The Time to Win: How to Exceed Your Customers’ Need for Speed by Jay Baer
About the Book:
Jay Baer recently launched a comprehensive, proprietary research study to measure the relationship between responsiveness and revenue.
The key finding:
We care about time (and how we spend it) more than ever.
Speed has always been an important part of the customer experience. But the research suggests it’s now the single most important component.
Today, 2/3 of customers say that speed is as important as price.
If you give your customers time, they will give you money.
And if you cost your customers time, it will cost you money.
And that’s why, instead of writing a full-length book that asks you to devote five or more hours to it, Jay Baer created this concise mini-book.
This is truly The Time to Win. Business leaders have a massive opportunity to lean into speed and responsiveness throughout the customer journey and use it as a competitive edge.
You’ve no doubt heard the adage: Good, Fast, Cheap – pick any two.
Today, you can decide whether you want to be fast and inexpensive, or fast and high quality. But being fast is not optional.
Because today, we interpret speed as caring, don’t we?
If a business or organization (or friend, spouse, colleague, or offspring) responds more rapidly, we interpret that as them caring more about us and our issue.
This means that, in your business, if you can outperform your competition in responsiveness, you can gain and keep more customers than they do.
In this short, but meaty book, Jay Baer gives you the 6-piece Time to Win framework. It includes specific recommendations–with examples–for how, why, when, and where to optimize your responsiveness inside your organization.
Jay has trained thousands of business leaders on this framework, and it’s in use today in organizations everywhere who understand that The Time to Win starts….NOW.
About the Author:
Jay Baer is a 7th-generation entrepreneur, New York Times best-selling author of seven books, and founder of six multi-million dollar companies.
In 2023, he was named a Top 30 Global Guru in both Customer Experience and Marketing.
Jay has advised more than 700 brands in his career, including Nike, Oracle, Hilton, The United Nations and 40 of the FORTUNE 500.
He is an inductee into the professional speaking and word-of-mouth marketing halls of fame.
Jay has authored or co-authored among the best-selling business books of all time in the categories of digital marketing, customer service, customer experience, and business growth.
He has been named to more than 50 top global business influencer lists.
And, interesting fact – he is one of the world's most popular tequila influencers!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/time-win-jay-baer
The Marketing Leader's Code: Unlock Your Potential - Learn The Secrets Of Successful Marketing Leadership by Gareth Helm
About the Book:
The Marketing Leader’s CODE is a leadership book for marketing leaders, written by marketing leaders.
Much has been published about the challenges marketing leaders face, but very little has been done to prepare marketers for the leadership role and to be successful.
This book fills this gap by distilling the activities of successful marketing leaders into a simple framework and providing diagnostic assessments, real-life case studies, and a toolkit of tactics to build capability.
About the Author:
Gareth Helm has over 30 years experience in marketing businesses all around the world, with half of this time working in the Leadership Team.
Starting out as a graduate trainee with Unilever in the Middle East, he went on to be the marketing leader or advisor on a wide variety of brands in different stages of their life cycle. From new start-ups to some of the world’s largest and favorite brands including McDonald’s and Mars.
Gareth was recognized as one of the top 100 most effective marketers in 2021 by Marketing Week and is a Fellow of The Marketing Academy, a community of over 200 senior marketing leaders globally.
And, interesting fact - midway through Gareth's marketing career he found out he was dyslexic!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/marketing-leaders-code-gareth-helm
The Ultimate Customer Experience: 5 Steps Everyone Must Know to Excite Your Customers, Engage Your Colleagues, and Enjoy Your Work by Scott McKain
About the Book:
In The Ultimate Customer Experience, Scott McKain, award-winning speaker and author, reveals the five steps for connecting with customers in today’s changing workplace.
When was the last time you were a customer and received the Ultimate Customer Experience? Can you even remember?
You’ve probably received great service from companies that you know didn’t give a damn about my business. How did that happen?
Here is one possible answer: an individual cared about customers and overcame the obvious deficiencies in their organization’s inferior approach and lack of values.
There are five fundamental aspects to creating the Ultimate Customer Experience for the clients and prospects you deal with every single day.
Even during this post-pandemic period as we come to grips with—and try to learn how—business has been changed forever, the level at which we connect with customers has never been more important.
The five steps to creating an Ultimate Customer Experience are:
If you are investing your own resources in reading this book, that means you’re taking the most important step any of us can ever take—a step toward personal growth. You wouldn’t read this book if all you want to do is tread water and remain the same.
If you want to take personal responsibility for how you engage your customers, Scott McKain will show you how.
About the Author:
Scott McKain’s experiences have been diverse and remarkable.
From playing the villain in a Werner Herzog film that esteemed film critic Roger Ebert named as one of the fifty great movies in the history of the cinema, to being inducted into the Professional Speakers Hall of Fame; from having been chosen (along with Zig Ziglar, Dale Carnegie, and Seth Godin) as one of thirty members of the Sales and Marketing Hall of Fame, to a decade as a globally syndicated television commentator on the entertainment scene, it’s not a stretch to say Scott McKain’s life has been distinctive.
He has spoken on platforms in all fifty US states and forty countries and his expertise has been quoted multiple times in publications including USA Today, the New York Times, Wall Street Journal, and the International Herald-Tribune.
And, interesting fact - Arnold Schwarzenegger once booked Scott for a presentation at the White House with the President in the audience!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/ultimate-customer-experience-scott-mckain
Account-Based Growth: Unlocking Sustainable Value Through Extraordinary Customer Focus by Bev Burgess and Tim Shercliff
About the Book:
Develop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success, and your executives around your most important customers.
Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them.
Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter and a comprehensive checklist to help you improve your company's approach to its most important customers.
Each framework element is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow, and Telstra.
About the Author:
Bev Burgess is passionate about the critical role marketing can play in accelerating business growth.
Her specialism is the marketing and selling of business services, built through a combination of postgraduate study and the privilege of working with 40 of the world’s most influential firms, primarily in the technology and professional services sectors.
Bev’s background includes senior marketing roles at British Gas, Epson, and Fujitsu, and she was a Senior Vice President at ITSMA, where she led the global ABM Practice and ITSMA’s European operations for many years. Bev first codified ABM as a marketing strategy while managing director of ITSMA Europe in 2003.
Today Bev is a Founder and Managing Principal at Inflexion Group, delivering thought leadership, consulting, and training to companies around the world that are designing, developing, and implementing account-based growth programs.
Bev holds an MBA in strategic marketing and a BSc Honours degree in business and ergonomics. She is a Fellow of the Chartered Institute of Marketing and has served as an international trustee.
Her first book, Marketing Technology as a Service, was published by Wiley in 2010, exploring proven techniques to create value through services based on an infrastructure of technology.
Her most recent, A Practitioner’s Guide to Account-Based Marketing (with Dave Munn, Kogan Page 2021, 2017) explains how to use ABM to accelerate growth in strategic accounts. Both editions of that book were featured on The Marketing Book Podcast episodes 117 and 373 with Dave Munn.
Executive Engagement Strategies, published by Kogan Page in 2020, explains how to have conversations that deepen executive relationships and build sustainable growth with key clients.
And, interesting fact – she was a competitive ballroom dancer!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/account-based-growth-bev-burgess
Decisions Over Decimals: Striking the Balance between Intuition and Information by Christopher Frank, Paul Magnone, and Oded Netzer
About the Book:
Become a confident leader and use data, experience, and intuition to drive your decisions
Agile decision making is imperative as you lead in a data-driven world. Amid streams of data and countless meetings, we make hasty decisions, slow decisions, and often no decisions.
Uniquely bridging theory and practice, Decisions Over Decimals breaks this pattern by uniting data intelligence with human judgment to get to action — a sharp approach the authors refer to as Quantitative Intuition (QI).
QI raises the power of thinking beyond big data without neglecting it and chasing the perfect decision while appreciating that such a thing can never really exist.
Successful decision-makers are fierce interrogators. They square critical thinking with open-mindedness by blending information, intuition, and experience. Balancing these elements is at the heart of Decisions Over Decimals.
This book is not only designed to be read - but frequently referenced - as you face innumerable decision moments.
It is the hands-on manual for confident, accurate decision-making you've been looking for; the rare resource that provides a set of pragmatic leadership tools to accelerate:
Strike the right balance between information and intuition and lead the smarter way with the real-world guidance found in Decisions Over Decimals.
About the Author:
Oded Netzer is the Vice Dean for Research and the Arthur J. Samberg Professor of Business at Columbia Business School, an affiliate of the Columbia Data Science Institute, and an Amazon Scholar.
He is a world-renowned expert in data-driven decision-making and extracting meaningful insights from data.
He holds a Ph.D. in Business and a Masters degree in Statistics from Stanford University.
And, interesting fact - he's originally from Israel!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/decisions-over-decimals-oded-netzer