It is common, both in our personal and professional lives, to feel overwhelmed when we face professional and business challenges for the first time. Facing the unknown is one of the most complex tasks for human beings because they have to project themselves into an uncertain future without having past references that are solid enough to project themselves into.
“Am I making the right decisions? Do I have the necessary tools to solve a particular problem? Are there best practices in this discipline that help me better understand which path to follow? ”
These and many other questions can be a reason for reflection in the face of this new scenario, in the face of this step forward that we must take at a certain moment for which we do not have the previous baggage to hold on to.
In the particular case at hand, when we talk about business development , especially in mass businesses and industries, such as those based on end consumers, i.e. Business to Customer ( B2C ) or in the transformation of the FMCG (Fast Moving Consumer Goods) industry, considered B2B2C, we have multiple sources of information and references to consult. Success stories, company histories, multiple industries, development strategies, major marketing campaigns, etc., are common in the case methods of the major business schools and are the subject of reflection by the world's best marketing authors.
But we don't have that much material if we need information on B2B growth , in particular marketing and sales between organizations, that is, the way in which marketing connections and commercial strategies are vp maintenance email lists established in Business to Business (B2B) . Still, there are already some places to go to in search of sources of information on B2B marketing , mainly in English, for this area of knowledge. Below is my B2B Library that I regularly go to when I need to consult B2B marketing and sales topics.
Content and value proposition
B2B LinkedIn Content Marketing , A proven framework to attract and nurture high-quality B2B leads from scratch; Ricardo Ghekiere & Andrei Zinkevich
The Art of SEO , Mastering search engine optimization; Eric Enge, Stephan Spencer and Jessi C. Stricchiola.
Lean B2B , Build products business want; Etienne Garbugli.
The Lean Startup , How constant innovation creates radically successful businesses; Eric Ries.
B2B Marketing
B2B Marketing: 16 Decisions, 86 Tools ; Marc Diviné.
B2B Marketing Strategy , Differentiate, develop and deliver lasting customer engagement; Heidi Taylor.
Innovative B2B Marketing, New models, processes and theory; Simon Hall.
Growth IQ , 10 Strategies to Boost Your Business Growth; Tiffani Bova.
Smart Pricing , How Google, Priceline and Leading Business use pricing innovation for profitability; Jagmohan Raju & Z. John Zhang.
Account Based Marketing
ABM is B2B , Why B2B Marketing and Sales is Broken and How to Fix it; Sangram Vajre & Eric Spett.
Account-Based Marketing , How to Target and Engage the Companies That Will Grow Your Revenue; Chris Golec, Peter Isaacson & Jessica Fewless.
A practitioner's guide to Account-Based Marketing , Accelerating Growth in strategic accounts; Bev Burgess with Dave Munn.
Account-Based Marketing ABM , Practical tools for self-assessment.
Growth
Driving Demand , Transforming B2B Marketing to Meet the Needs of the Modern Buyer; Carlos Hidalgo.
Predictable Prospecting , How to radically increase your B2B Sales Pipeline; Marylou Tyler and Jeremy Donovan.
Traction , How any startup can achieve explosive customer growth; Gabriel Weinberg and Justin Mares.
Growth Hacking Raymond Fong & Chad Riddersen.
The Hacking Growth Method , What explosive companies like Facebook, Airbnb and Walmart do to become market leaders; Sean Ellis and Morgan Brown.
Growth Hacker Marketing , The future of social media and advertising; Ryan Holiday.
Platforms
Platform Revolution , How networked markets are transforming the economy and how to make them work for you; Geoffrey G. Parker, Marshall W. Van Alstyne & Sangeet Paul Choudary.
Matchmakers , The new economics of multisided platforms; David S. Evans & Richard Schmalensee.
Sales
Sales Management Simplified , The straight truth about getting exceptional results from your sales team; Mike Weinberg.
Cracking the Sales Management Code , The secrets to measuring and managing sales performance; Jason Jordan with Michelle Vazzana.
Hacking Sales , The playbook for building a high-velocity sales machine; Max Altschuler.
Coaching Salespeople into Champions , A tactical playbook for managers and executives; Keith Rosen.
Persusasion , The art of influencing people; James Borg.
Influence , The psychology of persuasion; Robert B. Chialdini.
Customer Success
Customer Success , How Innovative Companies are Reducing Churn and Growing Recurring Revenue; Nick Mehta, Dan Steinman & Lincoln Murphy.
TrailBlazer , The power of business as the greatest platform for change; Marc Benioff.
User and Customer Experience
B2B Customer Experience , A practical guide to delivering exceptional CX; Nick Hague and Paul Hague.
The Elements of User Experience , User-centered design for the web and beyond; Jesse James Garrett
The Customer Experience Book , How to design, measure and improve Customer Experience in your business; Alan Pennington.
Measurement
Market Segmentation , How to do it and how to profit from it; Malcolm McDonald and Ian Dumbar.
Data Driven , Harnessing data and AI to reinvent customer engagement; Tom Chavez, Chris O'Hara and Vivek Vaidya.
Measure what matters , How Google, Bono and the Gates Foundation rock the World with OKRs; John Doerr.