MAPMarket Action Partners

                  Dallas (USA) - Tokyo - London

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B2B Selling

Recommended Books


You need to carefully distinguish between 'selling to consumers' and 'selling to businesses'.  The setting, methods, mentality, and marketing mix are quite different.  The books below all relate to selling to businesses - i.e. B2B selling.


Knowledge is a first step.  Using it is where you get results.  Using often isn't easy.

For help with the using, contact Dan Harris at MAP, dan.harris (at mark)


Your own Mentality about Sales    
Advanced Selling Strategies - chapters 1 to 5   Tracy, Brian.     Fireside / Simon & Schuster, New York, 1993
        Brian's comments on 'the psychology of selling' are an excellent foundation for everything else.
Personal Development    
Maximum Achievement   Tracy, Brian.     Fireside, New York, 1980
How To Win Friends & Influence People   Carnegie, Dale.     Simon & Schuster, New York, 2006
The Seven Habits of Highly Effective People   Covey, Stephen.     Simon & Schuster, New York, 1996
You've Got to be Believed to be Heard   Decker, Bert.     St. Martin's Press, New York, 1999
You Are the Message   Ailes, Roger.     Doubleday, New York, 1997
The Core Sales Process    
Customer Centric Selling   Bosworth, Michael & Holland, John  McGraw-Hill, New York, 2004
Solution Selling   Bosworth, Michael. Irwin Professional Publishing, New York, 1997
ソリュション セリング      Japanese ed: transl by Kiyoshi Sumi. PHP, Tokyo, 1996
Solution Selling: Course workbook   Solution Selling, Inc / Sales Performance Int'l., 2002
Solution Selling: Course workbook in Japanese    
    Japanese ed from IBM Learning Systems, Tokyo
SPIN Selling   Rackham, Neil.     McGraw-Hill, New York, 1996
Target Account Selling  / Workbook provided with course
    The TAS Group (formerly Siebel / Oracle)., , 1996
       from Wilson Learning           workbook & courses in Japanese
Selling Microsoft   Dayton, Doug.     Adams Media, Holbrook, 1992
Consultative Selling   Hanan, Mack.     AMACOM, New York, 1993
Key Account Selling   Hanan, Mack.     AMACOM, New York, 1993
The Accidental Salesperson   Lytle, Chris.     AMACOM, New York, 1996
How Winners Sell   Stein, Dave.     Dearborn Trade Publishing, Chicago
You Can't Teach a Kid to Ride a Bike at a Seminar
    Sandler, David.  Bay Head Publishing, 2000
 The New Strategic Selling   Miller, Robert & Heiman, Stephen.  Business Plus, 2005
法人ホウジン営業エイギョウバイブル   大塚オオツカ寿ヒサシ井坂イサカ智博トモヒロ。 PHP,東京トウキョウ、2006
法人ホウジン営業エイギョウのすべてがわかるホン   高城タカギ幸司コウジ。JMAM,東京トウキョウ、2006
ソリューション営業エイギョウ実践ジッセンテキスト   飯田イイダ一彦カズヒコ山崎ヤマザキ恵司ケイジ日本ニホンコンサルタントグループ、2006
法人ホウジン営業エイギョウのすすめ   野呂ノロ良材リョウザイ。 経済界ケイザイカイ東京トウキョウ、2006
提案テイアン営業エイギョウ   飯塚イイツカ藤雄フジオ。 日本ニホン実業ジツギョウ出版社シュッパンシャ東京トウキョウ、2002
提案テイアン営業エイギョウ成功セイコウキョク   和田ワダソウ。  日本ニホン実業ジツギョウ出版社シュッパンシャ東京トウキョウ、2001
ソリューション営業エイギョウ基本キホン戦略センリャク   高橋タカハシ勝浩カツヒロ。 ダイヤモンドシャ東京トウキョウ、2005
Lead Generation / Overall    
Lead Generation for the Complex Sale   Carroll, Brian.     McGraw-Hill, New York, 2006
Selling Against the Goal   Lee, Kendra.     Dearborn Trade Publishing, Chicago, 2005
Book Yourself Solid   Port, Michael.     John Wiley & Sons, New York, 1998
How to Work a Room   RoAne, Susan. Shapolsky, New York, 1988
新規シンキ顧客コキャクつけカタとしカタ   平松ヒラマツ陽一ヨウイチ。 かんき出版シュッパン東京トウキョウ1997
Lead Generation: "Cold Calling"    
   A major schism exists about 'cold calling'  Some swear by it, some swear at it.  Take your pick.
Complete Idiot's Guide to Cold Calling   Rosen, Keith                                                        Alpha Books (Penguin), New York, 2004
The Power to Get In   Boylan, Michael.     St. Martin's Griffin, New York, 1987
Stop Cold Calling Forever   Parinello, Anthony.     Entrepreneur Press, 2005
I'll Get Back to You   Shook, Robert, and Eric Yaverbaum.     McGraw-Hill, New York, 1996
How to Sell More in Less Time   Sobczak, Art.  Business by Phone, Omaha NE, 2001
Lead Generation: Referrals    
Business by Referral   Misner, Ivan & Davis, Robert.     Bard Press, Austin TX, 1995
Never Eat Alone   Ferrazi, Keith.   Currency/Doubleday, New York, 2005
Creating a Million Dollar a Year Sales Income   McCord, Paul.  John Wiley & Sons, New York, 2007
Never Cold Call Again   Rumbauskas, Frank.  John Wiley & Sons, New York, 2006
76 Ways to Build a Straight Referral Business   Riley, Lorna.  Off-the-Chart Publications, Vista CA, 2001
Reaching & Meeting the Decision-Maker
Visionary Selling   Geraghty, Barbara     Simon & Schuster, New York, 1998
Value Forward Selling   DiModica, Paul.     Johnson & Hunter, , 2006
Getting to VITO   Parinello, Anthony.     John Wiley & Sons, New York, 1999
Selling to VITO   Parinello, Anthony.     Adams Media, Avon, 
       トップに最強サイキョウ交渉コウショウジュツ         Japanese ed, transl by Yuko Sakurai:.     Shoeisha, Tokyo, 1995
Selling to the Top   Peoples, David.     John Wiley & Sons, New York, 1988
Questioning Techniques    
Secrets of Question Based Selling   Freese, Thomas.     Sourcebooks, Napierville IL, 1995
Questions that Sell   Cherry, Paul.     AMACOM, New York, 1991
Specific Situations    
Selling to Big Companies   Konrath, Jill.     Dearborn Trade Publishing, Chicago, 1993
ROI Selling   Nick, Micheal and Kurt Koenig.     Dearborn Trade Publishing, Chicago, 1991
Close the Deal   Deep, Sam and Lyle Sussman.     Perseus, Reading MA, 2004
Little Red Book of Sales Answers   Gitomer, Jeffrey.   Prentice Hall, Upper Saddle River NJ, 2005
        Jeffrey Gitomer has an excellent series of books, all titled "Little [a color] Book of ..."
10 Secrets of Time Management for Salespeople   Kahle, Dave.  Career Press, Franklin Lakes NJ, 2003
The 25 Most Common Sales Mistakes   Schiffman, Stephan    Adams Media Corp, Holbrook MA, 1995
Sales Management    
The Ultimate Sales Machine   Holmes, Chet.  Portfolio (Penguin Group), New York, 2007
The Secrets of Great Sales Management   Simpkins, Robert   AMACOM, New York, 2004
 Solution Selling Sales Management (course)   Solution Selling, Inc / Sales Performance Int'l.,2004
         Workbook and job aids provided with the course
 Solution Selling Sales Management (course)   Japanese ed, from IBM Learning Systems, Tokyo, 2002
        Workbook and job aids in Japanese, provided with the course
Managing Major Sales   Rackham, Neil and Richard Ruff.     Harper Business, New York, 1984
ProActive Sales Management   Miller, William.     AMACOM, New York, 1998
Fundamentals of Sales Management   Schwartz, Matthew.     AMACOM, New York, 1996
Sales Coaching / Training    
Sales Coaching   Richardson, Linda.     McGraw-Hill, New York, 1986
Selling is Everyone's Business   Johnson, Steve & Shaivitz, Adam.  John Wiley & Sons, New York, 2006
For Consulting, Professional, Technology Service Firms
Client Seduction, a step-by-step lead generation system
    DeVries, Henry and Denise Bryson.     Authorhouse, Bloomington IN, 2006
Millon Dollar Consulting   Weiss, Alan.     McGraw-Hill, New York, 2002
How to Acquire Clients   Weiss, Alan.     Jossey-Bass/Pfeiffer, San Francisco, 1987
Guerrilla Marketing for Consultants   Levinson, Jay and Michael McLaughlin.     John Wiley & Sons, New York, 1986
       Be careful to distinguish between consumer marketing and corporate/B2B marketing!
Crossing the Chasm   Moore, Geoffrey.     Harper Business, New York, 2004
Guerrilla Marketing   Levinson, Jay.  Houghton Mifflin, New York, 2007
Guerrilla Publicity   Levinson, Jay et al     Adams Media Corp., Avon MA, 2002
Getting Business to Come to You   Edwards, Paul & Sarah & Douglas, Laura.  Tarcher/Putnam, New York, 1998
Selling the Invisible   Beckwith, Harry.     Warner Books, New York, 1994
The Marketing Imagination   Levitt, Theodore.     The Free Press, New York, 2000
Relationship Marketing   McKenna, Regis.     Addison-Wesley, Reading MA, 1986
Inside the Tornado   Moore, Geoffrey.     Harper Business, New York, 1991
Positioning: The Battle for Your Mind   Ries, Al and Jack Trout.     Warner Books, New York, 1997
Marketing Warfare   Ries, Al and Jack Trout.     McGraw-Hill, New York, 2006
Start It, Sell It & Make a Mint   Duran, Joe John.  John Wiley & Sons, New York, 2004
Management and Leadership    
On Becoming a Leader   Bennis, Warrent.     Addison-Wesley, Reading MA, 1993
The One Minute Manager   Blanchard, Kenneth and Spencer Johnson.     Berkley, New York, 1995
Thirteen Fatal Errors Managers Make and How You Can Avoid Them
    Brown, Steven.     Berkley, New York, 1981
Principle Centered Leadership   Covey, Stephen.     Summit Books, New York, 1990
High Output Management   Grover, Andrew.     Random House, New York, 1995
Understanding Organizations   Handy, Charles.     Oxford University Press, Oxford, 1985
The Situational Leader   Hersey, Dr Paul.     Warner Books, New York, 1990
Jungle Rules   Imlay, John.     Penguin Books, New York, 
The 80/20 Principle   Koch, Richard.     Nicholas Brealey Publishing, London, 2006
Power and Influence   Kotter, John.     The Free Press, New York, 2005
Managing the Professional Service Firm   Maister, David.     The Free Press, New York, 1989
Managing Management Time   Oncken, William.     Prentice-Hall, Englewood Cliffs NJ, 2004
Managing with Power   Pfeffer, Jeffrey.     Harvard Business School Press, Boston MA, 1981
The Mind of the Strategist   Ohmae, Kenichi.     McGraw-Hill, New York, 1984
Competitive Advantage   Porter, Michael.     Simon & Schuster, New York, 1998
Competitive Strategy   Porter, Michael.     Simon & Schuster, New York, 1998
Top Management Strategy: What It Is and How To Make It Work
    Tregoe, Benjamin and John Zimmerman.     Simon & Schuster, New York, 1996
Getting to Yes   Fisher, Roger and William Ury.     Viking Penguin, New York, 2003
Thriving on Chaos   Peters, Tom.     Alfred A. Knopf, New York, 1996
Swim with the Sharks (Without Being Eaten Alive)    
    Mackay, Harvey.     Fawcett, , 1999
Dig Your Well Before You're Thirsty   Mackay, Harvey.     Doubleday, , 1993
Hardball: How Politics Is Played - Told by One who Knows the Game
    Mathews, Christopher.     Perennial Library, New York, 1998
What They Don't Teach You at Harvard Business School
    McCormack, Mark.     Bantam Books, New York, 1993


MAP / Market Action Partners                  Dallas (USA) - Tokyo - London

    Email dan.harris (at mark)     Dan Harris, principal

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