B2B Reads: Consultative Selling, Leadership Lessons From TV, and More


In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

Answering Your Questions About Consultative Selling by Anthony Iannarino
A consultative selling approach is one in which the salesperson provides their clients with good counsel, excellent advice, and recommendations on how to pursue the better results they need. This effective approach helps a consultative salesperson to perform well in an initial conversation.

The Secret to Selling More? Just Be Human by David Priemer
Infusing your personality into the sales process may seem daunting, especially if you are new to the role or territory, but it can be a very powerful approach for making an indelible emotional impact on your customer quickly. Here’s some tips to do so in digitial selling.

Write Like You Talk: 12 Tips for Conversational Content by Darek Black
Rumor has it that your brand’s content must be dryer than sand to attract interested readers, but the truth is that our content is a conversation with our readers. Black offers tips for engaging content.

The Essential Guide to Improving Your Sales Conversion Rate by Vanja Maganjić
Improving your sales conversion rate is a joint effort between marketing and sales. By squeezing more conversions out of existing traffic and leads, a business can set itself on a long-term growth path.

“Succession” lesson: Using your own product by Denise Lee Yohn
As a business leader, you must personally and regularly undergo the entire customer experience of your company as an actual customer would. This will help focus your attention on the most important aspects of your business, including understanding your customers and engaging your employees.

How to Identify Internal Champions to Close More Deals in B2B by Steli Efti
An internal champion is an employee at your prospect’s organization who’s also a passionate ambassador for your product. By building a relationship with them, you can use their internal influence to gain momentum in the buying process, gain intel about the company and make introductions to key decision-makers.

Podcast: The Human-Centered Approach to Sales With Andy Paul by Paul Fuller
Despite the millions of salespeople and methodologies out there, Andy stresses the value of authenticity and finding one’s unique selling style. He also emphasizes the importance of building emotional connections and trust with buyers, rather than relying solely on sales tactics and product knowledge.