Top Audio Books for B2B Sales

 Ever wondered how many different qualities or skills a salesperson ought to have, to have a good career? Business-to- business (B2B) sales require more effort, as closing a sale is more complex and time-consuming than a selling to individuals. As Salespeople have a busy schedule, they need to find efficient ways to learn new things and improve their sales techniques.

Typically, salespeople are usually good at one or more stages of sales (prospecting, communication with the leads and closing). Rarely one can find a salesperson who is really good at every stage of sales. Mastering all the three stages is what gives you the definite chance for succeeding in B2B sales. So how should the issue of time be resolved?

The one-point solution to this problem is Audiobooks. It is simply an audio recording of a book. You can listen to these audio books at the most inconvenient situations- travelling in a bus, waiting for a client, cooking, etc. All that is needed is a smart-device and a pair of headphones. Here are a few audiobooks that would help any salesperson master different stages of B2B sales.

For anyone who is new to B2B sales, these books can be a good place to start learning about sales. These books will provide a great foundation to lead a successful career in B2B sales.


Prospecting:

Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

 

 

Author: Jeb Blount

In this most comprehensive book about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity with good prospecting. This book is very practical, oriented with a detailed explanation of processes and templates for efficient prospecting. It teaches how to use the data from different prospecting sources to manage sales pipeline better. Mr Jeb also discusses the typical mistakes that are ignored for being too small or silly but are very important to be corrected or better yet, avoided in sales.

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

 

 

Author: Mark Hunter

Merging new strategies with proven practices, this book will help you find better leads and qualify them quickly. This book mainly focuses on C-Suite selling and also covers the best advice on selling to senior management. It also talks about the usage of social media for prospecting. It is one of the highest rated sales books on Amazon.com for its methods and strategies to identify and target the right prospects.

Communication:

Crucial Conversations: Tools for Talking When Stakes are High, Second Edition

 

  Author: Kerry Patterson

A conversation becomes a crucial conversation when opinions vary when emotions are high and when the stakes are high. This not only applies to professional life but also to the personal life of every individual. This book gives the tools required to deal with conversations that have too many parties with conflicting opinions. The easy language and explanation with examples related to everyday conversation makes this book very catchy and interesting.

How To Talk To Anyone, Anytime, Anywhere: The Secrets of Good Communication

 

Author: Larry King

In his book, the successful television/radio host Larry King, talks about the importance of good communication in a person’s life. From his radio and TV show experiences, he derives tips and suggestions helpful to the readers to become better at getting their point across. The book explains the whole point of communication with the help of stories and anecdotes from the author’s life.

Closing:

 Secrets of a Master Closer: A Simpler, Easier, and Faster Way to Sell Anything to Anyone, Anytime, Anywhere

 

Author:  Mike Kaplan

This book is an easy-to-understand, step by step guide for closing a deal under any circumstance. The author explains different steps, that when ignored, come in the way of closing a deal. The best thing about this book is that it comes with homework and exercises that improve the methods of closing of a salesperson. A substitute to this book could possibly be: ‘How I Raised Myself From Failure to Success in Selling’, which includes some advanced methods and topics related to sales.

Secret of Closing the Sale

 

Author: Zig Ziglar

Written on the concept of everyday sales, this book is meant for everybody and just not for sales professionals. The author quotes some real life stories and experiences to acquaint the reader with different closing techniques. It also includes techniques that might be outdated but can be used as references to deal with objections that every salesperson comes across every day. Along with that, he talks about the importance of integrity in sales. That is what makes it a “must read” for every sales person.This book is best suited for service based company professionals.

Apart from the ones mentioned above, here are a few general qualities that help a salesperson to improve. These audiobooks are numbered in the classics of good-read.

Classics/General/Others:

 The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

 

Author: Brian Tracy

Sales people have become millionaires as a result of listening to and applying Brian Tracy’s ideas more than from any other sales training process ever developed. This book covers almost everything about sales. Right from the basics of sales to understanding the mentality to win in sales, this book has it all. Even though it doesn’t cover everything in detail, it is one the best books for people trying to build a career in sales.

 Sales Management:

Sales Management. Simplified: The Straight Truth About Getting Exceptional Results from Your Sales Team:

 

Author: Jeff Thull

With advice and anecdotes all along, this book has made its place into the must-read list of every Sales Manager. Veterans and beginners alike benefit a lot from this book. It mainly focuses on building a supercharged culture in sales teams, hiring and retaining the talent, how to lead sales meetings and how to mentor salespeople. It also emphasises on developing framework and roadmap for managing sales teams with the help of management tips and tools.

Time Management made simple

 

Author: Brian Tracy

 

As the name suggests, this book talks about making the optimum use of the time available to a person, especially a salesperson. It highlights the importance of being focused on the job instead of whiling away time on unproductive things. Avoiding procrastination is one the first steps to efficiently utilise time, according to the Mr. Tracy. The book elaborates steps that are to be followed to reach the set target within the time frame. The important points of the discussion are repeated by the author so that they can be clearly remembered.


Finally, it is important to master all the stages of B2B sales to improve their sales numbers. The more one works with them, the better they will get at reaching their sales objectives. These audiobooks will undoubtedly have an impact on one’s career.

 
 
 
 Note: Amulya Reddy Padira contributed equally to this article.