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B2B Book Club Selection (Vol 6)

Discover game-changing books for B2B sales, customer success, and key account management. Level up your skills and strategies with insights from "Unsticking Deals," "The Innovative Seller," and "The Squiggly Career."

Welcome back to the B2B Book Club, where we explore the most transformative reads in sales, customer success, and key account management. I know your to-do list is a mile long, but believe me when I say these books are worth carving out some “you” time for.

As someone who lives and breathes these topics as a consultant and trainer, I’m always hunting for fresh perspectives and strategies to help my clients (and, full disclosure, myself!) step up their game.

And let me tell you, the books I’ve got lined up for you do just that.

So, let’s dive in and explore the game-changing books I’ve handpicked for you today.

Disclaimer: As an Amazon Associate, I earn from qualifying purchases.

Unsticking Deals: Why Deals Stall, How to Unstick Them, And How to Prevent Them From Sticking in the First Place

Have you ever found yourself banging your head against the wall because a deal you were sure would close just… didn’t?

You’re not alone! In fact, a whopping 40-60% of all sales are lost to no-decision. Crazy, right?

Well, I’ve got some good news for you. James Muir, the guy behind the game-changing book “The Perfect Close,” (which I absolutely loved, by the way – check out my review) has a new book out called “Unsticking Deals: Why Deals Stall, How to Unstick Them, And How to Prevent Them From Sticking in the First Place.

And let me tell you, it’s a must-read for anyone in sales, especially Key Account Managers.

Muir breaks down the three main reasons why deals get stuck and gives you easy-to-follow strategies to get them moving again. He also tackles some of the most common issues that cause deals to stall, like:

  • Not talking to the right people (a.k.a. ineffective stakeholder management)
  • Not having someone on the inside rooting for you (a.k.a. lack of champions)
  • Relationship problems (because let’s face it, people buy from people they like)
  • Clients who just can’t make up their minds (we’ve all been there)
  • Not being clear about what happens next (a.k.a. outcome uncertainty)

Sound familiar? Then this book is definitely worth checking out.

Why Key Account Managers Need This Book?

As a Key Account Manager, you wear a lot of hats. You’re part salesperson, part customer service rep, and part relationship manager. It’s a tough balancing act, and it’s easy for deals to get stuck along the way.

But with the strategies in “Unsticking Deals,” you’ll be able to keep your pipeline moving while still giving your clients the top-notch service they deserve. Plus, by unsticking deals and preventing them from getting stuck in the first place, you could seriously boost your sales and commissions. Who doesn’t want that?

So, if you’re ready to say goodbye to stuck deals and hello to a healthier pipeline, give “Unsticking Deals” a read. 

Unsticking Deals: Why Deals Stall, How to Unstick Them, And Prevent Them From Sticking in the First Place

Master the art of moving stalled deals forward.

The Innovative Seller: Keeping Pace in an AI and Customer-Centric World

Are you tired of the same old sales advice that just doesn’t seem to cut it in today’s fast-paced, AI-driven world? Well, buckle up, because Jake Dunlap’s “The Innovative Seller: Keeping Pace In An AI and Customer-Centric World” is here to shake things up!

This book is like having a wise, slightly quirky, but always on-point sales mentor in your back pocket. Dunlap serves up a buffet of creative solutions to the everyday challenges that salespeople face, from LinkedIn prospecting to cold calling and everything in between. And the best part? He does it all with a sense of humor and a motivational kick that’ll have you pumped up and ready to tackle anything.

But don’t let the fun fool you – this book is packed with proven, actionable strategies that you can start using right away to boost your sales game. Dunlap draws on his decades of experience in sales and sales training to give you the inside scoop on what really works in the trenches.

He also dives into how the sales landscape has changed over the years and what you need to do to stay ahead of the curve. Because let’s face it, the old sales playbook just doesn’t cut it anymore. It’s time to get innovative!

One of the most promising chapters in the book is all about engineering your sales process for speed. Here are some key takeaways:

  • Map the customer journey: Understanding the customer journey is crucial for innovating your sales process. Analyze and optimize every interaction, from the first touchpoint to closing the sale, and recognize different customer personas and their respective paths.
  • Speed is crucial: Modern consumers want quick, frictionless buying experiences. Ditch outdated sales tactics and prioritize speed and efficiency in your sales process.
  • Fast-track your high-intent customers: Tailor the sales experience based on a customer’s level of interest and intent. Vetted leads should be pushed through the process swiftly.
  • Tailored sales experiences lead to better outcomes: Mapping specific customer journeys to different intent levels and personas ensures a tailored experience that can significantly improve conversion rates and customer satisfaction.

Why Key Account Managers Should Read This Book

As a Key Account Manager, you know that AI and machine learning are here to stay. And as the saying goes, AI isn’t going to replace your job, but someone using AI will. Yikes!

But fear not, because “The Innovative Seller” is here to help you harness the power of AI to become an unstoppable KAM force. I recently did a 2-day workshop on how AI can make you more effective and productive, from developing account strategies to handling admin tasks so you can focus on the big-picture stuff. And let me tell you, the possibilities are endless!

This book is the perfect introduction to how AI can help you become a KAM superstar. So, if you want to stay ahead of the game and wow your clients with your cutting-edge skills, give “The Innovative Seller” a read. Your future self will thank you.

The Innovative Seller: Keeping Pace in an AI and Customer-Centric World

Thrive in a world where AI and customer-centricity reign supreme.

The Squiggly Career: Ditch the Ladder, Discover Opportunity, Design Your Career

Are you feeling stuck in your career? Do you find yourself longing for something more, but you’re not quite sure what that “more” is?

If so, you’re not alone. In today’s fast-paced, ever-changing world of work, the idea of a linear career path is becoming a thing of the past. Enter: “The Squiggly Career: Ditch the Ladder, Discover Opportunity, Design Your Career.

This book is like a breath of fresh air for anyone who’s ever felt trapped by the idea of climbing the corporate ladder. Instead, authors Helen Tupper and Sarah Ellis encourage you to embrace the “squiggly” nature of modern careers, where moving between roles, industries, and even entire career paths is becoming the norm.

But how do you navigate this new world of work? “The Squiggly Career” has you covered. Through a series of thought-provoking questions and exercises, you’ll learn how to:

  • Identify your unique strengths and superpowers
  • Clarify your values and what truly matters to you
  • Overcome those pesky confidence gremlins that hold you back
  • Build a support network of people who will cheer you on and help you grow
  • Explore new possibilities and opportunities for your future

This book is packed with insights and inspiration from people who have successfully navigated their own squiggly careers, proving that there’s no one “right” way to do things. It’s all about finding what works for you and having the courage to go after it.

Why Key Account Managers Should Read This Book

As a Key Account Manager, it’s easy to get caught up in the day-to-day demands of your job and lose sight of the bigger picture. But as I always say, “You don’t just have a job, you have a career.” And in today’s world, that career is likely to be anything but linear.

Gone are the days when being good at your job was enough to guarantee recognition and promotion. To stay relevant, challenged, and well-compensated in your field, you need to take a proactive, long-term view of your career.

The Squiggly Career” is the perfect guide for KAMs who want to do just that. By encouraging you to think beyond your current role and explore new possibilities, this book will help you stay ahead of the curve and design a career that truly works for you.

So, if you’re ready to ditch the ladder and embrace the squiggle, give “The Squiggly Career” a read. 

The Squiggly Career: Ditch the Ladder, Discover Opportunity, Design Your Career

Embrace the twists and turns of your career journey.
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