Jeb Blount is a sales acceleration specialist who assists sales organizations in rapidly reaching peak performance by optimizing talent, utilizing training to foster a high-performance sales culture, strengthening leadership and coaching abilities, and implementing more effective organizational design.

Fanatical Prospecting is a practical, eye-opening guide for salespeople, sales leaders, entrepreneurs, and executives that explains the why and how of the most crucial activity in sales and business development—prospecting.

The harsh reality is that an empty pipeline is the number one cause of sales failure, and the underlying cause of an empty pipeline is a failure to consistently prospect. Many otherwise capable salespeople and sales organizations continuously underperform by disregarding the prospecting muscle.

Jeb Blount discusses his novel technique to prospecting step by step, demonstrating how it works for real people in the real world with real prospects.

Learn how to use a balanced recruiting process across different prospecting channels to keep the pipeline full of qualified possibilities and prevent painful sales slumps.

Among the best books on B2B sales, Fanatical Prospecting provides top earners' secrets, strategies, and advice. You will discover:

• Why is the 30-Day Rule so important for keeping the pipeline full?
• Understanding the Law of Replacement is essential for preventing sales slumps.
• How to Use the Law of Familiarity to Avoid Rejection and Reduce Prospecting Friction
• The 5 C's of Social Selling and How to Use Them
• How to Use the 5 Step Telephone Framework to Get More Appointments Quickly
• How to use an effective voice mail technique to double call backs
• How to use the effective 4 Step Email Prospecting Framework to write emails that push prospects to answer
• The 7 Step Text Message Prospecting Framework will show you how to get text to work for you.
• There's so much more!

Fanatical Prospecting is jam-packed with the high-powered ideas, techniques, and tools you'll need to fill your pipeline with high-quality leads.

Jeb Blount reveals the genuine secret to increasing sales productivity and money quickly in the most complete book ever written about sales prospecting. You'll have the ability to overcome resistance and objections, schedule more appointments, initiate more sales discussions, and close more deals.

Break free from the anxiety and frustration that is preventing you and your team from prospecting effectively and consistently. It's time to break off the feast or famine sales cycle once and for all!

Author: Jeb Blount

Link to buy: https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752

Ratings: 4.7 out of 5 stars (from 2896 reviews)

Best Sellers Rank: #1,827 in Books

#1 in Business Sales (Books)

#2 in Web Design (Books)

#2 in Telemarketing (Books)

Chris Voss is a world-renowned practitioner and instructor of negotiation skills. He is the founder and principal of The Black Swan Group, a consulting firm that helps Fortune 500 firms navigate tough negotiations.

Tahl Raz discovers big ideas and inspiring stories that inspire people and organizations to change and flourish. He is an award-winning journalist and the co-author of Never Eat Alone, a New York Times best-seller.

Chris Voss joined the FBI after policing the harsh streets of Kansas City, Missouri, where his employment as a hostage negotiator brought him face-to-face with a variety of criminals, including bank robbers and terrorists. He rose to the top of his field as the FBI's primary international kidnapping negotiator. Never Split the Difference transports you into the realm of high-stakes negotiations and inside Voss's mind, showing the abilities that enabled him and his colleagues to succeed where it mattered most: saving lives. He outlines the nine powerful principles—counterintuitive methods and strategies—that you can utilize to become more persuasive in both your business and personal life in this practical book.

You should be prepared for a number of negotiations in your life, such as purchasing a car, negotiating a salary, purchasing a home, renegotiating rent, and deliberating with your partner. Never Split the Difference takes emotional intelligence and intuition to the next level, giving you a competitive advantage in any discussion.

Author: Chris Voss Tahl Raz

Link to buy: https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2

Ratings: 4.8 out of 5 stars (from 26513 reviews)

Best Sellers Rank: #4,297 in Kindle Store

#1 in Business Negotiating (Kindle Store)

#4 in Business Communication Skills

#8 in Business Negotiating (Books)

James Clear is a writer and speaker who focuses on habits, decision making, and lifelong learning. He is the #1 New York Times bestselling author of Atomic Habits. Over 5 million copies of the book have been sold globally, and it has been translated into over 50 languages. Clear is a frequent keynote speaker at Fortune 500 organizations, and his writing has appeared in publications such as Time magazine, the New York Times, the Wall Street Journal, and CBS This Morning.

Whatever your objectives, Atomic Habits provides a tried-and-true foundation for daily improvement. James Clear, one of the world's foremost experts on habit formation, explains practical ways for forming good habits, breaking bad ones, and mastering the small actions that lead to big outcomes.

If you're having problems changing your behaviors, it's not your fault. The issue is with your system. Bad behaviors repeat themselves not because you don't want to change, but because you have the improper changing mechanism. You do not achieve your objectives. You are reduced to the level of your systems. You'll find a tried-and-true strategy that can propel you to new heights.

Clear is well-known for his ability to simplify difficult concepts into simple habits that can be used to daily life and work. He draws on the most proven theories from biology, psychology, and neuroscience in this book to develop an easy-to-follow strategy for making good habits inescapable and bad habits impossible. True anecdotes from Olympic gold medalists, award-winning artists, corporate leaders, life-saving physicians, and star comedians who have used the science of tiny habits to master their trade and jump to the top of their industry will inspire and entertain readers along the way.

Discover how to:

• make time for new habits (even when life gets chaotic);
• overcome a lack of motivation and willpower;
• organize your environment to make success easier;
• get back on track when you get off track;
• ...and much more.
  

Atomic Habits will reshape the way you think about progress and success, and will provide you with the tools and strategies you need to transform your habits—whether you are a team looking to win a championship, an organization looking to redefine an industry, or an individual looking to quit smoking, lose weight, reduce stress, or achieve any other goal.

Author: James Clear

Link to buy: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299/

Ratings: 4.8 out of 5 stars (from 96656 reviews)

Best Sellers Rank: #12 in Books

#2 in Popular Social Psychology & Interactions

#2 in Business Processes & Infrastructure

#2 in Personal Transformation Self-Help

JEB BLOUNT, popularly known as the "hardest working man in sales," is a recognized thought leader on sales, leadership, and customer experience. Fanatical Prospecting, Sales EQ, Objections, and Inked are among his twelve international best-sellers. Jeb and his team help organizations of all sizes increase sales productivity and revenue growth through their global training firm Sales Gravy.

Virtual selling can be difficult. Making human-to-human connections is more difficult. It's natural to be afraid of technology and digital tools. Few of us haven't experienced a surge of anxiety when a video camera is directed at us.

However, virtual selling is effective because it enables you to contact more prospects and customers in less time and at a lesser cost, all while shortening the sales cycle.

The ultimate guide on exploiting video-based technologies and virtual communication channels to engage prospects, enhance pipeline opportunities, and close the deal is Virtual Selling. You'll discover how to integrate video, phone, text, live chat, social media, and direct messaging into your sales process to boost productivity and shorten sales cycles.

In Virtual Selling- one of the best books on B2B sales, Jeb Blount, one of our generation's most well-known sales educators, teaches you:

• How to Use Human Psychology to Increase Your Influence on Video Calls
• The seven technical components of effective video sales calls
• The five human factors that contribute to highly effective video sales calls
• How to Overcome Your Camera Aversion and Always Be Video Ready
• How to give compelling and impactful virtual demonstrations and presentations
• Effective video messaging methods for engaging difficult-to-reach stakeholders
• The Framework for Video Prospecting in Four Steps
• The Five-Step Framework for Telephone Prospecting
• Handling Telephone Prospecting Objections Using the LDA Method
• Frameworks and advanced email prospecting tactics
• How to Use Text Messaging for Prospecting and Communication Down the Pipeline
• The law of familiarity and how it reduces friction in virtual sales
• The 5Cs of Social Selling Why it is critical to master reactive and proactive discussion
• Direct message strategies: the "Swiss Army Knife" of virtual selling
• How to use a hybrid virtual/physical marketing strategy to close transactions faster

As you delve further into these important ideas, and with each new chapter, your confidence in your ability to effectively engage prospects and consumers through virtual communication channels will grow. Your success and income will skyrocket as a result of your newfound confidence.

Following in the footsteps of his best-selling books People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same methods used by his clients—a who's who of the world's most prestigious organizations—in your hands.

Author: Jeb Blount

Link to buy: https://www.amazon.com/Virtual-Selling-Quick-Start-Leveraging-Communication/dp/1119742714/

Ratings: 4.6 out of 5 stars (from 973 reviews)

Best Sellers Rank: #60,133 in Books

#9 in Business Sales (Books)

#17 in Telemarketing (Books)

#34 in Business Marketing

Matthew Dixon is a managing director and Brent Adamson is a senior director with the Sales Executive Council of the Corporate Executive Board in Washington, D.C.

The need to discover what high-performing salespeople are doing that their lower-performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board are investigating the most important skills, behaviors, knowledge, and attitudes for great performance. And what they discovered may be the most shocking revelation in decades to conventional sales expertise.

The Challenger Sale contends, based on a thorough analysis of hundreds of sales people across numerous industries and geographies, that traditional relationship building is a losing strategy, particularly when it comes to selling complicated, large-scale business-to-business solutions. According to the authors' research, every sales representative in the world fits into one of five unique profiles, and while all of these types of reps can produce average sales success, only one-the Challenger-delivers consistently high performance.

Rather than bombarding customers with facts and features about their organization and products, Challengers approach them with unique ideas about how they may save or make money. They personalize their sales message to the customer's individual wants and goals. Rather than caving in to every demand or complaint from the buyer, they are forceful, pushing back when required, and seizing control of the transaction.

The characteristics that distinguish Challengers are repeatable and teachable to the average sales representative. Once you've identified the Challengers in your firm, you can replicate their strategy and spread it throughout your sales staff. The authors illustrate how, with the correct tools, practically any average-performing agent can successfully redefine clients' expectations and create a differentiated purchasing experience, resulting in higher levels of customer loyalty and, eventually, greater growth.

Author: Matthew Dixon and Brent Adamson

Link to buy: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355

Ratings: 4.5 out of 5 stars (from 3628 reviews)

Best Sellers Rank: #3,017 in Books

#13 in Sales & Selling (Books)

#48 in Business Processes & Infrastructure

Dr. Robert B. Cialdini is a renowned behavioral scientist and author. He is the president and CEO of Influence at Work, a company that specializes in live and virtual keynotes, as well as streaming and online corporate training.

Dr. Robert B. Cialdini, the seminal specialist in the subject of influence and persuasion, discusses the psychology of why people say yes and how to use these concepts ethically in business and everyday circumstances in this highly praised New York Times bestseller.

Influence is among the best books on B2B sales.You'll discover the six fundamental principles of persuasion and how to apply them to become a skilled persuader—as well as how to defend oneself against dishonest influence attempts:

• Reciprocation: The internal desire to reciprocate what someone else has given us.
• Promise and Consistency: Once we make a decision or take a stand, we strive hard to follow through on that commitment in order to defend our actions.
• Social Proof: When we are hesitant, we look to comparable people to guide us in the right direction. And the more individuals who take that action, the more we believe it is correct.
• Liking: The proclivity to agree with people we like, as well as the proclivity for others to agree with us if we like them.
• Authority: We are more prone to say "yes" to authority, those with more information, experience, or competence.
• Scarcity: We seek more of what is scarce or declining in supply.

Understanding and applying the six ethical standards is free and deceptively simple. Influence is a complete guide on employing these principles effectively to magnify your power to alter the behavior of others, backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research—as well as a three-year field study on what pushes people to change behavior.

Author: Robert B. Cialdini

Link to buy: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X

Ratings: 4.6 out of 5 stars (from 9678 reviews)

Best Sellers Rank: #8,822 in Books

#22 in Marketing & Consumer Behavior

#48 in Marketing (Books)

#52 in Popular Applied Psychology

Trish is the President and Chief Strategist of The Bridge Group, Inc., a corporation that provides inside sales consulting and implementation. She has pushed sales development and inside sales as a community, professional, and revenue generator for more than two decades.

Raise your hand if your business requires more new consumers. Toplist suspects your hand is up. So this book is for you. The Sales Development Playbook is about high-growth, explosive growth, the kind of growth that weather satellites can observe from space.

Any B2B company's success is directly related to how effectively it acquires fresh pipeline. Sales development is the secret to skyrocketing growth.

Trish Bertuzzi's three decades of practical, hands-on expertise are captured in this book. It outlines six components for developing new pipeline and boosting revenue development through inside sales:

• Strategy provides a framework for matching your sales development strategy to your target market and buyer's journey.
• Specialization tells stories about new ways of thinking. You'll discover how to partition your prospect world, specialize jobs, and put it all together.
  
• Recruiting provides a road map for hiring quickly. Tactics, remuneration, and a foolproof hiring process are all covered in detail.
  
• Retention focuses on what never seems to get enough attention: engaging, developing, and motivating people.
  
• Execution shifts gears, presenting examples and tactics for onboarding, crafting buyer-centric messaging, and designing an effective outreach cadence.
• Finally, Leadership provides practical suggestions on how to lead sales development today. There's a lot to learn about quotas, gauging what matters, and acceleration technology, so we go through them thoroughly.

"This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.", writes Ken Krogue (President of InsideSales.com) in the Foreword.

Author: Trish Bertuzzi

Link to buy: https://www.amazon.com/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039/

Ratings: 4.6 out of 5 stars (from 468 reviews)

Best Sellers Rank: #112,065 in Books

#31 in Telemarketing (Books)

#439 in Sales & Selling (Books)

ALEX GOLDFAYN expands businesses. He is the CEO of the Revenue Growth Consultancy, which works with businesses to create remote and proactive selling systems that generate 10% to 20% more overall sales each year. Manufacturers, distributors, and business-to-business service businesses (usually in mature industries) are among his clients.

Even if you don't have time for an extensive new sales system, 5-Minute Selling gives a proven, easy technique that can double your sales. There is little time for fresh sales strategies when you spend your days racing to take orders and resolve client difficulties. This is the book for you. Alex Goldfayn describes in 5-Minute Selling how thousands of his clients and workshop attendees have created remarkable annual sales growth through brief bursts of action throughout the day. You can increase your sales by 50 to 100 percent by making three-second efforts throughout the day. This book is exactly one of the best books on B2B sales you should read.

The techniques in this book are straightforward but effective:

• You will discover the importance of picking up the phone proactively to call clients and prospects when there is nothing wrong, because nearly no one does this.
• You will receive approaches for selling extra items and services to customers and inquiring about what else they are purchasing elsewhere because nearly no one does this either.
• You will also discover the low-tech but very effective singular impact of the hand-written note.

In a nutshell, 5-Minute Selling is about demonstrating to clients and prospects that we care more about them than our competition by using simple, recurring, lightning-fast, high-value, consistent communications.

Author: Alex Goldfayn

Link to buy: https://www.amazon.com/5-Minute-Selling-Proven-Simple-System/dp/1119687659/

Ratings: 4.6 out of 5 stars (from 150 reviews)

Best Sellers Rank: #291,746 in Books

#39 in Business Sales (Books)

#148 in Accounting (Books)

#184 in Business Marketing

Franklin Lyle (Frank) Bettger (1888-1981) was a self-help author and salesperson. Bettger was successful and went on to write best-selling books such as How I Raised Myself from Failure to Success in Selling and How I Multiplied My Income and Happiness in Selling.

Frank Bettger was a failing insurance salesman when he was twenty-nine. He had a country estate and might have retired by the age of forty. What are the selling secrets that transformed Bettger's life from loss to extraordinary success and recognition as one of America's best paid salesmen?

The solution is contained within How I Raised Myself from Failure to Success in Selling. Bettger shares his own experiences as well as the flawless methods he established and honed. He gives instructive anecdotes and step-by-step instructions for developing the winning salesperson's style, energy, and presence. Whatever you sell, applying Bettger's unique insights on: will make you more productive, profitable, and important to your company.

You will discover:

• The power of enthusiasm
• How to overcome anxiety
• The key phrase for converting a skeptic into an enthusiastic buyer
• The quickest approach to gain confidence
• There are seven golden rules for closing a sale.

Author: Frank Bettger

Link to buy: https://www.amazon.com/Raised-Myself-Failure-Success-Selling/dp/067179437X

Ratings: 4.7 out of 5 stars (from 2388 reviews)

Best Sellers Rank: #15,944 in Books

#65 in Sales & Selling (Books)

#144 in Job Hunting & Career Guides

#334 in Business & Investing Skills

Zig Ziglar, best-selling author See You at the Top is a world-renowned speaker and authority on peak performance. His I CAN course is taught in over 3,000 schools, and hundreds of enterprises and businesses use his CDs, books, and videos to effectively teach their personnel. He has spoken to sales organizations, church groups, schools, and corporations about his biblically based concepts for being a more effective persuader and person.

To be successful, doctors, housewives, preachers, parents, teachers, and others must "sell" their ideas and themselves. Zig Ziglar's Secrets of Closing the Sale by America's top persuasive expert concentrates on the most important portion of the sale—how to get them to say "Yes, I will!"

Zig Ziglar reveals the secrets of his own tried-and-true methods:

• Over 100 successful persuasion closings
• Over 700 inquiries that will open your eyes to fresh options you may have ignored
• How to create word pictures by using your imagination Professional advice from America's top 100 salespeople
  

Open this book and begin learning from Zig Ziglar's Secrets of Closing the Sale, like millions of Americans have done!

Author: Zig Ziglar

Link to buy: https://www.amazon.com/Zig-Ziglars-Secrets-Closing-Sale/dp/0425081028/

Ratings: 4.7 out of 5 stars (from 712 reviews)

Best Sellers Rank: #47,870 in Books

#194 in Sales & Selling (Books)

#594 in Business Motivation & Self-Improvement (Books)

#611 in Motivational Management & Leadership