B2B Sales and Marketing Book Club
Resources
B2B Sales and Marketing Book Club
The abundance of sales and marketing books that appear on the shelves each day makes it difficult for B2B sales and marketing professionals to decipher which books are best for them. The B2B marketing and sales books listed on these pages offer sure-fire advice and guidance along with tips and tricks so you can get the most from your B2B sales and marketing efforts. Discover the latest tips and best practices for lead generation, marketing measurement metrics, sales 2.0, social media marketing, Saleforce integration and more.
Along with each book title, we have included a brief summary, some background information on the author and links to FREE book chapters for you to download or share. Check back often, as new B2B sales and marketing books will be added as we find them!
Ardath Albee: eMarketing Strategies for the Complex Sale
About the Author
Ardath Albee, expert B2B marketing strategist and CEO for consulting firm, Marketing Interactions, Inc., has over 20 years of experience helping clients create customer-focused e-marketing strategies. Her work has been featured in CRM Today, Selling Power, B2B Magazine, Rain Today's Special Reports and Enterprise CRM News.
About the Book
In Ardath Albee’s groundbreaking B2B marketing book, eMarketing Strategies for the Complex Sale, Albee offers techniques and tools for advancing and implementing digital marketing strategies that guarantee results.
With Web 2.0 and the increased availability of company - and competitor - information, prospects can now make a majority of buying decisions on their own. In this book, Albee acknowledges the need, now more than ever, for marketers to rethink how they attract and compel buying behavior.
With the Internet, the most all-embracing and extensive communication platform, marketers have the ability to create trusted relationships with prospects and customers at their fingertips. In this B2B marketing book, Albee teaches us to deliver meaningful conversations and relevant topics to our audience and focus on eMarketing strategies based on customer perspectives in order to reduce time to sales, increase sales productivity and grow revenue.
In eMarketing Strategies for the Complex Sale, Albee shares her methods that will help you to:
- Use effective content structure to differentiate yourself from competitors
- Create trusted relationships with your prospects and customers
- Constantly measure, update and improve the effectiveness of your strategies
Anneke Seley: Sales 2.0
About the Author
Anneke Seley, CEO and founder of Phone Works, was the twelfth employee at Oracle and the designer of OracleDirect, the innovative inside sales operation. At Phone Works, Anneke heads a sales strategy and implementation consultancy that helps businesses of all sizes to build and reorganize sales teams to achieve sales growth using Sales 2.0 principles.
About the Book
In Sales 2.0, Seley explores sales 2.0, the art of sales best practices for selling in today’s online world. Although the Internet has changed the way people communicate and purchase products, it hasn’t truly transformed current sales strategies. With Sales 2.0, sellers should not just be using a new technology to sell. They should figure out what works best with Web 2.0 in order to better use sales resources, implement customer-centric sales processes and build strong relationships to maximize company effectiveness and profitability.
In Sales 2.0, Seley demonstrates:
- Why traditional sales methods no longer work and why you should change how you sell.
- How to better align sales resources and customer opportunities to increase sales
- How to use the most lucrative sales channel or communication method to engage more prospects
- Examples of four industry-leading companies successfully using Sales 2.0
This sales book is perfect for sales teams in all industries. Although the business of sales is changing, by combining Web 2.0 technology with inventive sales strategies, your business should see substantial results and advancements in sales productivity.
Brian Carroll: Lead Generation for the Complex Sale
About the Author
Brian Carroll is the CEO of InTouch, a leading provider of lead generation services for the complex sale. Having helped his team and clients daily to optimize lead generation ROI, Brian developed expertise related to B2B marketing, lead generation and the complex sale. Along with his successful blog, B2B Lead Generation, Brian has been profiled and cited in publications including, BtoB Magazine, The Wall Street Journal, Selling Power, CMO Magazine, Target Marketing, MarketingSherpaDM News and more.
About the Book
In today’s B2B setting, the complex sale is becoming a norm. Although it is difficult to maintain a reliable bank of qualified leads in your pipeline, Lead Generation for the Complex Sale provides you with vital strategies to help you instantly hasten company growth, improve sales performance and gain new customers. In this B2B marketing and sales book, Brian Carroll leads you through with a step-by-step approach to get your company's lead generation on the right track.
You’ll learn to:
- Define your ideal leads and target your ideal customer.
- Construct your lead generation plan in order to stay ahead of your competition.
- Improve marketing and sales alignment and optimize the number of leads
- Increase the percentage of leads that become profitable customers
- And much more!
Gord Hotchkiss: The Buyersphere Project: How Businesses Buy from Businesses in a Digital Marketplace
About the Author
Gord Hotchkiss, President and CEO of Enquiro, Canada’s leading search engine marketing firm, has 20 years experience in the marketing and advertising world and over 10 years specializing in search engine marketing. His articles have been published in Marketing Monitor, SEOToday and many other trade journals.
About the Book
The Buyersphere Project provides insight into how businesses buy from other businesses in the digital marketplace. After conducting a research project that explored true behavior of people involved in purchase decisions at thousands of companies, Gord Hotchkiss took a new look at organizational buying behavior. Hotchkiss discusses how traditional methods and attitudes held by B2B marketing professionals are disqualified by this research. This B2B sales and marketing book helps give marketers a new outlook on how to best use your digital assets and provides insight into the buying side of organizations.
Laura Patterson: Marketing Metrics in Action: Creating a Performance-Driven Marketing Organization
About the Author
Laura Patterson is the co-founder and president of Vision Edge Marketing, Inc., a data-driven and metrics-focused marketing firm. Having worked at various companies such as State Farm, Motorola, DME Systems and Evolutionary Technologies, Patterson has nearly 30 years of sales and marketing experience. Laura is a regular columnist for CEO Refresher and MarketingProfs and has authored two other books including, Gone Fishin': A Guide to Finding, Hooking, Keeping, and Growing Profitable Customers and Measure What Matters: Reconnecting Marketing to Business Goals.
About the Book
In Laura Patterson’s book, Marketing Metrics in Action: Creating a Performance-Driven Marketing Organization, Patterson teaches you how to make marketing metrics work for you and addresses the problems surrounding balancing theory, technique and practical application. Patterson stresses how necessary it is for your company to have the ability to identify the metrics that matter most to your organization and its state of affairs. In order for your company to operate at its fullest, you must create a culture of accountability. Everyone must be on the same page.
In this book, Patterson provides you with:
- A metrics audit to help you establish where your company stands
- A mapping process that will facilitate process alignment to better develop your dashboard
- Chapters on systems, tools, skills and training
- Contribution from key industry thought leaders
- A glossary and an appendix of sample process maps
Furthermore, Marketing Metrics in Action provides you with the means to identify which metrics matter most to your company and helpful directions for applying marketing tools to best benefit your organization.
Jill Konrath: Selling to Big Companies
About the Author
Jill Konrath is the author of the award-winning book, Selling to Big Companies, an Amazon Top 25 sales book for 4 years running and a Fortune Magazine “must-read.” Jill has contributed hundreds of articles discussing sales strategies and is often quoted in top business media including, WSJ Start-Up Journal, Entrepreneur, New York Times, Business Journal and various online publications. Her clients include IBM, Microsoft, General Mills, GE, 3M, Hilton and many more.
About the Book
Konrath’s sales book, Selling to Big Companies, helps you win business by using fresh and inventive sales strategies. It’s time to stop the never-ending cold calls and playing cat and mouse with large enterprises. Jill Konrath discusses new tactics to help you land these big accounts.
In Selling to Big Companies, you’ll learn how to:
- Locate and pursue accounts with the highest probability of success
- Discover names of prospects that can use your product
- Create valuable account-entry campaigns
- Distinguish yourself from other sellers
- And much more!
Using Jill Konrath’s strategies that guarantee success, you will be able to penetrate big accounts, shorten your sales cycle and close more business.
David Taber: Salesforce.com Secrets of Success: Best Practices for Growth and Profitability
About the Author
David Taber is the CEO of SalesLogistix, a consultancy that helps clients increase revenue generation through the use of CRM systems. As a certified Salesforce.com consultant, David has implemented dozens of SFDC systems in five countries. With more than 25 years’ experience in the software industry, including eight years at vice president or above, David Taber is an internationally recognized marketing and management consultant in the IT industry.
About the Book
David Taber’s book, Salesforce.com Secrets of Success, includes expert guidance on every facet of Salesforce.com deployment. Loaded with best practices for every area of the organization that is touched by Salesoforce.com, this sales and marketing book is perfect for executives and users in companies of all sizes in every industry. Taber provides you with invaluable implementation strategies, step-by-step guides and resources to help your company drive higher results from Salesforce.com.
Learn how to:
- Achieve increased end-customer satisfaction and sales efficiency
- Choose which tools, add-ons and features work best for your implementation
- Overcome “people, product and process” pitfalls
- Employ best practices for sales, marketing, customer service, finance, legal, and IT
Bernie Borges: Marketing 2.0: Bridging the Gap between Seller and Buyer through Social Media Marketing
About the Author
Bernie Borges, CEO of Internet Marketing Agency, Find and Convert, is a frequent speaker at trade shows, conferences and company events. Bernie is fervent about creating measurable results through the use of the Internet. Inspired by working with clients at his agency and his various speaking engagements, Bernie Borges generated his new marketing book, Marketing 2.0: Bridging the Gap between Seller and Buyer through Social Media Marketing.
About the Book
Learn to create profitable connections through content marketing in Bernie Borges’ marketing book, Marketing 2.0: Bridging the Gap between Seller and Buyer through Social Media Marketing. Aimed towards small to medium businesses, Marketing 2.0 provides a comprehensive overview of social media marketing. Borges discusses the risks of ignoring social media marketing and gives advice on how to take your marketing to the next level. Along with case studies and lessons learned, Borges provides insight into how to engage prospects and buyers long before your first contact.
