Top Four Sales Process Books for Sales Professionals

The complexity of B2B sales requires that you have an effective strategy and overarching approach for consistent success. Continuing my series on professional sales education, here are four books I recommend that every B2B sales professional should read.

I’ve previously posted detailed reviews, which you can access here:

Consultative Selling, by Mack Hanan

This is the granddaddy of all sales process books, first published in 1970 and still relevant today.

The Challenger Sale, by Matthew Dixon and Brent Adamson

How to teach, tailor, and take control of the sales process.

Beyond the Sales Process, by Dave Stein and Steve Andersen

There is a lot of work you should be doing before and after the actual sales process.

Bottom-Line Selling, by Jack Malcolm

Regardless of methodology, you still need to connect your solution to measurable business improvements.