406 The Secret Lives of Customers by David Duncan

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

1 Tammi 202154min

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

25 Joulu 20201h 7min

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

18 Joulu 20201h 26min

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

11 Joulu 20201h

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

4 Joulu 202057min

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

27 Marras 20201h 33min

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

20 Marras 202053min

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

13 Marras 20201h 31min