Bookshelf
Read those, and you will become a monster.
B2B SaaS Sales Leader’s Bookshelf
This collection focuses on key areas essential for success in B2B SaaS sales leadership, presented in tables sectioned by core focus area.
Foundational Skills
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| How to Win Friends and Influence People by Dale Carnegie | Foundational Relationships | Building trust, rapport with stakeholders | Foundational (All Stages) | Building essential interpersonal skills |
| Influence: The Psychology of Persuasion by Robert Cialdini | Foundational Psychology | Ethical persuasion, understanding buyer motivation | Foundational (All Stages) | Understanding ‘why’ buyers act |
| The Psychology of Selling by Brian Tracy | Foundational Psychology/Mindset | Inner game, buyer motivation, overcoming fear | Foundational (All Stages) | Developing sales mindset & confidence |
| Crucial Conversations by Patterson, Grenny, McMillan, Switzler | Foundational Communication | Handling high-stakes interactions, difficult talks | Foundational (All Stages) | Navigating tough conversations effectively |
Sales Methodologies
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| SPIN Selling by Neil Rackham | Needs Discovery | Complex sales, value justification, deep discovery | Discovery | Framework for problem-focused questions |
| The Challenger Sale by Matthew Dixon & Brent Adamson | Insight Selling | Complex B2B, differentiation, challenging status quo | Discovery, Presentation, Overall Approach | Strategy for differentiation via insight |
| Solution Selling by Michael T. Bosworth | Problem Solving | Intangible products, aligning solution to pain | Discovery, Presentation, Overall Approach | Consultative approach, focusing on outcomes |
| MEDDICC by Andy Whyte | Qualification | Enterprise SaaS, predictability, deal rigor | Qualification, Overall Deal Management | Framework for qualifying complex deals |
| Gap Selling by Keenan | Value Framing | Value-based selling, problem-centric approach | Discovery, Presentation, Closing | Quantifying the value gap |
Sales Cycle Stages
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| Fanatical Prospecting by Jeb Blount | Prospecting | Pipeline building, multi-channel outreach | Prospecting | Tactical guide for consistent pipeline |
| Predictable Revenue by Aaron Ross & Marylou Tyler | Outbound Process | Scaling outbound sales, SDR model | Prospecting, Process Design | Blueprint for scalable outbound prospecting |
| The Lost Art of Closing by Anthony Iannarino | Closing | Gaining commitments throughout the cycle | Closing/Commitment | Modern approach to securing commitments |
| The JOLT Effect by Matthew Dixon & Ted McKenna | Objection Handling | Overcoming customer indecision, unsticking deals | Closing/Objection Handling | Tactics for overcoming buyer inertia |
Negotiation
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| Never Split the Difference by Chris Voss | Negotiation | Tactical empathy, high-stakes negotiation tactics | Negotiation | Actionable tactics for tough negotiations |
Scaling and Process
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| The Sales Acceleration Formula by Mark Roberge | Scaling & Process | Data-driven scaling, hiring/coaching formulas | Process Design, Scaling, Management | Data-driven system for scaling sales |
| The Sales Development Playbook by Trish Bertuzzi | Scaling & Process (SDR Focus) | Building SDR teams, top-of-funnel strategy | Prospecting Process, Scaling (SDRs) | Guide for building outbound SDR function |
| From Impossible to Inevitable by Aaron Ross & Jason Lemkin | Scaling & SaaS Context | Hyper-growth strategies, predictable revenue models | Scaling, Strategy, Holistic SaaS View | Connecting sales to hyper-growth strategy |
Bookshelf
Read those, and you will become a monster.
B2B SaaS Sales Leader’s Bookshelf
This collection focuses on key areas essential for success in B2B SaaS sales leadership, presented in tables sectioned by core focus area.
Foundational Skills
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| How to Win Friends and Influence People by Dale Carnegie | Foundational Relationships | Building trust, rapport with stakeholders | Foundational (All Stages) | Building essential interpersonal skills |
| Influence: The Psychology of Persuasion by Robert Cialdini | Foundational Psychology | Ethical persuasion, understanding buyer motivation | Foundational (All Stages) | Understanding ‘why’ buyers act |
| The Psychology of Selling by Brian Tracy | Foundational Psychology/Mindset | Inner game, buyer motivation, overcoming fear | Foundational (All Stages) | Developing sales mindset & confidence |
| Crucial Conversations by Patterson, Grenny, McMillan, Switzler | Foundational Communication | Handling high-stakes interactions, difficult talks | Foundational (All Stages) | Navigating tough conversations effectively |
Sales Methodologies
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| SPIN Selling by Neil Rackham | Needs Discovery | Complex sales, value justification, deep discovery | Discovery | Framework for problem-focused questions |
| The Challenger Sale by Matthew Dixon & Brent Adamson | Insight Selling | Complex B2B, differentiation, challenging status quo | Discovery, Presentation, Overall Approach | Strategy for differentiation via insight |
| Solution Selling by Michael T. Bosworth | Problem Solving | Intangible products, aligning solution to pain | Discovery, Presentation, Overall Approach | Consultative approach, focusing on outcomes |
| MEDDICC by Andy Whyte | Qualification | Enterprise SaaS, predictability, deal rigor | Qualification, Overall Deal Management | Framework for qualifying complex deals |
| Gap Selling by Keenan | Value Framing | Value-based selling, problem-centric approach | Discovery, Presentation, Closing | Quantifying the value gap |
Sales Cycle Stages
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| Fanatical Prospecting by Jeb Blount | Prospecting | Pipeline building, multi-channel outreach | Prospecting | Tactical guide for consistent pipeline |
| Predictable Revenue by Aaron Ross & Marylou Tyler | Outbound Process | Scaling outbound sales, SDR model | Prospecting, Process Design | Blueprint for scalable outbound prospecting |
| The Lost Art of Closing by Anthony Iannarino | Closing | Gaining commitments throughout the cycle | Closing/Commitment | Modern approach to securing commitments |
| The JOLT Effect by Matthew Dixon & Ted McKenna | Objection Handling | Overcoming customer indecision, unsticking deals | Closing/Objection Handling | Tactics for overcoming buyer inertia |
Negotiation
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| Never Split the Difference by Chris Voss | Negotiation | Tactical empathy, high-stakes negotiation tactics | Negotiation | Actionable tactics for tough negotiations |
Scaling and Process
| Book Title & Author(s) | Core Focus Area | Key SaaS Relevance | Primary Sales Cycle Stage Addressed | Specific Relevance for Technical Founders |
|---|---|---|---|---|
| The Sales Acceleration Formula by Mark Roberge | Scaling & Process | Data-driven scaling, hiring/coaching formulas | Process Design, Scaling, Management | Data-driven system for scaling sales |
| The Sales Development Playbook by Trish Bertuzzi | Scaling & Process (SDR Focus) | Building SDR teams, top-of-funnel strategy | Prospecting Process, Scaling (SDRs) | Guide for building outbound SDR function |
| From Impossible to Inevitable by Aaron Ross & Jason Lemkin | Scaling & SaaS Context | Hyper-growth strategies, predictable revenue models | Scaling, Strategy, Holistic SaaS View | Connecting sales to hyper-growth strategy |