493 Blue Goldfish 2.0 by Stan Phelps

Malcolm McDonald on Value Propositions: How to Develop Them, How to Quantify Them by Malcolm McDonald Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/malcolm-mcdonald-on-value-propositions-malcolm-mcdonald A value proposition is an innovation or feature that clarifies a company's core purpose and identity. In the same way profit lies at the heart of every business, so does the value proposition, communicating how its service or products fulfil the needs of their customers. While many organizations understand the importance of having a clearly defined value proposition to help them become more profitable, many businesses struggle to use them effectively. Malcolm McDonald on Value Propositions is a step-by-step guide to understanding exactly why financially quantified value propositions will help readers to increase revenue and deliver tangible results. Highly practical and filled with useful tools and checklists, this succinct guide explains the process of developing a value proposition from start to finish, how to use segmentation appeal to the relevant key accounts, and to ensure it is both financially grounded and has resonance with customers. From understanding how buying decisions are made, through to financial dashboards and value quantification tools, Malcolm McDonald on Value Propositions is perfect for anyone looking to integrate financial success into their proposition, and gain understanding of how it can be used to deliver and communicate value.

18 Jan 201946min

Making Channel Sales Work: Ten Tools To Create A World-class Third-party Selling Program by Marcus Cauchi Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/making-channel-sales-work-marcus-cauchi Create a World-Class Third-Party Selling Program! A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers. Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term! Regardless of what it's called, this model presents both special challenges and special opportunities. Whether you are an early-stage venture or a small vendor of products, intellectual property, or services looking to build your footprint quickly and reliably; whether you already have a channel process in place and you want to improve or revitalise it,or you are aiming to create your ¬ first channel program from scratch; whether you are working with a group of independent agents or you are looking to build a franchise operation from the ground up—this book has been written with you in mind.

11 Jan 201950min

Non-Obvious 2019: How To Predict Trends And Win The Future by Rohit Bhargava Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/non-obvious-2019-rohit-bhargava What secrets can a 400-year-old Turkish cymbal maker and an Icelandic hot tub etiquette video teach you about the power of storytelling? How do Michelin-ranked food stalls in Singapore and the decline of Swiss watches force all luxury brands to rethink their business models? What insights can the world's quietest place and a clothing dye produced by former tobacco farmers reveal about serving enlightened consumers? The answers to these questions may not be all that obvious. And that's exactly the point. For the past eight years, innovation expert Rohit Bhargava and his team have predicted 15 "Non-Obvious" trends each year. In this book, get a sneak peek at the proven methods exclusively taught to thousands of executives at leading brands, organizations and governments to develop unexpected solutions to critical problems. The power of non-obvious thinking can help you see what others miss, grow your business and make a bigger impact in the world. In this all-new eighth edition, discover what more than a million readers already have: how to use the power of non-obvious thinking to grow your business and make a bigger impact in the world. In total, the Non-Obvious 2018 Edition features 15 all-new trends across 5 categories including Culture & Consumer Behavior, Marketing & Social Media, Media & Education, Technology & Design plus Economics & Entrepreneurship. The book also features a detailed section with a review and rating for more than 100 previously predicted trends – with longevity ratings for each. As with the original version, this new edition of Non-Obvious also delves into the curation process the author has used for years to build his Trend Reports and takes readers behind the scenes of trend curation (much to the delight of past readers who have been asking about this for years), and show them the methodology they can use to predict the future for themselves.

4 Jan 201948min

The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime by Christophe Morin Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-persuasion-code-christophe-morin Capture, convince, and close—scientifically Most of your attempts to persuade are doomed to fail because the brains of your audience automatically reject messages that disrupt their attention. This book makes the complex science of persuasion simple. Learn to develop better marketing and sales messages based on a scientific model; NeuroMap™. Regardless of your level of expertise in marketing, neuromarketing, neuroscience or psychology: The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime will make your personal and business lives more successful by unveiling a credible and practical approach towards creating a breakthrough persuasion strategy. This book will satisfy your interest in neuromarketing, scientific persuasion, sales, advertising effectiveness, website conversion, marketing strategy and sales presentations. It'll teach you the value of the award-winning persuasion model NeuroMapTM : the only model based on the science of how your customers use their brain to make any decision including a buying decision. You will appreciate why this scientific approach has helped hundreds of companies and thousands of executives achieve remarkable results. Written by the founders of SalesBrain who pioneered the field of neuromarketing SalesBrain has trained more than 100,000 executives worldwide including over 15,000 CEO Includes guidance for creating your own neuromarketing plan Advance your business or career by creating persuasive messages based on the working principle of the brain.

28 Dec 201851min

Video Marketing Strategy: Harness the Power of Online Video to Drive Brand Growth by Jon Mowat Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/video-marketing-strategy-jon-mowat Video is the single most effective tool that marketers have to raise brand awareness, increase sales, drive website traffic and deliver ROI on marketing budgets. Driven by consumer demand and with the backing of the largest social media platforms, our world is becoming 'video first'. Video Marketing Strategy allows marketers to harness the power of video and create effective video campaigns. This in-depth look at the world's most powerful medium helps brands to radically magnify their voice by tapping into a level of emotional engagement that can't be achieved any other way. The book explores both theory (why are humans so affected by video on mobile devices?) and practice (what's the key to making videos that deliver results?). It looks at how multiple videos form wider campaigns and covers content hubs, activation strategies and testing. It is filled with invaluable advice, tips and strategies for incorporating video into a wider content marketing plan. Written by an award-winning video marketer with decades of experience, Video Marketing Strategy gives readers the magic formula to create engaging, effective content. Truly global in scope, it features case studies from around the world, and shows how marketers from all sectors and industries have used video campaigns successfully. Featuring insights from prominent industry practitioners Video Marketing Strategy is jam-packed with guidance on how to make videos that cut through the market place and deliver measurable result.

21 Dec 201852min

Effective Sales Enablement: Achieve Sales Growth Through Collaborative Sales And Marketing by Pam Didner Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/effective-sales-enablement-pam-didner Sales enablement is a way of increasing sales results, revenue, profitability, and productivity by creating integrated content, training and coaching for the sales function. Powered by technology, it provides the tools, systems, processes, training, coaching, and development to enable sales to be more effective and efficient. Effective Sales Enablement provides an introduction to the development and evolution of sales enablement and shows how the field has been transformed by marketing technologies. Using case studies and examples from some of the world's largest companies including Google, Cisco, and Salesforce, Effective Sales Enablement will allow you to understand how these market-beating firms have harnessed and exploited technologies and bridged the gap between marketing and sales. The author provides a blueprint for any organization wanting to create a sales enablement function, which will, in turn, accelerate revenue growth.

14 Dec 201844min

Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee Salz Click here to view the show notes!  https://www.salesartillery.com/marketing-book-podcast/sales-differentiation-lee-salz "If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

7 Dec 201846min

10x Marketing Formula: Your Blueprint for Creating 'Competition-Free Content' That Stands Out and Gets Results by Garrett Moon Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/10x-marketing-formula-garrett-moon The dream of content marketing is that it's going to be a magical funnel that drips money into your bank account. Its lure is that it will create an inbound sales machine. But what should you do when it doesn't work like that? Or even at all? That's the question this book is here to answer. It's a formula that will show you exactly what to do (and how to do it) to achieve tenfold marketing results. This means the return you can expect will be ten times over what you put in. It's the exact formula author Garrett Moon used to grow his startup CoSchedule from zeroes across the board to: 1.3M+ monthly pageviews, 250k+ email subscribers, and thousands of customers in 100 countries... ...in just 4 years. You will learn to overcome a lack of time, struggling to produce content, an inability to engage your audience, and so many more marketing roadblocks. If you think marketing success belongs only to elite geniuses or those with huge budgets, think again—10x marketers achieve 10x growth regardless of their limitations. This book is about finding the strategic shortcuts to get you to results fast. It's about short-circuiting the path to jaw-dropping growth. You have to find your own way—and The 10x Marketing Formula is that path.

30 Nov 201853min