What the Customer Wants You To Know by Ram Charan
Mastering the Complex Sale by Jeff Thull
Thull outlines his sales process and methodology, called the Prime Process. I recommend this book for two reasons. First, the book really lays out how to differentiate yourself from your competitors as a strong business advantage. Second, Thull has a diagnostic methodology that really helps uncover critical business issues.
These are my five choices. I have read and re-read each of these, as I believe they contain some of the timeless principles for business-to-business sales. But maybe you disagree with my choices. What are your top five and why?
Books link to my Sales MBA store on Amazon.