--- title: Favourite Books | B2B Sales and Marketing description: Favourite B2B sales and marketing books from Geoffrey Moore, Simon Sinek, Neil Rackham, Hugh Macfarlane, Aaron Ross and others --- [![Inflexion Point. Revenue Growth Architects.](https://www.inflexion-point.com/hs-fs/hubfs/2015-Branding/Inflexion-Point_Black_Logo_2015_Red_Dot_Wedge_200x111.png?width=200&name=Inflexion-Point_Black_Logo_2015_Red_Dot_Wedge_200x111.png "Inflexion Point. Revenue Growth Architects.")](https://www.inflexion-point.com/?hsLang=en-gb) COMPLEX SELLING. SIMPLIFIED [![Inflexion Point Strategy Partners](https://www.inflexion-point.com/hs-fs/hubfs/2015-Branding/Inflexion-Point_Black_Bug_2015_Red_Dot.png?width=109&name=Inflexion-Point_Black_Bug_2015_Red_Dot.png "Inflexion Point Strategy Partners")](https://www.inflexion-point.com/?hsLang=en-gb) [**](https://www.youtube.com/user/InflexionPoint) [**](https://www.linkedin.com/company/inflexion-point-strategy-partners) [**](https://plus.google.com/+BobApollo/posts) [**](https://twitter.com/bobapollo) [**](https://www.facebook.com/bobapollo) [![Inflexion-Point](https://www.inflexion-point.com/hubfs/IP%20Black%20Bug%20225x225.png)](https://www.inflexion-point.com/home-2016?hsLang=en-gb) ![Favourite Books](https://www.inflexion-point.com/hs-fs/file-2590251724-jpg/2015_-_Images/FavouriteBooksHeader.jpg?width=780&name=FavouriteBooksHeader.jpg "Favourite Books") # Some of our Favourite Books ## START WITH WHY | Simon Sinek #### Your prospects don’t care what you do. They care about why you do it [![Start_With_Why](https://www.inflexion-point.com/hs-fs/file-447998033-jpg/2014-Images/Start_With_Why.jpg?width=120&name=Start_With_Why.jpg)](http://www.amazon.co.uk/dp/0241958229)Why are a handful of organisations consistently far more innovative, far more influential and far more profitable than the rest? Simon Sinek offers a compelling analysis in "[Start With Why](http://www.amazon.co.uk/dp/0241958229)", his best-selling book and [top-rated TED video](https://www.inflexion-point.com/simon-sinek-start-with-why-video?hsLang=en-gb). Every organisation can describe what they do; some can explain how they achieve superior outcomes; but as Sinek explains, few have been able to inspire their customers by clearly articulating why they chose to do what they do. Sinek's thinking has had a powerful influence on how we approach marketing and positioning our clients - and helping them stand out from the crowd... ---   ## CROSSING THE CHASM | Geoffrey A Moore #### Are you ready to make the leap from early adopters to mainstream markets? [![Crossing_The_Chasm](https://www.inflexion-point.com/hs-fs/file-449463346-jpg/2014-Images/Crossing_The_Chasm.jpg?width=120&name=Crossing_The_Chasm.jpg)](http://www.amazon.co.uk/dp/0062292986)Now in its Third Edition, “[Crossing the Chasm](http://www.amazon.co.uk/dp/0062292986)” by [Geoffrey A. Moore](https://twitter.com/geoffreyamoore) established a marketing and sales framework that has inspired thousands of B2B-focused technology-based businesses. Moore was the first to identify the disruptive differences in buying behaviours between the handful of early adopters and the mass of pragmatist buyers that represent the vast bulk of revenues in mainstream markets. We've been strongly influenced by Moore's framework ([you can download a guide here](https://www.inflexion-point.com/crossing-the-chasm?hsLang=en-gb)), and make a point of integrating it into every relevant project...  ---   ## ESCAPE VELOCITY | Geoffrey A Moore #### Will you be able to free your company's future from the pull of the past? [![Escape_Velocity](https://www.inflexion-point.com/hs-fs/file-452171280-jpg/2014-Images/Escape_Velocity.jpg?width=120&name=Escape_Velocity.jpg)](http://www.amazon.co.uk/dp/0062040898)As we’ve already pointed out, Moore’s classic “Crossing the Chasm” showed early-stage high-tech companies how to break through into mainstream markets. In “[Escape Velocity](http://www.amazon.co.uk/dp/0062040898)”, [Moore](https://twitter.com/geoffreyamoore) identifies a Hierarchy of Powers that can enable established enterprises to break free from the constraints of their past successes and drive future growth from new lines of business, disruptive innovations and new go-to-market models. We find the principles particularly relevant to our work with the entrepreneurial divisions of well established organisations... ---   ## PREDICTABLE REVENUE | Aaron Ross and Marylou Tyler #### How can you build a massively scalable, repeatable sales and marketing machine? [![Predictable_Revenue](https://www.inflexion-point.com/hs-fs/file-449499251-png/2014-Images/Predictable_Revenue.png?width=120&name=Predictable_Revenue.png)](http://www.amazon.co.uk/dp/0984380213)Traditional sales and marketing tactics are failing. Prospects refuse to answer cold calls, and email marketing response rates have plummeted. Yet through it all, as the authors of "[Predictable Revenue](http://www.amazon.co.uk/dp/0984380213)" point out, organisations like salesforce.com have succeeded in building highly scalable, repeatable sales and marketing machines that are capable of generating predictable and highly impressive revenue growth. We've been able to help clients successfully apply Ross and Tyler's principles successfully in a series of revenue acceleration assignments... ---   ## THE LEAKY FUNNEL | Hugh Macfarlane #### Earn more customers by aligning sales and marketing with the way businesses buy [![The_Leaky_Funnel](https://www.inflexion-point.com/hs-fs/file-449467231-jpg/2014-Images/The_Leaky_Funnel.jpg?width=120&name=The_Leaky_Funnel.jpg)](http://www.amazon.co.uk/dp/0975135414)In [The Leaky Funnel](http://www.amazon.co.uk/dp/0975135414), Hugh Macfarlane was one of the first to articulate a idea that may have seemed revolutionary at the time but has become increasingly commonplace today: that sales and marketing teams perform best when they are aligned to the way that businesses buy. This highly accessible book - written in the form of a novel - describes one company’s journey towards enlightenment. Inflexion-Point is an accredited [Funnel Logic™ delivery partner](https://www.inflexion-point.com/funnel-plan-mathmarketing-b2b-sales-and-marketing?hsLang=en-gb) for Hugh's consulting company - [MathMarketing](https://www.inflexion-point.com/mathmarketing-b2b-sales-and-marketing-planning?hsLang=en-gb). ---   ## SPIN SELLING | Neil Rackham #### Evidence-based insights into how top sales people ask smarter questions [![SPINSelling](https://www.inflexion-point.com/hs-fs/file-2581387512-jpg/2015_-_Images/SPINSelling.jpg?width=120&name=SPINSelling.jpg)](http://www.amazon.co.uk/SPIN-selling-Neil-Rackham/dp/0566076896)[SPIN Selling](http://www.amazon.co.uk/SPIN-selling-Neil-Rackham/dp/0566076896) is the result of one of the largest-ever research projects into the behaviours of sales people - and establishes a compelling connection between the type of questions sales people ask and their resulting sales performance. Rackham's timeless SPIN selling methodology shows sales people how, where and when to the 4 types of questions - Situation, Problem, Implication and Need-payoff - to achieve the results they need. We believe that the SPIN principles remain highly relevant today, and we've applied them with great success in many client assignments... ---   ## Insight Selling | Mike Schultz and John Doerr #### Surprising Research on What Sales Winners Do Differently [![Insight_Selling_150](https://www.inflexion-point.com/hubfs/2015_-_Images/Insight_Selling_150.png)](http://www.amazon.co.uk/dp/1118875354)What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world–renowned sales experts, set out to find the answer. [Insight Selling](http://www.amazon.co.uk/dp/1118875354) reflects their research into more than 700 business–to–business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second–place finishers, they found surprising results: Not only do sales winners sell differently, they sell radically differently, than the second–place finishers. ---   [![Sales Process Design](https://no-cache.hubspot.com/cta/default/41408/b9c33a17-0531-4ab8-bebf-78375ccb8a11.png)](https://cta-redirect.hubspot.com/cta/redirect/41408/b9c33a17-0531-4ab8-bebf-78375ccb8a11) [![Contact Us Today](https://no-cache.hubspot.com/cta/default/41408/edd7b195-3f6e-4f23-a9d9-9cfa734b3941.png)](https://cta-redirect.hubspot.com/cta/redirect/41408/edd7b195-3f6e-4f23-a9d9-9cfa734b3941) [![Visit our resources centre](https://www.inflexion-point.com/hs-fs/hubfs/2016_Images/Resources_Centre_Icon_Black_Red.png?width=595&name=Resources_Centre_Icon_Black_Red.png "Visit our resources centre")](https://www.inflexion-point.com/resources-0?hsLang=en-gb) ### Latest Blog Articles [![go to Inflexion Point homepage](https://www.inflexion-point.com/hs-fs/hubfs/2015-Branding/Inflexion-Point_Black_Bug_2015_Red_Dot.png?width=109&name=Inflexion-Point_Black_Bug_2015_Red_Dot.png "go to Inflexion Point homepage")](https://www.inflexion-point.com/?hsLang=en-gb) #### [Contact](https://www.inflexion-point.com/contact-us-today-inflexion-point-strategy-partners-0?hsLang=en-gb) **+44 (0)118 975 0595 **[info@inflexion-point.com](mailto:info@inflexion-point.com) ### Twitter Feed [**](https://www.inflexion-point.com/favourite-books#) **© 2016 Inflexion-Point Strategy Partners Ltd **| All Rights Reserved | UK Company Reg: 5674332 PO Box 8087 | Reading | RG6 9GR | England | Tel: +44 118 975 0595 | Email: [info@inflexion-point.com](mailto:info@inflexion-point.com)