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Top B2B Sales Books to Help You Crush 2022

Posted by IndustrySelect on Wednesday, February 16, 2022



The B2B marketplace is almost unrecognizable. Spurred by the pandemic, sales are rapidly evolving, making it imperative for you to keep up with the changing landscape. Even before the pandemic, B2B buying was becoming increasingly digital.

Gartner reports that customers spend only 17% of their time face-to-face with sales teams. Worse, that 17% covers all suppliers. Sellers share that small slice with their competitors.

Strong sales depend on gaining back access to decision-makers. That means using new techniques and strategies. Fortunately, you can find help from sales and marketing experts. The B2B sales books highlighted here will guide you toward success in the new sales world.

The Top 10 B2B Sales Books for 2022

1. "Tactical LinkedIn Secrets: Dominate in an Age of Noise, Competition and Attention Market Share" by David Cobb. This is Cobb’s first book. It aims to instruct professionals on how to stand out among their peers. Cobb uses LinkedIn as an example to illustrate strategic tactics. The book emphasizes the development of digital skills. It can serve as a guide to job seekers and those searching for a new career. Employers can also use Cobb’s advice to hone their skills.

2. "Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen" by Zoe Chance. Professor Chance teaches "mastering influence and persuasion." Her class is one of the most popular MBA electives at the Yale School of Management. Chance’s business experience includes working as an associate brand manager for Barbie. She’s written a number of papers and has even given a TED Talk.

3. "Influence: Science and Practice" by Robert Cialdini. (new and expanded).As a psychology book, this guide deals with the tactics you can use to convert a prospect to a yes. Cialdini is not offering his advice from an ivory tower. He draws from his experience as a salesperson, fundraiser and advertiser as well as his other positions requiring successful persuasion. His many clients include Google, Microsoft and Coca-Cola.

4. "The Magic of Thinking Big" by David J. Schwartz.The late Schwartz was a professor of marketing at Georgia State University. Although his ideas do not directly address the digital era, he is still a top authority on motivation. If you need a push to strive for what you want despite the current obstacles, this is the book for you.

5. "$100M Offers: How to Make Offers So Good People Feel Stupid Saying No" by Alex Hormozi. Two elements of this book are particularly relevant in these challenging times. Hormozi discusses using scarcity in your offers to induce customers to buy. He also deals with creating enough time pressure for customers to accept your offer immediately.

6. "Building a Story Brand: Clarify Your Message So Customers Will Listen" by Donald Miller. Miller is a New York Times bestselling author of B2B sales books. He describes the elements of powerful stories that teach you how to connect with customers effectively and grow your business. He also shares methods you can use to create powerful messages for websites, brochures and social media.

7. "How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships" by Leil Lowndes. Many of the techniques explored in this book apply beautifully to sales. One method essential to sales at a distance is using your phone as a strong communication tool. In another chapter, he describes how to make a dynamite first impression. With limited opportunities for contact, these tips could be crucial.

8. "The Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence and Success" by Jordan Belfort. Jordan Belfort is the genuine Wolf portrayed by Leonardo DiCaprio in the blockbuster movie "The Wolf of Wall Street." The book reveals the secrets of persuasion that lead to closed sales. All the tips and strategies Belfort offers are real-life tested to yield success.

9. "The Tipping Point: How Little Things Can Make a Big Difference" by Malcolm Gladwell.This New York Times bestseller uses science to describe how a single idea catches the imagination to go viral, a concept vital for digital sales. Gladwell will help you apply the study of human behavior to business and marketing.

10. "The Challenger Sale: Taking Control of the Customer Conversation" by Matthew Dixon and Brent Adamson.This book proposes going beyond building relationships with customers to challenging them. Dixon and Adamson strove to understand the difference in approaches between top-performing sales reps and average ones. They found that reps who fit the profile of a “challenger” consistently delivered the best results. The authors explain how you can become this type of winning rep.

After reading a few of these top B2B sales books, you'll have the knowledge and techniques you need to win over your prospects in the manufacturing industry. 

Looking to reach prospects in manfuacturing? Built on 110 years of industry knowledge, IndustrySelect provides live access to detailed profiles of 460,000 industrial businesses and one million executives contacts. With IndustrySelect you can research your target audience, build a list of ideal prospects and contact them directly at any stage of the buying process. Try a free demo today!


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