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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 agency principal, former artillery officer, Madison Avenue ad man, and stand-up comedian.
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Dec 27, 2019

Social Media Success for Every Brand: The Five StoryBrand Pillars That Turn Posts Into Profits by Claire Diaz-Ortiz

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/social-media-success-every-brand-claire-diaz-ortiz

Most business owners are blindly guessing at their social media strategy, and it’s costing them time and money. Based on Donald Miller’s bestselling book Building a StoryBrand, Claire Diaz-Ortiz applies the seven principles of the StoryBrand Framework to help you build an effective, long-lasting social media plan for your brand. 

Social Media Success for Every Brand teaches readers how to incorporate the StoryBrand 7-Part Framework into their social media channels to increase engagement and see better results. Readers will understand exactly what they need to do with their social media to drive growth to their organization through the practical guidance of the five-point SHARE model:

  • STORY
  • HOW
  • AUDIENCE
  • REACH
  • EXCELLENCE

Social Media Success for Every Brand does not require the reader to be familiar with Building a StoryBrand but provides enough foundation to prepare the reader for practical success with their social media content. Together with the StoryBrand Framework, Claire’s SHARE model will help boost customer engagement and grow the organization’s brand awareness and revenues.

Dec 20, 2019

They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer, Revised & Updated 2nd Edition by Marcus Sheridan

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/they-ask-you-answer-2nd-edition-marcus-sheridan

The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the digital consumer, and much more

In today’s digital age, the traditional sales funnel—marketing at the top, sales in the middle, customer service at the bottom—is no longer effective. To be successful, businesses must obsess over the questions, concerns, and problems their buyers have, and address them as honestly and as thoroughly as possible. Every day, buyers turn to search engines to ask billions of questions. Having the answers they need can attract thousands of potential buyers to your company—but only if your content strategy puts your answers at the top of those search results. It’s a simple and powerful equation that produces growth and success: They Ask, You Answer

Using these principles, author Marcus Sheridan led his struggling pool company from the bleak depths of the housing crash of 2008 to become one of the largest pool installers in the United States. Discover how his proven strategy can work for your business and master the principles of inbound and content marketing that have empowered thousands of companies to achieve exceptional growth.

They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today’s internet-savvy buyers. New chapters explore the impact of technology, conversational marketing, the essential elements every business website should possess, the rise of video, and new stories from companies that have achieved remarkable results with They Ask, You Answer

Upon reading this book, you will know:

  • How to build trust with buyers through content and video.
  • How to turn your web presence into a magnet for qualified buyers.
  • What works and what doesn’t through new case studies, featuring real-world results from companies that have embraced these principles.
  • Why you need to think of your business as a media company, instead of relying on more traditional (and ineffective) ways of advertising and marketing.
  • How to achieve buy-in at your company and truly embrace a culture of content and video.
  • How to transform your current customer base into loyal brand advocates for your company.

They Ask, You Answer is a must-have resource for companies that want a fresh approach to marketing and sales that is proven to generate more traffic, leads, and sales. 

Dec 13, 2019

The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation by Brant Pinvidic

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https://www.salesartillery.com/marketing-book-podcast/3-minute-rule-brant-pinvidic

Want to deliver a pitch or presentation that grabs your audience’s ever-shrinking attention span? Ditch the colorful slides and catchy language. And follow one simple rule: Convey only what needs to be said, clearly and concisely, in three minutes or less.

That’s the 3-Minute Rule.


Hollywood producer and pitch master Brant Pinvidic has sold more than three hundred TV shows and movies, run a TV network, and helmed one of the largest production companies in the world with smash hits like The Biggest Loser and Bar Rescue. In his nearly twenty years of experience, he’s developed a simple, straightforward system that’shelped hundreds—from Fortune 100 CEOs to PTA presidents—use top-level Hollywood storytelling techniques to simplify their messages and say less to get more.

Pinvidic proves that anyone can deliver a great pitch, for any idea, in any situation, so your audience not only remembers your message but can pass it on to their friends and colleagues. You’ll see how his methods work in a wide range of situations—from presenting investment opportunities in a biotech startup to pitching sponsorship deals for major sports stadiums, and more.

Now it’s your turn. The 3-Minute Rule will equip you with an easy, foolproof method to boil down any idea to its essential elements and structure it for maximum impact.

Simplify. Say less. Get More.

Dec 6, 2019

LESSONS: Essays to Help You Embrace the Chaos by Mark Schaefer

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https://www.salesartillery.com/marketing-book-podcast/lessons-mark-schaefer

This collection of essays from futurist and thought leader Mark Schaefer explores the intersection of technology, business, and the human condition. Through 32 very honest, provocative, and prescient articles, Mark lays bare the unvarnished truth of personal and business survival in the digital age. Chapter topics include:

How to remain bot-proof
The intolerance of hustle
Best presentation skills
The importance of "belonging" in business
Personal branding truths
Why company culture is your marketing
Emotional paralysis and social media grief
Realistic content marketing
Networking in the digital age
Entrepreneurial business lessons

... and much more.

Mark Schaefer has emerged as one of the most vital and trusted resources in the business world. Thousands have attended his university classes, corporate workshops and speeches. This is your chance to tune into the latest thinking from one the most gifted writers and thinkers in the digital media scene today.

Nov 29, 2019

The 10 Stories Great Leaders Tell by Paul Smith

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https://www.salesartillery.com/marketing-book-podcast/10-stories-great-leaders-tell-paul-smith

NOW AN OWL (Outstanding Work of Literature) Leadership Award Winner!

Every great leader is a great storyteller.

As a manager, CEO, or team leader, how can you innovatively engage your employees so that they understand where your organization came from, where it's going, and how you're going to get there? How can you connect with your customers in a way that makes them believe in your company as passionately as you do?

Paul Smith is one of the world's leading experts in business storytelling. He teaches people how to be more effective leaders by communicating their company's important mission, inspiring creativity, and earning the trust of valued stakeholders.

The 10 Stories Great Leaders Tell explores the journey behind success, and breaks down not just the importance of your company's story but how to craft compelling ones of your own.

Nov 22, 2019

Beyond Product by Jill Soley and Todd Wilms

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https://www.salesartillery.com/marketing-book-podcast/beyond-product-jill-soley

Most startups fail, even the ones with great products.



It's the Golden Age of the entrepreneur. Hundreds of thousands of new businesses are started in the US alone every year. A plethora of tools and platforms make it easy to bring new apps and services to life.

But a great product is not enough.

A great idea needs a smart strategy to reach the right market. In Beyond Product, marketers Todd Wilms and Jill Soley bring over 50 business leaders, entrepreneurs, and investors together to help founders take their organization through each stage of growth, overcome obstacles and learn from common mistakes.

You'll discover: 

  • What marketing work needs to happen long before a product is built
  • When to bring on the first marketing hire
  • How to find great resources--even on a budget
  • What founders should focus on at each stage of their growth
  • How founders can control their exit, even if it is far in the future

"THE marketing book for non-marketers. Startups, small business owners, even product managers at larger companies, this book is for you."

Nov 15, 2019

The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business by John Jantsch

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https://www.salesartillery.com/marketing-book-podcast/self-reliant-entrepreneur-john-jantsch 

A guide for creating a deeper relationship with the entrepreneurial journey

The Self-Reliant Entrepreneur offers overworked and harried entrepreneurs, and anyone who thinks like one, a much-needed guide for tapping into the wisdom that is most relevant to the entrepreneurial life. The book is filled with inspirational meditations that contain the thoughts and writings of notable American authors. Designed as a daily devotional, it is arranged in a calendar format, and features readings of transcendentalist literature and others.

Each of The Self-Reliant Entrepreneur meditations is followed by a reflection and a challenging question from John Jantsch. He draws on his lifetime of experience as a successful coach for small business and startup leaders to offer an entrepreneurial context. Jantsch shows how entrepreneurs can learn to trust their ideas and overcome the doubt and fear of everyday challenges. The book contains:

  • A unique guide to meditations, especially designed for entrepreneurs
  • A range of topics such as self-awareness, trust, creativity, resilience, failure, growth, freedom, love, integrity, and passion
  • An inspirational meditation for each day of the year. . . including leap year
  • Reflections from John Jantsch, small business marketing expert and the author of the popular book Duct Tape Marketing

Written for entrepreneurs, as well anyone seeking to find a deeper meaning in their work and life, The Self-Reliant Entrepreneur is a practical handbook for anyone seeking to embrace the practice of self-trust.

Nov 8, 2019

Loserthink: How Untrained Brains Are Ruining America by Scott Adams

Click here for show notes!

www.salesartillery.com/marketing-book-podcast/loserthink-scott-adams

From the creator of Dilbert and author of Win Bigly, a guide to spotting and avoiding loserthink: sneaky mental habits trapping victims in their own bubbles of reality.

If you've been on social media lately, or turned on your TV, you may have noticed a lot of dumb ideas floating around.

"We know when history will repeat and when it won't."
"We can tell the difference between evidence and coincidences."
"The simplest explanation is usually true."

Wrong, wrong, and dangerous!

If we're not careful, loserthink would have us believe that every Trump supporter is a bigoted racist, addicts should be responsible for fixing the opioid epidemic, and that your relationship fell apart simply because you chewed with your mouth open.

Even the smartest people can slip into loserthink's seductive grasp. This book will teach you how to spot and avoid it--and will give you scripts to respond when hollow arguments are being brandished against you, whether by well-intentioned friends, strangers on the internet, or political pundits. You'll also learn how to spot the underlying causes of loserthink, like the inability to get ego out of your decisions, thinking with words instead of reasons, failing to imagine alternative explanations, and making too much of coincidences.

Your bubble of reality doesn't have to be a prison. This book will show you how to break free--and, what's more, to be among the most perceptive and respected thinkers in every conversation.

Nov 1, 2019

3 Big Ideas from 250 Books For Every Marketer

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https://www.salesartillery.com/marketing-book-podcast/3-big-ideas-250-books-every-marketer

In celebration of the first 250 episodes of The Marketing Book Podcast, for this week's episode, I am presenting the audio from a presentation I made recently to the American Marketing Association Chapter in Birmingham, Alabama: "3 Big Ideas From 250 Marketing & Sales Books Every Marketer Needs to Know.”

Oct 25, 2019

Mean People Suck: How Empathy Leads to Bigger Profits and a Better Life by Michael Brenner

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https://www.salesartillery.com/marketing-book-podcast/mean-people-suck-michael-brenner

Are you happy? Like your job? Most people report low engagement and enthusiasm in their careers. And point their finger at a negative work culture, a mean boss… co-worker… or customer. Mean people suck.

Some leaders believe that they need to be mean in order to be effective. Their lack of compassion creates negative relationships that lowers performance and profits!

Michael Brenner’s Mean People Suck uses real-life experience and proven research to show why instead of blaming others, we can look inside ourselves, and learn how to use empathy to defeat “mean” in every situation. This insightful guide shows leaders, and employees how more emotional communication increases profits and enhances lives. You’ll learn: 

  • Why employees are unhappy and the power of empathy to turn things around.
  • How organizational charts disengage employees by neglecting the human element.
  • Why empathy seems counter-intuitive to success.
  • The secrets to a happy, meaningful and impactful career.

If you’re ready to enjoy a more gratifying professional and personal life, this book’s stories and proven tips will help get you there – even if Mean People Suck.

Oct 18, 2019

Get the Meeting!: An Illustrative Contact Marketing Playbook by Stu Heinecke

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https://www.salesartillery.com/marketing-book-podcast/get-meeting-stu-heinecke

What’s the one critical networking skill that can make or break your career?

Your ability to Get the Meeting! 

Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke’s innovative concept of Contact Marketing—using personalized campaigns to create alliances with executive assistants and reach the elusive VIPs who can make or break a sale, with response rates as high as 100 percent—has helped professionals around the world open more doors in their careers and reach new heights of success.

Now, in Get the Meeting!, Heinecke, author of the groundbreaking How to Get a Meeting with Anyone, shares the latest tips, tools, and tactics to help readers break through to their top accounts in the most effective ways possible. With more than 60 fully illustrated case studies and tactical examples, this new book takes you inside successful contact marketing campaigns—from strategy, through execution, to results—and forecasts the contact marketing campaigns of the future based on cutting-edge technology. Full-color photography and in-depth interviews with the campaigns’ designers provide unparalleled insight into how to get those critical conversations that can change your life. Plus, step-by-step how-to sections help you get started creating your own contact marketing campaigns.

From Hollywood to the search for Amazon’s HQ2, from a surprising new Contact Marketing model, to “Pocket Campaigns,” which could replace traditional business cards, and persistence elements that run throughout a sales cycle, and from LinkedIn to virtual reality, Get the Meeting! will spark your imagination and give you the tools you need to get the meetings—and life-changing results—you always wanted.

Oct 11, 2019

StrategyMan vs. the Anti-Strategy Squad: Using Strategic Thinking to Defeat Bad Strategy and Save Your Plan by Rich Horwath

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https://www.salesartillery.com/marketing-book-podcast/strategyman-rich-horwath

MEDAL WINNER: AXIOM BUSINESS BOOK AWARDS

From the New York Times bestselling author on strategy

All over the world, strategies are dying. Thousands of businesses face bankruptcy. People's jobs are at stake. But what is the nefarious force killing them off? And who can save them?

Technobody - maker of wearable technologies - is under attack. Its strategic plan is slowly being killed by the top strategy villains every company faces: bad meetings (Meeting Menace), fire drills (Fire Driller), silos (Silo-Clops), too many priorities (Dr. Yes), and many others. They are members of the Anti-Strategy Squad (A.S.S.), a gang whose mission is to cause mass strategycide and global bankruption. But Technobody will not fail without a fight. Led by its fearless managers and three superheroes StrategyMan, Innovatara, and Purposeidon it will summon all of its strategic thinking powers to wage one final war against bad strategy and save its plan.

New research shows that the No. 1 most important leadership capability for executives is strategic thinking. Yet, only 3 out of every 10 people are strategic. With the leading cause of business failure being bad strategy, it's critical that you and your team are equipped with the knowledge, skills, and tools to think strategically. In StrategyMan vs. the Anti-Strategy Squad, you'll learn how to:


- Develop a common language for strategy
- Create a shared understanding of strategy
- Design a practical toolkit for strategy
- Think strategically on a daily basis
- Infuse innovation into your strategies
- Facilitate strategy conversations
- Lead strategic meetings
- Set clear strategic direction
- Profitably grow your business
-Create competitive advantage

 

In today's ultracompetitive market, it's be strategic . . . or be gone.

Oct 4, 2019

Hello, My Name Is Awesome: How to Create Brand Names That Stick by Alexandra Watkins

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/hello-my-name-awesome-alexandra-watkins

Every year, 6 million companies and more than 100,000 products are launched. They all need an awesome name, but many (such as Xobni, Svbtle, and Doostang) look like the results of a drunken Scrabble game. In this entertaining and engaging book, ace naming consultant Alexandra Watkins explains how anyone—even noncreative types—can create memorable and buzz-worthy brand names. No degree in linguistics required. The heart of the book is Watkins's proven SMILE and SCRATCH Test—two acronyms for what makes or breaks a name. She also provides up-to-date advice, like how to make sure that Siri spells your name correctly and how to nab an available domain name. And you'll see dozens of examples—the good, the bad, and the “so bad she gave them an award.” Alexandra Watkins is not afraid to name names. 

Sep 27, 2019

The Invisible Brand: Marketing in the Age of Automation, Big Data, and Machine Learning by William Ammerman

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/invisible-brand-william-ammerman 

Marketers are harnessing the enormous power of AI to drive unprecedented results 
 
The world of marketing is undergoing major change. Sophisticated algorithms can test billions of marketing messages and measure results, and shift the weight of campaigns―all in real time. What’s next? A complete transformation of marketing as we know it, where machines themselves design and implement customized advertising tactics at virtually every point of digital contact.
 
The Invisible Brand provides an in-depth exploration of the risks and rewards of this epochal shift―while delivering the information and insight you need to stay ahead of the game. 
 
Renowned technologist William Ammerman draws from his decades of experience at the forefront of digital marketing to provide a roadmap to our data-driven future. You’ll learn how data and AI will forge a new level of persuasiveness and influence for reshaping consumers’ buying decisions. You’ll understand the technology behind these changes and see how it is already at work in digital assistants, recommendation engines and digital advertising. And you’ll find unmatched insight into how to harness the power of artificial intelligence for maximum results.
 
As we enter the age of mass customization of messaging, power and influence will go to those who know the consumer best. Whether you are a marketing executive or concerned citizen, The Invisible Brand provides everything you need to understand how brands are harnessing the extraordinary amounts of data at their disposal―and capitalizing on it with AI.
Sep 20, 2019

Marketing to the Entitled Consumer by Dave Frankland

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/marketing-entitled-consumer-dave-frankland

TODAY'S CONSUMERS WANT EVERYTHING. YOU SHOULD GIVE IT TO THEM.

Marketers face a paradox. Consumers expect your brand to know everything about them-who they are, what they want, and why-and to deliver it at the exact moment they need it. But ad saturation and inbox clutter make them resent everything marketers do. In this environment, traditional approaches just won't cut it. Marketing to these entitled consumers demands a new strategy: consumer-first marketing. And this book, featuring a foreword by NFL Hall of Famer Steve Young, is the first to lay out how to do it.

Based on focus groups and surveys with 7,000 consumers, combined with the authors' experience with hundreds of brands, Marketing to the Entitled Consumer shows you everything you need to apply consumer-first marketing in your organization. You'll learn which data to collect-from purchase histories to pollen counts-and how to deploy it consistently across online, mobile, and real-world channels. You'll see how to build consumer connections that cut through the clutter with the three Rs: reciprocal value, relevance, and respectful empathy. You'll even get a roadmap on how to win over your fellow marketers and the rest of your company.

Read the book that the legendary marketing thinker Don Peppers called "a warning shot across the bow of traditional marketing." Then get to work. Your entitled consumers are ready for a new approach...are you?

Sep 13, 2019

Indistractable: How to Control Your Attention and Choose Your Life by Nir Eyal

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/indistractable-nir-eyal 

You sit down at your desk to work on an important project, but a notification on your phone interrupts your morning. Later, as you’re about to get back to work, a colleague taps you on the shoulder to chat. At home, screens get in the way of quality time with your family. Another day goes by, and once again, your most important personal and professional goals are put on hold.

What would be possible if you followed through on your best intentions? What could you accomplish if you could stay focused and overcome distractions? What if you had the power to become “indistractable?”

International bestselling author, former Stanford lecturer, and behavioral design expert, Nir Eyal, wrote Silicon Valley’s handbook for making technology habit-forming. Five years after publishing Hooked, Eyal reveals distraction’s Achilles’ heel in his groundbreaking new book.

In Indistractable, Eyal reveals the hidden psychology driving us to distraction. He describes why solving the problem is not as simple as swearing off our devices: Abstinence is impractical and often makes us want more.

Eyal lays bare the secret of finally doing what you say you will do with a four-step, research-backed model. Indistractable reveals the key to getting the best out of technology, without letting it get the best of us.

Inside, Eyal overturns conventional wisdom and reveals:

  • Why distraction at work is a symptom of a dysfunctional company culture—and how to fix it
  • What really drives human behavior and why “time management is pain management”
  • Why your relationships (and your sex life) depend on you becoming indistractable
  • How to raise indistractable children in an increasingly distracting world

Empowering and optimistic, Indistractable provides practical, novel techniques to control your time and attention—helping you live the life you really want.

Sep 6, 2019

The Innovation Mandate: The Growth Secrets of the Best Organizations in the World by Nicholas Webb

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/innovation-mandate-nicholas-webb

In this constantly shifting world, companies must innovate if they want to survive. In clear language, The Innovation Mandate shows leaders a step-by-step process to continually generate great ideas, implement them, and maximize their value to benefit both customers and investors.

In today’s ultra competitive marketplace, the difference between success and failure is innovation. From small entrepreneurial startups to global Fortune 500 companies, innovation—the steady flow of new ideas—drives sustained success. It allows a company to:

  • Introduce new products and services
  • Effectively connect with customers
  • Sharpen the supply chain
  • Efficiently manage finances
  • Hire and retain the best people

Without a steady stream of new ideas, even the best company will slow down, atrophy, lose market share, hemorrhage customers, and eventually close or be sold.

The Innovation Mandate offers a clear and straightforward pathway to profitable innovation. It demystifies the concept, making it easy to understand, implement, and measure. The book centers around three simple concepts:

  • Innovation generates profits;
  • Innovation, in the form of new, profitable ideas, can come from anywhere
  • Identifying, harnessing, evaluating, and implementing these new ideas cannot be left to chance

Additionally, the book offers a five-point checklist to ensure your company is innovation ready.

Aug 30, 2019

The Science of Customer Connections: Manage Your Message to Grow Your Business by Jim Karrh

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/science-customer-connections-jim-karrh

Engaging, practical, and immediately useful for any business and its messengers on how to talk about their business and connect with their customers.

The vast majority of word of mouth happens offline, in everyday conversations. In The Science of Customer Connections, Karrh offers simple concepts plus practical guidance for individual professionals, teams, and complex organizations to be part of those conversations in ways that grow their business.

With clear language and a sense of humor, Karrh guides readers step by step to create: 

  • A message that is memorable, interesting to buyers, and built to share
  • A growing set of messengers who include your story in their everyday conversations
  • Management habits that build consistency and scale

 

Readers will be equipped to engage customers and employees, build trustworthiness, and grow profitably―without necessarily having to change their business model, offerings, pricing, distribution, or people. Instead, they can quickly elevate the way that everyone close to the business talks about it, consistently resulting in stronger cross-selling and upselling of additional products and services, higher customer satisfaction, and more consistent employee engagement.

Inspirational real-world examples are presented from entrepreneurs and career changers, growth companies, and large global organizations.

Aug 23, 2019

Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business by Tiffani Bova

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/growth-iq-tiffani-bova

A WALL STREET JOURNAL BESTSELLER

Do you know the best way to drive your company's growth? If not, it's time to boost your Growth IQ.


Trying to find the one right move that will improve your business's performance can feel overwhelming. But, as you'll discover in Growth IQ, there are just ten simple--but easily misunderstood--paths to growth, and every successful growth strategy can be boiled down to picking the right combination and sequence of these paths for your current context.

Tiffani Bova travels around the world helping companies solve their most vexing problem: how to keep growing in the face of stiff competition and a fast-changing business environment. Whether she's presenting to a Fortune 500 board of directors or brainstorming over coffee with a startup founder, Bova cuts through the clutter and confusion that surround growth.

Now, she draws on her decades of experience and more than thirty fascinating, in-depth business stories to demonstrate the opportunities--and pitfalls--of each of the ten growth paths, how they work together, and how they apply to business today. You'll see how, for instance:

  *  Red Bull broke Coca-Cola and PepsiCo's stranglehold on the soft drink market by taking the Customer Base Penetration path to establish a foothold with adventure sports junkies and expand into the mainstream.

  *  Marvel transformed itself from a struggling comic book publisher into a global entertainment behemoth by using a Customer and Product Diversification strategy and shifting their focus from comic books to comic book characters in movies.

  *  Starbucks suffered a brand crisis when they overwhelmed their customers with a Product Expansion strategy, and brought back CEO Howard Schultz to course-correct by returning to the Customer Experience path.

Through Bova's insightful analyses of these and many other case studies, you'll see why it can be a mistake to imitate strategies that worked for your competitors, or rely on strategies that worked for you in the past. To grow your company with confidence, you first need to grow your Growth IQ.

Aug 16, 2019

Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/flip-script-oren-klaff

THE BESTSELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION.

Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready?

If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist.

What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.

That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you.

That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation.

And as you'll see in this book, Oren has been in a lot of different situations.

He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product. 

These days, it's not enough to make a great pitch.

To get attention, create trust, and close the deal, you need to flip the script.

Aug 9, 2019

Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience by Ethan Beute and Stephen Pacinelli

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/rehumanize-your-business-ethan-beute

Accelerate sales and improve customer experience

Every day, most working professionals entrust their most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. It's easy to point to the sheer volume of emails, text messages, voicemails, and even social messaging as the problem that reduces our reply rates and diminishes our effectiveness. But the faceless nature of that communication is also to blame.

Rehumanize Your Business explains how to dramatically improve relationships and results with your customers, prospects, employees, and recruits by adding personal videos to emails, text messages, and social messages. It explains the what, why, and how behind this new movement toward simple, authentic videos—and when to replace some of your plain, typed-out communication with webcam and smartphone recordings.

 •   Restore face-to-face communication for clarity and connection

•    Add a personal, human touch to your emails and other messages

•    Meet people who’ve sent thousands of videos

•    Learn to implement your own video habit in an easy, time-saving way
•    Boost your replies, appointments, conversion, referrals, and results dramatically

If you’re ready to influence, teach, sell, or serve in a more personal way, Rehumanize Your Business is your guide.

Aug 2, 2019

Nincompoopery: Why Your Customers Hate You--and How to Fix It by John Brandt

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/nincompoopery-john-brandt

Find and kill the corporate stupidity that drives customers crazy. CEO and award-winning business writer John R. Brandt offers concrete examples of how any organization--large or small, and regardless of industry--can innovate in ways that delight customers and attract top-level talent.

Nincompoopery--terrible customer service, idiotic business processes, and soul-crushing management practices--surrounds all of us. We lose time, patience, and profits as stuck-in-the-past organizations actively prevent us (and our customers) from getting the value we (and they) deserve. 

Can’t anybody change this? CEO and award-winning business writer John R. Brandt says we can. In Nincompoopery: Why Your Customers Hate You--And How to Fix It, he leverages research across thousands of companies to show leaders how to find and kill the corporate stupidity that drives customers crazy. More importantly, he offers concrete examples of how any organization--large or small, and regardless of industry--can innovate in ways that delight customers and attract top-level talent.

Brandt has worked with hundreds of companies to help them outwit competitors, and in the blunt (and funny) Nincompoopery, he shares his unique blueprint for success. It usually starts by asking a simple question or two, such as

  • Why should our customers have to rekey their data multiple times to make a single purchase?
  • Why are there four levels of approval just to order basic supplies?
  • Why can’t we get qualified candidates for open positions, or provide new employees with decent training?
  • In short: How did we become such nincompoops? And when will we stop? 

Nincompoopery offers leaders the answers they need--and the profits they crave--with a scoop of humor on the side. Enjoy!

Jul 26, 2019

FRICTION―The Untapped Force That Can Be Your Most Powerful Advantage by Roger Dooley

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/friction-roger-dooley

In 2016, $4.6 trillion of merchandise was left in abandoned e-commerce shopping carts. 
 
Every year, the U.S. economy loses $3 trillion dollars in productivity due to excess bureaucracy. 
 
Red tape and over-complicated licenses have contributed to China’s GDP exceeding India’s by $82 trillion over the span of just three decades.
 
If you’re a business leader, these statistics should give you nightmares. According to science-based marketing and business expert Roger Dooley, they illustrate the real and growing threat of “friction,” which he defines as the unnecessary expenditure of time, effort, or money in performing a task. 
 
In today's high-speed, customer-empowered world, the levels of swiftness and efficiency of business transactions will determine ultimate success or failure. In this groundbreaking guide, Dooley helps you spot the inevitable points of friction in your organization, and he provides the tools and insight you need to eliminate them. By truly understanding the impact friction can have, you’ll be able to establish positive habits and eliminate negative ones―all with the end result of building a company that’s the envy of your industry. Friction takes you step-by-step through the process of:
 
•Empowering frank conversations
•Guiding individual and team behaviors
•Getting ahead of friction 
•Optimizing the customer experience 
•Building a frictionless corporate culture
 
Combining scientific research with real-life examples of leaders who have conquered business friction, Dooley teaches you how to identify roadblocks, alter them for the benefit of both business and customer, and create positive, lasting change.
 
If you’re in a leadership position, now is the time to declare war on friction―before your competitors do. Stamp out ridiculous rules, pointless procedures, and meaningless meetings. Become a relentless advocate for the customer and for minimizing customer effort. Lubricate every point of friction and make your company run like a well-oiled machine. 
 
Friction provides the know-how you need to lead your company to industry dominance. 
Jul 19, 2019

From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue 2nd Edition by Aaron Ross and Jason Lemkin

 Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/impossible-inevitable-2nd-edition-aaron-ross

Break your revenue records with Silicon Valley’s “growth bible”
This book makes very clear how to get to hyper-growth and the work needed to actually get there

Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn't about magic. It's not about privileges, luck, or working harder. There's a template that the world's fastest growing companies follow to achieve and sustain much, much faster growth.

From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records.

  • Pinpoint why you aren’t growing faster
  • Understand what it takes to get to hypergrowth
  • Nail a niche (the #1 missing growth ingredient)
  • What every revenue leader needs to know about building a scalable sales team

There’s no time like the present to surpass plateaus and get off of the up-and-down revenue rollercoaster. Find out how now!

Jul 12, 2019

Leadership in Focus: Bringing Out Your Best on Camera by Vern Oakley

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/leadership-focus-vern-oakley

If a message feels important enough for video, it's likely because you want to move the audience to action potential investors to take a stake in your company, current employees to embrace a new initiative, prospective employees to bring their talents to your organization. 

Your video can help you inspire your tribe the people you want to influence to take action. But if you want them to do more than listen, your audience needs to feel an authentic connection with you. 

Veteran filmmaker Vern Oakley offers strategies that can help you relax and be their best, authentic self in front of the camera. The return on investment will be a stronger connection to those you want to reach; heightened respect, prestige, and interest in their organization; a stronger brand; and a longer-lasting legacy. 

Leadership in Focus is a comprehensive, entertaining guide for leaders who realize that it's not just what you say on camera that's important it's how you say it. Whether a CEO, middle manager, or budding entrepreneur making YouTube videos to influence their tribe, this book will help them rally others around a message.

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