Guest Post by: Katie Byrnes
To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table.
To understand how next-generation sales helps boost revenue and build relationships with customers, consider the following 5 essential books to understand Sales 2.0:
1. Sales 2.0
By Anneke Seley
Anne Seley is the author and CEO and founder of Phone Works. She shows small and large businesses how to use Sales 2.0 principles to boost sales leads and overall revenue.
The key takeaway from Seley’s Sales 2.0 book is to embrace Sales 2.0 while moving away from traditional sales methods. Since today’s buyer has evolved, so should the sales methodology. By utilizing social strategies and digital technologies in the revenue cycle, companies can leverage the power of Sales 2.0.
2. Selling to Big Companies
By Jill Konrath
Konrath’s book, Selling to Big Companies, compels you to look at more efficient methods to sell. Traditional methods like cold calling need to evolve with fresh and inventive B2B sales strategies in order to boost leads and overall sales revenue.
Jill Konrath is a key contributor to numerous business-related publications and is an often-quoted voice in business media. She works with many top businesses on their sales methodologies and streamline business sales – she brings her experience of business and selling to this book.
3. Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage
By John R. Holland and Tim Young
John Holland is a co-founder of CustomerCentric Systems, LLC. With his 20 plus years in sales, he provides sales and marketing guidance to numerous companies. Tim Young is the CEO of CustomerCentric Selling.
The lesson to learn from this book is to pay attention to the entire buying cycle. Concentrate on the prospect from day one – from the day they make initial contact by visiting your website until the sale is made.
4. CustomerCentric Selling
By Michael T. Bosworth, John R. Holland and Frank Visgatis
Bosworth, Holland and Visgatis all co-founded CustomerCentric Systems, LLC. Their company shows clients how to improve their sales efficiency and customer experience processes. This book emphasizes the need to focus on the needs of the customer. B2B sales buyers are now savvier and focusing on building and nurturing the customer relationship will increase loyalty along with overall sales revenue.
5. Salesforce.com Secrets of Success: Best Practices for Growth and Profitability
By David Taber
David Taber is the CEO of SalesLogistix. His consultancy helps clients increase revenue generation by the use of CRM systems.
The key takeaway from Taber’s book is how to leverage the Salesforce.com system. We learn how it helps executives and users to boost B2B sales with step-by-step guides and resources. Learn how you can integrate your marketing automation solution with Salesforce and other helpful ways to fully utilize your CRM.
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For more book recommendations, check out our B2B Sales and Marketing book club, or join the conversation on LinkedIn.
Original Post: http://blog.marketo.com/blog/2011/04/5-essential-books-to-understand-b2b-sales-2-0.html
