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Three Must Read Books to Improve Sales and Marketing 2012 Results

  
  
  
If you haven't read these three books yet, the good news is there is still time to read them and make an impact on sales and marketing performance in 2012. Welcome back to work and have a great 2012.

The Challenger Sale

This is an important book for B2B sales and marketing and will be of interest to sales andchallenger sale marketing leadership as well as sales professionals. The research in this book has uncovered new insights into what works in our current B2B buying climate and debunks a lot of commonly held views and practices. 

You are going to hear a lot about the Challenger style of selling in 2012 and beyond as it is the most effective mode of selling complex B2B products and services.

The good news is that Challenger Selling is a behaviour and skill-set that can be learned and with the appropriate messaging and whiteboarding skills, anyone who wants to, can achieve Challenger Sale results.
Here you can read a more in-depth review of The Challenger Sale.

Predictable Revenue

This is a powerful little book that caught me by surprise and I have to thank co-authorpredictable revenue Marylou Tyler for sending it to me, as I am confident that it will have an impact on my own sales results in 2012.

This book is for sales VPs' or operations executives responsible for growing sales revenue.
If you are in B2B sales and your team generates inbound leads, there is a system in this book that will help you generate new business by systematically mining your cold leads far more effectively than through cold calling new prospects.

What's really exciting is that you can begin to explore this method with just one person and build it as you prove to yourself and your management team that it works.

The approach was pioneered at Salesforce.com by Aaron Ross and has been implemented very successfully at fast growing companies like HubSpot and many others. When I saw HubSpot's VP Sales, Mark Roberge endorse Predictable Revenue on YouTube, I took notice and so should you.

Conversations that Win the Complex Sale

This book was written by a competitor of mine Tim Riesterer and co-writerconversations that win the complex sale Erik Peterson and I recommend it for both marketing and sales professionals wanting to differentiate their sales conversations and make more impact in sales calls.

This is Tim's second book and like his first is themed around creating messaging that drives effective sales conversations in B2B selling. I like this book for the technique and integration of well researched ideas like visual storytellingthe hero's journey, leading with a distinct point of view, creating tension and contrast.

Comments

These look like great books. I think I will start with "Predictable Revenue." This is always a topic that hits home with me and other business owners. 
Thanks for sharing, 
AJ
Posted @ Wednesday, January 04, 2012 10:53 AM by AJ
Thanks AJ, Whats interesting is that the ideas in Predictable Revenue are in use at Hubspot and Mark Roberge is a big fan...that was enough for me.
Posted @ Wednesday, January 04, 2012 11:37 AM by Mark Gibson
Mark, 
 
Good post! I have worked with the Sales Leadership Council and find the Challenger sales model to be seminal work in professional selling.  
 
Similarly, Tim's book is a grate read; CV's Programs are also top shelf. 
 
Cheers! 
 
JPM
Posted @ Thursday, January 05, 2012 3:32 PM by John Morgan
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