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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: March, 2022
Mar 25, 2022

Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success by David Hoffeld

About the Book:

Today, in sales, business, and life, you need every advantage you can get.

In Sell More with Science, David Hoffeld, the world’s leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world.

Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition.

You’ll discover:

  • Two evidence-based mindsets that will help you earn more sales
  • Seven strategies that will boost your chances of reaching any goal
  • Powerful principles that will enhance your ability to guide potential clients into positive buying decisions
  • Ways to win day-to-day interactions—in business and beyond
  • How to reframe any idea or situation
  • What it means to sell with integrity
  • A science-backed formula you can follow to create positive career change
  • And much more

Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.

About the Author: 

David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, a research-based sales and consulting firm.

He’s pioneered a sales approach based on research in neuroscience, social psychology, and behavioral economics that’s been proven to dramatically increase sales.

He has trained and coached salespeople from small and medium-sized businesses to Fortune 500 companies.

David has lectured at Harvard Business School and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Fast Company, Harvard Business Review, Investor’s Business Daily, INC, Forbes, CBS Radio, Fox News Radio, and more.

And, interesting fact – at the age of 10, he read Dale Carnegie’s bestselling book How to Win Friends & Influence People!

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

https://www.salesartillery.com/marketing-book-podcast/sell-more-science-david-hoffeld

Mar 18, 2022

What Customers Hate: Drive Fast and Scalable Growth by Eliminating the Things that Drive Business Away by Nicholas Webb

About the Book:

This book will teach you how to eliminate what customers hate and lead your market and customer satisfaction.

Whether you’re selling to consumers or business-to-business (B2B), perfection in the marketplace does not exist. When making buying decisions, customers are faced with an array of imperfect choices.

The best organizations in the world are not only delivering great customer experience, but they’re also taking steps to proactively avoid the things that customers hate. These companies have learned that if you can eliminate what customers hate, you will instantly become the best option in your market.

No company, brand, or service enjoys 100 percent love. There will always be some degree of hate in the mix. Hate is a source of friction, and if there is too much friction, the process of moving products and services— regardless of their high quality—into the hands of customers will grind to a halt.

What Customers Hate will show you how to avoid the common pitfalls that have damaged some of the best organizations and best teams in the world, and how to change the philosophical view of customer experience so you can learn that customer experience is actually an innovation activity.

This customer experience playbook will give you actionable takeaways that include:

  • How to turn an upset customer into a customer for life, in five easy steps.
  • Why “haters” will determine your organization’s growth and profitability.
  • How to thrive in the “experience economy.”
  • The importance of the five-touch journey mapping.
  • The impact of hate-love personification.
  • How to turn your customers into “Evangelists.”
  • The power of: Attraction, Promotion, Retention, and Avoiding Deflection.
  • The secrets of the best organizations in the world.

This book is the product of many years of front-line work with some of the top brands in the world and their customers. Set aside the theories and concepts, this is the playbook you need. You’ll find that this approach will make it fast and easy to drive scalable growth, profitability, and most importantly, customer happiness.

About the Author:

Nicholas J. Webb is an award-winning inventor with over 40 US patents, a keynote speaker, and best-selling author.

As a keynote speaker, he has traveled the world, speaking on future trends, personal growth, and innovation.

His best-selling books include What Customers Crave: How to Create Relevant and Memorable Experiences at Every Touchpoint and The Innovation Mandate: The Growth Secrets of the Best Organizations in the World, both of which have been featured on The Marketing Book Podcast.

He currently serves as the CEO of Leader Logic.

And, interesting fact: he is the host and executive producer of a recent award-winning documentary, The Healthcare Cure.

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

https://www.salesartillery.com/marketing-book-podcast/what-customers-hate-nicholas-webb

Mar 11, 2022

How Creativity Rules the World: The Art and Business of Turning Your Ideas into Gold by Maria Brito

About the Book:

Learn to make creativity work for your career.

Maria Brito illustrates how creativity is merely a series of habits, actions, and attitudes that anyone can develop—regardless of who you are or what you do.

There has never been a more crucial time than now to develop your creativity and your ability to innovate. Coming up with original ideas of value is today’s most precious skill.

Contrary to a myth that has been unfairly perpetuated, creativity can be taught and learned by anyone. How Creativity Rules the World builds the case for creativity as an inexhaustible resource available to everyone and proves that it is the key to thriving in the business world and beyond.

With revealing studies and stories spanning business and art, How Creativity Rules The World is a deep dive into history, culture, psychology, science, and entrepreneurship; breaking down and analyzing the elements used by some of the most creative minds throughout the last 600 years.

Maria Brito discovered the power of creativity when she transitioned from being an unhappy Harvard-trained corporate lawyer to a thriving entrepreneur and innovator in the art world. She flipped the barrenness around her to emerge as one of the most well-known disruptors in the art world.

With this book, you will learn how to:

  • Overcome limiting thoughts and dispel myths about creativity.
  • Unleash creativity through concrete data, historical passages, and examples of modern entrepreneurship.
  • Develop timeless habits, principles, and tools that worked six centuries ago and continue to work today.
  • Employ creativity in an everyday context to produce extraordinary results.

After applying the principles in How Creativity Rules the World to her own business, she started teaching them to hundreds of people, ranging from entrepreneurs to artists to CEOs. As evidenced by her students’ creative successes, Maria knows that this timeless guide will allow others to strike gold with their ideas.

How Creativity Rules the World promises to make the creative process of successful seven-figure artists and billion-dollar entrepreneurs—as well as Maria’s own—accessible and actionable for you to take the power of their ideas to the next level.

About the Author:  

Originally from Venezuela, Maria Brito was selected by Complex Magazine as one of the "20 Power Players in the Art World," as well as being named one of ARTNEWS Magazine’s “Deciders.”

She has advised hip-hop moguls, Oscar® winning actors, Tony® winning producers, CEOs of Fortune 500 companies, and many more.

She has written for publications such as Entrepreneur, Huffington Post, Elle, Forbes, Artnet, Cultured Magazine, and Departures.

For several years, Maria has taught her creativity course in companies, and in 2019, she launched “Jumpstart,” an online program on creativity for entrepreneurs based on years of research and observation in both the areas of business and art.

Maria also wrote and hosted “The “C” Files with Maria Brito”, a TV and streaming series for PBS’s new station “ALL ARTS.”

And, interesting facts – she is a graduate of Harvard University and Harvard Law School!

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

https://www.salesartillery.com/marketing-book-podcast/how-creativity-rules-world-maria-brito

Mar 4, 2022

A Practitioner's Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts (2nd Edition) by Bev Burgess and Dave Munn

About the Book:

As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns.

Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts.

A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programs.

Featuring insights from practicing professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2, and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career.

This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions, and updated wider research.

Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing.

About the Author:

Dave Munn is President of ITSMA, a research-based community for B2B marketing leaders that pioneered the account-based marketing approach in the early 2000s. ITSMA is now a Momentum Group company.

Prior to joining ITSMA in 1995 Dave held senior-level marketing positions with Oracle and Apple and was a senior analyst at the Ledgeway Group (now part of Gartner).

He holds an MBA from Northwestern University’s Kellogg School, where he concentrated in Marketing and Corporate Strategy. 

And, interesting fact: The only reason his wife Jennifer married him is that on their first date he mentioned having read Hemingway’s The Sun Also Rises and that he had run with the bulls in Pamplona Spain!

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

https://www.salesartillery.com/marketing-book-podcast/practitioners-guide-account-based-marketing-dave-munn

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