The Marketing Book Podcast

(A hopefully short-lived series that will be airing in addition to the weekly Marketing Book Podcast interviews) Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/joe-pulizzi

Sizing People Up: A Veteran FBI Agent's User Manual for Behavior Prediction by Robin Dreeke Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/sizing-people-up-robin-dreeke A former FBI agent shares his simple but powerful toolkit for assessing who you can trust - and who you can't. After two decades as a behavior analyst in the FBI, Robin Dreeke knows a thing or two about sizing people up. He's navigated complex situations that range from handling Russian spies to navigating the internal politics at the Bureau. Through that experience, he was forced to develop a knack for reading people - their intentions, their capabilities, their desires and their fears. Dreeke's first book, It's Not All About "Me", has become a cult favorite with audiences seeking to build quick rapport with others. His last book, The Code of Trust, was about how to inspire trust in others as a leader. In Sizing People Up, Dreeke shares his simple, six-step system that helps you predict anyone's future behavior based on their words, goals, patterns of action, and the situation at hand. Predicting the behavior of others is an urgent need for anyone whose work involves relationships with others, whether it's leading an organization, collaborating with a teammate, or closing a sale. But predictability is not as simple as good and evil, or truth and fiction. Allies might make a promise with every intention of keeping it, not realizing that they will be unable to do so due to some personal shortcoming. And those seeking to thwart your endeavor may not realize how reliable their malevolent tells have become. Dreeke's system is simple, but powerful. For instance, a colleague might have a strong moral code, but do they believe your relationship will be long-term? Even the most upstanding person can betray your trust if they don't see themselves tied to you or your desired result in the long term. How can you determine whether someone has both the skill and will to do what they've said they're going to do? Behaviors as subtle as how they take notes will reveal their reliability. Using this book as their manual, listeners will be able to quickly and easily determine who they can trust and who they can't; who is likely to deliver on promises and who will disappoint; and when a person is vested in your success vs. when they are actively plotting your demise. With this knowledge they can confidently embark on anything from a business venture to a romantic relationship to a covert operation without the stress of the unknown.

Phillip Stutts: Authors in Quarantine Getting Cocktails (A hopefully short-lived series that will be airing in addition to the weekly Marketing Book Podcast interviews) Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/phillip-stutts

David Meerman Scott: Authors in Quarantine Getting Cocktails (A hopefully short-lived series that will be airing in addition to the weekly Marketing Book Podcast interviews) Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/david-meerman-scott

Scott McKain - Authors in Quarantine Getting Cocktails (A hopefully short-lived series that will be airing in addition to the weekly Marketing Book Podcast interviews) Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/scott-mckain

"Context Marketing Revolution: How to Motivate Buyers in the Age of Infinite Media" by Matthew Sweezey Click here for show notes https://www.salesartillery.com/marketing-book-podcast/context-marketing-revolution-matthew-sweezey In a world of limitless media noise, how can businesses break through to customers? Context. We are in the midst of a massive media revolution. For the first time in history, ordinary people around the world have the ability to create, distribute, and consume content instantly, from anywhere, using connected devices. The massive increase in media "noise" created by these consumers and devices creates an entirely new situation that makes conventional marketing models obsolete. And yet countless companies and marketing organizations continue to rely on traditional models, assuming that their "campaigns" will sway customers. They couldn't be more wrong. In this provocative and practical book, Salesforce marketing maven Mathew Sweezey boldly outlines this new "infinite media" environment and poses a profound question: In a transformed world where customers shape their own experience, what is the key to breaking through and motivating them to buy? It is context--the close linkage between an individual's immediate desires and the experiences a brand creates to fulfill them. Drawing on new research and new insights into current consumer psychology, Sweezey defines the five key elements of context. Customer experiences must be: Available: Helping people achieve the value they seek in the moment Permissioned: Giving people what they've asked for, on their terms Personal: Going beyond how personal it is to how personally you can deliver it Authentic: Combining voice, empathy, and brand congruence simultaneously Purposeful: Creating a deeper connection to the brand, beyond the product Sweezey uses vivid examples to highlight a new marketing model used by high-performing brands big and small. The final part of the book shifts to execution, providing a new rule book for context-based marketing. The Context Marketing Revolution will change forever how you think about the purpose and practice of marketing.

Think. Do. Say.: How to Seize Attention and Build Trust in a Busy, Busy World by Ron Tite Click here for show notes https://www.salesartillery.com/marketing-book-podcast/think-do-say-ron-tite Cut the jargon. Build a purpose. Get real. People today are inundated with non-stop content, broken promises, endless product extensions - and pressure from articles titled "The Seven Things That Successful People Do Every Day". They don't know where to look or who to trust. So, how do you win their time and their confidence? From renowned advertising creative director Ron Tite comes a powerful approach to cutting through the noise - three words: Think. Do. Say. Ditch the jargon, and start making good things happen for you and your organization.

Create Togetherness: Transform Sales and Marketing to Exceed Modern Buyers' Expectations and Increase Revenue by Jeff Davis Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/create-togetherness-jeff-davis A strategic roadmap for B2B leaders ready to take on the challenge of aligning their sales and marketing teams to win the business of modern buyers. Create Togetherness encourages B2B leaders to examine the relationship between sales and marketing and head toward alignment. The misalignment of these two departments has resulted in companies falling behind their competitors by failing to acknowledge a structural flaw responsible for a significant loss in revenue. For companies wanting to accelerate revenue growth and advance in the B2B marketplace, Jeff Davis, a sales and marketing alignment expert offers a step-by-step guide for sales and marketing to join forces, thereby creating a partnership between the two to meet the new demands of the modern buyer. Digital disruption has spurred B2B leaders to rethink the silo mentality that has been responsible for the dysfunctional relationship between sales and marketing. When alignment transformation is handled slowly and with open communication, companies will be able to provide a higher-level customer experience to satisfy target buyers' demands. Create Togetherness presents the many advantages companies experience after the alignment transformation of sales and marketing has been implemented. This book provides valuable insights by helping leaders: • Discover the extent of misalignment between sales and marketing in their organization. • Understand the benefits of a strategic approach to long-term, sustainable alignment. • Learn why technology cannot cure misalignment. • Discover a strategic roadmap to start the alignment transformation journey. Enjoy the journey to creating togetherness.

"The Iconist: The Art and Science of Standing Out" by Jamie Mustard Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/iconist-jamie-mustard Why do we immediately recognize art by Van Gogh and Warhol? What does Beethoven share with Rage Against the Machine and Madonna? What makes us remember the words of Churchill and King (and Domino's Pizza, for that matter)? With the rise of digital media and advertising, a constant barrage of information makes it nearly impossible to be seen and heard. In The Iconist, branding and design strategist Jamie Mustard shows you how individuals, organizations, and brands can break through the noise. The secret to standing out lies in creating content that the desired audience will "lock" onto and remember with little effort - simple, bold ideas that can be immediately understood. The Iconist reveals a set of primal laws in human society that explain why some things stand out and endure in the mind, while others are rejected. Blending relevant examples from history and pop culture with cutting-edge psychology, Mustard explores why certain things stick and others fade from memory - and gives you an owner's manual to make any idea, product, or service stand out and be remembered. Forget relying on luck or trial-and-error: Mastering this process will enable you, no matter your field or endeavor, to confidently craft messages that resonate with your target audience through simple, fool-proof methods. For businesses, marketers, teachers, advertisers, artists - from thought leaders to anyone trying to write a resume - The Iconist shows how to grab and hold attention. Fair warning, though: This book will change the way you view your audience...and the entire world around you.

The Catalyst: How to Change Anyone's Mind By Jonah Berger Click here for show notes https://www.salesartillery.com/marketing-book-podcast/the-catalyst-jonah-berger Everyone has something they want to change. Marketers want to change their customers' minds and leaders want to change organizations. Start-ups want to change industries and nonprofits want to change the world. But change is hard. Often, we persuade and pressure and push, but nothing moves. Could there be a better way? This book takes a different approach. Successful change agents know it's not about pushing harder or providing more information, it's about being a catalyst. Catalysts remove roadblocks and reduce the barriers to change. Instead of asking, "How could I change someone's mind?" they ask a different question: "Why haven't they changed already? What's stopping them?" The Catalyst identifies the key barriers to change and how to mitigate them. You'll learn how catalysts change minds in the toughest of situations: how hostage negotiators get people to come out with their hands up and how marketers get new products to catch on, how leaders transform organizational culture and how activists ignite social movements, how substance abuse counselors get addicts to realize they have a problem, and how political canvassers change deeply rooted political beliefs. This book is designed for anyone who wants to catalyze change. It provides a powerful way of thinking and a range of techniques that can lead to extraordinary results. Whether you're trying to change one person, transform an organization, or shift the way an entire industry does business, this book will teach you how to become a catalyst.

Content-Based Networking: How to Instantly Connect with Anyone You Want to Know by James Carbary Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/content-based-networking-james-carbary There's a reason everyone says "it's not what you know, it's who you know." If you're striving to reach ambitious goals, it's impossible without the right relationships. So how do you reverse-engineer relationships with the exact people you want to know? Through his podcast B2B Growth and his company Sweet Fish Media, James Carbary has pioneered a concept called content-based networking—a new approach to building your professional network. Instead of relying on chance encounters and random in-person events, content-based networking allows you to connect with anyone, at any time, and from anywhere in the world. In Content-Based Networking, you'll learn a proven three-part framework to consistently connect with potential customers, investors, referral partners, industry influencers, and anyone in between. Using this framework, you'll develop thought leadership in your industry, while simultaneously creating meaningful relationships with the exact people that can help you reach your goals and dreams.

Same Side Sellin: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers by Ian Altman & Jack Quarles Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/same-side-selling-ian-altman Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.

The Seventh Level: Transform Your Business Through Meaningful Engagement With Your Customers And Employees by Amanda Slavin Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/seventh-level-amanda-slavin While instant communication is now easier than ever, people's attention is spread thin, the time has never been more valuable, and disengagement in both customers and employees is at an all-time high. This means most brands never reach their full potential. But what would it look like if your customers were no longer disenchanted from being chased across the internet and hounded for likes, shares, opt-ins, and purchases? There's a way to break this cycle that doesn't include using meaningless jargon or flashy but confusing digital marketing tools. To truly connect with your customers and employees, you need a straightforward plan that will amplify your message and propel you to a degree of engagement that you never realized existed. In The Seventh Level, Amanda Slavin hands you the keys to unlock authentic engagement and attain higher achievement across the board. Slavin unveils the tools to measure and grow your brand's engagement, forge a deeper, more personal connection with customers, and unite your employees around a shared mission. If you want to dismantle the obstacles standing in your way of engagement, let The Seventh Level be your guide.

Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. by Mike Weinberg Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/sales-truth-mike-weinberg A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the newly self-proclaimed "experts" keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more new sales. Here's the truth: Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of "likes" a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike Weinberg, best-selling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg's proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible

Performance Partnerships: The Checkered Past, Changing Present & Exciting Future of Affiliate Marketing by Robert Glazer Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/performance-partnerships-robert-glazer The term affiliate marketing has been misunderstood and underestimated since its inception. At its core, affiliate marketing represents something overwhelmingly positive: paying only for marketing that delivers actual, quantifiable results. Robert Glazer, a leader in the affiliate marketing industry for over a decade, draws upon his experience and insights gathered from influential marketers to examine a rapidly changing field. Performance Partnerships is the first in-depth look at the performance (affiliate) marketing industry. Examining its roots and evolution, this book offers a better understanding of its impact as a vital form of direct-to-consumer digital marketing, and advice on how it can be used to change marketing and business development practices. When used correctly, affiliate marketing and Performance Partnerships can be powerful tools to grow your business—and Robert can show you how to tap into that boundless potential.

Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life by Rory Sutherland Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/alchemy-rory-sutherland HOW DOES MAGIC HAPPEN? The Ogilvy advertising legend—"one of the leading minds in the world of branding" (NPR)—explores the art and science of conjuring irresistible products and ideas. "A breakthrough book. Wonderfully applicable to about everything in life." —Nassim Nicholas Taleb, author of The Black Swan "Veins of wisdom emerge regularly and brilliantly from these pages. Don't miss this book." —Robert B. Cialdini, author of Influence Why is Red Bull so popular, though everyone—everyone!—hates the taste? Humans are, in a word, irrational, basing decisions as much on subtle external signals (that little blue can) as on objective qualities (flavor, price, quality). The surrounding world, meanwhile, is irreducibly complex and random. This means future success can't be projected on any accounting spreadsheet. To strike gold, you must master the dark art and curious science of conjuring irresistible ideas: alchemy. Based on thirty years of field work inside the largest experiment in human behavior ever conceived—the forever-unfolding pageant of consumer capitalism—Alchemy, the revolutionary book by Ogilvy advertising legend Rory Sutherland, whose TED talks have been viewed nearly seven million times, decodes human behavior, blending leading-edge scientific research, absurdly entertaining storytelling, deep psychological insight, and practical case studies from his storied career working on campaigns for AmEx, Microsoft, and others. Heralded as "one of the leading minds in the world of branding" by NPR and "the don of modern advertising" by The Times, Sutherland is a unique thought leader, as comfortable exchanging ideas with Nobel Prize winners Daniel Kahneman and Richard Thaler (both interviewed in these pages) as he is crafting the next product launch. His unconventional and relentlessly curious approach has led him to discover that the most compelling secrets to human decision-making can be found in surprising places: What can honey bees teach us about creating a sustainable business? How could budget airlines show us how to market a healthcare system? Why is it better to be vaguely right than precisely wrong? What might soccer penalty kicks teach us about the dangers of risk-aversion? Better "branding," Sutherland reveals, can also be employed not just to sell products, but to promote a variety of social aims, like getting people to pay taxes, improving public health outcomes, or encouraging more women to pursue careers in tech. Equally startling and profound, Sutherland's journey through the strange world of decision making is filled with astonishing lessons for all aspects of life and business.

The Will to Die: A Novel of Suspense by Joe Pulizzi Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/will-die-joe-pulizzi Mysterious deaths, countless lies, and a shocking conspiracy. The Will to Die is everything fans are looking for...and more. "A thoroughly modern thriller that sucks you in and holds you tight, The Will to Die is a roller coaster ride from beginning to end." - Jay Baer, New York Times Best-Selling Author In an exhaustive hunt for the truth behind a rash of unexplained deaths in a small town, including that of his own father, what Will Pollitt begins to uncover threatens everything -- and puts his own life in the cross hairs. Are his father's lies what killed him? What else will he stir up in the murky depths of a life he thought he knew? The Will to Die is best-selling non-fiction author and content marketing guru Joe Pulizzi's debut novel -- written at the request of his wife, a die-hard thriller fan. Get a free preview at TheWilltoDie.com. From the Author "If you love thrillers or mysteries about small-town murders, this book is for you. As a thriller reader myself, I've always preferred protagonists that aren't ex-FBI or someone with super powers. Will Pollitt, the main character, grew up as part of a funeral home family, but decided to follow his career passion in marketing. I know both of those worlds. I enjoyed wrapping them into a killing conspiracy that will make for a truly fun ride." The reviews are in...The Will to Die is a hit! "A riveting read full of unexpected twists, wonderfully nuanced characters, and clever cultural references. A very entertaining book. Can't wait for the movie!" - Ann Handley, Wall Street Journal Best-Selling Author "Joe Pulizzi sits atop the marketing food chain, admired for his provocative ideas. Now he now delivers a debut novel with a deliciously fascinating twist." - Sally Hogshead, New York Times bestselling author, Fascinate "Finally a mystery that dives into what Dilbert would say is the deepest of all evils...the marketing profession." - Jonah Berger, Wharton Marketing Professor and Author of Contagious

Fanocracy: Turning Fans into Customers and Customers into Fans by David Meerman Scott and Reiko Scott Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/fanocracy-david-meerman-scott From the bestselling author of New Rules of Marketing & PR, a bold guide to converting customer passion into marketing power. How do some brands attract word-of-mouth buzz and radical devotion around products as everyday as car insurance, surfboards, and underwear? They embody the most powerful marketing force in the world: die-hard fans. In this essential book, leading business growth strategist David Meerman Scott and fandom expert Reiko Scott interview young entrepreneurs, veteran business owners, startup founders, nonprofits, and companies big and small to pinpoint which practices separate organizations that flourish from those stuck in stagnation. They lay out a road map for converting customers' ardor into buying power, pulling one-of-a-kind examples from a wide range of organizations, including: · MeUndies, the subscription company that's revolutionizing underwear · HeadCount, the nonprofit that registers voters at music concerts · Grain Surfboards, the board-building studio that willingly reveals its trade secrets with customers · Hagerty, the classic-car insurance provider with over 600,000 premier club members · HubSpot, the software company that draws 25,000 attendees to its annual conference For anyone who seeks to harness the force of fandom to revolutionize his or her business, Fanocracy shows the way.

Non-Obvious Megatrends: How to See What Others Miss and Predict the Future by Rohit Bhargava Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/non-obvious-megatrends-rohit-bhargava ALL NEW 10th EDITION OF THE WSJ BESTSELLER! FEATURING 10 BOLD NEW TREND PREDICTIONS WINNER OF 9 INTERNATIONAL BOOK AWARDS Introducing the highly awaited tenth edition of the Wall Street Journal bestseller and trend report featuring ten bold new megatrend predictions that will shape our world in the coming decade. What if you could predict the trends that will change your business? For the past ten years, Rohit Bhargava's signature annual Non-Obvious Trend Report has helped over a million readers discover more than 100 trends changing our culture. Now for the first time, Rohit and his team of Non-Obvious trend curators reveal ten revolutionary new Megatrends that are transforming how we work, play and live. — How might the evolution of gender fluid toys change our culture? — What can the popularity of handmade umbrellas and board games teach us about the future of business? — Why do robot therapists and holographic celebrities actually demonstrate the importance of humanity? The answers to these questions may not be all that obvious, and that's exactly the point. This completely revised 10th Anniversary edition of Non-Obvious also offers an unprecedented look behind the scenes at the author's signature Haystack Method for identifying trends, and how you can learn to curate and predict trends for yourself. You don't need to be a futurist or innovator to learn to think like one. The key to growing your business or propelling your career into the next decade lies in better understanding the present. The future belongs to non-obvious thinkers and this book is your guide to becoming one. Winner: Eric Hoffer Business Book of the Year Winner: Axiom Award Silver Medal (Business Theory) Winner: INDIE Gold Medal (Business Business Book) Finalist: Leonard L. Berry Marketing Book Award Winner: IPPY Silver Medal (Best Business Book) Finalist: International Book Award (Best Business Book) Official Selection: Gary's Book Club at CES Winner: Non-Fiction Book Award (Gold Medal) Winner: Pinnacle Best Business Book Award

Social Media Success for Every Brand: The Five StoryBrand Pillars That Turn Posts Into Profits by Claire Diaz-Ortiz Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/social-media-success-every-brand-claire-diaz-ortiz Most business owners are blindly guessing at their social media strategy, and it's costing them time and money. Based on Donald Miller's bestselling book Building a StoryBrand, Claire Diaz-Ortiz applies the seven principles of the StoryBrand Framework to help you build an effective, long-lasting social media plan for your brand. Social Media Success for Every Brand teaches readers how to incorporate the StoryBrand 7-Part Framework into their social media channels to increase engagement and see better results. Readers will understand exactly what they need to do with their social media to drive growth to their organization through the practical guidance of the five-point SHARE model: STORY HOW AUDIENCE REACH EXCELLENCE Social Media Success for Every Brand does not require the reader to be familiar with Building a StoryBrand but provides enough foundation to prepare the reader for practical success with their social media content. Together with the StoryBrand Framework, Claire's SHARE model will help boost customer engagement and grow the organization's brand awareness and revenues.

They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer, Revised & Updated 2nd Edition by Marcus Sheridan Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/they-ask-you-answer-2nd-edition-marcus-sheridan The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the digital consumer, and much more In today's digital age, the traditional sales funnel—marketing at the top, sales in the middle, customer service at the bottom—is no longer effective. To be successful, businesses must obsess over the questions, concerns, and problems their buyers have, and address them as honestly and as thoroughly as possible. Every day, buyers turn to search engines to ask billions of questions. Having the answers they need can attract thousands of potential buyers to your company—but only if your content strategy puts your answers at the top of those search results. It's a simple and powerful equation that produces growth and success: They Ask, You Answer. Using these principles, author Marcus Sheridan led his struggling pool company from the bleak depths of the housing crash of 2008 to become one of the largest pool installers in the United States. Discover how his proven strategy can work for your business and master the principles of inbound and content marketing that have empowered thousands of companies to achieve exceptional growth. They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today's internet-savvy buyers. New chapters explore the impact of technology, conversational marketing, the essential elements every business website should possess, the rise of video, and new stories from companies that have achieved remarkable results with They Ask, You Answer. Upon reading this book, you will know: How to build trust with buyers through content and video. How to turn your web presence into a magnet for qualified buyers. What works and what doesn't through new case studies, featuring real-world results from companies that have embraced these principles. Why you need to think of your business as a media company, instead of relying on more traditional (and ineffective) ways of advertising and marketing. How to achieve buy-in at your company and truly embrace a culture of content and video. How to transform your current customer base into loyal brand advocates for your company. They Ask, You Answer is a must-have resource for companies that want a fresh approach to marketing and sales that is proven to generate more traffic, leads, and sales.

The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation by Brant Pinvidic Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/3-minute-rule-brant-pinvidic Want to deliver a pitch or presentation that grabs your audience's ever-shrinking attention span? Ditch the colorful slides and catchy language. And follow one simple rule: Convey only what needs to be said, clearly and concisely, in three minutes or less. That's the 3-Minute Rule. Hollywood producer and pitch master Brant Pinvidic has sold more than three hundred TV shows and movies, run a TV network, and helmed one of the largest production companies in the world with smash hits like The Biggest Loser and Bar Rescue. In his nearly twenty years of experience, he's developed a simple, straightforward system that'shelped hundreds—from Fortune 100 CEOs to PTA presidents—use top-level Hollywood storytelling techniques to simplify their messages and say less to get more. Pinvidic proves that anyone can deliver a great pitch, for any idea, in any situation, so your audience not only remembers your message but can pass it on to their friends and colleagues. You'll see how his methods work in a wide range of situations—from presenting investment opportunities in a biotech startup to pitching sponsorship deals for major sports stadiums, and more. Now it's your turn. The 3-Minute Rule will equip you with an easy, foolproof method to boil down any idea to its essential elements and structure it for maximum impact. Simplify. Say less. Get More.

LESSONS: Essays to Help You Embrace the Chaos by Mark Schaefer Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/lessons-mark-schaefer This collection of essays from futurist and thought leader Mark Schaefer explores the intersection of technology, business, and the human condition. Through 32 very honest, provocative, and prescient articles, Mark lays bare the unvarnished truth of personal and business survival in the digital age. Chapter topics include: How to remain bot-proof The intolerance of hustle Best presentation skills The importance of "belonging" in business Personal branding truths Why company culture is your marketing Emotional paralysis and social media grief Realistic content marketing Networking in the digital age Entrepreneurial business lessons ... and much more. Mark Schaefer has emerged as one of the most vital and trusted resources in the business world. Thousands have attended his university classes, corporate workshops and speeches. This is your chance to tune into the latest thinking from one the most gifted writers and thinkers in the digital media scene today.

The 10 Stories Great Leaders Tell by Paul Smith Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/10-stories-great-leaders-tell-paul-smith NOW AN OWL (Outstanding Work of Literature) Leadership Award Winner! Every great leader is a great storyteller. As a manager, CEO, or team leader, how can you innovatively engage your employees so that they understand where your organization came from, where it's going, and how you're going to get there? How can you connect with your customers in a way that makes them believe in your company as passionately as you do? Paul Smith is one of the world's leading experts in business storytelling. He teaches people how to be more effective leaders by communicating their company's important mission, inspiring creativity, and earning the trust of valued stakeholders. The 10 Stories Great Leaders Tell explores the journey behind success, and breaks down not just the importance of your company's story but how to craft compelling ones of your own.

Beyond Product by Jill Soley and Todd Wilms Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/beyond-product-jill-soley Most startups fail, even the ones with great products. It's the Golden Age of the entrepreneur. Hundreds of thousands of new businesses are started in the US alone every year. A plethora of tools and platforms make it easy to bring new apps and services to life. But a great product is not enough. A great idea needs a smart strategy to reach the right market. In Beyond Product, marketers Todd Wilms and Jill Soley bring over 50 business leaders, entrepreneurs, and investors together to help founders take their organization through each stage of growth, overcome obstacles and learn from common mistakes. You'll discover: What marketing work needs to happen long before a product is built When to bring on the first marketing hire How to find great resources--even on a budget What founders should focus on at each stage of their growth How founders can control their exit, even if it is far in the future "THE marketing book for non-marketers. Startups, small business owners, even product managers at larger companies, this book is for you."

The Self-Reliant Entrepreneur: 366 Daily Meditations to Feed Your Soul and Grow Your Business by John Jantsch Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/self-reliant-entrepreneur-john-jantsch A guide for creating a deeper relationship with the entrepreneurial journey The Self-Reliant Entrepreneur offers overworked and harried entrepreneurs, and anyone who thinks like one, a much-needed guide for tapping into the wisdom that is most relevant to the entrepreneurial life. The book is filled with inspirational meditations that contain the thoughts and writings of notable American authors. Designed as a daily devotional, it is arranged in a calendar format, and features readings of transcendentalist literature and others. Each of The Self-Reliant Entrepreneur meditations is followed by a reflection and a challenging question from John Jantsch. He draws on his lifetime of experience as a successful coach for small business and startup leaders to offer an entrepreneurial context. Jantsch shows how entrepreneurs can learn to trust their ideas and overcome the doubt and fear of everyday challenges. The book contains: A unique guide to meditations, especially designed for entrepreneurs A range of topics such as self-awareness, trust, creativity, resilience, failure, growth, freedom, love, integrity, and passion An inspirational meditation for each day of the year. . . including leap year Reflections from John Jantsch, small business marketing expert and the author of the popular book Duct Tape Marketing Written for entrepreneurs, as well anyone seeking to find a deeper meaning in their work and life, The Self-Reliant Entrepreneur is a practical handbook for anyone seeking to embrace the practice of self-trust.

Loserthink: How Untrained Brains Are Ruining America by Scott Adams Click here for show notes! www.salesartillery.com/marketing-book-podcast/loserthink-scott-adams From the creator of Dilbert and author of Win Bigly, a guide to spotting and avoiding loserthink: sneaky mental habits trapping victims in their own bubbles of reality. If you've been on social media lately, or turned on your TV, you may have noticed a lot of dumb ideas floating around. "We know when history will repeat and when it won't." "We can tell the difference between evidence and coincidences." "The simplest explanation is usually true." Wrong, wrong, and dangerous! If we're not careful, loserthink would have us believe that every Trump supporter is a bigoted racist, addicts should be responsible for fixing the opioid epidemic, and that your relationship fell apart simply because you chewed with your mouth open. Even the smartest people can slip into loserthink's seductive grasp. This book will teach you how to spot and avoid it--and will give you scripts to respond when hollow arguments are being brandished against you, whether by well-intentioned friends, strangers on the internet, or political pundits. You'll also learn how to spot the underlying causes of loserthink, like the inability to get ego out of your decisions, thinking with words instead of reasons, failing to imagine alternative explanations, and making too much of coincidences. Your bubble of reality doesn't have to be a prison. This book will show you how to break free--and, what's more, to be among the most perceptive and respected thinkers in every conversation.

3 Big Ideas from 250 Books For Every Marketer Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/3-big-ideas-250-books-every-marketer In celebration of the first 250 episodes of The Marketing Book Podcast, for this week's episode, I am presenting the audio from a presentation I made recently to the American Marketing Association Chapter in Birmingham, Alabama: "3 Big Ideas From 250 Marketing & Sales Books Every Marketer Needs to Know."

Mean People Suck: How Empathy Leads to Bigger Profits and a Better Life by Michael Brenner Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/mean-people-suck-michael-brenner Are you happy? Like your job? Most people report low engagement and enthusiasm in their careers. And point their finger at a negative work culture, a mean boss… co-worker… or customer. Mean people suck. Some leaders believe that they need to be mean in order to be effective. Their lack of compassion creates negative relationships that lowers performance and profits! Michael Brenner's Mean People Suck uses real-life experience and proven research to show why instead of blaming others, we can look inside ourselves, and learn how to use empathy to defeat "mean" in every situation. This insightful guide shows leaders, and employees how more emotional communication increases profits and enhances lives. You'll learn: Why employees are unhappy and the power of empathy to turn things around. How organizational charts disengage employees by neglecting the human element. Why empathy seems counter-intuitive to success. The secrets to a happy, meaningful and impactful career. If you're ready to enjoy a more gratifying professional and personal life, this book's stories and proven tips will help get you there – even if Mean People Suck.

Get the Meeting!: An Illustrative Contact Marketing Playbook by Stu Heinecke Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/get-meeting-stu-heinecke What's the one critical networking skill that can make or break your career? Your ability to Get the Meeting! Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke's innovative concept of Contact Marketing—using personalized campaigns to create alliances with executive assistants and reach the elusive VIPs who can make or break a sale, with response rates as high as 100 percent—has helped professionals around the world open more doors in their careers and reach new heights of success. Now, in Get the Meeting!, Heinecke, author of the groundbreaking How to Get a Meeting with Anyone, shares the latest tips, tools, and tactics to help readers break through to their top accounts in the most effective ways possible. With more than 60 fully illustrated case studies and tactical examples, this new book takes you inside successful contact marketing campaigns—from strategy, through execution, to results—and forecasts the contact marketing campaigns of the future based on cutting-edge technology. Full-color photography and in-depth interviews with the campaigns' designers provide unparalleled insight into how to get those critical conversations that can change your life. Plus, step-by-step how-to sections help you get started creating your own contact marketing campaigns. From Hollywood to the search for Amazon's HQ2, from a surprising new Contact Marketing model, to "Pocket Campaigns," which could replace traditional business cards, and persistence elements that run throughout a sales cycle, and from LinkedIn to virtual reality, Get the Meeting! will spark your imagination and give you the tools you need to get the meetings—and life-changing results—you always wanted.

StrategyMan vs. the Anti-Strategy Squad: Using Strategic Thinking to Defeat Bad Strategy and Save Your Plan by Rich Horwath Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/strategyman-rich-horwath MEDAL WINNER: AXIOM BUSINESS BOOK AWARDS From the New York Times bestselling author on strategy All over the world, strategies are dying. Thousands of businesses face bankruptcy. People's jobs are at stake. But what is the nefarious force killing them off? And who can save them? Technobody - maker of wearable technologies - is under attack. Its strategic plan is slowly being killed by the top strategy villains every company faces: bad meetings (Meeting Menace), fire drills (Fire Driller), silos (Silo-Clops), too many priorities (Dr. Yes), and many others. They are members of the Anti-Strategy Squad (A.S.S.), a gang whose mission is to cause mass strategycide and global bankruption. But Technobody will not fail without a fight. Led by its fearless managers and three superheroes StrategyMan, Innovatara, and Purposeidon it will summon all of its strategic thinking powers to wage one final war against bad strategy and save its plan. New research shows that the No. 1 most important leadership capability for executives is strategic thinking. Yet, only 3 out of every 10 people are strategic. With the leading cause of business failure being bad strategy, it's critical that you and your team are equipped with the knowledge, skills, and tools to think strategically. In StrategyMan vs. the Anti-Strategy Squad, you'll learn how to: - Develop a common language for strategy - Create a shared understanding of strategy - Design a practical toolkit for strategy - Think strategically on a daily basis - Infuse innovation into your strategies - Facilitate strategy conversations - Lead strategic meetings - Set clear strategic direction - Profitably grow your business -Create competitive advantage In today's ultracompetitive market, it's be strategic . . . or be gone.

Hello, My Name Is Awesome: How to Create Brand Names That Stick by Alexandra Watkins Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/hello-my-name-awesome-alexandra-watkins Every year, 6 million companies and more than 100,000 products are launched. They all need an awesome name, but many (such as Xobni, Svbtle, and Doostang) look like the results of a drunken Scrabble game. In this entertaining and engaging book, ace naming consultant Alexandra Watkins explains how anyone—even noncreative types—can create memorable and buzz-worthy brand names. No degree in linguistics required. The heart of the book is Watkins's proven SMILE and SCRATCH Test—two acronyms for what makes or breaks a name. She also provides up-to-date advice, like how to make sure that Siri spells your name correctly and how to nab an available domain name. And you'll see dozens of examples—the good, the bad, and the "so bad she gave them an award." Alexandra Watkins is not afraid to name names.

The Invisible Brand: Marketing in the Age of Automation, Big Data, and Machine Learning by William Ammerman Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/invisible-brand-william-ammerman Marketers are harnessing the enormous power of AI to drive unprecedented results The world of marketing is undergoing major change. Sophisticated algorithms can test billions of marketing messages and measure results, and shift the weight of campaigns―all in real time. What's next? A complete transformation of marketing as we know it, where machines themselves design and implement customized advertising tactics at virtually every point of digital contact. The Invisible Brand provides an in-depth exploration of the risks and rewards of this epochal shift―while delivering the information and insight you need to stay ahead of the game. Renowned technologist William Ammerman draws from his decades of experience at the forefront of digital marketing to provide a roadmap to our data-driven future. You'll learn how data and AI will forge a new level of persuasiveness and influence for reshaping consumers' buying decisions. You'll understand the technology behind these changes and see how it is already at work in digital assistants, recommendation engines and digital advertising. And you'll find unmatched insight into how to harness the power of artificial intelligence for maximum results. As we enter the age of mass customization of messaging, power and influence will go to those who know the consumer best. Whether you are a marketing executive or concerned citizen, The Invisible Brand provides everything you need to understand how brands are harnessing the extraordinary amounts of data at their disposal―and capitalizing on it with AI.

Marketing to the Entitled Consumer by Dave Frankland Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-entitled-consumer-dave-frankland TODAY'S CONSUMERS WANT EVERYTHING. YOU SHOULD GIVE IT TO THEM. Marketers face a paradox. Consumers expect your brand to know everything about them-who they are, what they want, and why-and to deliver it at the exact moment they need it. But ad saturation and inbox clutter make them resent everything marketers do. In this environment, traditional approaches just won't cut it. Marketing to these entitled consumers demands a new strategy: consumer-first marketing. And this book, featuring a foreword by NFL Hall of Famer Steve Young, is the first to lay out how to do it. Based on focus groups and surveys with 7,000 consumers, combined with the authors' experience with hundreds of brands, Marketing to the Entitled Consumer shows you everything you need to apply consumer-first marketing in your organization. You'll learn which data to collect-from purchase histories to pollen counts-and how to deploy it consistently across online, mobile, and real-world channels. You'll see how to build consumer connections that cut through the clutter with the three Rs: reciprocal value, relevance, and respectful empathy. You'll even get a roadmap on how to win over your fellow marketers and the rest of your company. Read the book that the legendary marketing thinker Don Peppers called "a warning shot across the bow of traditional marketing." Then get to work. Your entitled consumers are ready for a new approach...are you?

Indistractable: How to Control Your Attention and Choose Your Life by Nir Eyal Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/indistractable-nir-eyal You sit down at your desk to work on an important project, but a notification on your phone interrupts your morning. Later, as you're about to get back to work, a colleague taps you on the shoulder to chat. At home, screens get in the way of quality time with your family. Another day goes by, and once again, your most important personal and professional goals are put on hold. What would be possible if you followed through on your best intentions? What could you accomplish if you could stay focused and overcome distractions? What if you had the power to become "indistractable?" International bestselling author, former Stanford lecturer, and behavioral design expert, Nir Eyal, wrote Silicon Valley's handbook for making technology habit-forming. Five years after publishing Hooked, Eyal reveals distraction's Achilles' heel in his groundbreaking new book. In Indistractable, Eyal reveals the hidden psychology driving us to distraction. He describes why solving the problem is not as simple as swearing off our devices: Abstinence is impractical and often makes us want more. Eyal lays bare the secret of finally doing what you say you will do with a four-step, research-backed model. Indistractable reveals the key to getting the best out of technology, without letting it get the best of us. Inside, Eyal overturns conventional wisdom and reveals: Why distraction at work is a symptom of a dysfunctional company culture—and how to fix it What really drives human behavior and why "time management is pain management" Why your relationships (and your sex life) depend on you becoming indistractable How to raise indistractable children in an increasingly distracting world Empowering and optimistic, Indistractable provides practical, novel techniques to control your time and attention—helping you live the life you really want.

The Innovation Mandate: The Growth Secrets of the Best Organizations in the World by Nicholas Webb Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/innovation-mandate-nicholas-webb In this constantly shifting world, companies must innovate if they want to survive. In clear language, The Innovation Mandate shows leaders a step-by-step process to continually generate great ideas, implement them, and maximize their value to benefit both customers and investors. In today's ultra competitive marketplace, the difference between success and failure is innovation. From small entrepreneurial startups to global Fortune 500 companies, innovation—the steady flow of new ideas—drives sustained success. It allows a company to: Introduce new products and services Effectively connect with customers Sharpen the supply chain Efficiently manage finances Hire and retain the best people Without a steady stream of new ideas, even the best company will slow down, atrophy, lose market share, hemorrhage customers, and eventually close or be sold. The Innovation Mandate offers a clear and straightforward pathway to profitable innovation. It demystifies the concept, making it easy to understand, implement, and measure. The book centers around three simple concepts: Innovation generates profits; Innovation, in the form of new, profitable ideas, can come from anywhere Identifying, harnessing, evaluating, and implementing these new ideas cannot be left to chance Additionally, the book offers a five-point checklist to ensure your company is innovation ready.

The Science of Customer Connections: Manage Your Message to Grow Your Business by Jim Karrh Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/science-customer-connections-jim-karrh Engaging, practical, and immediately useful for any business and its messengers on how to talk about their business and connect with their customers. The vast majority of word of mouth happens offline, in everyday conversations. In The Science of Customer Connections, Karrh offers simple concepts plus practical guidance for individual professionals, teams, and complex organizations to be part of those conversations in ways that grow their business. With clear language and a sense of humor, Karrh guides readers step by step to create: A message that is memorable, interesting to buyers, and built to share A growing set of messengers who include your story in their everyday conversations Management habits that build consistency and scale Readers will be equipped to engage customers and employees, build trustworthiness, and grow profitably―without necessarily having to change their business model, offerings, pricing, distribution, or people. Instead, they can quickly elevate the way that everyone close to the business talks about it, consistently resulting in stronger cross-selling and upselling of additional products and services, higher customer satisfaction, and more consistent employee engagement. Inspirational real-world examples are presented from entrepreneurs and career changers, growth companies, and large global organizations.

Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business by Tiffani Bova Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/growth-iq-tiffani-bova A WALL STREET JOURNAL BESTSELLER Do you know the best way to drive your company's growth? If not, it's time to boost your Growth IQ. Trying to find the one right move that will improve your business's performance can feel overwhelming. But, as you'll discover in Growth IQ, there are just ten simple--but easily misunderstood--paths to growth, and every successful growth strategy can be boiled down to picking the right combination and sequence of these paths for your current context. Tiffani Bova travels around the world helping companies solve their most vexing problem: how to keep growing in the face of stiff competition and a fast-changing business environment. Whether she's presenting to a Fortune 500 board of directors or brainstorming over coffee with a startup founder, Bova cuts through the clutter and confusion that surround growth. Now, she draws on her decades of experience and more than thirty fascinating, in-depth business stories to demonstrate the opportunities--and pitfalls--of each of the ten growth paths, how they work together, and how they apply to business today. You'll see how, for instance: * Red Bull broke Coca-Cola and PepsiCo's stranglehold on the soft drink market by taking the Customer Base Penetration path to establish a foothold with adventure sports junkies and expand into the mainstream. * Marvel transformed itself from a struggling comic book publisher into a global entertainment behemoth by using a Customer and Product Diversification strategy and shifting their focus from comic books to comic book characters in movies. * Starbucks suffered a brand crisis when they overwhelmed their customers with a Product Expansion strategy, and brought back CEO Howard Schultz to course-correct by returning to the Customer Experience path. Through Bova's insightful analyses of these and many other case studies, you'll see why it can be a mistake to imitate strategies that worked for your competitors, or rely on strategies that worked for you in the past. To grow your company with confidence, you first need to grow your Growth IQ.

Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/flip-script-oren-klaff THE BESTSELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION. Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready? If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you. That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation. And as you'll see in this book, Oren has been in a lot of different situations. He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product. These days, it's not enough to make a great pitch. To get attention, create trust, and close the deal, you need to flip the script.

Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience by Ethan Beute and Stephen Pacinelli Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/rehumanize-your-business-ethan-beute Accelerate sales and improve customer experience Every day, most working professionals entrust their most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. It's easy to point to the sheer volume of emails, text messages, voicemails, and even social messaging as the problem that reduces our reply rates and diminishes our effectiveness. But the faceless nature of that communication is also to blame. Rehumanize Your Business explains how to dramatically improve relationships and results with your customers, prospects, employees, and recruits by adding personal videos to emails, text messages, and social messages. It explains the what, why, and how behind this new movement toward simple, authentic videos—and when to replace some of your plain, typed-out communication with webcam and smartphone recordings. • Restore face-to-face communication for clarity and connection • Add a personal, human touch to your emails and other messages • Meet people who've sent thousands of videos • Learn to implement your own video habit in an easy, time-saving way • Boost your replies, appointments, conversion, referrals, and results dramatically If you're ready to influence, teach, sell, or serve in a more personal way, Rehumanize Your Business is your guide.

Nincompoopery: Why Your Customers Hate You--and How to Fix It by John Brandt Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/nincompoopery-john-brandt Find and kill the corporate stupidity that drives customers crazy. CEO and award-winning business writer John R. Brandt offers concrete examples of how any organization--large or small, and regardless of industry--can innovate in ways that delight customers and attract top-level talent. Nincompoopery--terrible customer service, idiotic business processes, and soul-crushing management practices--surrounds all of us. We lose time, patience, and profits as stuck-in-the-past organizations actively prevent us (and our customers) from getting the value we (and they) deserve. Can't anybody change this? CEO and award-winning business writer John R. Brandt says we can. In Nincompoopery: Why Your Customers Hate You--And How to Fix It, he leverages research across thousands of companies to show leaders how to find and kill the corporate stupidity that drives customers crazy. More importantly, he offers concrete examples of how any organization--large or small, and regardless of industry--can innovate in ways that delight customers and attract top-level talent. Brandt has worked with hundreds of companies to help them outwit competitors, and in the blunt (and funny) Nincompoopery, he shares his unique blueprint for success. It usually starts by asking a simple question or two, such as Why should our customers have to rekey their data multiple times to make a single purchase? Why are there four levels of approval just to order basic supplies? Why can't we get qualified candidates for open positions, or provide new employees with decent training? In short: How did we become such nincompoops? And when will we stop? Nincompoopery offers leaders the answers they need--and the profits they crave--with a scoop of humor on the side. Enjoy!

FRICTION―The Untapped Force That Can Be Your Most Powerful Advantage by Roger Dooley Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/friction-roger-dooley In 2016, $4.6 trillion of merchandise was left in abandoned e-commerce shopping carts. Every year, the U.S. economy loses $3 trillion dollars in productivity due to excess bureaucracy. Red tape and over-complicated licenses have contributed to China's GDP exceeding India's by $82 trillion over the span of just three decades. If you're a business leader, these statistics should give you nightmares. According to science-based marketing and business expert Roger Dooley, they illustrate the real and growing threat of "friction," which he defines as the unnecessary expenditure of time, effort, or money in performing a task. In today's high-speed, customer-empowered world, the levels of swiftness and efficiency of business transactions will determine ultimate success or failure. In this groundbreaking guide, Dooley helps you spot the inevitable points of friction in your organization, and he provides the tools and insight you need to eliminate them. By truly understanding the impact friction can have, you'll be able to establish positive habits and eliminate negative ones―all with the end result of building a company that's the envy of your industry. Friction takes you step-by-step through the process of: •Empowering frank conversations •Guiding individual and team behaviors •Getting ahead of friction •Optimizing the customer experience •Building a frictionless corporate culture Combining scientific research with real-life examples of leaders who have conquered business friction, Dooley teaches you how to identify roadblocks, alter them for the benefit of both business and customer, and create positive, lasting change. If you're in a leadership position, now is the time to declare war on friction―before your competitors do. Stamp out ridiculous rules, pointless procedures, and meaningless meetings. Become a relentless advocate for the customer and for minimizing customer effort. Lubricate every point of friction and make your company run like a well-oiled machine. Friction provides the know-how you need to lead your company to industry dominance.

From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue 2nd Edition by Aaron Ross and Jason Lemkin Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/impossible-inevitable-2nd-edition-aaron-ross Break your revenue records with Silicon Valley's "growth bible" "This book makes very clear how to get to hyper-growth and the work needed to actually get there" Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn't about magic. It's not about privileges, luck, or working harder. There's a template that the world's fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. Pinpoint why you aren't growing faster Understand what it takes to get to hypergrowth Nail a niche (the #1 missing growth ingredient) What every revenue leader needs to know about building a scalable sales team There's no time like the present to surpass plateaus and get off of the up-and-down revenue rollercoaster. Find out how now!

Leadership in Focus: Bringing Out Your Best on Camera by Vern Oakley Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/leadership-focus-vern-oakley If a message feels important enough for video, it's likely because you want to move the audience to action potential investors to take a stake in your company, current employees to embrace a new initiative, prospective employees to bring their talents to your organization. Your video can help you inspire your tribe the people you want to influence to take action. But if you want them to do more than listen, your audience needs to feel an authentic connection with you. Veteran filmmaker Vern Oakley offers strategies that can help you relax and be their best, authentic self in front of the camera. The return on investment will be a stronger connection to those you want to reach; heightened respect, prestige, and interest in their organization; a stronger brand; and a longer-lasting legacy. Leadership in Focus is a comprehensive, entertaining guide for leaders who realize that it's not just what you say on camera that's important it's how you say it. Whether a CEO, middle manager, or budding entrepreneur making YouTube videos to influence their tribe, this book will help them rally others around a message.

Fire Them Now: The 7 Lies Digital Marketers Sell...And the Truth about Political Strategies that Help Businesses Win by Phillip Stutts Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/fire-them-now-phillip-stutts Your digital marketing firm is failing your business, not delivering on the kind of passion, commitment, and innovation they promised. To ensure that you're getting the best, you need to know how to demand better--by learning from the incredible strategies of the fast-paced arena of political marketing. In Fire Them Now, Phillip Stutts illuminates common failures within the digital marketing industry and explores the strategies and tactics used in politics that win for businesses. He examines why political marketers are producing some of the most successful marketing in the game--working with limited budgets and tight deadlines while demonstrating unwavering work ethic, adaptability, and proactivity. This eye-opening guide offers a new pathway for businesses to succeed in an ever-changing economy, providing the tools you'll need to challenge your current digital marketing agency. And if they can't deliver the win, Fire Them Now!

The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do by Brad McDonald Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/art-skill-sales-psychology-brad-mcdonald The ART AND SKILL OF SALES PSYCHOLOGY lays out, in accessible terms that any sales professional can understand, how to identify and learn from the psychological motivators that cause buyers and sellers to do what they do. The book offers clarity and control over the sales process to salespeople, and powerful insights on coaching to managers. This book is a primer for exploring why people do what they do in sales situations. If you are in sales and you have ever struggled to understand the mindset of your prospect; if you have ever wondered why honest, moral, ethical people choose to lie to a salesperson; if you have ever wished for more control over sales interactions that seem to ride a fine line between trust and confusion; if you have ever struggled to understand and deal effectively with your own mindset and your own frustrations when selling—this book is for you. It provides critical insights on human behavior that will help you to understand and control your sales calls. If you are a sales manager or a coach, this book will challenge you. It will ask you to consider the possibility that the best way to help a struggling salesperson may be to help them to create a better understanding of the fears, anxieties, and confusion that often arise about the sales process—both the seller's and the buyer's. Understanding this is more essential than drilling your team in the right tactics. Of course, the tactics are important. They're the answer to the question, "What do I do?" But understanding the "why" behind the tactics might just be the best place to start.

F#ck Content Marketing: Focus on Content Experience to Drive Demand, Revenue & Relationships by Randy Frisch Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/fck-content-marketing-randy-frisch F#ck Content Marketing isn't a book for content marketers. Instead, it's for everyone in the organization who needs better context and direction for how to drive demand, revenue, and relationships with content. Truly effective companies (and marketers) create content experiences, drawing the customer into an immersive infinite scroll that mirrors the consumer experience of Netflix, Spotify, and other billion-dollar brands. Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that almost 70 percent of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create. In this book, Frisch unpacks the Content Experience Framework, arming your organization to deliver personalized experiences that leverage your content to engage your audiences at scale--as well as identify and ramp up the key players in your organization who need to own this process.

Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/gap-selling-by-keenan People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change). Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers. Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.

The Referral Engine by John Jantsch Click here for the show notes! https://www.salesartillery.com/marketing-book-podcast/the-referral-engine-john-jantsch The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you. The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends-it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch's strategies include: -Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening. -The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical. -Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to. The secret to generating referrals lies in understanding the "Customer Referral Cycle" -the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine. This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget.

Why Customers Leave (and How to Win Them Back) by David Avrin Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/why-customers-leave-david-avrin Discover the 24 reasons people are leaving you for competitors and how to win them back. In Why Customers Leave, popular customer experience and marketing speaker David Avrin makes a compelling case for customer experience as a bankable differentiator in an era of vast marketplace choices. The book lays out the very visible reasons for the recent shift in customer mindset and expectation, illustrates the myriad ways that companies inadvertently drive customers and prospects to competitors, and offers a multitude of creative strategies and tactics to attract and retain new prospects. In the book, David explores and articulates the disturbing new dynamic that has arisen from easy-to-find, one-click-away, at-your-fingertips options: "We have become a world of impatient, intolerant and demanding customers, and we move on quickly if inconvenienced in any way. Don't blame the millennials! We have seen the enemy, and it is all of us.