The Complex X-As-A-Service Sale
Here are 200 resources for complex B2B X-As-A-Service sales training, covering various topics:
Content Marketing:
- Content Marketing Institute
- HubSpot Academy - Content Marketing Course
- Copyblogger
- MarketingProfs
- Content Strategy for Professionals (Coursera)
- The Content Formula (Book by Michael Brenner)
- Epic Content Marketing (Book by Joe Pulizzi)
- Content Inc. (Book by Joe Pulizzi)
- Content Machine (Book by Dan Norris)
- Content Chemistry (Book by Andy Crestodina)
- Content Marketing World Conference
- Content Marketing Bootcamp (Udemy)
- Content Marketing Mastery (Digital Marketer)
- Content Marketing Toolkit (Smart Insights)
- Content Marketing Certification (AMA)
Business Development:
- RAIN Group
- Richardson Sales Training
- Miller Heiman Group
- Sandler Training
- Spin Selling (Book by Neil Rackham)
- The Challenger Sale (Book by Matthew Dixon and Brent Adamson)
- New Sales. Simplified. (Book by Mike Weinberg)
- Fanatical Prospecting (Book by Jeb Blount)
- Business Development for Dummies (Book by Anna Kennedy)
- Strategic Business Development (LinkedIn Learning)
- Advanced Business Development (Udemy)
- Business Development and B2B Sales for Startups (Coursera)
- Association for Strategic Planning
- Strategic and Competitive Intelligence Professionals (SCIP)
- Business Development Academy
Lead Generation:
- Marketo
- Pardot (Salesforce)
- Eloqua (Oracle)
- Inbound Methodology (HubSpot)
- Lead Generation for Dummies (Book by Dayna Rothman)
- The Definitive Guide to Lead Generation (Marketo)
- The 30 Greatest Lead Generation Tips, Tricks & Ideas (Unbounce)
- Lead Generation Mastery (Digital Marketer)
- Advanced Lead Generation (LinkedIn Learning)
- The Lead Generation Handbook (MarketingSherpa)
- B2B Lead Generation Toolkit (Meclabs)
- LeadsCon Conference
- Leads Council
- Online Lead Generation Certification (DMI)
- Lead Generation Strategies for B2B Sales (edX)
Customer Qualification:
- BANT (Budget, Authority, Need, Timeline)
- CHAMP (Challenges, Authority, Money, Prioritization)
- MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
- ANUM (Authority, Need, Urgency, Money)
- Winning by Design - Customer Qualification Methodology
- The Sales Acceleration Formula (Book by Mark Roberge)
- Gap Selling (Book by Keenan)
- CustomerCentric Selling (Book by Michael T. Bosworth)
- Customer Qualification Masterclass (SaaSy Sales Management)
- Advanced Qualification Questions for the Complex Sale (Sales Hacker)
- The Ultimate Guide to Sales Qualification (Gong)
- Qualification Techniques in Sales and Marketing (Udemy)
- Mastering Lead Qualification (Sales Insights Lab)
- Qualifying Sales Leads (American Management Association)
- Sales Lead Qualification and Scoring (MIT Sloan)
Closing the Sale:
- Challenger Selling (Corporate Visions)
- SPIN Selling (Huthwaite International)
- Value Selling Framework (Ecosystems)
- The Little Red Book of Selling (Book by Jeffrey Gitomer)
- Secrets of Closing the Sale (Book by Zig Ziglar)
- Close the Deal (LinkedIn Learning)
- Art of Sales: Mastering the Selling Process (Coursera)
- Sales Closing Techniques (Salesforce Trailhead)
- Closing Strategies for Winning More Sales (Sales Gravy)
- Mastering the Complex Sale (Book by Jeff Thull)
- Closing Techniques (That Really Work!) (Book by Stephan Schiffman)
- 50 Powerful Sales Closing Techniques (Brian Tracy)
- High-Impact Sales Closing Techniques (Udemy)
- Art of Closing (Sales Insights Lab)
- Sales Negotiations and Closing Strategies (Richardson)
Order Fulfillment:
- Order Management for Dummies (Book by Martin Moser)
- The Definitive Guide to Order Fulfillment and Customer Service (Esker)
- Practical Guide to SAP Order Fulfillment (Book by Shadab Syed)
- Order Fulfillment in the Digital Age (Peerless Research Group)
- Mastering Order Fulfillment (Udemy)
- Order Fulfillment Best Practices (Multichannel Merchant)
- Streamlining Order Fulfillment (Inbound Logistics)
- Optimizing Order Management and Fulfillment (Aberdeen Group)
- Advanced Order Fulfillment Strategies (Supply Chain Brain)
- Order Fulfillment Fundamentals (LinkedIn Learning)
- Inventory Management and Order Fulfillment (edX)
- Operations and Order Fulfillment (Shopify)
- Order Fulfillment Council
- Fulfillment Execution Systems (FES)
- Fulfillment Management Association (FMA)
Customer Service for Subscription Services:
- CustomerSuccessBox
- Gainsight
- Strikedeck
- Totango
- The Definitive Guide to Customer Success (Gainsight)
- Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue (Book by Nick Mehta, Dan Steinman, Lincoln Murphy)
- The Seven Pillars of Customer Success (Strikedeck)
- Customer Success Certification Course (SuccessCOACHING)
- Customer Success Management Training (The Success League)
- Practical Customer Success Management (Book by Rick Adams)
- Customer Success Meetups (Various Locations)
- Pulse Conference (Gainsight)
- Customer SuccessCon (Totango)
- Customer Success Summit (Totango)
- Customer Success Association
Referral Marketing:
- Referral Rock
- Ambassador
- InviteReferrals
- Viral Loops
- The Referral Engine (Book by John Jantsch)
- Referral Marketing Best Practices (HubSpot)
- An Introduction to Referral Marketing (Forbes)
- The Ultimate Guide to Referral Marketing (Extole)
- Referral Marketing Masterclass (Udemy)
- Referral Marketing Crash Course (Growth Marketing Pro)
- The Complete Guide to Referral Marketing Automation (Viral Loops)
- Referral Marketing Strategies (Business.com)
- Referral Marketing Certification (Referral Rock)
- Referral Marketing Bootcamp (ReferralCandy)
- Word of Mouth Marketing Association (WOMMA)
Misc Sales Training Resources:
- Sandler Training - Sales Foundations
- RAIN Group - Selling by the Numbers
- Corporate Visions - The Power of Insight-Led Selling
- Richardson - High-Performance Selling
- HubSpot Academy - Inbound Sales
- Salesforce Trailhead - Sales Enablement
- Miller Heiman Group - Strategic Selling
- Challenger - The Challenger Sale
- LinkedIn Learning - Sales Foundations
- Udemy - The Complete Sales Masterclass
- Coursera - Successful Sales Strategies and Management
- edX - Sales Strategies and B2B Selling
- Sales Hacker - Online Sales Community and Resources
- The Sales Blog (Anthony Iannarino)
- The Sales Hunter (Mark Hunter)
- JBarrows Sales Training Blog
- Selling Power Magazine
- Top Sales World Magazine
- AA-ISP (American Association of Inside Sales Professionals)
- National Association of Sales Professionals (NASP)
Industry-Specific Sales Resources:
- Technology Services Industry Association (TSIA)
- Software & Information Industry Association (SIIA)
- IT Sales and Marketing Association (ITSMA)
- Association for Talent Development (ATD) - Sales Enablement
- Healthcare Sales & Marketing Network
- Manufacturers’ Agents National Association (MANA)
- National Association of Wholesaler-Distributors (NAW)
- American Staffing Association (ASA) - Sales Training
- Advertising Specialty Institute (ASI) - Sales Resources
- Automotive Sales Council
Sales Books:
- How to Win Friends and Influence People (Dale Carnegie)
- To Sell is Human (Daniel Pink)
- SPIN Selling (Neil Rackham)
- The Challenger Sale (Matthew Dixon, Brent Adamson)
- Predictable Revenue (Aaron Ross, Marylou Tyler)
- Conceptual Selling (Robert Miller, Stephen Heiman)
- Solution Selling (Michael Bosworth)
- The Psychology of Selling (Brian Tracy)
- The Transparency Sale (Todd Caponi)
- Gap Selling (Keenan)
Sales Methodologies:
- MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)
- SPIN Selling (Situation, Problem, Implication, Need-Payoff)
- N.E.A.T. Selling (Need, Economic Impact, Access, Timeline)
- Sandler Selling System (Bonding, Up-Front Contract, Pain, Budget, Decision)
- Challenger Sale (Teach, Tailor, Take Control)
- Solution Selling (Diagnose, Design, Deliver)
- Conceptual Selling (Confirmation, Attitude, Discover, Evaluate, Negotiate)
- SNAP Selling (Simple, iNvaluable, Align, Priority)
- CustomerCentric Selling (Discover, Diagnose, Design, Deliver)
- Value Selling (Discover, Diagnose, Design, Demonstrate, Deliver)
Sales Blogs and Websites:
- HubSpot Sales Blog
- InsideSales.com Blog
- Rain Group Sales Blog
- Vengreso Sales Blog
- Gong Sales Blog
- Salesforce Sales Blog
- Sales Hacker
- SalesForce Training
- Close.com Sales Blog
- B2B Sales Connections (LinkedIn Group)
Sales Podcasts:
- The Salesman Podcast
- Make It Happen Mondays
- Sales Gravy Podcast
- Sell or Die with Jeffrey Gitomer
- Conversations with Women in Sales
- The Sales Hacker Podcast
- Predictable Revenue Podcast
- B2B Growth Show
- The Ziglar Show
- Accelerate! with Andy Paul
Sales Conferences:
- Dreamforce (Salesforce)
- Inbound (HubSpot)
- Sales 3.0 Conference
- SaaStr Annual
- Rainmaker (Salesloft)
- RevGrowth Summit (G2)
- Outbound Conference
- B2B Sales & Marketing Exchange
- AA-ISP Leadership Summit
- Sales Enablement Summit (Forrester)
These resources cover a wide range of topics, formats, and perspectives on complex B2B sales, with a focus on X-As-A-Service models. From foundational skills to advanced strategies, these materials can help sales professionals at all levels improve their performance and drive success for their organizations.