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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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Now displaying: October, 2021
Oct 29, 2021

RE:Think Innovation: How the World's Most Prolific Innovators Come Up with Great Ideas that Deliver Extraordinary Outcomes by Carla Johnson

About the Book:

RE:Think Innovation makes coming up with great ideas everybody’s business.

People think innovation isn’t sustainable, so they make it much harder than it has to be.

Experts portray it as confusing and complicated so they can charge big fees.

Executives make it intimidating and complex, so they appear smarter and important.

Traditional innovators imply you need a special degree or training to know how to do it right.

The truth is, consistently coming up with great ideas isn’t a talent one is born with or a skill that takes years to learn.

It’s actually a simple 5-step framework that anyone can follow to look at the work that they do differently, and have a bigger impact on the people they serve.

RE:Think Innovation answers the question of how to tie individual competence with innovation techniques to direct corporate outcomes.

Within its pages, Carla Johnson shows how to create a unified, idea-driven employee base that delivers more ideas in a shorter amount of time.

Ultimately, this is the path that makes organizations genuinely nimble, passionate, innovative powerhouses that deliver extraordinary outcomes for sustained periods of time.

About the Author:

Carla Johnson is an innovation and marketing expert, keynote speaker, and prolific author.

Her work with Fortune 500 brands served as the foundation for many of her books. Having lived, worked, and studied on five continents, she's trained thousands of people how to rethink the work that they do and the impact they can have. Her expertise has inspired and equipped leaders at all levels to embrace change, welcome new ideas, and transform their businesses.

And, interesting facts about Carla - (based on a careful reading of her book) she grew up in a town of 1,000 people in rural Nebraska, when she was four years old she was in the community fashion show, she's been known to doze off in big, soft, cushy chairs and coffee shops, and if you ever meet her in person – she's a hugger!

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

https://www.salesartillery.com/marketing-book-podcast/re-think-innovation-carla-johnson

Oct 22, 2021

Data-First Marketing: How To Compete and Win In the Age of Analytics by Janet Driscoll Miller and Julia Lim

About the Book:

In Data-First Marketing: How to Compete & Win in the Age of Analytics, distinguished authors Miller and Lim demystify the application of data analytics to marketing in any size business.

Digital transformation has created a widening gap between what the CEO and business expect marketing to do and what the CMO and the marketing organization actually deliver.

The key to unlocking the true value of marketing is data – from actual buyer behavior to targeting info on social media platforms to marketing’s own campaign metrics.

Data is the next big battlefield for not just marketers, but also for the business because the judicious application of data analytics will create a competitive advantage in the Age of Analytics.

Miller and Lim show marketers where to start by leveraging their decades of experience to lay out a step-by-step process to help businesses transform into data-first marketing organizations. The book includes a self-assessment that will help to place your organization on the Data-First Marketing Maturity Model and serve as a guide for which steps you might need to focus on to complete your own transformation.

Data-First Marketing: How to Compete & Win in the Age of Analytics should be used by CMOs and heads of marketing to institute a data-first approach throughout the marketing organization.

Marketing staffers can pick up practical tips for incorporating data in their daily tasks using the Data-First Marketing Campaign Framework.

And CEOs or anyone in the C-suite can use this book to see what is possible and then help their marketing teams to use data analytics to increase pipeline, revenue, customer loyalty – anything that drives business growth.   

About the Author:

Janet Driscoll Miller is a digital marketing expert, writer, and keynote speaker.

She has nearly 30 years of digital marketing experience and founded the digital marketing agency Marketing Mojo in 2005. She has worked with many top-tier clients, including National Geographic, Mazda USA, LexisNexis, and Activision.

She is a regular guest lecturer at the University of Virginia and James Madison University, her alma mater. 

She previously authored a book on Google analytics, Getting Started With Google Analytics: How to Set up Google Analytics Correctly from the Beginning.

And, interesting fact - outside of digital marketing, Janet is passionate about women's rights and building the next generation of female leaders. She is an active supporter of the Girl Scouts, serving as a troop leader, camp volunteer, and trainer.

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

https://www.salesartillery.com/marketing-book-podcast/data-first-marketing-janet-driscoll-miller

Oct 15, 2021

Human-Centered Communication: A Business Case Against Digital Pollution by Ethan Beute and Stephen Pacinelli

About the Book:

Digital pollution is the problem. Human-centered communication is the solution.

We’re spending more time than ever in virtual environments. That will only increase, as will the amount of noise we encounter there. The seemingly endless series of unwelcome digital distractions range from frustrating to dangerous.

As individuals and businesses, we not only spend time and energy managing this digital pollution, we often create it. At risk are relationships and revenue.

The only viable way forward is to be more thoughtful, intentional, and personal. Human-Centered Communication provides a philosophy and practice to help you connect in more meaningful and effective ways with prospects, customers, team members, and every stakeholder in your success. Learn to:

  • Break through the noise and earn attention
  • Build trust and create engagement
  • Enhance your reputation with both people and algorithms

The concepts and models in this book apply to any form or channel of communication, but human centricity favors video.

More visual and emotional than faceless digital communication, video enhances tone, intent, subtlety, nuance, and meaning. Learn to be clearer and more confident on camera in live video calls, meetings, and presentations, as well as in recorded video emails, social messages, and text messages.

The authors of the bestselling Rehumanize Your Business join with eleven industry-leading experts from companies like Salesforce, HubSpot, and RE/MAX to lead the growing conversation on leveraging human strengths in an increasingly digital world. The brightest future is tech-enabled, but authors Ethan Beute and Stephen Pacinelli show that it’s also human-centered.

The experts studied, interviewed, and featured:

  • Jacco van der Kooij, Founder of Winning by Design
  • Dan Hill, Ph.D., President of Sensory Logic
  • Mathew Sweezey, Director of Market Strategy at Salesforce
  • Julie Hansen, Creator of the Selling on Video Master Class
  • Adam Contos, CEO of RE/MAX
  • Lauren Bailey, Founder and President of Factor 8 and #GirlsClub
  • Mario Martinez Jr, Founder and CEO of Vengreso
  • Viveka von Rosen, Co-founder and Chief Visibility Officer at Vengreso
  • Shep Hyken, Customer Service and Customer Experience Expert
  • Morgan J Ingram, Director of Sales Execution at JB Sales Training
  • Dan Tyre, sales executive and founding team member at HubSpot

Among the themes addressed:

  • Trust and relationships
  • Communication and connection
  • Service and value
  • Text and video
  • Noise and pollution

Among the types of videos in which you’ll become more confident and effective:

  • Live, synchronous video meetings
  • Recorded, asynchronous video messages
  • Video calls and video presentations
  • Video in emails and text messages
  • Video in social feeds and social messages
  • Video for specific individuals and large groups
  • Video for known audiences and anonymous masses
  • Video for prospects, customers, employees, and other stakeholders

For immediate benefits and for long-term reputation, now is the time to get ahead of and stay ahead of ever-increasing digital noise and pollution - with Human-Centered Communication.

About the Author:

Ethan Beute is the Chief Evangelist at BombBomb a video email sales and marketing software platform, is the host of The Customer Experience Podcast, and co-author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience (featured on episode 239 of The Marketing Book Podcast in 2019).

Ethan has collected and told personal video success stories in hundreds of blog posts, in dozens of webinars, podcasts, and stage presentations, and in countless conversations. He's sent more than 12,000 video messages himself. Prior to joining BombBomb, he spent a dozen years leading marketing inside local television stations in Chicago, Grand Rapids, and Colorado Springs.

And, interesting fact - his first real job out of college was driving a school bus for Microsoft!

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

https://www.salesartillery.com/marketing-book-podcast/human-centered-communication-ethan-beute

Oct 8, 2021

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition by Lee Salz

About the Book:

Game-changing new strategies to outsmart, outmaneuver, and outsell your competition!

Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers.

How do you stand out from the pack and not just land the account, but win deals at the prices you want?

Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it.

Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones.

The practical, proven strategies presented in Sell Different! include:

  • How to defeat your toughest competitor (hint: it’s not who you think it is)
  • An actionable 16-phase plan to reach and engage elusive prospects
  • Finding more of your best clients (it’s easier than you think)
  • Acquiring more referrals than you ever dreamed possible
  • Virtual selling and how to harness its potential
  • Neutralizing the fear of change that paralyzes buyers and kills deals
  • Structuring pilot programs that advance your deals
  • Identifying the critical person needed to win more deals at the prices you want
  • Solving closing problems and fixing the real issue limiting your success
  • Dissecting and resolving the most challenging sales objection — price!
  • What 99.999% of salespeople don’t do, but should
  • Expanding account relationships to explode revenue and lock out the competition
  • How to address a major flaw when comparing salespeople with professional athletes
  • And much, much more!

If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.

About the Author: 

Lee Salz is a keynote speaker and sales management strategist on sales differentiation, salesforce development, hiring, onboarding, compensation, and other sales performance topics. He is the CEO of Sales Architects, and prior to that for most of his career, he served in sales and marketing leadership roles.

He’s the author of several books, including Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want and is a featured columnist in The Business Journals and is a media source on sales and sales management, and has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets.

And, interesting facts: he is a championship powerlifter, a die-hard New York Yankees fan, and he proposed to his wife in the White House Rose Garden! 

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

https://www.salesartillery.com/marketing-book-podcast/sell-different-lee-salz

Oct 1, 2021

The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth by John Jantsch

About the Book:

It is more difficult than ever for businesses and marketing professionals to cut through the noise to create relationships with their customers.

Organizations that focus on converting their customers to members and helping them achieve the lasting transformation they are seeking rather than simply offering the transaction of the moment are winning.

The Ultimate Marketing Engine promises to teach readers how to develop a system to take every customer from where they are to where they want to be by building on the innovative principles first brought to the marketing world in Duct Tape Marketing and honed over three decades of working with thousands of businesses.

Introducing the Customer Success Track

The Ultimate Marketing Engine introduces an innovative new approach to a marketing strategy that will transform how readers view their business, their marketing, and perhaps, even how they view every customer.

Readers will learn:

  • Why strategy must come before tactics.
  • How to narrow your focus and choose only ideal customers.
  • Why no one wants what you sell – and what they actually want.
  • How to use story and narrative as the voice of strategy.
  • How to construct the perfect customer journey.
  • How to grow your business with your customers.

This book will help readers take control of their marketing while creating ridiculously consistent business growth.

About the Author:

John Jantsch is a marketing consultant, speaker, podcaster, and author. His other books include Duct Tape Marketing, The Referral Engine, The Commitment Engine, Duct Tape Selling, SEO for Growth, and The Self-Reliant Entrepreneur.

He is also the founder of the Duct Tape Marketing Consultant Network, which trains and licenses independent consultants and agencies to use the Duct Tape Methodology.

John’s small business advice has been featured in The New York Times, The Wall St. Journal, Forbes, Fast Company, Entrepreneur, CNBC, and CNNMoney among others.

Seth Godin called John Jantsch the "Peter Drucker of small business tactics."

And, interesting fact - he is now a member of a very exclusive club, The Marketing Book Podcast 5-Timers Club!

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

https://www.salesartillery.com/marketing-book-podcast/ultimate-marketing-engine-john-jantsch

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