Build genuine friendships with customers—friendships are immune to competition and price negotiation
The Sales Bible: The Ultimate Sales Resource · Jeffrey Gitomer
Ten linked principles that form the foundation of mastery in modern sales
The Sales Bible: The Ultimate Sales Resource · Jeffrey Gitomer
A complete system for winning complex B2B sales through process, not persuasion
The New Strategic Selling · Robert B. Miller, Stephen E. Heiman, and Tad Tuleja
Measure yield at each funnel stage per channel to find and fix your marketing ROI leaks
Inbound Marketing: Get Found Using Google, Social Media, and Blogs · Brian Halligan and Dharmesh Shah
Score leads by engagement signals and nurture the unready until they're sales-qualified
Inbound Marketing: Get Found Using Google, Social Media, and Blogs · Brian Halligan and Dharmesh Shah
Map every account by who really approves vs. who merely recommends
Getting to VITO (The Very Important Top Officer) · Anthony Parinello
Lead with an informed hypothesis of customer needs rather than asking customers to educate you
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Over half of B2B customer loyalty is determined not by what you sell but by how you sell it
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Adapt the teaching message to each stakeholder's specific goals, role, and economic context
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Choreographed six steps that lead customers from insight to your solution as the natural conclusion
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Teach customers something they don't know about their business — then show why only you can fix it
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
The three-part methodology for winning complex B2B sales through constructive tension
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
A data-derived taxonomy that reveals which rep type wins complex sales by a landslide
The Challenger Sale: Taking Control of the Customer Conversation · Matthew Dixon and Brent Adamson
Generate warm leads with interactive assessment scorecards
Scorecard Marketing · Daniel Priestley
Choose your customers strategically to improve margins and competitive position
Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter
Design a customer-centric pipeline from lead generation through qualification to close
Traction · Gabriel Weinberg & Justin Mares