The Marketing Book Podcast

Marketing to Mindstates: The Practical Guide to Applying Behavior Design to Research and Marketing by Will Leach Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-to-mindstates-will-leach Your nonconscious mind will filter out more than 99 percent of marketing you "see" today. Traditional marketing simply doesn't work in today's complex world. To reach today's customers and influence their purchases, marketers and market researchers need to understand and harness the power of applied behavior psychology and behavior economics to break through these nonconscious filters and drive purchase behaviors--a process called Behavior Design. In Marketing to Mindstates, Will Leach, founder of TriggerPoint Design, a leading behavior research and design consultancy, demystifies this nonconscious filter and explains how to bypass it, introducing readers to temporary moments of influence called mindstates. Using his Mindstate Behavioral Model, he shows you specifically how to create behaviorally optimized messaging designed to activate these mindstates and trigger real emotional engagement. With this book, researchers and marketers will finally have a practical guide to creating behaviorally designed marketing that psychologically breaks through your customers' nonconscious to drive new behaviors and top line growth.

ICONIC: How Organizations and Leaders Attain, Sustain, and Regain the Highest Level of Distinction by Scott McKain Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/iconic-scott-mckain What if merely "standing out" from your competition isn't enough to take your brand and business to the highest level? How do you become an iconic organization or leader? Being distinctive in the marketplace used to be the pinnacle of success. In today's global marketplace, that mountain has become significantly more difficult to climb. And, with the explosion of social media, the competition for attention -- and customers -- is more intense than ever before. Standing out is not only more challenging than ever, it now has less of an impact on sustained growth. To be a lasting company, leader, or brand on a positive trajectory today, one must become iconic. In his new book, ICONIC, award-winning author and speaker Scott McKain examines what an iconic organization or leader is -- and helps you attain and retain that rare status. If your company has slipped in its standing (for example, think Sears or Nokia), McKain teaches you how you can regain your position. This is accomplished through unconventional ideas such as: • Go negative for greater success • Do not "under-promise/over-deliver" • Quit selling your products and services ICONIC is filled with insightful advice and practical examples. It's not a book merely expressing an unproven, unrealistic theory. ICONIC teaches the critical, specific steps required to attain the highest level of distinction. Each chapter includes study questions to be used in company-wide or departmental focus groups to help you achieve iconic status. And, the examples used are not merely another recitation of praise for Starbucks, Apple, Google, Southwest, and Amazon. You will discover the only two factors upon which customers and employees judge your organization. You'll meet and learn from the millionaire chimney sweep…the valet parking attendant building an iconic craft brewery…the single store steakhouse in the Midwest with higher revenue than New York City's famed Tavern on the Green…and many more. ICONIC delivers powerful, practical, and precise steps for anyone from a Fortune 500 CEO to a solo-entrepreneur. From major industries to network marketing, there are critical insights awaiting you in ICONIC. The goal of this book is to is to help you and your organization achieve iconic status through sound research and practical wisdom. After reading ICONIC, you will be ready to take your business to the highest level.

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

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

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

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

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

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

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

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

Smarketing: How to Achieve Competitive Advantage through Blended Sales and Marketing by Tim Hughes Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/smarketing-tim-hughes Since the earliest days of 'modern' marketing and sales, the departments that ran these key functions have been separate empires. They have different leaders, different budgets, and different organizational structures. However, with the overwhelming impact of continuous disruption, many organizations have been left floundering, unsure of how to get traction in the market. The old rule book has been torn up and thrown away. Smarketing is the first book that explores the shift that will become the future state operating model for companies seeking to remain competitive and relevant in this fast-changing digital world. It explains how and why companies should blend sales and marketing into one single, streamlined smarketing department. Sales people will become better marketers, and marketers better sales people, leading to bigger, better business growth all round. With clearly defined implementation strategies that can be applied by any company, regardless of size or sector, Smarketing is an invaluable resource for any marketing or sales professional looking to drive growth and success in the new era of marketing.

Making Websites Win: Apply the Customer-Centric Methodology That Has Doubled the Sales of Many Leading Websites by Dr. Karl Blanks and Ben Jesson Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/making-websites-win-dr-karl-blanks-ben-jesson Most websites lose. Almost all of them. Many never make a profit. Like chocolate teapots, they look nice but flop as soon as you pour hot customers into them. Others are successful at first, and then get crushed by competitors. This book is about how to buck the trend--to make websites that customers love and that are outrageously profitable. The methodology is based on the authors' award-winning work growing many of the world's biggest web companies--plus hundreds of smaller, market-leading companies in over eighty different industries. In this book, you'll get: What successful web businesses do differently (and others get wrong) How to easily identify your website's biggest opportunities A treasure trove of proven solutions for growing businesses Discover how to grow your profits--by making winning websites that people love.

Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry https://www.salesartillery.com/marketing-book-podcast/questions-that-sell-paul-cherry Recorded 1/25/2019

Wise Guy: Lessons From A Life by Guy Kawasaki Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/wise-guy-guy-kawasaki Silicon Valley icon and bestselling author Guy Kawasaki shares the unlikely stories of his life and the lessons we can draw from them. Guy Kawasaki has been a fixture in the tech world since he was part of Apple's original Macintosh team in the 1980s. He's widely respected as a source of wisdom about entrepreneurship, venture capital, marketing, and business evangelism, which he's shared in bestselling books such as The Art of the Start and Enchantment. But before all that, he was just a middle-class kid in Hawaii, a grandson of Japanese immigrants, who loved football and got a C+ in 9th grade English. Wise Guy, his most personal book, is about his surprising journey. It's not a traditional memoir but a series of vignettes. He toyed with calling it Miso Soup for the Soul, because these stories (like those in the Chicken Soup series) reflect a wide range of experiences that have enlightened and inspired him. For instance, you'll follow Guy as he: * Gets his first real job in the jewelry business--which turned out to be surprisingly useful training for the tech world. * Disparages one of Apple's potential partners in front of that company's CEO, at the sneaky instigation of Steve Jobs. * Blows up his Apple career with a single sentence, after Jobs withholds a pre-release copy of the Think Different ad campaign: "That's okay, Steve, I don't trust you either." * Reevaluates his self-importance after being mistaken for Jackie Chan by four young women. * Takes up surfing at age 62--which teaches him that you can discover a new passion at any age, but younger is easier! Guy covers everything from moral values to business skills to parenting. As he writes, "I hope my stories help you live a more joyous, productive, and meaningful life. If Wise Guy succeeds at this, then that's the best story of all."

Break the Wheel: Question Best Practices, Hone Your Intuition, and Do Your Best Work by Jay Acunzo Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/break-the-wheel-jay-acunzo Our world is flooded by advice, ideas, and experts, but we shouldn't make decisions based on "best practices." Instead, we should do what works best for us, building careers and companies with the sort of clarity that leads to exceptional work. Only, first, we need to escape the endless cycle of stale approaches and trendy tactics that holds us back. We need to Break the Wheel. In this quick-hitting, powerful book, keynote speaker and podcaster Jay Acunzo hands us a sledgehammer. With a diverse range of real-world stories, Break the Wheel offers a simple but powerful way to think for yourself when surrounded by conventional thinking. Along the way, Acunzo offers six fundamental questions to ask in any situation to start making the best possible decisions, regardless of the best practice. Stop relying on generic advice. With this book, say goodbye to average work and hello to doing your best.

Marketing Rebellion: The Most Human Company Wins by Mark Schaefer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-rebellion-mark-schaefer MARKETING REIMAGINED Are you overwhelmed by the breathtaking rate of change in the business world? Are confusing consumer trends, the unrelenting pace of technology, and the breakneck speed of digital marketing making you feel irrelevant and lost? Path-finding author Mark Schaefer provides an achievable and realistic framework to help you stay ahead of the curve by re-imagining marketing in a world where hyper-empowered consumers drive the business results. Marketing Rebellion will teach you: How cataclysmic consumer trends are a predictable result of a revolution that started 100 years ago. Why businesses must be built on human impressions instead of advertising impressions. The five constant human truths at the heart of successful marketing strategy. Why customer loyalty is dying and what you need to do about it right now. How to help your best customers do the marketing for you. Actionable steps to provide an immediate course-correction for businesses of any size. Through new research, singular insights, and inspiring case studies, this entertaining book challenges your view of what it means to be a marketer today and provides an innovative blueprint for business growth. The Marketing Rebellion is knocking at your door. Are you ready?

Marketing Flexology: How to Outsmart Change and Future-Proof Your Career by Engelina Jaspers Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-flexology-engelina-jaspers Riding the reinvention rollercoaster--with its ups and downs, unexpected twists and turns, and blood-curdling screams--is a choice, but not a requirement. A management change, new competitor, market consolidation, acquisition or divestiture, disappointing quarter or new business direction can disrupt our best-laid plans. How we respond to unexpected upheaval can determine our success or failure. In Marketing Flexology: How to Outsmart Change and Future-proof Your Career, marketing veteran Engelina Jaspers shows you step-by-step how to build a marketing capability that can withstand any business fluctuation, management change or crisis du jour. Through a time-tested, proprietary, and proven framework, dozens of business examples, practical tips, and thirty-years of personal experience on the front lines of numerous Fortune global companies, Engelina shares the essential components for modern marketing success. Success today requires a 24/7 lifeline to real-time customer insight, and the marketing agility to execute on that insight faster than our competitors. Success also requires a new management capability. With Marketing Flexology you'll get: A step-by-step process to kick your marketing, your team and your career into high gear Real-world examples to become an insight machine and accelerate customer decision making Actionable steps to sharpen your creativity and break through the dwindling supply of consumer attention The underlying foundation, four dials, and five surefire tools of a dynamic and resilient marketing organization that can withstand change, disruption and transformation Time-tested and proven strategies to outsmart change and future-proof your career A week-by-week guide and ninety-day challenge to transition to a Marketing Flexology mindset and toolset Don't waste another good crisis by being unprepared. It's time to future-proof your career, your team, and your marketing platform.

Laughing @ Advertising by Bob Hoffman Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/laughing-at-advertising-bob-hoffman In Laughing@Advertising Bob Hoffman has collected his most irresponsible and inappropriate blog posts, essays, and cave drawings. You might say it's 200 pages of insults, wise cracks, cheap shots, and dirty words. In other words, fun for the whole family! Hoffman is out to disrupt the disruptors -- those somber, imperious souls who have made marketing and advertising such an earnest and humorless endeavor. This may be the silliest, most injudicious book about the ad industry you've read. And in some unwholesome way, the truest and funniest.

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.

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.

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.

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.

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.

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.

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.

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.

Master Content Strategy: How To Maximize Your Reach and Boost Your Bottom Line Every Time You Hit Publish by Pamela Wilson Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/master-content-strategy-pamela-wilson A masterclass in content marketing strategy for content creators at every stage of the journey — written by a business owner, marketing consultant, and leading authority on the subject. Whether you're starting out or are managing a vast archive of content, this book delivers a content strategy that will maximize your results. Thoughtful content marketing delivers — traffic, attention, and customers. But too often, content creators just churn out piece after piece, with no thought to how everything fits together. The result is scattered, confusing, ineffective content marketing. It's a complete waste of time! Your content strategy can and should change depending on the stage of growth you're in. With Master Content Strategy, Pamela Wilson delivers an approach that honors your website's lifecycle and adapts to help you grow your skills as you grow your audience. This approach works for both B2B (business-to-business) and B2C (business-to-consumer) content creation — and for bloggers, podcasters, and vloggers alike. "In this book, Pamela Wilson gives you a guided walk-through of the nuances, complete with strategies to follow at every stage of your journey. When you're finished reading, you'll know exactly what stage you're in and exactly what to do to get to the next stage." – Jon Morrow, Smart Blogger (from the Foreword) You're about to discover: How the Lifecycle Approach to content creation will transform your content strategy and empower you to create the right content at the right time Why you should aim to create Very Important Content — and the key ingredients of this kind of content marketing A Crash Course for getting your content created and out into the world How to map out Yearly, Quarterly, and Monthly content plans that guide your content marketing efforts A robust Idea Bank for content repurposing that will expand your reach whether you're a blogger, podcaster, or vlogger During her award-winning 30+ year marketing career, Pamela Wilson has helped local, national, and international clients communicate their messages effectively. She's the founder of BIG Brand System and is a keynote speaker, author, and respected online educator. Her passion is teaching — and she has a gift for making complex topics simple and easy to understand.

7 Concepts from 200 Marketing & Sales Books Every Marketer Needs to Know by Douglas Burdett Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/7-concepts-200-marketing-sales-books In celebration of the first 200 episodes of The Marketing Book Podcast, I am presenting the audio from a presentation I made recently to the American Marketing Association Triangle Chapter in Raleigh North Carolina: "7 Concepts from 200 Marketing and Sales Books Every Marketer Needs to Know."

This Is Marketing: You Can't Be Seen Until You Learn to See by Seth Godin Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/this-is-marketing-seth-godin Seth Godin has taught and inspired millions of entrepreneurs, marketers, leaders, and fans from all walks of life, via his blog, online courses, lectures, and bestselling books. He is the inventor of countless ideas and phrases that have made their way into mainstream business language, from Permission Marketing to Purple Cow to Tribes to The Dip. Now, for the first time, Godin offers the core of his marketing wisdom in one compact, accessible, and timeless package. This is Marketing shows you how to do work you're proud of, whether you're a tech startup founder, a small business owner, or an executive at a large corporation. Great marketers don't use consumers to solve their company's problem; they use marketing to solve other people's problems. Their tactics rely on empathy, connection, and emotional labor instead of attention-stealing ads and spammy email funnels. When done right, marketing seeks to make change in the world. No matter what your product or service, this book will teach you how to reframe how it's presented to the world, in order to meaningfully connect with the people who want it. Seth employs his signature blend of insight, observation, and memorable examples to teach you: * How to build trust and permission with your target market. * The art of positioning--deciding not only who it's for, but who it's not for. * Why the best way to achieve your marketing goals is to help others become who they want to be. * Why the old approaches to advertising and branding no longer work. * The surprising role of tension in any decision to buy (or not). * How marketing is at its core about the stories we tell ourselves about our social status. You can do work that matters for people who care. This book shows you the way.

Eat Their Lunch: Winning Customers Away from Your Competition by Anthony Iannarino Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/eat-their-lunch-anthony-iannarino The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: * ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. * understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. * developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

Digital Influence: Unleash the Power of Influencer Marketing to Accelerate Your Global Business by Joel Backaler Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/digital-influence-joel-backaler

Pink Goldfish: Defy Ordinary, Exploit Imperfection and Captivate Your Customers by Stan Phelps Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/pink-goldfish-stan-phelps

Writing to Be Understood: What Works and Why by Anne Janzer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/writing-be-understood-anne-janzer

Seven Stories Every Salesperson Must Tell by Mike Adams Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/seven-stories-every-salesperson-must-tell-mike-adams

Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth by Jay Baer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/talk-triggers-jay-baer

Bullseye Marketing: How to Grow Your Business Faster by Louis Gudema Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/bullseye-marketing-louis-gudema

"The Convenience Revolution: How to Deliver a Customer Service Experience that Disrupts the Competition and Creates Fierce Loyalty" by Shep Hyken. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-convenience-revolution-shep-hyken

Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy by Kristin Zhivago Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/roadmap-to-revenue-kristin-zhivago

"The 4 A's of Marketing: Creating Value for Customer, Company and Society" by Jagdish Sheth and Rajendra Sisodia Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/4-a-marketing-jagdish-sheth

"Uncopyable: How To Create An Unfair Advantage Over Your Competition" by Steve Miller Click here for the show notes! https://www.salesartillery.com/marketing-book-podcast/uncopyable-steve-miller

"The Go-Giver Influencer: A Little Story About a Most Persuasive Idea" by Bob Burg and John David Mann. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-go-giver-influencer-bob-burg

"Crisis Ready: Building an Invincible Brand in an Uncertain World" by Melissa Agnes. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/crisis-ready-melissa-agnes

"The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand out From The Crowd" by Allan Dib. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/1-page-marketing-plan-allan-dib

"Exactly How to Sell: The Sales Guide for Non-Sales Professionals" by Phil M. Jones. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/exactly-how-to-sell-phil-jones

"Friend of a Friend . . .: Understanding the Hidden Networks That Can Transform Your Life and Your Career" by David Burkus. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/friend-of-a-friend-david-burkus

Shift: 19 Practical, Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task by Sean Doyle. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/shift-sean-doyle

Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No by Jeb Blount. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/objections-jeb-blount

Do It! Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition by David Newman. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/do-it-marketing-david-newman

Story Driven: You Don't Need To Compete When You Know Who You Are by Bernadette Jiwa. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/story-driven-bernadette-jiwa

The Fun Formula: How Curiosity, Risk-Taking, and Serendipity Can Revolutionize How You Work by Joel Comm Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-fun-formula-joel-comm