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The Marketing Book Podcast

Fun, weekly interviews with authors of new marketing and sales books. Named by LinkedIn and Forbes as one of the top marketing and sales podcasts. Hosted by Douglas Burdett, a marketing strategy advisor, former artillery officer, Madison Avenue ad man, and stand-up comedian.
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Now displaying: June, 2023
Jun 30, 2023

Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees by David Newman

About the Book:

This is the sales book you’ve been looking for.

You’re already working hard, but there’s too much to do, never enough time, and sometimes you’re not even sure where to begin when it comes to getting in front of the right prospects.

You want to sell smarter to today’s buyers, who value empathy, relevance, and intimacy over sales pitches, sales hype, and sales nonsense.

You want to not only bolster your bank account, but you also want to become a better entrepreneur of your expertise.

If you’re like most of the smart experts I work with daily:

  • You feel that old-school tactics (cold calling, ads, and spam) are useless and “there must be a better way”
  • You want to earn attention from prospects by positioning yourself as an authority with magnetic sales strategies that pull (not push) buyers to you
  • You want to sell more without chasing, begging, or scheming
  • You want the sales process to be more effective, honest, open, and fun
  • You want to focus on helping before pitching and serving before selling
  • You want to get out of your sales rut and find your sales groove
  • You want to make selling a natural extension of who you are

Welcome to your next level of sales success. Let’s do it!

About the Author:

David Newman is a keynote speaker and professional services sales expert who works with consultants, coaches, and speakers who want to land better clients, bigger deals, and higher fees. 

David is the author of Do It! Marketing (which was featured on episode 181 of the Marketing Book Podcast in 2018) and he's the host of The Selling Show podcast.

David has been working at the intersection of marketing, sales, and professional services for over 30 years. His clients and audiences include Accenture, KPMG, Oracle, IBM, Microsoft, and 44 of the Fortune 500. David and his team have worked with over 1,800 successful consultants in business coaches.

David has been featured and quoted in the New York Times, Investors Business Daily, Forbes, MSN, Fast Company, Sales And Marketing Management, Selling Power, CNBC, and Entrepreneur Magazine.

And interesting fact – David and the podcast host have the same breed of dog – English Cream Golden Retrievers!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/do-it-selling-david-newman

Jun 23, 2023

Breakout Brands: Why Some Brands Take Off...and Others Don't by Jared Schrieber

About the Book:

The Obstacles... 

If you're trying to grow a brand, you know firsthand that it can be a complex challenge. 

Short-term goals are routinely prioritized over long-term, systemic growth. 

Despite your best efforts to grow revenue and win market share, gains are fleeting, and real progress often plateaus. 

What can you do to ignite sustainable growth?
 
The Research... 

What do winning brands do differently? 

Inspired by the number one bestseller Good to Great, market intelligence expert Jared Schrieber has gone a step further to explore the factors that distinguish breakout brands from those that lag behind. 

He studied twenty-five thousand brands over five years by tracking the day-to-day purchasing decisions of more than one million consumers, analyzing the advertising that influenced them, and creating a practical guide for growing brands, no matter their industry or size.
 
The Answers... 

In Breakout Brands, Jared reveals the steps successful brands take to accelerate brand momentum year after year. 

This new framework for brand building presents real case studies and concrete steps to get you results. 

Like Good to Great, Breakout Brands is the must-have guide for brands that want to dominate the market by aligning proven short-term tactics with successful long-term strategies.

About the Author:

Since graduating from MIT’s Engineering Systems Division, Jared Schrieber has been rethinking how brands harness consumer data to drive growth. 

He was the founding CEO of Numerator and is the former head of products and services at Retail Solutions, two successful startups that have shaped how brands better understand their consumers and win at retail in the twenty-first century. 

He also co-founded the Pat Tillman Foundation and recently established the Revolution Robotics Foundation to bring the inspirational joy of educational and competitive robotics to all kids globally.

And, interesting facts – he lives in Budapest, Hungary, and in college was ranked 5th nationally in the javelin on the Arizona State Varsity Track & Field team!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/breakout-brands-jared-schrieber 

Jun 16, 2023

Seeing the How: Transforming What People Do, Not Buy, To Gain Market Advantage by Allen Adamson

About the Book:

Among today’s most successful businesses are those that have significantly transformed our daily routines. 

This focus on the consumer experience, not solely on the product, has enabled them to drive remarkable growth and customer loyalty and, in many cases, to create totally new marketplace categories.

Seeing the How invites you to reimagine your brand, company, or idea through the lens of consumer experience. 

It gives today’s disruptors a path to offering consumers a new and better way to do what they do, clearly demonstrating how to see opportunities, and how to seize them to great advantage. 

Two years ago, Zoom was unknown to most, six years ago, Netflix was a DVD delivery service. 

We ride in Ubers and stay with our families in Airbnb homes.

We share Spotify playlists, refresh our closets with Bonobos, and pamper our pets with Chewy. 

We set up meetings with Calendly and pay bills with Venmo. 

The speed with which these disruptions to how we do things, and the enormous profits that come with changing daily routines, is breakneck and only points the way for other industries to carve out market dominance. 

Seeing the How combines data-driven research on consumer behavior, behavioral psychology, marketing analysis, and storytelling to provide a framework to help identify the methods by which business leaders can make these experience disruptions possible. 

Allen P. Adamson, an expert in branding, experience creation, and innovation strategy offers businesses a step-by-step guide to breaking into the market based on the tactics of the biggest experience disruptors, including Netflix, Apple, Warby Parker, and Stitch Fix. 

These businesses speak to market segments and consumers that are diverse and far-flung. What they share is the extent to which they are experience disruptors. Their successes derive from their ability to make the stuff of daily life different, better, and easier. 

Successful experience disruption is the de facto new competitive advantage across all categories. 

With Seeing the How you’ll have the strategy necessary to bring your disruption to life, command market segments, and cultivate consumer loyalty.

About the Author:

For more than 30 years Allen Adamson has helped launch, nurture, and reinvent brands, ranging from startups to nonprofits, to companies known worldwide, in categories including packaged goods, technology, healthcare, financial services, hospitality, and entertainment.  

His philosophy, substantiated time and again, is that a successful brand stands for something that is both different and relevant - and simple for consumers to understand.

A noted industry expert in all disciplines of branding, Allen has worked on the agency side for several iconic firms including Ogilvy & Mather and DMB&B, and on the client side for Unilever. 

He was chairman of Landor Associates, a global brand consultancy where, under his leadership, the company worked with brands including Accenture, GE, Johnson & Johnson, FedEx, HBO, Marriott, MetLife, Procter & Gamble, Sony, and Verizon.

Allen's four previous books are Brand Simple: How The Best Brands Keep It Simple And Succeed; Brand Digital: Simple Ways Top Brands Succeed In The Digital World; The Edge: 50 Tips From Brands That Lead; and Shift Ahead: How The Best Companies Stay Relevant In A Fast-Changing World, (which was featured on The Marketing Book Podcast on episode 163 in 2018). Allen has also written a column on branding for Forbes for 20 years.

Allen is now co-founder and managing partner of Metaphorce, a consultancy that takes a disruptive, multidisciplinary approach to marketing challenges. He's also an adjunct professor at the Berkeley Center for Entrepreneurship at NYU Stern School of Business, where he earned his MBA.

And, interesting fact: he originally wanted to be a filmmaker!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/seeing-how-allen-adamson 

Jun 9, 2023

The Smart Branding Book: How To Build A Profitable And Resilient Brand by Dan White

About the Book:

Most businesses today can readily access the required technology and talent to match competitors’ innovations and ideas quickly, making products and services similar to one another. 

In the modern business environment, companies instead need to build brands that consumers recognize and trust if they’re looking for sustainable, profitable growth.

This book presents in a concise fashion the latest thinking and methods for successful branding. 

Clear and accessible, it contains real-life examples from business, practical frameworks, and inspiring illustrations. 

It explains what branding really is, why a brand is so critical to success in business, and how to maximize the growth of your current and future products/services through branding.

About the Author:
 
Dan White is a marketing insights innovator. His career includes a decade as an insights professional, another as a brand advisor, and a third as a Chief Marketing Officer.

He is the author of two other books, The Smart Marketing Book: The Definitive Guide To Effective Marketing Strategies (featured on episode 316 of The Marketing Book Podcast in 2021), and The Soft Skills Book: The Key Difference To Becoming Highly Effective And Valued.

Dan co-developed BRANDZ, the world's biggest brand equity measurement system and his thinking has shaped the design of leading copy test and brand tracking methodologies.

As a brand and communications expert, he has advised famous, billion-dollar brands on how to thrive, and his summaries and trademark visualizations have earned praise from luminaries in the marketing, advertising, and media industries.

And, interesting fact: he lives near Stratford-upon-Avon, the birthplace of William Shakespeare!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/smart-branding-book-dan-white

Jun 2, 2023

The Frictionless Organization: Deliver Great Customer Experiences with Less Effort by Bill Price and David Jaffe

About the Book:

Learn how frictionless organizations cut costs, grow revenue, and create loyal fans by creating products and services that work so well, their customers never have to contact them for the wrong reasons.

This book will help any customer-facing organization deliver better customer experiences, save money, and increase revenue. 

Veteran customer service experts Bill Price and David Jaffe, coauthors of the bestseller The Best Service Is No Service, explain how organizations can design products, sales, and support so that customer effort is reduced or, better still, removed. 

This simplicity for the customer is what Price and Jaffe call frictionless.

The book defines a straightforward methodology, drawing on more than thirty practical examples from leading companies across four continents. 

The approach provides a radically different way for the whole business to focus on the customer experience. 

It explains how any organization can look at all customer interactions as potential opportunities for improvement and question whether they are helpful or represent symptoms of friction.

Lower friction innovators are disrupting established businesses in every industry.

This detailed guide shows how any business—from start-ups to major multinational corporations—can remove friction. 

Being frictionless has become a strategic necessity, and now this strategy is available to any organization.

About the Author:

Bill Price is a keynote speaker, graduate-shool instructor in marketing and global business management, board member, and the co-author of The Best Service is No Service: How to Liberate Your Customers from Customer Service, Keep Them Happy, and Control Costs (2008) and Your Customer Rules!: Delivering the Me2B Experiences That Today's Customers Demand (2014). 

He is the founder and president of Driva Solutions based in Bellevue, Washington whose tagline is “Creating and sustaining highly effective customer contact strategies and operations, locally and globally.” 

Bill started his career with McKinsey & Company in its San Francisco and Stockholm offices, serving global clients and working on what turned into the book In Search Of Excellence

He was later the CFO and COO at an early-stage interactive voice response company that was later acquired by the telecommunications company MCI. He then built MCI Call Center Services’ automation, consulting, and agent outsourcing business and was later named one of the first Call Center Pioneers by CRM magazine.

In 1999, Bill joined Amazon as the company's first worldwide VP of customer service, working closely with Jeff Bezos and his other direct reports to create what has become one of the most successful customer experience companies in the world.

Bill is a graduate of Dartmouth College and the Stanford Graduate School of Business.

And, interesting fact - he is a veteran of the United States Navy!

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/frictionless-organization-bill-price

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