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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: June, 2022
Jun 24, 2022

Black Goldfish: 10 Keys to Creating a Differentiated Experience by Stan Phelps

About the Book:

Your brand today is no longer what you tell people it is. It is the differentiated experience (DX) your employees deliver. It is what you stand for and how your customers feel about you. And most importantly, your brand is what your customers and employees tell others about their experience.

Black Goldfish is an amalgam of the first 10 colors in the Goldfish Series. The color black happens when you put all the other colors together. Here’s a quick overview of the colors and 10 keys to creating a differentiated experience:

  • PURPLE - little things that add value or make it easier for customers
  • GREEN - little things that drive engagement and reinforce culture for employees
  • GOLDEN - little things for your “vital few” employees and customers
  • BLUE - leveraging technology, data, and analytics to improve customer experience
  • RED - embracing purpose in business to benefit employees, customers, and shareholders
  • PINK - differentiating by defying normal and exploiting imperfection
  • YELLOW - contributing to the happiness of customers, employees, and society
  • DIAMOND - excelling under pressure in sales and client management
  • GRAY - leading across the five generations in the modern workplace
  • SILVER - rising above distractions to communicate both loud and clear

About the Author:

Stan Phelps is a best-selling author, keynote speaker, and workshop facilitator.

Stan is a TEDx speaker, and an IBM futurist and his writing has been syndicated on top sites such as Forbes, Customerthink, and Business2Community.

He has spoken at more than 500 events across Australia, Bahrain, Canada, Ecuador, France, Germany, Holland, Israel, Japan, Malaysia, Peru, Russia, Singapore, Spain, Sweden, the UK, and the US.

Prior to professional speaking, Stan had a 20-year career in marketing that included leadership positions at IMG, Adidas, PGA exhibitions, and Synergy. At Synergy, he worked on award-winning experiential programs for top brands such as KFC, Wachovia, NASCAR, Starbucks, and M&Ms.

He is the author of The Goldfish series of business books which includes Purple Goldfish, Green Goldfish, Golden Goldfish, Blue Goldfish, Pink Goldfish, Yellow Goldfish, Gray Goldfish, Red Goldfish, Diamond Goldfish, Silver Goldfish, and one other book – Bar Tricks, Bad Jokes And Even Worse Stories: 101 Bar Tricks, Riddles, Jokes and Stories.

And, interesting fact – Stan also has a law degree!

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

https://www.salesartillery.com/marketing-book-podcast/black-goldfish-stan-phelps

Jun 21, 2022

The Carbon Almanac: It's Not Too Late with Seth Godin and David Meerman Scott

About the Book:

When it comes to the climate, we don’t need more marketing or anxiety. We need established facts and a plan for collective action.

The climate is the fundamental issue of our time, and now we face a critical decision. Whether to be optimistic or fatalistic, whether to profess skepticism or to take action.

Yet it seems we can barely agree on what is really going on, let alone what needs to be done. We urgently need facts, not opinions. Insights, not statistics. And a shift from thinking about climate change as a “me” problem to a “we” problem.

The Carbon Almanac is a once-in-a-lifetime collaboration between hundreds of writers, researchers, thinkers, and illustrators that focuses on what we know, what has come before, and what might happen next.

Drawing on over 1,000 data points, the book uses cartoons, quotes, illustrations, tables, histories, and articles to lay out carbon’s impact on our food system, ocean acidity, agriculture, energy, biodiversity, extreme weather events, the economy, human health, and best and worst-case scenarios.

Visually engaging and built to share, The Carbon Almanac is the definitive source of facts and the basis for a global movement to fight climate change.

This isn’t what the oil companies, marketers, activists, or politicians want you to believe. This is what’s really happening, right now.

Our planet is in trouble, and no one concerned group, corporation, country, or hemisphere can address this on its own.

Self-interest only increases the problem. We are in this together. And it’s not too late for concerted, collective action for change.

About the Guests:

From The Carbon Almanac website…

Seth Godin is the Founding Editor of The Carbon Almanac and is the author of twenty bestsellers, a daily blogger, and the founder of one of the first Internet companies. He paddles his canoe on the Hudson River every day.

David Meerman Scott is the author of 12 books including The New Rules of Marketing & PR and the WSJ bestseller Fanocracy, marketing & business growth strategist, entrepreneur, and advisor to emerging companies.

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

https://www.salesartillery.com/marketing-book-podcast/carbon-almanac-seth-godin-david-meerman-scott

 

Jun 17, 2022

Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative by Anthony Iannarino

About the Book:

Accelerate your sales career with this how-to book from an expert in sales

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success.

This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.

As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized.

This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck.

At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need.

In addition, Elite Sales Strategies provides readers with:

  • A step-by-step approach for how to become “one-up” yourself and what you provide to your clients
  • A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct
  • Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up”
  • Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system

As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book.

Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

About the Author:

Anthony Iannarino is a writer, a best-selling author, a speaker, a sales leader, and an entrepreneur.

His primary focus is human effectiveness in sales, management, leadership, and personal and professional transformation.

Anthony publishes a daily post on his blog, a practice he has kept since the end of 2009.

And, interesting facts – he has a law degree and at one time was the lead singer for a hair metal band in LA!

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

https://www.salesartillery.com/marketing-book-podcast/elite-sales-strategies-anthony-iannarino

Jun 10, 2022

Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen by Zoe Chance

About The Book:

“The new rules of persuasion for a better world.” —Charles Duhigg, author of the bestsellers The Power of Habit and Smarter Faster Better

Rediscover the superpower that makes good things happen, from the professor behind Yale School of Management's most popular class.

You were born influential. But then you were taught to suppress that power, to follow the rules, to wait your turn, to not make waves. Award-winning Yale professor Zoe Chance will show you how to rediscover the superpower that brings great ideas to life.

Influence doesn’t work the way you think because you don’t think the way you think. Move past common misconceptions—such as the idea that asking for more will make people dislike you—and understand why your go-to negotiation strategies are probably making you less influential.

Discover the one thing that influences behavior more than anything else.

Learn to cultivate charisma, negotiate comfortably and creatively, and spot manipulators before it’s too late. You’ll meet alligators, skydivers, a mind reader in a gorilla costume, Jennifer Lawrence, Genghis Khan, and the man who saved the world by saying no.

Influence Is Your Superpower will teach you how to transform your life, your organization, and perhaps even the course of history. It’s an ethical approach to influence that will make life better for everyone, starting with you.

About The Author:

Zoe Chance teaches, researches, writes about, and talks about the psychology of influence all the freaking time because it's the secret to happiness, success, and saving the world.

Her influence course is the most popular elective at Yale School of Management, and that course sparked the idea for this book.

Her research has been published in places like Proceedings Of The National Academy Of Sciences and Harvard Business Review, and she has appeared on stages, on TV, and in media outlets around the world including The New York Times, the BBC, CNN, and The Economist.

Google used Zoe's behavioral economics framework to design its food policies.

Before coming to Yale, she earned a doctorate in marketing from Harvard, worked in sales jobs like door-to-door sales and telemarketing, and managed a 200 million dollar segment of the Barbie brand at Mattel.

She is donating half the profits from this book to help solve the climate crisis.

And, interesting fact – she once had a starring role in an obscure karate movie so boring that both her parents fell asleep watching it!

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

https://www.salesartillery.com/marketing-book-podcast/influence-superpower-zoe-chance

Jun 3, 2022

The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success by Brent Keltner

About the Book:

Want to accelerate your sales? Stop selling, and start connecting.

Today’s buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they’re overloaded, overwhelmed, and tuned out?

The fact is, product-centered pitching simply doesn’t cut it anymore. Buyers don’t want to hear about your product’s features—they want to hear about how it can solve their problems or help them reach their goals.

In The Revenue Acceleration Playbook, sales and marketing expert Brent Keltner introduces a proven, go-to-market framework to increase personalization and authenticity across every step of the buyer journey—from initial buyer engagement and prospecting to closing new deals and expanding customer relationships, to growing target market segments.

Drawing on more than twenty successful company examples, Keltner shows you, step by step, how to build an authentic buyer journey that will generate more opportunities, higher account values, and faster segment growth.

An essential handbook for CEOs, revenue leaders, go-to-market team members, and everyone in between, The Revenue Acceleration Playbook is your guide to building a high-growth organization, from the sales floor to the executive suite. 

About the Author:

Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology.

Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation.

He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times.

And, interesting fact – he has a black belt in Karate!

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

https://www.salesartillery.com/marketing-book-podcast/revenue-acceleration-playbook-brent-keltner

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