Top 10 Must-Read books to Read for B2B Sales

$100M Offers: How To Make Offers So Good People Feel Stupid Saying No

This book is a must-read for anyone looking to make offers that are too good to refuse. Written by experienced entrepreneur and investor, David Finkel, $100M Offers: How To Make Offers So Good People Feel Stupid Saying No provides readers with the tools and strategies to craft offers that are irresistible. Finkel shares his own experiences and insights to help readers understand the psychology of making offers, as well as how to craft offers that are too good to pass up. He also provides practical advice on how to negotiate and close deals, as well as how to handle objections. With this book, readers will be able to make offers that are so good, people will feel stupid saying no.

Why you should buy

• Understand the psychology behind why people accept or reject offers.

• Learn how to craft offers that are too good to refuse.

• Discover the strategies to make offers that are irresistible.

• May not apply to small startup

• Too focused on high-value deals

• May not be relevant to SaaS

Buy on Google Books ->

The Brain Audit: Why Customers Buy (and Why They Don't) by Sean D’Souza

The Brain Audit: Why Customers Buy (and Why They Don't) by Sean D’Souza is a must-read for any business owner or marketer. It provides a comprehensive look at the psychology of why customers buy, and why they don't. It covers topics such as the seven triggers of buying, the three questions customers ask before buying, and the four steps to creating a successful marketing message. It also provides practical advice on how to use these principles to increase sales and build customer loyalty. The book is written in an easy-to-understand style, making it accessible to readers of all levels. It is an invaluable resource for anyone looking to understand the psychology of customer buying behavior and increase their sales.

Why you should buy

• Understand the psychology behind why customers buy and why they don't.

• Learn how to create a customer-centric marketing strategy.

• Discover how to create a memorable customer experience.

• May not be relevant to SaaS

• Focuses on offline businesses

• Limited case studies on SaaS

Buy on Google Books ->

Behind the Cloud by Marc Benioff & Carlye Adler

Behind the Cloud is an inspiring story of how Marc Benioff and Carlye Adler built Salesforce, one of the world’s most successful cloud computing companies. The book chronicles their journey from the early days of the company to its current success. It provides an inside look at the strategies and tactics they used to build a successful business. It also offers valuable lessons on how to create a culture of innovation and how to stay ahead of the competition. The book is filled with inspiring stories of how Benioff and Adler overcame obstacles and achieved success. It is an inspiring read for anyone looking to build a successful business.

Why you should buy

• Provides insight into the strategies and tactics used to build a successful SaaS business.

• Explains the importance of customer service and how to create a culture of innovation.

• Highlights the importance of staying ahead of the competition and how to use technology to drive growth.

• Limited focus on sales and marketing

• More focused on the story of Salesforce

• may not be relatable to other SaaS companies

Buy on Google Books ->

Challenger Sale by Brent Adamson and Mathew Dixon

Challenger Sale is a book written by Brent Adamson and Mathew Dixon that provides an in-depth look into the sales process. It explains how salespeople can use the Challenger Sale approach to create value for their customers and build strong relationships. The book outlines the five steps of the Challenger Sale process, which include teaching, tailoring, taking control, challenging, and demonstrating. It also provides strategies for salespeople to use to effectively engage customers and close deals. Additionally, the book provides insights into how salespeople can use data to better understand their customers and create tailored solutions. Overall, Challenger Sale is an invaluable resource for salespeople looking to improve their sales process and close more deals.

Why you should buy

• Understand the importance of challenging customers to think differently about their business.

• Learn how to create a successful sales process that is tailored to the customer's needs.

• Develop the skills to build relationships with customers and create a lasting impact.

• May not be relevant to all SaaS sales strategies

• Focuses on enterprise level sales

• May not be relatable to other SaaS companies

Buy on Google Books ->

How to Win Friends and Influence People

How to Win Friends and Influence People is a timeless classic written by Dale Carnegie. It is a book that has been helping people to build relationships and improve their communication skills since it was first published in 1936. The book provides practical advice on how to make friends, how to influence people, and how to handle difficult conversations. It also offers tips on how to be a better listener, how to be more persuasive, and how to be more confident. The book is filled with stories and anecdotes that illustrate the principles of effective communication. It is an invaluable resource for anyone looking to improve their relationships and communication skills.

Why you should buy

• Learn how to build relationships with customers and colleagues to increase trust and loyalty.

• Understand how to effectively communicate with others to create positive outcomes.

• Develop the skills to influence people and create a successful business.

• Focuses on personal relationships rather than business

• May not be relevant to SaaS

• Limited focus on sales and marketing

Buy on Google Books ->

Zig Ziglar’s Secrets of Closing the Sale

Zig Ziglar’s Secrets of Closing the Sale is a must-read for anyone looking to improve their sales skills. This book provides readers with the tools and techniques needed to become successful in sales. It covers topics such as how to build relationships with customers, how to create a sales pitch, and how to handle objections. Ziglar also provides tips on how to stay motivated and how to stay focused on the goal. He also provides advice on how to handle difficult customers and how to close the sale. This book is an invaluable resource for anyone looking to become a successful salesperson. It is filled with practical advice and strategies that can be applied to any sales situation. Zig Ziglar’s Secrets of Closing the Sale is a must-read for anyone looking to improve their sales skills.

Why you should buy

• Understand the psychology of sales and how to use it to close deals.

• Learn how to identify customer needs and tailor your sales pitch accordingly.

• Develop the confidence and skills to close more sales.

• Not focused on SaaS sales

• No advice on digital marketing

• No insights into customer retention

Buy on Google Books ->

Influence by Robert Cialdini

Influence by Robert Cialdini is a must-read for anyone looking to understand the psychology of persuasion. Through his research, Cialdini reveals the six universal principles of influence that drive human behavior. He explains how these principles can be used to influence people’s decisions and actions, and how to protect yourself from being manipulated. Cialdini’s book is filled with fascinating stories and examples that illustrate the power of influence. He explains how to use the principles of influence to become a more effective leader, negotiator, and salesperson. He also provides insight into how to recognize and resist manipulation. Influence is an essential read for anyone looking to understand the psychology of persuasion and how to use it to their advantage.

Why you should buy

• Understand the psychology of persuasion and how to use it to increase customer acquisition and retention.

• Learn how to create an environment that encourages customers to make decisions in your favor.

• Discover the six principles of influence and how to use them to create a successful SaaS business.

• Not applicable to SaaS businesses

• Too focused on traditional marketing tactics

• Not enough practical advice for SaaS founders

Buy on Google Books ->

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Sales EQ is a must-read for anyone looking to take their sales performance to the next level. Written by Jeb Blount, a renowned sales expert, this book provides an in-depth look at how ultra-high performers leverage sales-specific emotional intelligence to close complex deals. Blount explains the importance of understanding the customer’s needs and emotions, and how to use this knowledge to build trust and create a successful sales experience. He also provides practical advice on how to develop the skills necessary to become an effective salesperson, such as active listening, effective communication, and problem-solving. Sales EQ is an invaluable resource for anyone looking to become a top-performing salesperson. It provides the tools and strategies needed to close complex deals and build long-term relationships with customers.

Why you should buy

• Understand the psychology of sales and how to use it to close complex deals.

• Learn how to build relationships with customers and create a positive customer experience.

• Develop the emotional intelligence skills needed to be an effective salesperson.

• Not focused on SaaS sales

• No practical advice on how to close deals

• No insights into the SaaS market

Buy on Google Books ->

To Sell is Human by Daniel Pink

To Sell is Human by Daniel Pink is a book that explores the changing nature of sales and how it affects our lives. It looks at how the traditional notion of sales has shifted from a transactional process to a more collaborative one. Pink argues that everyone is in sales, whether they realize it or not, and that the ability to persuade, influence, and motivate others is a key skill in the modern world. He provides practical advice on how to become a better salesperson, including how to build relationships, create trust, and use storytelling to make a sale. He also examines the ethical implications of selling and how to ensure that the process is fair and beneficial for all parties involved. To Sell is Human is an essential read for anyone looking to understand the changing nature of sales and how to make the most of it.

Why you should buy

• Understand the psychology of selling and how to use it to your advantage.

• Learn how to use storytelling to engage customers and build relationships.

• Discover how to use data to inform your sales strategy and increase conversions.

• Not focused on SaaS businesses

• No advice on pricing strategies

• No guidance on customer acquisition

Buy on Google Books ->

Never split the difference by Chris Voss

Never Split the Difference by Chris Voss is a must-read for anyone looking to improve their negotiation skills. Voss, a former FBI hostage negotiator, shares his expertise and experience in this book, providing readers with the tools and strategies they need to become better negotiators. He explains the importance of understanding the other person's perspective, using empathy to build trust, and how to use silence to your advantage. He also provides tips on how to recognize and respond to verbal and nonverbal cues, how to create win-win scenarios, and how to handle difficult conversations. With Voss's guidance, readers will be able to develop their negotiation skills and become more successful in their personal and professional lives.

Why you should buy

• Understand the power of negotiation and how to use it to your advantage.

• Learn how to create a win-win situation for both parties.

• Develop the ability to read people and anticipate their needs.

• Not focused on SaaS business models

• No advice on pricing strategies

• No guidance on customer acquisition

Buy on Google Books ->