493 Blue Goldfish 2.0 by Stan Phelps

The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results by Todd Caponi Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/transparency-sale-todd-caponi Buyers today have knowledge at their fingertips and most of their information gathering will routinely happen before you even walk through the door or get them on the phone. Armed with information, their guard is up – and they are skeptical. Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.

10 Maj 20191h 9min

The Non-Obvious Guide To Small Business Marketing (Without A Big Budget) by Rohit Bhargava Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/small-business-marketing-rohit-bhargava Most business guidebooks treat you like a dummy or an idiot. Not this one. This is a short and easy-to-read guidebook filled with useful, no bullshit, only-what-you-need-to-know, immediately actionable advice for marketing your business or startup. The book focuses on the most common small business marketing challenges, including: Why is setting a budget the worst way to start a marketing plan? How can you create unstoppable word-of-mouth for your business? Why is it a mistake to try and be on every social media platform? Within these pages you'll get the answers to some of the most frequently asked questions about how to promote your business like these. Along the way, you'll learn how to fit your entire marketing strategy on a single page, what it takes to create a tagline that people remember, how to buy advertising at a fraction of the "sticker price," why some customers remain loyal while others leave as soon as they get a better deal, and the #1 most important thing about branding that most small businesses forget. Inspired by real life conversations and experiences with hundreds of small business owners and entrepreneurs, this is the rare guide that will skip all the useless definitions, avoid the fluff and cut right to the point to give you the real-life advice you need to hear with an irreverent "non-obvious" perspective you deserve. From downloadable one page guides to real life stories and examples, this guide will give you the inspiration and tools to put together a winning marketing strategy to grow your business - no matter how much you know about marketing already.

3 Maj 201954min

SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional by Jamie Shanks Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/spear-selling-jamie-shanks The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.

26 Apr 201953min

Smash the Funnel: The Cyclonic Buyer Journey--A New Map for Sustainable, Repeatable, Predictable Revenue Generation by Mike Lieberman Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/smash-funnel-mike-lieberman Your Sales Funnel Has a Fatal Flaw The sales funnel was invented over a century ago. No wonder it's not working like it used to! How can you drive company revenue in an age when customers hold all the power, the lines between sales and marketing have blurred, and business disruption is the norm? From the authors of Fire Your Sales Team Today! comes another industry redefining guide to business success in the 21st century: Smash the Funnel. Discover how to create an entirely new revenue strategy, whether your buyer is a corporation or consumer, an enterprise or entrepreneur.

19 Apr 20191h 4min

The Customer Centricity Playbook: Implement a Winning Strategy Driven by Customer Lifetime Value by Peter Fader and Sarah Toms Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/customer-centricity-playbook-peter-fader How did global gaming company Electronic Arts go from being named "Worst Company in America" to clearing a billion dollars in profit? They discovered a simple truth—and acted on it: Not all customers are the same, regardless of how they appear on the surface. The most successful companies, from Amazon to Best Buy, understand their best customers are their most valuable asset, and they tailor their acquisition, development, and retention efforts to those customers. In The Customer Centricity Playbook, Wharton School professor Peter Fader and Wharton Interactive's executive director Sarah Toms help you see your customers as individuals rather than a monolith, so you can stop wasting resources by chasing down product sales to each and every consumer. Fader and Toms offer a 360-degree analysis of all the elements that support customer centricity within an organization. In this book, you will learn how to: -Develop a customer-centric strategy for your organization -Understand the right way to think about customer lifetime value (CLV) -Finetune investments in customer acquisition, retention, and development tactics based on customer heterogeneity -Foster a culture that sustains customer centricity, and also understand the link between CLV and market valuation -Understand customer relationship management (CRM) systems, as they are a vital underpinning for all these areas through the valuable insights they provide Fader's first book, Customer Centricity, quickly became a go-to for readers interested in focusing on the right customers for strategic advantage. In this new book, Fader and Toms offer a true playbook for companies of all sizes that want to create and implement a winning strategy to acquire, develop, and retain customers for the greatest value.

12 Apr 201950min

Conversational Marketing: How the World's Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too) by David Cancel and Dave Gerhardt Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/conversational-marketing-david-cancel Real-time conversations turn leads into customers Conversational Marketing is the definitive guide to generating better leads and closing more sales. Traditional sales and marketing methods have failed to keep pace with the way modern, internet-savvy consumers purchase goods and services. Modern messaging apps, which allow for real-time conversations and instant feedback, have transformed the way we interact in our personal and professional lives, yet most businesses still rely on 20th century technology to communicate with 21st century customers. Online forms, email inquiries, and follow-up sales calls don't provide the immediacy that modern consumers expect. Conversational marketing and sales are part of a new methodology centered around real-time, one-on-one conversations with customers via chatbots and messaging. By allowing your business to communicate with customers in real time—when it's most convenient for them—conversational marketing improves the customer experience, generates more leads, and helps you convert more leads into customers. Conversational Marketing pioneers David Cancel and Dave Gerhardt explain how to: Merge inbound and outbound tactics into a more productive dialog with customers Integrate conversational marketing techniques into your existing sales and marketing workflow Face-to-face meetings, phone calls, and email exchanges remain important to customer relations, but adding a layer of immediate, individual conversation drives the customer experience—and sales—sky-high.

5 Apr 201955min

Clarity Wins: Get Heard. Get Referred by Steve Woodruff Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/clarity-wins-steve-woodruff In a world filled with noise and distraction, the secret weapon any business can use to break through is CLARITY. Clarity of strategy (leading to focused direction), and clarity of messaging (leading to sales and referrals). Clarity Wins is a proven handbook to create competitive advantage in any marketplace. The reader will discover the three word packages that deliver results (snippets, stories, and symbols); and the five crucial elements of clear direction and expression (what, for whom, why, how, and where). A brief overview of practical brain science will reveal why every business needs to pigeonhole itself, and what that means in four marketplace dimensions. We don't have to spend a million dollars to rise above the noise and grow referrals. We just need to learn how to be clear.

29 Mars 201950min

Subscribed: Why the Subscription Model Will Be Your Company's Future - and What to Do About It by Tien Tzuo Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/subscribed-tien-tzuo Subscription companies are growing nine times faster than the S&P 500. Why? Because unlike product companies, subscription companies know their customers. A happy subscriber base is the ultimate economic moat. Today's consumers prefer the advantages of access over the hassles of maintenance, from transportation (Uber, Surf Air), to clothing (Stitch Fix, Eleven James), to razor blades and makeup (Dollar Shave Club, Birchbox). Companies are similarly demanding easier, long-term solutions, trading their server rooms for cloud storage solutions like Box. Simply put, the world is shifting from products to services. But how do you turn customers into subscribers? As the CEO of the world's largest subscription management platform, Tien Tzuo has helped hundreds of companies transition from relying on individual sales to building customer-centric, recurring-revenue businesses. His core message in Subscribed is simple: Ready or not, excited or terrified, you need to adapt to the Subscription Economy -- or risk being left behind. Tzuo shows how to use subscriptions to build lucrative, ongoing one-on-one relationships with your customers. This may require reinventing substantial parts of your company, from your accounting practices to your entire IT architecture, but the payoff can be enormous. Just look at the case studies: * Adobe transitions from selling enterprise software licenses to offering cloud-based solutions for a flat monthly fee, and quadruples its valuation. * Fender evolves from selling guitars one at a time to creating lifelong musicians by teaching beginners to play, and keeping them inspired for life. * Caterpillar uses subscriptions to help solve problems -- it's not about how many tractors you can rent, but how much dirt you need to move. In Subscribed, you'll learn how these companies made the shift, and how you can transform your own product into a valuable service with a practical, step-by-step framework. Find out how how you can prepare and prosper now, rather than trying to catch up later.

22 Mars 201956min