the latest technology, and utilize the latest inbound selling techniques.
Amp Up Your Sales
Andy Paul is one author who understands the difficulties of doing business in a crowded marketplace. The differences between products have almost disappeared. It’s becoming more difficult to stand out from the crowd.
Paul has tested out his theories in the field to produce a book with tried and tested B2B selling techniques. What makes this book stand out is its ability to help you craft a strategy. It’s become a favorite for many B2B sellers, and it makes regular appearances on lists such as these.
Buyer Personas: How to Gain Insight into Your Customer’s Expectations, Align Your Marketing Strategies, and Win More Business
The buyer persona is something you need to utilize to segment your target audience. They will help you to understand the needs of each customer and what they want to get out of an experience with you. Adele Revella has produced a book that helps you to craft buyer personas and tailor your company towards those personas.
It’s one of the best reads on how to divide a vast customer base. You can produce customized tactics for each segment. This is guaranteed to boost your conversion rates because it’s like reading the minds of your customers.
There are also comprehensive sections on different customer types.
Jeb Blount’s Fanatical Prospecting focuses on one of the most challenging parts of B2B selling: prospecting. Prospecting is about filling your funnel with the right leads. It doesn’t matter how much you know about the art of persuasion if your leads aren't interested in the first place.
There’s a real problem in the B2B industry where there are so many leads that have expressed nothing more than basic curiosity. This book will teach you how to bring in better prospects, including through lead scoring, crafting emails, and utilizing social media to your advantage.
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
The writing duo of Matthew Dixon and Brent Adamson have written one of the most influential books in the whole industry. The Challenger Sale was a book that used advanced methodology used by the most successful sales reps in their companies. This is the sequel to that book, relevant to B2B selling in 2016. It builds on the lessons of the original to further increase the number of sales you are making.
In this book, you will learn about the value of convincing entire companies that they have to try your products. There are 5.4 people on average who make a B2B buying decision. You have to convince multiple people about the value of your product. This book acknowledges the challenge of encouraging B2B sellers to persuade more than one decision maker.
This is a blueprint for discovering who your ideal customers are and then using that information to your advantage. Judging by the performance of the first book, this one is set to be a winner.
Using New Knowledge Within Your Company – How to Do It
This information is more accessible than ever and should be used within your company to improve the performance of your team. But don’t become overwhelmed by the knowledge on offer. Go out of your way to test things and implement those new strategies gradually.