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Ask HN: a good marketing book?
Hi guys, I'm looking for a book that focuses on b2b marketing, especially targeting small to medium businesses. Do you have any recommendations? The industry is payment and creditcard fraud protection, although I don't think there're any marketing books directly focusing on such industry. Thanks a lot!
- mikecane 15y agoI'd suggest adapting this for your needs: The 22 Immutable Laws of Marketing http://www.amazon.com/Immutable-Laws-Marketing-Explained-ebook/dp/B000FC10HA/ http://www.amazon.com/Immutable-Laws-Marketing-Explained-ebo...
- tstegart 15y agoI suggest some of Seth Godin's earlier books. "All Marketers are Liars" and "Purple Cow." Marketing is one of those things you can adapt to any business, any product, you just need to figure out how the lessons apply to what you're doing.
- ianpurton 15y agoThe book you're looking for is Spin Selling by Neil Rackham. What sets this book aside is that's it based on research of top sales people not just anecdotes and hearsay. I would recommend this to anyone who is intersted in any type of selling. http://amzn.to/xUcrR3 http://amzn.to/xUcrR3 Here's a review from amazon. "I have attended numerous sales courses and read every book under the sun covering basic sales skills to more complex sales strategy. Rackham and co are the first, in my opinion, to approach the topic from the psychology of the buyer and not primarily the seller. What "pain" does the exec feel, not what product or features should I sell. I moved from selling basic individual life insurance products in SA to major IT solutions all over Europe, Middle East and Africa within 18months. Regardless of what you are selling, where and to whom - this book keeps you focused on what is important i.e. the business drivers of the individual/s and not the organisation alone."
- uno_ru 15y agoThanks so much guys!