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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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Feb 12, 2021

Stand-out Marketing: How to Differentiate Your Organization in a Sea of Sameness by Stacey Danheiser, Simon Kelly, and Paul Johnston

"How do we get customers to choose us over our competitors?"

In a crowded market, it's imperative to demonstrate that you understand what your customers value and can communicate how you can solve their problems better than the competition.

Stand-out Marketing presents original research that compares the content produced by organizations in a range of sectors which demonstrates that customers are left swimming in a "sea of sameness" by copycat marketing that makes choice difficult.

On the back of this unique and fascinating research, Stand-out Marketing sets out a framework of five competencies for business leaders, marketing, and sales professionals to successfully differentiate themselves from competitors. 

These include seeing the next competitive move, staying in tune with your customers and becoming indispensable to them, activating and evaluating initiatives, as well as building an organizational culture that enables these competencies. 

Featuring interviews with industry experts, tools, and exercises throughout, Stand-out Marketing is an essential resource to help companies stand out, deliver genuine value, and achieve competitive advantage.

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

https://www.salesartillery.com/marketing-book-podcast/stand-out-marketing-stacey-danheiser

Feb 5, 2021

Cumulative Advantage: How to Build Momentum for your Ideas, Business and Life Against All Odds by Mark Schaefer

At its essence, marketing today is about answering one question: “How can we be heard?” How can we rise above the din of infinite options to create sustainable meaning with an audience or group of customers? Following the old rules of digital engagement is not enough … not nearly enough. Even being "great" is insufficient in the face of overwhelming competition redefining the limits of excellence every day. 

From the best-selling author of KNOWN and Marketing Rebellion comes a practical guidebook built for the modern world. 

Cumulative Advantage demonstrates how the world is stacked against us in big ways and small and provides new ideas to help us build the unstoppable momentum needed to rise above competitive barricades in business, in our careers, and in our lives.

Filled with motivating ideas and fascinating case studies, Cumulative Advantage is an indispensable and practical source of inspiration for every person with a dream that’s ready to take flight. 

You will learn:

  • How the initial advantage that drives momentum comes from everyday ideas.
  • The inside secrets of creating vast awareness for your projects.
  • How to nurture powerful connections that lead to break-through opportunities.
  • Why momentum is driven by the speed, time, and space of a “seam.”
  • How the “certainty of business uncertainty” can be used to your advantage.

Mark Schaefer weaves decades of research and revealing expert views into an entertaining guide to building momentous success in the real-world. 

You’ll never view the world the same way again after learning how initial advantages, seams of opportunity, sonic booms, and the lift from mentors can impact your world in powerful and permanent ways. 

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

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

Jan 29, 2021

The Smart Marketing Book: The Definitive Guide to Effective Marketing Strategies by Dan White

In today’s complex commercial environments, marketing has become a central aspect of every successful business. Businesses need flexible, effective means of gaining commercial traction by managing their relationships with audiences, stakeholders, and competitors. They require effective marketing and branding that move beyond the standard forms of brand orientation and commercial interaction. New marketing models must think smart to create innovative strategies that have long-term sustainable economic goals.

The Smart Marketing Book is a practical, reliable, and concise title that offers the core marketing principles applicable to anyone who wishes to improve their organization’s financial and creative values. It is a straightforward guide that avoids unnecessary and time-consuming practices. An illustrative handbook that covers marketing principles and topics through visual innovation. A credible statement to all marketers trying to source the most relevant strategies from a field cursed with infinite information.

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

https://www.salesartillery.com/marketing-book-podcast/smart-marketing-book-dan-white

Jan 22, 2021

The Ministry of Common Sense: How to Eliminate Bureaucratic Red Tape, Bad Excuses, and Corporate BS by Martin Lindstrom

A humorous yet practical five-step guide to ridding ourselves—and our companies—of the bureaucratic bottlenecks and red tape that plague every office

You try to reserve a conference room for a crucial client meeting via your company’s new-and-improved computer service, only to find that every conference room is booked–seemingly forever.

Your weekly conference call is hijacked by video screens freezing, cords not working, and employees dropping in and out.

You then sit through an endless PowerPoint presentation that everyone claims they’ve read, no one has, and that could have been summarized in one page.

What has happened to common sense? And how can we get it back?

Companies, it seems, have become so entangled in their own internal issues, and further beset by reams of invisible red tape, that they’ve lost sight of their core purpose. Inevitably, they pay the price.

Best-selling author Martin Lindstrom combines numerous real‑life examples of corporate common sense gone wrong with his own ingenious plan for restoring logic—and sanity—to the companies and people that need it most.

A must-read for today’s executives, managers, and office workers, The Ministry of Common Sense is funny, entertaining, and immensely practical.

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

https://www.salesartillery.com/marketing-book-podcast/ministry-common-sense-martin-lindstrom

Jan 15, 2021

Ultimate Guide to Facebook Advertising by Perry Marshall, Bob Regnerus, and Thomas Meloche

New Customers Are Waiting...Find Them On Facebook

Facebook makes it easy for businesses like yours to share photos, videos, and posts to reach, engage, and sell to more than 1 billion active users.

Advertising expert Perry Marshall is joined by co-authors Bob Regnerus and Thomas Meloche as he walks you through Facebook Advertising and its nuances to help you pinpoint your ideal audience and gain a ten-fold return on your investment.

Now in its fourth edition, Ultimate Guide to Facebook Advertising takes you further than Facebook itself by exploring what happens before customers click on your ads and what needs to happen after―10 seconds later, 10 minutes later, and in the following days and weeks.

You'll discover how to:

  • Maximize your ad ROI with newsfeeds, videos, and branded content
  • Create custom audiences from your contact lists, video views, and page engagement
  • Use the Facebook Campaign Blueprint proven to generate your first 100 conversions
  • Boost your Facebook ads using the Audience Network and Instagram
  • Follow the three-step formula for successful video ads
  • Maximize campaigns and increase conversions on all traffic to your website
  • Track and retarget engaged users by leveraging the Power of the Pixel
  • Make every page on your website 5-10 percent more effective overnight

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

https://www.salesartillery.com/marketing-book-podcast/ultimate-guide-facebook-advertising-bob-regnerus

Jan 8, 2021

The Influencer Code: How to Unlock the Power of Influencer Marketing by Amanda Russell

The Influencer Code is the essential reference for any company looking to leverage the power of influencers to elevate their brand and grow their business.

From Fortune 500s to local fitness studios, whether you offer financial services or sell donuts, reaching today's consumers is more complicated than ever.

More and more, marketers are reaching out to people who style themselves "influencers": those people who have a big—and, more importantly—loyal audience ready to hear what they have to say about anything.

Yet despite "influencer marketing" fast becoming one of the biggest buzz terms of the decade,  it couldn't be more misunderstood.

Written by an accomplished entrepreneur, professor, and award-winning YouTube star, The Influencer Code breaks down the biggest myths that brands are getting wrong and shows you how to get it right by defining and showcasing what true influencer marketing is and how to leverage it to achieve your business goals in a simple yet powerful 3-step code.

The Influencer Code simplifies the complex world of influencer marketing, covering how to research, evaluate, and employ the right influencers for their markets, as well as how to legally and strategically integrate them into marketing campaigns to achieve specific goals.

The future of marketing depends on forming authentic partnerships between brands and influencers. The go-to resource for all things influencer marketing, The Influencer Code is your shortcut to making that future a reality.

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

https://www.salesartillery.com/marketing-book-podcast/influencer-code-amanda-russell

Jan 1, 2021

Friday Forward: Inspiration & Motivation to End Your Week Stronger Than It Started by Robert Glazer

Wake up. Get inspired. Change the world. Repeat.

Global business leader and national bestselling author, Robert Glazer, believes we all have a responsibility to each other: to give one another the inspiration and support we need to be our best.

What started as a weekly note known as "Friday Forward" to his team of forty has turned into a global movement reaching over 200,000 leaders across sixty countries and continually forwarded to friends and family.

In Friday Forward, Robert shares fifty-two of his favorite stories with real-life examples that will motivate you to grow and push you to be your best self.

He encourages you to use this book as part of a positive and intentional Friday morning routine to get the weekend started on a forward-looking note that will carry you through the week.

At once uplifting and deeply thought-provoking, these stories will challenge you to propel yourself outside your comfort zone to unlock your innate potential.

By making small, intentional changes, you have the power to create lasting impact, not only in your own life, but also to inspire those around you to do the same. Today is the perfect day to start.

"Glazer's collection of inspiring, thought-provoking stories gives the motivation and mentorship you need to build a more fulfilling life and career."

—Daniel H. Pink, author of When and Drive

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

https://www.salesartillery.com/marketing-book-podcast/friday-forward-robert-glazer

Dec 25, 2020

Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads by Skip Miller

Too many companies have let their salespeople devolve into an order-taking, customer “farming” team where the focus is on following up on inbound leads or just trying to upsell current customers. Outbounding shows them how to power up the sales function with proven strategies that deliver breakthrough results.

Many sales organizations have fallen into an overreliance on inbound lead generation.

However, when the early and easy inbound leads dry up and marketing and social media efforts stop yielding the results enjoyed previously, the need for outbound activity becomes more crucial than ever.

This is the critical time in the life of a business when organizations with a top-notch team trained to sell outbound successfully will rise head and shoulders above the rest.

There are no two ways about it, outbound selling can be intimidating even to the most senior rep. Yet that same intimidation around cold calling and outbound sales can be transformed into confident success … if you have the right tools at your disposal.

This book equips salespeople with the knowledge, training, and road-tested sales tactics to raise the success rate (and even the enjoyment level) of their outbound sales.

Outbounding provides sales teams with everything they need to: 

  • Have the right tools to outbound and not to just harass
  • Learn how to outbound to the C-Suite as well as the manager level
  • See prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills
  • Utilize templates and ideas that really work and can be adapted to one’s own style

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

https://www.salesartillery.com/marketing-book-podcast/outbounding-skip-miller

Dec 18, 2020

Unfiltered Marketing: 5 Rules to Win Back Trust, Credibility, and Customers in a Digitally Distracted World by Stephen Denny and Paul Leinberger

You can fake authenticity. But in this digitally saturated age, your customers will see through any misdirection.

As we are constantly on our electronic devices, we have come to distrust curated media and traditional PR.

Stephen Denny and Paul Leinberger have found that people now want to make their own decisions based on raw footage, real-time updates, and unfiltered livestreams.

How, then, do marketing executives and others gain consumer trust? These Fortune 500 consultants present the answer in Unfiltered Marketing.

Drawing on four years of global research, Denny and Leinberger have developed a comprehensive five-step process for successfully rehumanizing the digital brand experience and gaining customer loyalty.

To follow it, companies must understand that consumers are (1) seeking control in an out-of-control world; and executives must rework their brand to be (2) unscripted, (3) in-process, and (4) in-context, in order to master (5) heroic credibility (brands standing by their philosophy and values).

Abiding by these rules, businesses follow in the successful footsteps of brands like Patagonia, T-Mobile, adidas, GoDaddy, and others.

Unfiltered Marketing's big ideas apply to business strategy, marketing, and the future of the brand/consumer relationship. It is a playbook for managers and for anyone interested in the ever-changing interaction between technology and culture.

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

https://www.salesartillery.com/marketing-book-podcast/unfiltered-marketing-stephen-denny

Dec 11, 2020

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer

Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion

Industry analysts report that up to 70-80% of business growth comes from existing customers.

So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance?  Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions?

The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. 

They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.

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

https://www.salesartillery.com/marketing-book-podcast/expansion-sale-tim-riesterer

Dec 4, 2020

The Visual Sale: How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World by Marcus Sheridan and Tyler Lessard

Video can help you close the deal in a virtual world and this book from award-winning marketer and author Marcus Sheridan will show you how. With practical advice and step by step instructions, this is the ultimate guide to selling over video - no matter how much you hate watching yourself on the screen. 

More than ever before, buyers and consumers are demanding more video. Just "reading" about a product, service, or company will no longer do the trick. Today, they must "see" it.  

Notwithstanding this increased demand for video, most businesses and organizations have struggled to quickly adapt. In fact, many have no idea as to how or where to get started. For this purpose, The Visual Sale was written. 

Finally, businesses and organizations have a clear guide that will literally show them, in simple, clear, and actionable terms, exactly how they can build a culture of video and start "showing it" moving forward, ultimately leading to a dramatic improvement to their sales numbers, marketing strategy, and overall customer experience.

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

https://www.salesartillery.com/marketing-book-podcast/visual-sale-marcus-sheridan

Nov 27, 2020

The Six Disciplines of Agile Marketing: Proven Practices for More Effective Marketing and Better Business Results by Jim Ewel

Transform your organization using Agile principles with a proven framework. 

The Six Disciplines of Agile Marketing provides a proven framework for applying Agile principles and processes to marketing. Written by celebrated consultant Jim Ewel, this book provides a concise, approachable, and adaptable strategy for the implementation of Agile in virtually any marketing organization. 

The Six Disciplines of Agile Marketing discusses six key areas of practical concern to the marketer who hopes to adopt Agile practices in their organization. They include: 

  • Aligning the team on common goals 
  • Structuring the team for greater efficiency 
  • Implementing processes like Scrum and Kanban in marketing 
  • Validated Learning 
  • Adapting to Change 
  • Creating Remarkable Customer Experiences 

The Six Disciplines of Agile Marketing also discusses four shifts in beliefs and behaviors necessary to achieve an Agile transformation in marketing organizations. They include: 

  • A shift from a focus on outputs to one based on outcomes 
  • A shift from a campaign mentality to one based on continuous improvement 
  • A shift from an internal focus to a customer focus 
  • A shift from top-down to decentralized decision-making

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

https://www.salesartillery.com/marketing-book-podcast/six-disciplines-agile-marketing-jim-ewel

Nov 20, 2020

The Interaction Field: The Revolutionary New Way to Create Shared Value for Businesses, Customers, and Society by Erich Joachimsthaler

Learn how the most successful businesses are creating value and igniting smart growth in a fast-paced, competitive market.

Most businesses today focus on competition and disruption instead of collaboration, participation, and engagement. They focus on transactions instead of interactions. They seek to optimize or extract value rather than share it. They build assets and thrive on an enormous scale, huge distribution networks, and brand recognition. But then along comes a rival that doesn't care much about your brand and your other assets, and it either rushes past you or mows you down.

In The Interaction Field, management expert, and professor Erich Joachimsthaler explains that the only way to thrive in this environment is through the Interaction Field model. Companies that embrace this model generate, facilitate, and benefit from data exchanges among multiple people and groups -- from customers and stakeholders, but also from those you wouldn't expect to be in the mix, like suppliers, software developers, regulators, and even competitors. And everyone in the field works together to solve big, industry-wide, or complex and unpredictable societal problems.

The future is going to be about creating value for everyone. Businesses that solve the immediate challenges of people today and also the major social and economic challenges of the future are the ones that will survive and grow.

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

https://www.salesartillery.com/marketing-book-podcast/interaction-field-erich-joachimsthaler

Nov 13, 2020

Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth by Darrell Amy

Need to grow revenue faster?

In Revenue Growth Engine, Darrell Amy presents a strategy to accelerate growth.

Whether you own a company, lead a sales team, or work in marketing, you share the same goal: revenue growth.

In today’s economy, companies need to accelerate revenue growth. Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth!

In this book, you will quickly see which parts of your company’s growth engine are not performing. You will discover the law of exponential growth and how to accelerate growth with ideal clients. You will find a big picture model for aligning marketing and sales to drive growth. Darrell walks you step by step through how to improve each component of your growth engine.

Anyone who shares responsibility for revenue will appreciate this book. 

Here’s some of what you’ll learn:

Business Owners

  • Discover a model to set aggressive and achievable growth goals
  • Achieve cross-sell goals to drive more revenue per client
  • Align sales and marketing to drive revenue growth
  • Enhance your buyer and client experiences to build loyalty

Chief Revenue Officers

  • Create scorecards to measure success
  • Get a framework to make better marketing decisions
  • Implement a periodic business review process

Sales Leaders

  • Create a target account program with 10X prospects
  • Drive multi-touch prospecting campaigns that are measurable
  • Win more deals with strategies to influence buying teams

Marketing Managers

  • Build effective messages based on the business outcomes ideal clients desire
  • Create lead management strategies to qualify sales leads
  • Develop client loyalty programs that increase cross-sell revenue

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

https://www.salesartillery.com/marketing-book-podcast/revenue-growth-engine-darrell-amy

Nov 6, 2020

The Practice: Shipping Creative Work by Seth Godin

From the bestselling author of Linchpin, Tribes, Purple Cow and The Dip comes an elegant little book that will inspire artists, writers, and entrepreneurs to stretch and commit to putting their best work out into the world.

Creative work doesn't come with a guarantee. But there is a pattern to who succeeds and who doesn't. And engaging in the consistent practice of its pursuit is the best way forward.

Based on the breakthrough Akimbo workshop pioneered by legendary author Seth Godin, The Practice will help you get unstuck and find the courage to make and share creative work.

Godin insists that writer's block is a myth, that consistency is far more important than authenticity, and that experiencing the imposter syndrome is a sign that you're a well-adjusted human.

Most of all, he shows you what it takes to turn your passion from a private distraction to a productive contribution, the one you've been seeking to share all along.

With this book as your guide, you'll learn to dance with your fear. To take the risks worth taking. And to embrace the empathy required to make work that contributes with authenticity and joy.

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

https://www.salesartillery.com/marketing-book-podcast/practice-seth-godin

Oct 30, 2020

Mastering Marketing Agility: Transform Your Marketing Teams and Evolve Your Organization by Andrea Fryrear

The leading authority on agile marketing shows how to build marketing operations that can pivot freely and yet remain committed to priorities.

As a marketer, are you tired of chasing marketing fads and algorithm rumors that seem to change every couple of months? This guide to building the perfect marketing department will help you achieve the latest and greatest without having to rebuild your operations from scratch every time the wind shifts.

Agile strategies have been the accepted modus operandi for software development for two decades, and marketing is poised to follow in its footsteps. As the audiences we market to become ever more digital, agile frameworks are emerging as the best and only way to manage marketing.

This book is a signpost showing the way toward the agile future of marketing operations, explaining how every role, from social media intern up to chief marketing officer, can work in unison, responding to the market's demanding challenges without losing focus on the big picture.

You will learn what it takes for marketing agility to thrive--customer focus, transparency, continuous improvement, adaptability, trust, bias for action, and courage--along with the anti-patterns that can drag you down. Most important, you will learn how to implement the systems, strategies, and practices that will truly transform your marketing operations.

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

https://www.salesartillery.com/marketing-book-podcast/mastering-marketing-agility-andrea-fryrear



Oct 23, 2020

Unleash Your Primal Brain: Demystifying How We Think and Why We Act by Tim Ash

Understand what makes you human!

This book is about the commonalities all 8,000,000,000 people on Earth share.

Drop a rock. It falls and hits the ground.

Once you understand brain evolution, many of our behaviors will become more predictable. To a scary degree, we are reactive animals ruled by passions and not the rational geniuses with free will that we like to imagine.

First the bad news: The notion that people make decisions and choices to maximize objective self-interest has been demolished. People are not rational — far from it.

Now the good news: We are finding out exactly how and why we act in these seemingly irrational ways. In other words, there is a method to our seeming madness.

We evolved for a particular environment, but our rapid social advances and mushrooming populations have created a bewildering new world. On the timescale of this dizzying change, evolution has effectively stopped, and we must rely on what has gotten us this far. By retracing the path that our distant ancestors took to get here, we can understand the stunning abilities and glaring weaknesses which we have inherited.

Sometimes our reactions and responses are appropriate and uncannily helpful. In the blink of an eye, we can assess complex situations and reach critical life-or-death decisions. At other times, we are seemingly our own worst enemies — repeating the same mistakes, even when we know the results will be counterproductive, or even deadly.

Unlocking the true nature of the human brain is the last frontier. Recent work in fields such as biology, neuroscience, evolutionary psychology, medical imaging, social science, and behavioral economics is combining to show us the inner workings of this evolutionary marvel.

This book is designed for you — the curious and intelligent searcher for truth.

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

https://www.salesartillery.com/marketing-book-podcast/unleash-primal-brain-tim-ash

Oct 16, 2020

Standout Virtual Events: How to Create an Experience That Your Audience Will Love by David Meerman Scott and Michelle Manafy

Everyone wonders what the future holds for events if people are unable to travel or gather in large groups in the short term, and how the industry may be impacted in the long term. One thing we know for sure: Whether you are an event organizer or speaker, your business is changing.

Unfortunately, when experienced events folks move into the virtual setting, they often try to replicate what works for in-person events. However, what works on a stage rarely translates well to digital. To succeed in virtual events we need to reimagine what is possible.

In this essential guide, David Meerman Scott and Michelle Manafy share newly emerging best practices in virtual events. As speakers at, and organizers of, virtual events, they have unique opportunities to speak with people in many different aspects of the events business to learn what works.

Here, they offer concise, practical guidance you can quickly put into practice, including:

  • Making Connections in a Socially Distant World
  • Understanding the Purpose of Running a Virtual Event
  • Critical Differences Between In-Person and Virtual Events
  • Building Audience Interaction
  • Six Key Benefits of Hosting Virtual Events
  • Format, Features, and Platform Considerations
  • Speaker Preparation for Virtual Events
  • The Business of Virtual Events
  • The Cost of Producing a Virtual Event
  • How To Run A Great Virtual Event

Whether you are a seasoned event organizer, a speaker making the transition to virtual events, or just getting your first event off the ground, this guide will equip you with everything you need to run a great virtual event.

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

https://www.salesartillery.com/marketing-book-podcast/standout-virtual-events-david-meerman-scott

Oct 9, 2020

Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast by Jeb Blount

And, just like that, everything changed.

A global pandemic. Panic. Social distancing. Working from home.

Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave.

Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back.

Virtual Selling can be challenging. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction. It’s natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast.

Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you.

Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You’ll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation.

Jeb teaches you:

  • How to choose the right technology stack for your unique situation
  • The five elements of effective virtual sales calls
  • The seven keys to making a lasting impression on video
  • How to make the camera your best friend
  • Why you must be video ready (BVR) all the time
  • How to leverage virtual tools to get more done, in less time, with better outcomes
  • Seven virtual communication strategies you must never forget
  • How to conduct multi-stakeholder virtual sales calls
  • The B.O.N.D. virtual engagement framework
  • How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call
  • How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor
  • The five questions stakeholders are always asking on every virtual call
  • The S.C.O.R.E. Discovery Method for virtual sales calls
  • How to deliver effective virtual demos and presentations that grab attention and seal the deal
  • Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity
  • How to ask for what you want, get past objections, and close the deal on virtual sales calls
  • How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey
  • Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge

Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. And, with this newfound confidence, your success and income will soar.

Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients¯a who's who of the world's most prestigious organizations¯right into your hands.

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

https://www.salesartillery.com/marketing-book-podcast/virtual-selling-jeb-blount

Oct 2, 2020

The Sticking Point Solution: 9 Ways to Move Your Business from Stagnation to Stunning Growth by Jay Abraham

Businesses can plateau, stall, or stagnate...without the owners or key executives even realizing it. A business might be achieving incremental year-on-year growth and yet still be in a situation of stagnation or stall. Why? Because entrepreneurs and executives often focus on the wrong things and don't know how to solve the problems that get their businesses stuck.

The purpose of The Sticking Point Solution is to help entrepreneurs and executives recognize the ways in which their businesses may be stuck, and to then give them tools for getting unstuck and enjoying exponential growth.

To achieve this, Jay will help you to identify the nine "sticking points." They are:

  1. stuck losing out to competitors instead of taking the lead in their marketplaces
  2. stuck at low levels of sales instead of selling wisely and selling more
  3. stuck with erratic sales volume instead of thinking strategically and systematically about their businesses
  4. stuck failing to strategize instead of managing their efforts wisely
  5. stuck with high overhead and costs instead of leveraging the assets of other companies, including the competition
  6. stuck with doing more of what doesn't work instead of innovating and trying new approaches
  7. stuck by getting marginalized and commoditized in the marketplace instead of becoming distinctive in their fields
  8. stuck with antiquated, mediocre marketing instead of using what works today
  9. stuck trying to do everything themselves instead of leveraging the talents of other individuals and organizations

Whether businesses are afflicted by one, two, or all nine of these sticking points listed above, the result is the same: the owners, executives, or entrepreneurs are not achieving all of the growth, success, and prosperity they deserve. Unlocking that true potential is the impetus for The Sticking Point Solution.

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

https://www.salesartillery.com/marketing-book-podcast/sticking-point-solution-jay-abraham

Sep 25, 2020

The Hype Machine: How Social Media Disrupts Our Elections, Our Economy, and Our Health--and How We Must Adapt by Sinan Aral

MIT professor Sinan Aral isn’t only one of the world’s leading experts on social media—he’s also an entrepreneur and investor, giving him an unparalleled 360-degree view of the technology’s great promise as well as its outsize capacity to damage our politics, our economy, and even our personal health. 

Drawing on two decades of his own research and business experience, Aral goes under the hood of the biggest, most powerful social networks to tackle the critical question of just how much social media actually shapes our choices, for better or worse. 

Aral shows how the tech behind social media offers the same set of behavior-influencing levers to both Russian hackers and brand marketers—to everyone who hopes to change the way we think and act—which is why its consequences affect everything from elections to business, dating to health. 

Along the way, he covers a wide array of topics, including how network effects fuel Twitter’s and Facebook’s massive growth to the neuroscience of how social media affects our brains, the real consequences of fake news, the power of social ratings, and the impact of social media on our kids.

In mapping out strategies for being more thoughtful consumers of social media, The Hype Machine offers the definitive guide to understanding and harnessing for good the technology that has redefined our world overnight.

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

https://www.salesartillery.com/marketing-book-podcast/hype-machine-sinan-aral

 

Sep 18, 2020

Purple Goldfish 2.0: 10 Ways to Attract Raving Customers by Stan Phelps and Evan Carroll

Are you looking to stand out from your competition?

Of course, you are. Unfortunately, nearly every other marketer is, too... So, how can your brand stand out in a sea of sameness?

Purple Goldfish 2.0 is not your ordinary business book. It fundamentally aims to change the paradigm of what we do in business and how we do it. It offers 10 ways to attract raving customers. 

A Purple Goldfish is defined as any time a business purposely goes above and beyond to provide a little something extra to differentiate the experience and honor the relationship.

It’s a marketing investment back into your customer base. It’s that unexpected surprise that’s thrown in for good measure to achieve product differentiation, drive retention, and promote word of mouth.

Why is this book needed?

We’ve lost focus in marketing. We’ve been so laser-focused on automating our marketing to prospects that we’ve forgotten to deliver an exceptional experience once they’ve become customers.

Advertising is no longer the answer. Traditional media is expensive, fragmented, and for the most part ineffective. Customer support is non-existent. We’re too busy outsourcing it. We’ve developed complex loyalty programs that confuse customers and only promise future benefits.

What we really need is a concept that differentiates our brand, promotes retention, and generates word of mouth at the time of purchase. That concept is a Purple Goldfish.

Your brand today is no longer just what you tell people it is. It’s what your customer experiences, how they feel, and, most importantly—what they tell others about that experience.

The entire premise of Purple Goldfish 2.0 is that the customer must come first. Customer experience should be the biggest priority. Stop focusing on “the two in the bush” (prospects) and take care of “the one in your hand” (your customer). Take care of the customers you have. When you provide them with a memorable experience, they’ll bring you the customers you want.

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

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

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