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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


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B2B Marketing and Sales Books: What's On Your Summer Reading List?

  
  
  
The Catcher in the Rye. Moby Dick. Pride and Prejudice. The Grapes of Wrath. A Tale of Two Cities.

If there's one thing those books have in common for me, it's that they were part of my high school summer reading lists. Remember those? You'd receive a list of books before the end of your school year that you'd have to read in preparation for the next school year.

Maybe you were excited by all of that reading; maybe you weren't. Maybe you cleared your list well before summer's end, or maybe you were running to the local bookstore to find the Cliffs Notes versions of the books on your list (not that I know anything about that). Since we're so close to the beginning of summer, I thought I'd share with you what should be on every good B2B marketing and sales careerist's list this summer. It's a bit more geared to the marketer, but every good sales professional is their own marketer too.

If you're reading this and you've just graduated from college hoping to find yourself in sales and marketing, take heed! This list is the tip of the iceberg for you. If you're like me and you've read these books, take heed and read them again; they're just that good. Note that all of the links are to Amazon, should you choose to purchase them.

 B2B Books The New Rules of Marketing and PRThe New Rules of Marketing and PR, 2nd Edition - David Meerman Scott's book on completely changing the way marketing and PR is handled effectively today. David's book is worth reading time and again to be reminded of how the Internet and social media can radically improve your business. This book is a Marketing 401 class in 320 pages.
B2B Books Inbound MarketingInbound Marketing: Get Found Using Google, Social Media, and Blogs - Written by the founders of HubSpot, Brian Halligan and Dharmesh Shah, Inbound Marketing delivers on its promise to get your organization found. Brian and Dharmesh talk about just what "inbound marketing" is, how you can get found by the prospects you want to do business with, and how to convert those prospects into customers.
B2B Books SNAP Selling
SNAP Selling - Jill Konrath's latest book is a must-read. This new book teaches its readers how to better handle prospects who, today, have shrinking budgets and more "to-do's" on their plates than they've ever had before. Oh yeah, and she teaches you how to close them, too. Jill is a master saleswoman, and she artfully delivers a message to improve the sales processes of her readers.
B2B Books Ogilvy on AdvertisingOgilvy on Advertising - David Ogilvy's book, now celebrating its 25th year in print, is a classic and one that I revisit time and again. Ogilvy teaches that advertisement is salesmanship, and he couldn't be more right. His lessons on buyer personas (though not necessarily called that) are just as relevant today as they've ever been. In fact, he calls out the lazy marketers who do not go about this process and warns about "skidding about on what my brother Francis called 'the slippery slope of irrelevant brilliance.'"
 B2B Books eMarketing for the Complex SaleeMarketing Strategies for the Complex Sale - Ardath Albee's book on eMarketing is a great book that teaches its readers how to differentiate themselves from every other organization in their space. Ardath sets a great tone throughout the book, and the lessons in the book aren't just things marketers should be doing but rather things they must be doing. Ardath spends a considerable amount of time discussing what she calls "Contagious Content," and with good reason - she understands the importance of content that spurs the prospect to move from reading to engaging.
 B2B Books Digital Body LanguageDigital Body Language - Steven Woods' book explores how today's marketers can market better to their target audiences, taking into consideration all of the intricacies of 21st century sales and sales processes. Woods' idea that marketers and sales folks can now "read" a prospect's digital body language (i.e. their web  behavior) is on point and is sure to help shape readers' effectiveness in their chosen professions. Pick this one up.
  

Obviously there are more books that I could place on the B2B Sales and Marketing summer reading list, but these are my "must reads." What about you? What would you add to the list?


13 Top Books for CMOs - Recommended by The CMO Club

  
  
  

Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list:

  1. Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth
  2. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant
  3. Business Stripped Bare: Adventures of a Global Entrepreneur
  4. Clued In: How to Keep Customers Coming Back Again and Again

  5. Crucial Conversations: Tools for Talking When Stakes are High

  6. Leading Change
  7. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact
  8. Market Driven Strategy: Processes for Creating Value
  9. Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers
  10. Talent Is Overrated: What Really Separates World-Class Performers from Everybody Else
  11. The End of Marketing as We Know It
  12. The New Influencers: A Marketer's Guide to the New Social Media
  13. Tuned In: Uncover the Extraordinary Opportunities That Lead to Business Breakthroughs
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