Bookstore shelves are bursting with sales literature. Unfortunately, most of it is a free retelling of venerable authors or pure marketing to attract customers. So that you don’t waste time on meaningless reading, we have selected the best books on B2B sales for you.
Must-read: Classics of B2B Sales Literature
If you don’t know where to start, start with these publications. In them you will find the main approaches and principles: the basis on which new methodologies are built.
- “Spin Selling” by Neil Rackham. The list of “the best books on B2B marketing” cannot do without this publication. It was published in the late 80s and over the years has not only not lost its relevance, but has also become the email data bible of large B2B sales. Rackham sets out in detail the SPIN methodology: how to properly build relationships with a B2B client, lead him to the conclusion of a deal.
- “Selling to big companies” by jill konrath. This book contains key strategies and techniques. For b2b sales: from starting cooperation with new client companies. To expanding the offer for existing partners. The author analyzes weak points.in b2b offers and describes how to fix them, provides. A wide range of practical tools. By the way, this is not konrath’s only book. On b2b, we recommend studying her other works.
“key account management” by stefan schiffman. The author of the book on b2b sales provides effective models for working with b2b clients, explains how. To speak to the target audience in its language. “management..” is divided into four parts, each of which is devoted to a specific topic. Classifying clients, concluding deals, buil. Ding relationships with potential and existing partners. - “B2B Marketing. Step-by-Step Guide”, Ray Wright. A voluminous textbook on B2B sales. Wright clearly and accessibly explains issues in architecture and key seo tags he specifics of the B2B market, gives many examples of global and local marketing, compares the features of B2C and B2B sales, and pays special attention to the rules for forming an effective strategy, B2B marketing.
B2B sales and what to eat them with
Okay, we’ve covered the basics – let’s move on to the most important thing, open and study in detail the “fresh” books on B2B sales.
- “Deal Navigator. Strategic Sales Practice from A to … A”, Alexey Solobadnyuk. The author describes his own methodology for working with corporate clients. Its essence lies in clear planning, consisting of five stages: analysis, strategy, tactics, implementation and analysis (ASTRA). Having studied the methodology, you will learn to phone number germany creatively approach the B2B sales process, involve the right people.
