Our Top 5 Sales Books – What You And Your Team Should Be Reading

Whether you’re a sales professional or you’re a small business owner working to close sales on your own, there’s always room to grow your sales skills and knowledge. And while blog posts and other online resources are great, old-fashioned books are still a fantastic resource if you want to sell more effectively.

But where should you start? There are literally tens of thousands of sales books out there that promise to help you gain more prospects, convert them into leads, and close on sales. You can’t read them all, so which ones are the best? Here’s a short overview of five of our favorite sales books:

1. The Challenger Sale

• Who wrote it? Brent Adamson and Matthew Dixon. They both are frequent contributors to Harvard Business Review. Matt is also the founder of DCM Insights, a boutique sales consultancy, and Brent has spent more than 20 years as an executive at CEB (now Gartner), where he now works as their Global Head of Research and Communities at Ecosystems.

• What’s it about? The Challenger Sale is based on one of the most exhaustive, in-depth studies of the sales field ever performed. The study found that there are five primary “archetypes” of salespeople – and while all can deliver results, only one, “The Challenger” delivers the very best results. Rather than being apologetic or relying primarily on “canned” sales pitches, Challengers are assertive, focused on solving client problems, and always stay in control while making a sale. 

• Why should I read it? The Challenger Sale has tons of great, B2B-focused sales insights – as well as strategies, tools, and principles that you can use to adopt the namesake “Challenger” style of selling at your own business. Adamson and Dixon back up their insights with tons of data and research, and the writing style is straightforward, simple, and easy to understand.

2. Purple Cow

• Who wrote it? Seth Godin, an author and entrepreneur best known for founding Yoyodyne, an interactive marketing agency, during the “Dot Com” boom era, as well as the revenue-sharing blogging site Squidoo in 2006. He’s written more than 20 best-selling books and eBooks, which have been translated into 38+ languages.

• What’s it about? As the name implies, Purple Cow is all about how you can make your company, your products, and your services stand out from your competitors – just like a purple cow would be unique, unexpected, and eye-catching in a field of normal cows.

• Why should I read it? Purple Cow focuses on actionable steps that help you iterate and innovate to create a truly remarkable and memorable product. If you feel like your products or services are being overlooked in a crowded B2B environment, this book is a powerful resource that can help you come up with an innovative sales strategy to set your business apart.

3. A Closing Culture

• Who wrote it? Josh Harcus. Among other ventures, he’s the founder and CEO of Hüify, which focuses on inbound marketing and sales. He also serves as the Chief Revenue Officer of Trackable and on the board of advisors for Dmanna.

• What’s it about? A Closing Culture focuses on bringing your marketing and sales teams together to deliver better results. In the book, Harcus argues that these teams which are often “siloed” need to integrate with each other to provide the best possible results.

• Why should I read it? If you’re having trouble keeping your sales and marketing efforts aligned, A Closing Culture is an invaluable resource. It includes actionable steps and strategies that help you overcome the “sales and marketing wall,” synergize your sales and marketing strategies, and close more deals.

4. The Art Of Work

• Who wrote it? Jeff Goins, who is a blogger, speaker, and writer known for founding Tribe Writers, an online writing community and educational platform. He’s contributed to major publications including Business Insider, the New York Observer, and Fast Company, among others.

• What’s it about? The Art of Work is about finding your “calling” – your life’s work, vocation, or “dream job.” It gets deep into discussions about what this may look like, while also identifying steps that can help you unlock your passion, gain motivation, and work toward your dream career or “calling.” 

• Why should I read it? Because life is hard, work can be tough, and you may feel stuck in your career or your position. The Art of Work offers motivation and insights that can help you take the next steps to reach your full potential. It also offers plenty of practical and actionable advice that you can easily implement into your work life.

5. To Sell Is Human

• Who wrote it? Daniel Pink, the author of five New York Times best-sellers including this book, as well as The Power of Regret: How Looking Backward Moves Us Forward, When, A Whole New Mind, and Drive.

• What’s it about? To Sell Is Human argues that alongside the 15 million people working in sales in the United States, the rest of us are also “selling” every day. From teachers encouraging kids to study to parents making children eat their vegetables or workers pitching colleagues and coworkers on new projects, convincing others to do what we want is an everyday occurrence for just about everyone – and we often don’t realize it.

• Why should I read it? Along with an interesting perspective on selling, To Sell Is Human offers plenty of resources and insights that help you develop your own strategies and sales skills. Rather than questionable sales tactics, this book helps you sell more effectively by understanding principles of empathy and understanding the perspectives of others.

Get A Fresh Perspective By Reading These Top Sales Books

Whether you’re struggling to sell effectively or you just want to build your skills and gain valuable insights into the modern world of sales, these five books are all great options. Grab one (or all of them) from your favorite bookstore today, start reading, and see how you can change your perspective on sales.

8 Influencers to Follow for Great Sales Content

In the fast-paced world of sales, staying updated with the latest trends, techniques, and insights is crucial. One of the best ways to stay ahead of the curve is by following influential voices in the sales and marketing space. These influencers offer a wealth of knowledge, practical tips, and inspiration to help you elevate your sales game. Here are the top influencers you should follow for great sales content:

1. Jill Konrath

Jill Konrath is a sales strategist, speaker, and author known for her expertise in complex sales and selling to big companies. Her insights are particularly valuable for those looking to streamline their sales processes and close more deals. Konrath's content often focuses on practical strategies that can be implemented immediately.

• LinkedIn: Jill Konrath

• Twitter: @jillkonrath

2. Gary Vaynerchuk

Gary Vaynerchuk, or GaryVee, is a household name in the world of marketing and sales. He is a master of digital marketing and personal branding, and his no-nonsense advice has helped countless sales professionals and entrepreneurs. GaryVee’s content is motivational and packed with actionable tips on using social media and other digital platforms to boost sales.

• LinkedIn: Gary Vaynerchuk

• Twitter: @garyvee

• Instagram: @garyvee

3. Grant Cardone

Grant Cardone is a sales trainer, speaker, and author with a focus on real estate and sales strategies. He is known for his aggressive sales tactics and 10X rule, which encourages salespeople to aim ten times higher than their original goals. Cardone’s content is ideal for those looking to push beyond their limits and achieve exceptional sales results.

• LinkedIn: Grant Cardone

• Twitter: @GrantCardone

• Instagram: @grantcardone

4. Anthony Iannarino

Anthony Iannarino is a sales leader, speaker, and author known for his expertise in B2B sales and complex sales processes. His content often revolves around building strong relationships with clients and mastering the consultative selling approach. Iannarino provides deep insights into the mindset and skills required to succeed in today’s competitive sales landscape.

• LinkedIn: Anthony Iannarino

• Twitter: @iannarino

5. Jeb Blount

Jeb Blount is a sales acceleration specialist, speaker, and author. He focuses on a variety of sales topics, including prospecting, sales management, and customer experience. Blount’s insights are practical and cover a wide range of sales challenges, making his content highly valuable for sales professionals at all levels.

• LinkedIn: Jeb Blount

• Twitter: @SalesGravy

6. Trish Bertuzzi

Trish Bertuzzi is the founder of The Bridge Group, Inc. and a thought leader in inside sales, sales development, and account-based sales. Her content is particularly useful for sales leaders looking to build and manage high-performing sales teams. Bertuzzi’s data-driven approach and industry expertise make her a must-follow for sales managers.

• LinkedIn: Trish Bertuzzi

• Twitter: @bridgegroupinc

7. John Barrows

John Barrows is a sales trainer and consultant who provides sales training to some of the world’s leading companies. His content focuses on practical sales techniques, prospecting, and closing deals. Barrows’ straightforward approach and real-world examples make his advice easy to understand and apply.

• LinkedIn: John Barrows

• Twitter: @JohnMBarrows

8. Tiffani Bova

Tiffani Bova is a sales evangelist at Salesforce and a former Gartner analyst. She is known for her insights on sales innovation and customer experience. Bova’s content is invaluable for sales professionals looking to leverage technology and data to improve their sales strategies.

• LinkedIn: Tiffani Bova

• Twitter: @Tiffani_Bova

Conclusion

Following these influencers can provide you with the inspiration, knowledge, and practical advice needed to excel in sales. Their diverse expertise and innovative approaches can help you stay ahead in the ever-evolving sales landscape. Make sure to follow them on social media, subscribe to their newsletters, and engage with their content to continuously improve your sales skills and strategies.

Our Top 7 Favorite B2B Lead Generation Tools and Software in 2024

Looking to boost your B2B lead generation efforts? With the right tools and software, it’s easier than ever to find new leads, reach out to them, and convert them into paying customers. What should you be using at your business? In this blog, we’ll give you a quick overview of a few of the tools we love to use. Check them out!

1. Zoominfo

Zoominfo’s flagship product is a robust search engine for B2B contact information. If you’re looking to find qualified leads, their affordable search tools make it easy to find the right contacts based on their industry, company size, job title, and more.

They also offer a full suite of marketing software for sales, marketing, operations, and even the new AI-driven “Zoominfo Copilot,” which helps deliver insights that make it easier to qualify leads and make a sale.

2. LinkedIn

From reading the latest industry insights to researching the roles and job histories of potential leads or even reaching out directly through InMail or posting LinkedIn Ads, LinkedIn is an absolutely essential tool for B2B lead generation. With more than 1 billion members and a highly-active community, LinkedIn should always be part of your B2B lead generation strategy.

3. Google Workspace

We use Google Suite as our primary productivity tool. It offers a simple user interface, automatic cloud backups, a fantastic email experience, a fantastic calendar, video meeting support with Google Chat, and so many other tools that help you and your team stay organized. It’s quite affordable, too, even for larger teams.

4. HubSpot

HubSpot is our top choice if you’re looking for CRM (Customer Relationship Management) software. It has powerful features both for inbound and outbound marketing – including a best-in-class lead management system with robust contact and campaign management tools.

And through the Hubspot App Marketplace, HubSpot also has the ability to integrate with more than 1,600 third-party apps and programs including Google Suite, Outlook, Mailchimp, Salesforce, and so many others. No matter what other software tools you’re currently using in your lead generation efforts, there’s a good chance HubSpot can integrate with it for a unified experience.

5. MailChimp

Whether you’re writing a cold email, a newsletter, a survey form, or a promo email for an upcoming conference, MailChimp makes it easy to create sleek, powerful, and appealing emails.

With an intuitive user interface and tons of design tools, your sales and marketing teams can easily create “must-click” emails that maximize open rates, response rates, and overall conversion rates. Other feature highlights include simple A/B testing, powerful automation tools, and the ability to integrate with plenty of other third-party marketing and lead generation apps.

6. Unbounce

Inbound marketing is an important part of B2B lead generation. Once you get a potential lead to visit your website, Unbounce helps you move them down the sales funnel. It offers a wide variety of tools for building landing pages, pop-up offers, creating fillable forms, and more.

Unbounce also helps you collect valuable data about visitors and quickly perform A/B testing, which lets you further refine your marketing efforts and maximize conversion rates. With 100+ templates and an easy-to-use interface, it’s also super easy to get started.

7. Intercom

If you’re not already using a chatbot to help capture leads and answer questions on your website, you should be! A survey done in 2022 showed that integrated chatbots helped increase lead generation rates for 97% of marketers who used them:

• 3% saw no difference

• 14% saw an increase of less than 5%

• 25% saw an increase of 5-10%

• 26% saw an increase of 10-20%

• 17% saw an increase of 20-30%

• 15% saw an increase of 15%

Intercom is a leading provider of customizable AI and chatbot solutions for B2B lead generation. Their chatbots are easy to integrate into your website and are endlessly powerful and flexible – making them a great part of your inbound B2B lead generation strategy.

Power Up With These Top B2B Lead Generation Tools

There’s no magic wand you can wave to bring in more qualified leads and convert them to paying customers. But along with the right B2B lead generation strategy, using the right tools and software can definitely boost your odds of success. Check them out and see which ones may be right for you.

If you’re looking for more help or to outsource lead generation, remember that we are always here for you. With our full suite of B2B inside sales services, we can bring in more qualified leads, convert them to customers, and help your business thrive. Give us a call at (330) 649-8000 or contact us online to learn more about what we do.

10 Actionable Tips to Boost Your B2B Sales Campaign Today

Are you tired of the constant uphill battle to find new clients and close deals? Whether you're looking to fine-tune your strategy or take your campaign to the next level, making a few strategic changes can dramatically increase your chances of success.

And sometimes, all you need to get started is a little inspiration! To help you start on your path to future success, we’ve curated ten actions you can take right now to make your B2B sales campaign more profitable, helping you close deals faster and win more revenue.

1. Put Your Data Analytics Tools to Work

Are you making full use of the data analytics tools available to you? Data drives today’s best sales campaigns. By leveraging analytics tools like Google Analytics or CRM platforms (HubSpot, Salesforce, etc.), you can uncover patterns in buyer behavior that reveal what’s working and where you might be losing traction. Use these insights to adjust your targeting, optimize messaging, and make data-driven decisions at every step.

Some of these tools—like the dashboards you’ll find in your CRM software—are designed specifically for sales and marketing team alignment. They deliver powerful insights that help you understand how your team is working together (or struggling) to engage your leads and close deals.

For instance, tracking where leads drop off in the sales process can reveal if messaging, timing, or targeting needs adjustment. If conversion rates are low at a particular stage, that might signal a need to tweak the offer or timing.

Pro Tip: Set up a dashboard to track key metrics such as conversion rates, lead quality, and sales cycle length. This will keep your team on the same page and allow you to make informed adjustments without losing momentum.

2. Customize Every Message for Maximum Impact

Generic outreach is a thing of the past. Personalized messages have a much higher chance of resonating with prospects, increasing open rates, responses, and engagement. Start by addressing each contact by name, acknowledging their role or company, and tailoring the message to their industry’s unique challenges. The more specific you can be, the better.

Get specific on what your message is about in a concise, straightforward subject line. Then dive right into the nitty-gritty on what problems you aim to solve with your products or services. Bonus points if you get a link to your website hyperlinked to highly-relevant anchor text in the first paragraph.

Why It Works: When prospects feel understood, they’re more likely to engage. With tools like LinkedIn Sales Navigator or email tracking plugins, you can go deeper into personalization, making it clear you understand and can meet their needs.

3. Refine and Highlight Your Unique Value

What sets you apart? An effective value proposition should go beyond features to communicate exactly how your service solves a problem for your target clients. Does it save time? Improve their processes? Drive revenue?

How does your product or service solve problems differently from your competitors? Is it less expensive? More effective? Easier to use? More comprehensive? Communicate the specific benefits that make your solution indispensable.

Quick Exercise: Try boiling your value proposition down to one sentence. Test it with different audiences until it’s clear, compelling, and directly aligned with their needs.

4. Optimize Your Website as a Conversion Machine

First impressions matter, and often, your website is the first interaction potential clients have with your brand. Is your site designed to turn visitors into leads? Make sure you have clear, enticing calls-to-action (CTAs) that address every stage of the customer journey, easy navigation, and valuable resources (such as blogs, white papers, or case studies) that speak directly to your target audience.

There are plenty of free tools that help you track your website’s performance, in addition to some great paid platforms that help you drill down into what your audience is searching for.

3 free tools we love:

GA4

Google Search Console

Microsoft Clarity

Remember: In the B2B space, websites should be built around the needs of decision-makers who value quick, actionable insights. Make it easy for them to understand your offerings, see social proof, and get in touch.

5. Invest in Content That Adds Real Value

High-quality content positions your company as a thought leader in your industry. Consider blog posts, guides, case studies, and whitepapers that address common challenges your clients face. Not only will this content drive organic traffic to your website, but it will also build credibility with your prospects, making it easier to move them through the sales funnel.

Blog content boosts your website’s performance when you post regularly, and you can use this content to help readers understand your brand and search engines understand which parts of your website are most important. Guides, case studies, and whitepapers are all great gated assets that you can use to drive your inbound marketing efforts.

Ideas to Try: Develop a blog series around industry challenges or create a downloadable resource that offers exclusive insights. Share these assets on social media, in your newsletter, or as a follow-up to cold outreach.

6. Use Testimonials and Case Studies to Build Credibility

Trust is essential in B2B sales, where high-value transactions mean high stakes. Showcase the experiences of past or current clients to illustrate the results you’ve achieved. Adding testimonials, success stories, and even client logos on your site and marketing materials can make your value tangible to new prospects.

Use testimonials on your website’s homepage, relevant product pages, and even in your email sequences. Strategically placed, they reinforce trust and provide validation at each stage of the buyer’s journey.

Keep in mind that if you are using your customer’s name or logo, you’ll want to get permission to do so before taking live on your website or in your promotional materials.

For Best Results: Use specific numbers or tangible outcomes in your testimonials, like “increased leads by 50%” or “cut costs by 30%,” so prospects can immediately see the potential impact.

7. Engage on Social Media—Strategically

Social media is a powerful tool for B2B lead generation and engagement. LinkedIn, in particular, can help you connect with decision-makers directly. Share relevant content, participate in industry conversations, and engage with your prospects through meaningful comments and direct messages.

Social media platforms provide a great opportunity to build relationships. Make sure you are posting a mix of engaging content that is useful and entertaining, not just creating another wall of promotional materials.

Social platforms like LinkedIn and Facebook tend to give extra visibility to new features they introduce, like video, polls, or AI tools. Adopting these features early can give you a visibility boost and show that your brand is on the cutting edge.

Use polls to understand your audience’s challenges, post videos highlighting new success stories, and experiment with AI-driven messaging or analytics tools. Embracing new features not only maximizes your reach but also signals to prospects that your business is dynamic and forward-thinking.

Pro Tip: Use LinkedIn Sales Navigator to narrow down high-potential prospects and engage with them personally. This approach can turn your LinkedIn presence into a high-value extension of your sales team.

8. Fine-Tune Your Pitch and Keep Practicing

Your sales pitch should be refined regularly to keep it relevant and resonant. Remember, an effective pitch goes beyond listing features to show how your solution addresses a prospect’s specific needs. Focus on outcomes and frame your solution as a direct answer to their problem.

Schedule regular practice sessions with your team, and make sure you are all up-to-date on the latest intel about your audience and effective sales strategies.

Tip: Record your pitch and listen for areas where you could simplify language or connect better to client pain points. Use team feedback sessions to gather insights and improve your approach.

9. Implement a Thoughtful Lead Nurturing Strategy

Not every lead will be ready to buy on first contact. That’s why it’s essential to nurture leads over time through strategic follow-ups, email drip campaigns, and retargeting ads that keep your brand top-of-mind until they’re ready to take the next step.

This is another place you can put that content you’ve been working on to good use. Send prospects educational marketing materials to help them stay informed and pique their interest. Include links to engaging blogs that position your company as a trusted authority in your industry to build trust.

Try This: Use email sequences to deliver relevant, valuable content to prospects at regular intervals. This keeps them engaged and builds trust while they move through the buying journey.

10. Keep Your Sales Team Up to Date with Training

An informed, motivated sales team is critical to closing deals. Equip your team with regular sales training that covers your offerings, new sales techniques, CRM best practices, and the latest market trends. A knowledgeable sales team inspires confidence and can convey your value proposition more effectively, leading to shorter sales cycles and higher conversion rates.

Bonus Tip: Be intentional with your training. Schedule weekly, monthly, or quarterly workshops that bring together your sales, marketing, and operations teams to discuss wins, challenges, and strategies. This cross-functional approach not only keeps everyone aligned but also uncovers valuable insights and best practices from different perspectives that you might not get in siloed sessions.

Simple Solutions, Tangible Improvement

Implementing even a few of these strategies can have a huge impact on your sales success. Start small, track the results, and watch your B2B campaign become a powerful revenue driver.

Looking for your sales operations to smash your goals now and in the long-run? We can help! From lead generation and appointment setting to end-to-end sales campaign management, we provide the expertise and resources to amplify your growth.

Our team integrates seamlessly with yours, offering everything you need to accelerate your sales without the hassle of hiring or long-term contracts, and our clients close deals worth millions of dollars monthly based on leads we generate. Get in touch to see how we can help you reach your sales goals faster.

Guaranteeing Your Product/Service in a B2B Sales Environment

In a B2B sales environment, offering guarantees can instill confidence in potential clients and differentiate your business from competitors. Guarantees demonstrate your commitment to customer satisfaction and can help overcome objections. Here are some effective guarantees to consider in a B2B sales context:

Satisfaction Guarantee

Offer: A promise that if the customer is not satisfied with the product or service, you will work to resolve the issue or provide a refund.

Benefits: Builds trust and reassures clients that you are committed to delivering value.

Example: At Incept Grows, we offer a 30-day satisfaction guarantee for our sales outsourcing services. If you're not satisfied with the results within the first month, we'll work tirelessly to address your concerns or provide a refund.

Performance Guarantee

Offer: Assurance that the product or service will meet certain performance metrics or deliver specific outcomes within a defined timeframe.

Benefits: Demonstrates confidence in your offerings and aligns expectations for measurable results.

Example: Our performance guarantee ensures that our lead generation services will provide a minimum number of qualified leads each month, or we'll extend the service at no additional cost until the targets are met.

On-Time Delivery Guarantee

Offer: Commitment to delivering products or services within agreed-upon deadlines.

Benefits: Addresses concerns about project timelines and reliability, crucial in industries with time-sensitive requirements.

Example: We guarantee that our market analysis reports will be delivered within the agreed timeframe, helping you make timely business decisions.

Related Post: 5 Ways To Utilize AI Tools Like ChatGPT In B2B Lead Generation

Quality Assurance Guarantee

Offer: Assurance that the products or services will meet specified quality standards, and any defects or deficiencies will be promptly addressed.

Benefits: Establishes a commitment to delivering high-quality solutions and mitigates concerns about subpar performance.

Example: At Incept Grows, our quality assurance guarantee means we thoroughly test and validate our sales strategies to ensure they meet your standards.

Price-Matching Guarantee

Offer: A pledge to match or beat competitors' prices for comparable products or services.

Benefits: Appeals to cost-conscious clients and positions your business as competitive in the market.

Example: We offer a price-matching guarantee to ensure that you receive the best value for our sales solutions compared to any other provider.

Security and Confidentiality Guarantee

Offer: A commitment to maintaining the security and confidentiality of client information, trade secrets, and sensitive data.

Benefits: Assures clients that their proprietary information is in safe hands, fostering trust in your business relationship.

Example: Our security and confidentiality guarantee ensures that all your data is protected with the highest industry standards, giving you peace of mind.

Flexible Contract Terms Guarantee

Offer: Flexibility in adjusting contract terms or scaling services based on changing business needs.

Benefits: Addresses concerns about long-term commitments and demonstrates a willingness to adapt to the client's evolving requirements.

Example: We offer flexible contract terms to accommodate the dynamic needs of your business, whether you need to scale up or down.

Downtime Compensation Guarantee

Offer: Compensation or discounts in the event of unexpected service downtime or disruptions.

Benefits: Provides a financial commitment to minimizing disruptions, particularly in industries where uptime is critical.

Example: If our services experience downtime, we provide compensation to ensure you receive the full value of our service commitment.

Return Policy Guarantee

Offer: A clear and fair return policy for products or services that don't meet the client's expectations.

Benefits: Reduces the perceived risk of making a purchase, especially for clients unfamiliar with your offerings.

Example: Our return policy guarantees a hassle-free process for returning services that don't meet your expectations, ensuring your investment is risk-free.

Lifetime Warranty or Support Guarantee

Offer: Assurance of ongoing support, updates, or warranties for the lifetime of the product or service.

Benefits: Establishes a long-term commitment to the client and encourages a sense of partnership.

Example: We provide lifetime support for our sales strategies, ensuring you have ongoing access to our expertise and updates.

Related Post: How Can I Be a Great Client When I am Outsourcing My Lead Generation?

When implementing guarantees, it's essential to clearly communicate the terms and conditions to clients. Be transparent about what is covered, and ensure that the guarantees align with your company's capabilities and values. Guarantees should not only provide reassurance to clients but also serve as a testament to your confidence in the quality and value of your offerings.