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
How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth by Stu Heinecke
About the Book:
“Weeds scale faster than any business. It’s in their DNA.”
- Kathy Ireland, CEO, Kathy Ireland Worldwide
A playbook for growing your business no matter the circumstances.
Hall-of-Fame-nominated marketer, bestselling author, and Wall Street Journal cartoonist Stu Heinecke shares his fascination with weeds and how anyone can grow their business into something resilient and unstoppable.
How to Grow Your Business Like a Weed applies a model to business growth, examining the successful strategies that ordinary weeds use to spread, and prosper in almost any situation.
This book will enable readers to apply strategies, mapping their own path to rapid and sustainable growth, while providing a focus on weed-based attributes to get the job done quickly and effectively.
It also provides a pathway to transform their entire team into a collective of weeds operating on behalf of the company, acting as an incubator for innovation and productivity, while enriching their own opportunities for growth and security.
An accessible and practical guide that leaders and companies across industries can help increase their market share, prominence, and customer base, this book enables them to grow, expand, dominate, and defend their turf.
Stu has explored the Weeds model for several years, collecting insights from thought leaders from the worlds of business, government, and entertainment including T. Boone Pickens, Kathy Ireland, General Barry McAffrey, Henrik Fisker, Gareb Shamus, Giovanni Marsico, Esther Dyson, Christopher Lochhead, Nathan Myrhvold, Carmen Medina, Jon Ferrara, and Jonna Mendez.
About the Author:
Stu Heinecke is a best-selling author, twice nominated Hall of Fame marketer, and Wall Street Journal cartoonist.
His first book, How To Get a Meeting with Anyone, which introduced the concept of contact marketing, was named one of the top 64 sales books of all time. The American Marketing Association named him the "Father of Contact Marketing."
Stu's books have enjoyed glowing coverage in Forbes, Inc., Harvard Business Review, CBS radio, and many other places.
Stu is also a NASDAQ Entrepreneurial Center Author in Residence and Mentor, and founder of cartoonists.org, a group of cartoonists from The Wall Street Journal and The New Yorker, who donate art to help charities raise funds.
And, interesting fact – he and his wife Charlotte live on Whidbey Island in the Pacific Northwest in Puget Sound, north of Seattle AND and at the University of Southern California, he was a college party pal of actor LeVar Burton!
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https://www.salesartillery.com/marketing-book-podcast/how-grow-business-like-weed-stu-heinecke
Fans First: Change The Game, Break The Rules & Create An Unforgettable Experience by Jesse Cole
About the Book:
The Savannah Bananas should not exist.
You can't name any of their players. They play in a 1920s-era ballpark with no ads or billboards. They play in kilts, stilts, and stilettos. They even have an all-grandma dance team: the Banana Nanas.
Everything the Bananas do is unconventional. It shouldn’t work.
And yet they sell out every game, have a waitlist in the thousands, ship merchandise around the globe, and entertain millions of followers on social media.
ESPN calls the Bananas “the greatest show in baseball.”
How is this even possible?
Two words: Fans First.
Packed with behind-the-peel stories, hard-earned lessons, and a few other surprises, Fans First teaches you how to stand out in your marketplace, drive explosive growth, and inspire fanatical loyalty.
If this all sounds bananas, that’s the point. Normal leaders read normal books and get normal results. But if you’re ready to change the game, break the rules, and create your own unforgettable team, then it’s time to go Fans First.
About the Author:
Jesse Cole is a fanatic about fandom. In 2016, he founded Fans First Entertainment and launched the Savannah Bananas baseball team with one mission: to spark a fan-focused movement.
Whether at the ballpark, on social media, onstage delivering keynotes, in features for ESPN and Entrepreneur, or in his first book, Find Your Yellow Tux, Jesse continues to create fans all over the world.
Jesse is the proud inventor of Banana Ball and Dolce & Banana underwear and not-so-proud promoter of the Human Horse Race and Flatulence Fun Night.
He’s a raving fan of his wife Emily, his kids, and peerless promoters like Walt Disney, PT Barnum, and Bill Veeck.
Jesse owns seven yellow tuxedos.
And, interesting facts – as a baseball player he pitched no-hitters, he hit three home runs, and he even got to pitch at Fenway Park, home of the Boston Red Sox.
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https://www.salesartillery.com/marketing-book-podcast/fans-first-jesse-cole
The Conversion Code: Stop Chasing Leads and Start Attracting Clients (2nd Edition) by Chris Smith
About the Book:
In The Conversion Code: A Step-by-Step Guide to Marketing and Sales that Will Grow Your Business Faster, Second Edition, digital marketing and lead conversion expert Chris Smith delivers the ultimate exploration of the marketing and advertising tactics that are successfully generating higher quality leads that are easier for salespeople to convert.
Smith researches and tests the latest and most popular platforms, including TikTok, YouTube, and Instagram, while also studying the most effective sales techniques, tools, and scripts.
In this book, you'll learn to:
An invaluable reference and easy to follow guide for real estate agents, loan officers, SaaS, and small businesses competing in the hyper-competitive online environment.
The Conversion Code, Second Edition, is also a fantastic resource for sales leaders, marketing managers, business owners, and anyone else with a team who is responsible for growing revenue.
About the Author:
Chris Smith is the co-founder of Curaytor (an Inc 500 fastest-growing business) and he is one of the “Four Best Marketers Under 40,” according to the American Marketing Association.
His book, The Conversion Code, is taught at colleges like John Hopkins University and he has been a guest lecturer at NYU.
Chris used the blueprint in The Conversion Code to quickly grow his company to eight figures in annual recurring revenue, without raising any venture capital. His work has been featured in AdWeek, Forbes, Fortune, and many other publications.
Previously, Chris work for two billionaires, a billion-dollar publicly-traded company, and a startup that was acquired for nine figures.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/conversion-code-2-chris-smith
The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly (8th Edition) by David Meerman Scott
About the Book:
The new eighth edition of the pioneering guide to generating attention for your idea or business is jam-packed with new and updated techniques
As the ways we communicate continue to evolve, keeping pace with the latest trends in social media, including social audio like Clubhouse, the newest online video tools such as TikTok, and all the other high-tech influences can seem an almost impossible task. How can you keep your product or service from getting lost in the digital clutter?
The eighth edition of The New Rules of Marketing and PR provides everything you need to speak directly to your audience, make a strong personal connection, and generate attention for your business.
An international bestseller with nearly half a million copies sold in twenty-nine languages, this revolutionary guide gives you a proven, step-by-step plan for leveraging the power of technology to get your message seen and heard by the right people at the right time.
You will learn the latest approaches for highly effective public relations, marketing, and customer communications—all at a fraction of the cost of traditional advertising!
The latest edition of The New Rules of Marketing and PR has been completely revised and updated to present the most innovative methods and cost-effective strategies.
The most comprehensive update yet shows you details about the pros and cons of AI and machine learning to automate routine tasks. Your life is already AI-assisted. Your marketing should be too, but there are challenges to be aware of.
The definitive guide on the future of marketing, this must-have resource will help you:
The eighth edition of The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly is the ideal resource for entrepreneurs, business owners, marketers, PR professionals, and managers in organizations of all types and sizes.
About the Author:
David Meerman Scott is an internationally acclaimed business growth strategist whose books and blog are must-reads for professionals seeking to generate attention in ways that grow their businesses.
He is the author or co-author of 12 books, including four international bestsellers including Real-Time Marketing & PR, a Wall Street Journal bestseller, and The New Rules of Sales and Service.
He co-authored Marketing the Moon (the inspiration for a PBS American Experience miniseries titled Chasing the Moon) and Marketing Lessons from the Grateful Dead.
David’s newest book Fanocracy: How to Turn Fans into Customers and Customers into Fans, another Wall Street Journal bestseller, was co-written with his daughter Reiko.
The New Rules of Marketing & PR, now in its eighth edition, has been translated into 29 languages from Albanian to Vietnamese and is used as a text in hundreds of universities and business schools worldwide. It has become a modern business classic, with well over 400,000 copies sold to date.
And, interesting facts – David has worked on a Wall Street bond trading desk and was a male model. He collects artifacts from the Apollo space program and has a lunar module descent engine in his home museum. He has acted in TV commercials and the movies Chappaquiddick and American Hustle, and he even appeared in an opera production by Teatro alla Scala.
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https://www.salesartillery.com/marketing-book-podcast/new-rules-marketing-pr-8-david-meerman-scott
Competing on Thought Leadership: How Great B2B Companies Turn Expertise Into Revenue by Robert Buday
About the Book:
“Thought leadership” is now a core part of the business lexicon. Numerous corporate websites devote whole sections to it. Entire conferences are built around it (TED and the World Economic Forum as the most exclusive ones). It’s at the center of sophisticated, high-ticket PR campaigns.
Thousands of people are making careers out of it. And companies from Fidelity Investments, Adobe and Cigna to PwC, Accenture and Spotify have people in charge of it.
Interest in the field of thought leadership is white-hot -- just like the buzz created by illustrious thought leaders when they bring groundbreaking ideas to market. So it’s about time the topic of thought leadership itself got a substantive treatment.
In Competing on Thought Leadership, Robert Buday boldly delivers it. He defines thought leadership concretely: as the acclaim that a firm or a person earns for developing, marketing, and delivering superior expertise in solving complex customer problems. And he defines it broadly -- as a business strategy, not just a marketing strategy.
Buday also brings to bear his client work and research since the 1980s in helping companies and individuals inside them become known worldwide as leading experts in their field, which in turn has increased their revenue and profit multifold.
This book focuses on how businesses that sell services and products to other businesses can thrive on thought leadership. It takes the lessons learned at some of the best firms in the world at selling expertise – consulting, accounting, law, financial services, and technology firms – and makes them practical for every B2B firm.
Yet the principles of Competing on Thought Leadership apply to all organizations – for-profit and nonprofit alike -- that must demonstrate superior expertise in solving complex problems. Consumer companies, charitable foundations, and other organizations, too, can benefit greatly from adopting these best practices in thought leadership.
About the Author:
Since the late 1980s, Robert Buday has been regarded as a pioneer in the theory and practice of thought leadership — well before the concept became widely adopted and loosely interpreted.
He and his team at his firm, Buday Thought Leadership Partners LLC, collectively bring decades of experience in helping business-to-business companies become widely recognized and richly rewarded for their expertise.
His two firms, Bloom Group and Buday TLP have provided thought leadership strategy, content development, and marketing services to such companies as Deloitte, Accenture, EY, Microsoft, CSC, and a range of smaller B2B firms.
He has helped clients develop and publish dozens of opinion articles in the world’s most prestigious business and management publications including Harvard Business Review, Forbes, MIT Sloan Management Review, Financial Times, Bloomberg BusinessWeek, and others. He also has helped several clients conceptualize, develop and publish best-selling books.
And, interesting fact – it took him 22 years to get to his first date with his wife!
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https://www.salesartillery.com/marketing-book-podcast/competing-thought-leadership-robert-buday
Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul
About the Book:
Forget everything you learned about selling.
Persuasion is not a sales skill―it’s a blunt instrument of last resort that sellers use when they don’t know how to influence the choices their buyers make.
It’s the weapon of choice for mindless, uninspired sellers: the sales zombies who have stopped learning and stopped improving.
Wouldn’t you rather learn how to master the art of selling in, by listening to what your buyers really want?
In Sell without Selling Out, global sales guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods.
He reveals the four Sell In pillars that are the indispensable instruments of selling: Connection, Curiosity, Understanding, and Generosity.
Everything else is mostly a combination of product features, technical specifications, and pricing, which your buyers can get from the Internet. What they seek (and deserve) can only come from you: the human seller.
If you’ve been told you need to be more “salesy” to get ahead in your career, you need this book.
About the Author:
From the author's website...
I’ve been in sales for over four decades. My first sales job was selling women’s shoes at JC Penney. In my professional career, I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. I closed hundreds of millions of dollars in products and services before starting my own company.
I was not a typical salesperson. I’m a bit of an introvert. My first employer didn’t think I’d ever succeed because they believed I was “too analytical.” I was a history major in college yet I spent most of my career flying around the world selling complex technical products to enterprises on every continent but Antarctica.
I’ve grown and managed large sales teams from scratch. I’ve coached average performers into being top producers.
And, yet, every new position I took on in my career presented a challenge and required that I re-invent myself. I had to educate myself about new technologies, new solutions, new products, new customers, and their unique requirements. Every single day I had to take the responsibility to make myself smarter and better. There was no training that would do that.
It was this experience of assuming responsibility for my own career education; of using day-to-day learning to power my way to whatever successes I achieved, that inspired me to start my own company in 2000. Since then I’ve been on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform.
I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 170,000 people have signed up to follow the advice I share there. My podcast, Accelerate Your Sales!, is on the top of every list of the best sales podcasts with over 2 million downloads to date, and was on INC Magazine’s list of the top leadership podcasts. My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers.
And, you know what? Even today, with all my experience, I’ll be the first to admit that I still don’t know everything I need to know about sales. I’m still learning and perfecting my craft every single day.
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Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/sell-without-selling-out-andy-paul
Get Your Startup Story Straight: The Definitive Storytelling Framework for Innovators and Entrepreneurs by David Riemer
About the Book:
In a world that’s been turned upside down by a pandemic, social upheavals, environmental disasters, and economic disruptions, the need for reinvention is paramount.
While many entrepreneurs and innovators have brilliant ideas, they desperately need the skills to successfully articulate their vision to investors, prospective customers, employees, and stakeholders.
In this informative and empowering book, David Riemer breaks down the storytelling clutter so you can gain the attention you need to be successful.
Storytelling is foundational. If you have a groundbreaking invention in mind or have a plan to solve worldwide problems, Get Your Startup Story Straight is the tool you need to create better customer-focused solutions, motivate more backers to your project, and ultimately dominate in the market.
Broken down into three acts, this book will allow you to discover the building blocks of your narrative, the storytelling techniques to convey your ideas clearly, and the archetypes for inspiration.
The author’s own words tell it all: “Innovators are ubiquitous nowadays, and for this community, storytelling is essential.”
If you are a creator struggling to get others on board, this is the handbook to refine your story to guide your product strategy, shape your company, and ultimately improve lives.
About the Author:
David Riemer has worked in the center of the global hub of innovation—the San Francisco Bay Area—for most of his professional life.
He has spent forty years telling stories as a marketing and advertising executive at J. Walter Thompson, Yahoo!, and several startups.
Today he is an executive-in-residence at Berkeley-Haas School of Business, advising teams at Bay Area accelerators, and running storytelling training at Google, SAP, Salesforce, Netflix, Bose, Kaiser Permanente, and Abbot Labs.
He holds a BA from Brown University and an MBA from Columbia University.
And, interesting fact - he produces theater and serves as chair of the board of the American Conservatory Theater in San Francisco.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/get-startup-story-straight-david-riemer
An Audience of One: Drive Superior Results by Making the Radical Shift from Mass Marketing to One-to-One Marketing by Jamie Turner and Chuck Moxley
About the Book:
The breakthrough marketing strategy today’s leading companies are using to change consumer behavior and drive revenue to the bottom line.
One-to-one marketing is the breakthrough strategy today’s top brands are using to generate meaningful conversations with customers on an individual basis, helping them grow their revenue while understanding and even anticipating consumer behavior.
But with that enormous potential comes a common pitfall: Alienating customers who value their privacy.
In An Audience of One, internationally recognized marketing experts Jamie Turner and Chuck Moxley reveal the secrets to implementing a strategy that allows you to use important data while respecting consumers’ privacy concerns.
In chapter after chapter of real-life cases and primary research, you’ll learn:
If you’re a marketing professional, C-level executive, entrepreneur, or leader in any consumer-facing business, understanding one-to-one marketing―and learning how to use it properly―is critical to your brand’s success.
An Audience of One will give you the in-depth understanding you need and provide a hands-on, actionable roadmap to take your marketing to the next level.
About the Author:
Jamie Turner is an internationally recognized author, professor, and speaker. His client list has included The Coca-Cola Company, AT&T, Microsoft, Verizon, SAP, T-Mobile, and Holiday Inn.
You may have seen Jamie in Forbes, Inc., Entrepreneur, Business Insider, or the Wall Street Journal. He’s also a regular guest on CNN and HLN where he contributes segments on marketing, persuasion, and leadership.
He teaches at Emory University and the University of Texas and is the co-author of several business books including How to Make Money with Social Media and Go Mobile.
He is the founder of 60SecondMarketer.com and has a popular new YouTube series called IN:60.
He is also the co-founder of A School Bell Rings, a non-profit that improves access to education for impoverished children around the globe.
And, interesting fact - he was born in London England!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/audience-one-jamie-turner
Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More by Dale Merrill, Scott Savage, Jennifer Colosimo and Randy Illig
About the Book:
You are competing with the top salespeople in your industry for the same customers. For each sales opportunity, there is only one winner.
What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner!
What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success.
The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results.
Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills.
The 6 vital skills to stand out and sell more:
If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling.
About the Author:
Dale Merrill is a Global Managing Director in FranklinCovey’s Sales Performance Practice where he helps clients dramatically grow revenues and profitability.
For more than 30 years, Dale has led businesses and helped a wide range of clients solve challenges and win more business around the world including North and South America, Europe, the Middle East, Asia, Africa, and Australia.
Prior to joining Franklin Covey, Dale served in senior executive leadership roles at several different companies, including as President of a 1,500-employee digital services company, as CEO of a private investment company, and as a Partner with a global consulting company.
He is a proud graduate of Brigham Young University and, interesting fact - he is also a Certified Public Accountant.
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https://www.salesartillery.com/marketing-book-podcast/strikingly-different-selling-dale-merrill
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:
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
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:
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
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:
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
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...
How Not to Suck At Marketing by Jeff Perkins
About the Book:
If you’ve ever felt like you suck at marketing, you’re not alone. Survive and thrive in today’s digital world.
Let’s face it, marketing today is really, really hard. From the explosion of digital advertising options to the thousands of martech tools out there on the market, it’s virtually impossible to stay on top of it all.
Even more challenging is the deluge of analytics available, leaving marketers swimming in data but thirsting for knowledge.
But you don’t have to feel like you suck at marketing. Join award-winning marketing leader Jeff Perkins as he examines how to avoid the pitfalls and survive in today’s ever-changing marketing landscape.
Focusing on essential skills for modern marketers, How Not to Suck at Marketing prepares you to:
Digital tools allow us to track immediate results, but marketing has always been about the long game. Tackle your marketing strategy and build a focused career with this practical guide.
About the Author:
With over 20 years of marketing experience, Jeff Perkins is a self-described marketing geek who frequently contributes to several marketing publications, speaks at lots of industry events, and has won numerous awards such as the Atlanta Business Chronicle’s MAX Award for marketing excellence and the Technology Association of Georgia’s Award for Marketing Executive of the Year.
Jeff is currently CEO at ParkMobile, but he started his career grinding it out in the NYC ad industry. His experiences range from traditional to digital, B2C to B2B, and agency-side to client-side.
And, interesting facts - he’s native of southern New Jersey, is a big fan of the Philadelphia Eagles and Bruce Springsteen (whom he has seen perform over 30 times)!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/not-suck-marketing-jeff-perkins
Converted: The Data-Driven Way to Win Customers' Hearts by Neil Hoyne
About the Book:
When the world’s biggest brands want to sharpen their digital marketing strategy, they call Neil Hoyne – Google’s Chief Measurement Strategist and Senior Fellow at the Wharton School.
In his first book, he offers a simple, research-backed playbook that anyone can use to find their best customers and develop relationships that last.
Under pressure for quick results and facing fierce marketplace competition, too many marketers are boxed into spaghetti-to-the-wall forms of digital marketing that limit the potential of their long hours, countless experiments, and warehouses of data. And in the end, they watch their competition sprint ahead.
But what if you built a business around long-term relationships with customers, using data to understand who they are, what they need, and where to find more customers just like them?
You can. And you’ll leave your competitors, with all of their data and their short-term thinking, to poke around in the scraps.
In Converted, you will learn how to:
A real person is always on the other end of the transaction. Converted shows you how to win their hearts.
About the Author:
Neil Hoyne has served as an analyst, researcher, inventor, lecturer, and, in his words, the father of many forgettable slides of glossy funnels and Venn diagrams.
A witness to and participant in billion-dollar successes, and instructive failures, all in the pursuit of building indestructible customer relationships through digital media. A key player in the executive rallying cry to be more “data-driven.”
As Google’s Chief Measurement Strategist, Neil has had the privilege to lead more than 2,500 engagements with the world’s biggest advertisers. His efforts have helped these companies acquire millions of customers, improve conversion rates by more than 400 percent and generate billions in incremental revenue.
Immensely proud of the degrees he’s earned from Purdue University and UCLA, Neil returned to academia in 2018 as a Senior Fellow at the Wharton School of the University of Pennsylvania.
And, interesting fact – despite the topic of the book, he does not have a quantitative background!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/converted-neil-hoyne
The Next CMO: A Guide to Operational Marketing Excellence by Peter Mahoney, Scott Todaro, and Dan Faulkner
About the Book:
The world is changing and so is the marketing profession.
CMOs and the next generation of marketing leaders need to read this book to develop a strategy for ensuring operational excellence to achieve their goals.
This book provides a best practices approach for forming your marketing goals, creating a strategy, building a plan, crafting impactful campaigns, optimizing budgetary spending, and measuring true ROI.
This book provides models, practical approaches, and templates to help the reader structure their own marketing strategy.
About the Author:
Peter Mahoney is the founder and CEO of Plannuh, the AI-driven marketing planning, and budget platform.
Peter has degrees in Physics and Computer Science, and then showed up in the wrong room one day and ended up in marketing.
In his 30+ year career, Peter has built products and led marketing for startups and for multi-billion dollar public companies, including voice and AI innovator Nuance, where he was the chief marketing officer.
And, interesting fact - he is a graduate of the oldest existing school in the United States, the Boston Latin School, founded in 1635.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/next-cmo-peter-mahoney
Find Your Yellow Tux: How to Be Successful by Standing Out by Jesse Cole
About the Book:
Stop standing still. Start standing out.
Whether in school, factories, or corporate offices, people are in a mad rush to the middle, going about their business and fitting in.
The problem is, while you may feel as if you’re doing your own thing, you’re not—you’re doing what’s expected of you.
To stand out, take whatever you think is normal, and do the exact opposite.
In Find Your Yellow Tux, Jesse Cole, an in-demand speaker and baseball ringleader, shares how you can achieve amazing things by doing the unexpected.
Using examples from his life and the lives of his heroes—P. T. Barnum, Walt Disney, and MLB owner Bill Veeck, Cole shows how to reinvigorate your goals, reignite your passions, and excel in business and beyond.
The time to break the mold is now—with Find Your Yellow Tux, you'll discover how to find joy and success in everything you do.
About the Author:
Jesse Cole is the founder of Fans First Entertainment and owner of the Savannah Bananas baseball team.
His team has welcomed more than one million fans to their ballpark and has been featured on MSNBC, CNN, ESPN, and in Entrepreneur Magazine.
The Bananas have been awarded Organization of the Year, Business of the Year, and won the Coastal Plain League Championship in their first year. Fans First Entertainment has been featured on the INC 5000 lists as one of the fastest-growing companies in America.
The Savannah Bananas currently have sold out every game since their first season and have a waiting list in the thousands for tickets.
Jesse is an in-demand keynote speaker all over the country sharing the Fans First Experience on how to stand out, be different and create raving fans of both customers and employees.
And, interesting facts: Jesse proposed to his wife Emily while wearing a yellow tux in front of a sold-out crowd. She said Yes! The two later married at their stadium.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/find-yellow-tux-jesse-cole
Culture Built My Brand: The Secret to Winning More Customers Through Company Culture by Mark Miller and Ted Vaughn
About the Book:
Unleash the power of your culture. Propel your brand forward.
Too many executive leaders settle for inadequate employee performance, mediocre outcomes, and unremarkable earnings.
But this doesn’t have to be your organization’s reality. There is a way to break through the inertia to engage your team, drive better results, and attract a tribe of loyal customers―by tapping into the greatest driver of brand success: your internal company culture.
The authors have led nearly 100 rebrands for purpose-driven organizations with their team at Historic Agency.
Their decades of experience and research have culminated in Culture Built My Brand, your roadmap to winning more customers and turning them into raving fans.
With practical steps and customizable tools, this easy-to-follow guide gives you the know-how you need to tap into your company culture to create an authentic brand that stands out from the competition.
About the Author:
Mark Miller is the co-founder of Historic Agency where he leads product strategy, marketing transformation, and brand.
He has rebranded nearly 100 organizations and also specializes in all things strategy including brand, product, and marketing.
And, interesting fact - he was once denied a passport because the U.S. State Department confused him with a fugitive named Mark Miller (no relation) who was born on the same day, the same year, and in the same state.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/culture-built-brand-mark-miller
Can't Sell Won't Sell: Advertising, Politics and Culture Wars. Why Adland Has Stopped Selling and Started Saving the World by Steve Harrison
About the Book:
Our politics dictate the ads we create and distance us from our audience. The advertising industry has lost interest in selling. According to the IPA, we face "a crisis of effectiveness." And our politics are to blame.
We are now so culturally left-leaning, we're no longer willing to stoke capitalism's engine of growth. Instead, we have a new raison d'etre: we're saving the world.
But who are the activists and careerists who are pushing this progressive agenda? And what of the angry mainstream who are alienated by the ideas we're imposing upon them?
Most urgently, as our clients emerge from the pandemic recession, will advertising rediscover its commercial purpose and help them revive the UK economy?
Or will our agencies and institutions double down on social purpose and the monoculture that's suffocating a once brilliantly creative industry and forcing it to the margins of British business and cultural life?
About the Author:
According to Wikipedia, “Steve Harrison is a British copywriter, creative director and author who is regarded by Campaign Magazine as the greatest Direct Marketing Creative of his generation. He has won more Cannes Lions awards than any other Creative Director in the World.”
Steve Harrison was European Creative Director (OgilvyOne) and Global Creative Director (Wunderman) on either side of starting his own agency, Harrison Troughton Wunderman (HTW).
He has also authored Changing the World Is the Only Fit Work for a Grown Man; How to Write Better Copy; and How to Do Better Creative Work.
And, interesting fact - he has a doctorate in American history!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/cant-sell-wont-sell-steve-harrison
Leading the Customer Experience: How to Chart a Course and Deliver Outstanding Results by Brad Cleveland
About the Book:
Many organizations and leaders struggle to respond effectively to fast-evolving customer expectations driven by innovations in products, services, and technologies such as AI and mobile.
Failing to build the necessary strategy, culture, and processes, they suffer from high costs, dissatisfied customers, and brand damage.
The mandate to get customer experience right is real and urgent. Leading the Customer Experience is a guide to shaping experiences that win loyalty and deliver outstanding business results.
It provides a bold, step-by-step approach that will get you and your team pointed in the right direction. And equipped to make sound decisions along the way.
Leading the Customer Experience is easy to understand and imminently practical. It is based on the author's extensive experience both as a founding partner of one of the world's most influential customer management organizations, and his work with B2B and B2C organizations in the private and public sectors.
The author's down-to-earth explanations cut through jargon and clutter, while stories and examples bring important principles to life. Leading the Customer Experience is relatable to anyone leading, managing, or aspiring to better understand the customer experience.
About the Author:
Brad Cleveland is known globally as one of today’s foremost experts in customer strategy and management.
A sought-after consultant and speaker, he has worked in 45 of the 50 U.S. states and over 60 countries, and his clients have included many of today’s service leaders like Apple, American Express, and AT&T (and those are just some of the A’s on his client list). He’s also advised governments in the United States, Australia, and Canada.
Brad’s books and articles have been translated into over a dozen languages, and he is an instructor for LinkedIn Learning with featured courses on customer strategy and management, customer service leadership, and customer experience leadership.
He has appeared in The Wall Street Journal, Fast Company, Inc. Magazine, Forbes, U.S. News and World Report, CNN Money, the Los Angeles Times, Washington Post, Financial Times, and the New York Times, as well as on major television networks (PBS, CNBC, Fox, MSNBC, and others), and NPR’s All Things Considered.
Brad was a founding partner and former CEO of the International Customer Management Institute (ICMI) now part of London-based Informa plc.
And interesting facts – he is a licensed pilot, he once flew on the Concorde from London to New York, and he read the draft version of this book out loud to his wife and daughter for 10 hours straight while on a road trip!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/leading-customer-experience-brad-cleveland
CMO to CRO: The Revenue Takeover by the Next Generation Executive by Mike Geller, Rolly Keenan, and Brandi Starr
About the Book:
As your company’s chief marketing officer, you’re responsible for your organization’s growth and reputation—but you don’t have enough control.
Your organization works in departmental silos, with functional leaders pushing their own solutions and feeling satisfied with functional KPIs.
But the kind of exponential growth that creates unstoppable momentum requires your customer-facing departments to fight for the customer instead of their own departmental wins.
You’re not the only one who notices—but you are the only one in the perfect position to do something about it.
Discover how to reach your potential and stand out as more than a marketing professional. In CMO to CRO, industry experts Brandi Starr, Mike Geller, and Rolly Keenan show you how to bring revenue to the forefront and make every team’s number one objective a seamless customer experience.
You’ll learn how to create consistency by reorganizing your business, following the customer, prioritizing revenue, and using CX technology to succeed where your competition fails.
This book presents a revolutionary approach to not only unite the silos but position you as an innovative leader and finally uncover what CX is really about: revenue growth.
About the Author:
Rolly Keenan has more than 20 years of experience in Enterprise software Consulting and marketing strategy and is the Chief Revenue Officer of Tegrita, a full-service marketing technology consulting firm.
He is a graduate of Northwestern University's Kellogg School of Management.
And interesting facts – Rolly is a trained hostage negotiator, and before getting into the business of marketing, technology, and revenue, Rolly was on staff at USA Volleyball in Colorado Springs, working with the best volleyball teams in the country!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/cmo-cro-rolly-keenan
unReceptive: A Better Way to Sell, Lead, and Influence by Tom Stanfill
About the Book:
A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email.
And the harder you try to sell, the greater the resistance.
Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message.
In this groundbreaking new guide, Tom Stanfill shares his proven methodology, road-tested over decades by hundreds of thousands of sales professionals, workshop participants, and industry experts, on how to convert even the most disinterested prospects and customers.
This book will show you how to:
When you shift the focus from crafting the perfect message to creating receptivity, you flip the entire art of selling on its head and form lasting relationships that set you and your customers up for lasting success.
About the Author:
Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the SellingPower Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries.
And, interesting facts – he and his wife Claire have 14 grandchildren, and in the hot Georgia summer of 1980, Tom had the dream job of riding in a non-air-conditioned truck delivering 500 Coca Cola machines. He got the job because he was dating the Coca-Cola company president's daughter!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/unreceptive-tom-stanfill
33 Ways Not to Screw Up Your Business Emails by Anne Janzer
About the Book:
It's time to write better business emails
Business runs on emails, yet we rarely give them enough thought. Carelessness can lead to embarrassment, damaged relationships, or worse. And too often, our messages are misunderstood, misfiled, or ignored.
In a world filled with remote collaboration and virtual teams, people who master email writing rise above the noise. You can be one of those people.
Learn how to make your emails work for you rather than against you with this short, practical guide.
Topics include
Whether you’re just starting in your career or have been emailing for decades, you’ll find valuable advice and tips you can put into practice right away.
Read it now and see the difference you can make with a few simple practices and habits.
About the Author:
Anne Janzer is an award-winning author, non-fiction writing coach, and unabashed writing geek on a mission to help people make a positive impact with their writing.
She supports and encourages writers, authors, and marketers through her books, blog posts, online courses, webinars, and teaching.
Her writing-related books explore the science and practice of effective writing. They include The Writer's Process, The Workplace Writers Process, and Writing to Be Understood, all three of which have won multiple awards.
Before she started writing books, Anne worked as a freelance marketing writer, working with more than a hundred technology businesses to articulate positioning and messaging in crowded markets. This work led to her first book, Subscription Marketing, which has been translated into multiple languages.
Anne is a graduate of Stanford University.
And, interesting fact - she is now a member of a very elite club: The Marketing Book Podcast 4-Timers Club!!
Click here for this episode's website page with the links mentioned during the interview...
Product-Led SEO: The Why Behind Building Your Organic Growth Strategy by Eli Schwartz
About the Book:
Nothing can take your business to the next level like great search engine optimization (SEO).
Unfortunately, it’s not always easy to know what will successfully drive traffic, leads, and sales.
If you want to stand out from your competition, your SEO needs a distinctive blend of creativity and logic.
Maybe you’re a marketing manager or executive who is responsible for SEO growth but do not fully understand how it works.
Or maybe you are a seasoned SEO pro looking to optimize further. Either way, this book is your behind-the-scenes guide to online visibility.
When it comes to SEO, success often depends not on what you do but on how you do it.
That is why Product-Led SEO digs deep into the logic and theory of SEO instead of offering step-by-step guidelines and techniques.
You will learn to develop your own best practices and see where most SEO strategies go astray. If your main goal is driving traffic, you are leaving sales on the table.
About the Author:
Eli Schwartz is an SEO expert and consultant with more than a decade of experience working for leading B2B and B2C companies.
Eli’s strategies have generated millions of dollars in revenue for some of the internet’s top websites. He has helped clients like Shutterstock, WordPress, Quora, and Zendesk execute highly successful global SEO strategies.
As head of SurveyMonkey’s SEO team, Eli oversaw the company’s global operations, helped launch the first Asia-Pacific office, and grew the company’s organic search from just 1 percent of revenue to a key driver of global revenue.
Eli’s work has been featured by TechCrunch, Entrepreneur.com, and Y Combinator, and he has given talks at business schools and keynoted conferences around the world.
And, interesting fact – on 9/11 he was working in a job across from New York City’s World Trade Center and didn’t go to work that morning because he was angry at his boss.
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/product-led-seo-eli-schwartz