The Perfect Story: How to Tell Stories that Inform, Influence, and Inspire by Karen Eber ABOUT THE BOOK: Learn how to take any story and make it perfect—from storytelling expert Karen Eber, whose popular TED Talk on the subject continues to be a source of inspiration for millions. What makes a story perfect? How do you tell the perfect story for any occasion? We live in a story world. Stories are a memorable and engaging way to differentiate yourself, build connection and trust, create new thinking, bring meaning to data, and even influence decision-making. But how do you turn a good story into a great story that informs, influences, and inspires? In The Perfect Story, Karen Eber—leadership consultant, professional keynote storyteller, and TED speaker—shares the science of storytelling to teach you to: Leverage the Five Factory Settings of the Brain to hack the art of storytelling Build a toolkit of endless story ideas Define the audience for your story Apply a memorable story structure Engage senses and emotions Tell stories with data Avoid common storytelling mistakes Use your body to tell dynamic stories Ensure your story doesn't manipulate Navigate and embrace the vulnerability of storytelling Without relying on complicated models or one-size-fits-all prescriptions, this book makes storytelling accessible with practical and impactful steps for anyone to tell the perfect story for any occasion. Through interview vignettes, The Perfect Story also shares approaches from different storytellers, including the Sundance Institute cofounder, an executive producer of The Moth, the former creative director at Pixar, the TED Radio Hour podcast host, and many more. Whether you are leading a team, giving a presentation, hosting a podcast, selling a product or service, interviewing for a job, or giving a toast at a wedding, The Perfect Story will help you take your stories and make them perfect. ABOUT THE AUTHOR: Karen Eber is a bestselling author, international consultant, and keynote speaker. Her TED Talk: 'How Your Brain Responds To Stories – And Why They’re Crucial For Leaders,' continues to be a source of inspiration for millions.  Karen was previously a Head of Culture, Chief Learning Officer, and Head of Leadership Development at General Electric and Deloitte.  As the CEO and Chief Storyteller of Eber Leadership Group, Karen helps companies build leaders, teams, and culture one story at a time, working with Fortune 500 companies like General Electric, Microsoft, Kraft Heinz, Facebook, and the Big 4 Consulting Companies.  She guest lectures at universities including the London School of Business, Stanford, and MIT, and is a frequent contributor to publications like Fast Company, Business Insider, TED, Forbes, Inc, and Entrepreneur. And, interesting fact – she has one brown eye and one green eye! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/perfect-story-karen-eber

Second Skin: Tales and Truths from the Mosh Pit of Life by Jason Miller  ABOUT THE BOOK: Second Skin is a raw and unfiltered memoir that thrusts you into the author’s turbulent journey of self-discovery toward becoming a leading voice in B2B digital marketing.  Battling mental health demons, grappling with the “what the fuck am I gonna do?” dilemma, and narrowly avoiding getting swallowed by life’s uncertainties.  Amid adversity, heavy metal emerges as their saving grace, providing an outlet for their pain and a glimmer of hope amidst the darkness. This gripping narrative unfolds against the backdrop of a crumbling music industry, where the author encounters amusing anecdotes that shed light on just how screwed up the music business can be.  As the industry crumbles around them, the author encounters hilarious anecdotes that expose the absurdity of it all.  With a devil-may-care attitude and a cockeyed plan for reinvention, they dive headfirst into the wild world of B2B marketing, merging heavy metal madness with marketing brilliance. Brace yourself for a fast and furious tale that explores the depths of mental health struggles, celebrates the triumph of embracing passion, and leaves you howling with laughter at the sheer fuckery of the business.  Get ready for a wild ride that proves you can rock your way through the darkest times and come out stronger, louder, and more resilient.  This is a metalhead’s journey of becoming. ABOUT THE AUTHOR: Jason Miller is a digital B2B marketer who has held senior marketing roles at LinkedIn, Marketo, and Active Campaign.  Before entering the B2B space, he spent 10 years at Sony Music developing and executing marketing campaigns around the biggest names in music.   He is a popular keynote speaker, digital marketing instructor at the University of California, Berkeley, and best-selling author of Welcome To The Funnel: Proven Tactics To Turn Your Social Media And Content Marketing Up To 11, which was featured on episode 28 of The Marketing Book Podcast in 2015.  Also an accomplished rock photographer, Jason photographs the world's biggest rock stars on stages across Europe and the US. He has shot more than 1 million photos, interviewed thousands of musicians, and documented and published his work in the limited edition book Down In Front. His photos have been featured in Vive Le Rock magazine and on album covers of diverse artists from Warrior Soul to the comeback album of Pop Princess Tiffany.  And, interesting fact – he is NOT the Jason Miller who is the author of Sex, Sorcery, and Spirit: The Secrets of Erotic Magic! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/second-skin-jason-miller 

The AI Playbook: Mastering the Rare Art of Machine Learning Deployment by Eric Siegel  ABOUT THE BOOK: In his bestselling first book, Eric Siegel explained how machine learning works. Now, in The AI Playbook, he shows how to capitalize on it. The greatest tool is the hardest to use. Machine learning is the world's most important general-purpose technology—but it's notoriously difficult to launch.  Outside Big Tech and a handful of other leading companies, machine learning initiatives routinely fail to deploy, never realizing value.  What's missing? A specialized business practice suitable for wide adoption.  In The AI Playbook, bestselling author Eric Siegel presents the gold-standard, six-step practice for ushering machine learning projects from conception to deployment.  He illustrates the practice with stories of success and of failure, including revealing case studies from UPS, FICO, and prominent dot-coms.  This disciplined approach serves both sides: It empowers business professionals, and it establishes a sorely needed strategic framework for data professionals. Beyond detailing the practice, this book also upskills business professionals—painlessly.  It delivers a vital yet friendly dose of semi-technical background knowledge that all stakeholders need to lead or participate in machine learning projects, end to end.  This puts business and data professionals on the same page so that they can collaborate deeply, jointly establishing precisely what machine learning is called upon to predict, how well it predicts, and how its predictions are acted upon to improve operations.  These essentials make or break each initiative—getting them right paves the way for machine learning's value-driven deployment. A note from the author: What kind of AI does this book cover? The buzzword AI can mean many things, but this book is about machine learning, which is a central basis for—and what many mean by—AI. To be specific, this book covers the most vital use cases of machine learning, those designed to improve a wide range of business operations. ABOUT THE AUTHOR: Eric Siegel, Ph.D. is a leading consultant and former Columbia University professor who helps companies deploy machine learning.  He is the founder of the long-running Machine Learning Week conference series, the instructor of the acclaimed online course “Machine Learning Leadership and Practice – End-to-End Mastery,” executive editor of The Machine Learning Times, and a frequent keynote speaker.  His previous book is the bestselling "Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie, or Die," which has been used in courses at hundreds of universities and was featured on episode 74 of The Marketing Book Podcast in 2016. Eric’s interdisciplinary work bridges the stubborn technology/business gap. At Columbia, he won the Distinguished Faculty award when teaching graduate computer science courses in ML and AI. Later, he served as a business school professor at the University of Virginia Darden School of Business.  Eric's many media appearances include Bloomberg TV and Radio, Business News Network (Canada), Israel National Radio, NPR Marketplace, Radio National (Australia), Businessweek, CBS MoneyWatch, The European Business Review, The Financial Times, Forbes, Harvard Business Review, The Huffington Post, The New York Times, Newsweek, Scientific American, The Wall Street Journal, and The Washington Post. And, interesting fact – he is a dancing machine!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ai-playbook-eric-siegel

The Sale Is In The Tale by John Livesay ABOUT THE BOOK: John Livesay, a keynote speaker and author of the business book Better Selling Through Storytelling, presents us with a business fable set in Austin, Texas. It is about a sales representative whose old ways of selling are not working anymore. With the help of his colleague, he learns how to use storytelling in his sales meetings, which wins him more sales success than ever before. As a result, he becomes irresistible to his clients. The Sale Is in the Tale reveals approaches that reach beyond business. They apply to many aspects of life, as the sales rep learns how to strengthen his soft skills. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships. By applying the methodology from The Sale Is in the Tale you will: Double your closing ratio Learn how to get people to go from saying "I'm interested" to "I'm in" Go from pushy to persuasive Tug at heartstrings to get people to open their purse strings Stop drowning in the sea of sameness ABOUT THE AUTHOR: John Livesay, aka The Pitch Whisperer, is a keynote speaker on storytelling as a sales tool, marketing, negotiation, and persuasion.  As a keynote speaker, John shares lessons from his award-winning career at Conde Nast to teach sales teams how to become irresistible so they are magnetic to their ideal clients.  His TEDx talk has over 1,000,000 views.  His other books are:  Better Selling Through Storytelling: The Essential Roadmap to Becoming a Revenue Rockstar with a Foreword by Tim Sanders (2019) The Successful Pitch: Conversations About Going from Invisible to Investable with a Foreword by Judy Robinett (2016) The 7 Most Powerful Selling Secrets: Soar Your Way to Success With Integrity, Passion and Joy (2004) John is a guest lecturer on leveraging the power of storytelling in sales at several universities including the University of Texas at Austin, Pepperdine Graduate Business School, and the University of Chicago Booth School of Business. And, interesting fact – he was once a lifeguard!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sale-tale-john-livesay

Marketing 6.0: The Future Is Immersive by Philip Kotler, Hermawan Kartajaya, and Iwan Setiawan ABOUT THE BOOK: In Marketing 6.0, the celebrated promoter of the “Four P’s of Marketing,” Philip Kotler, explains how marketers can use technology to address customers’ needs and make a difference in the world.  In a new age of metamarketing, this book provides marketers with a way to integrate technological and business model evolution with the dramatic shifts in consumer behavior that have happened in the last decade.  Readers will learn about: The building blocks of metamarketing Generation Z and Generation Alpha and the technologies they use daily How to tap into metaverses and extended reality The potential obstacles and solutions for creating a more interactive and immersive experience Marketing has evolved to address global challenges and changing customer expectations.  Incorporating sustainability themes and new technologies for customer engagement is essential for businesses to remain relevant.  Indeed, marketing has shifted from traditional to digital, but most customers still value some forms of human interaction.  As a result, multichannel and omnichannel marketing have become popular among marketers aiming to leverage both traditional and digital engagement.  Metamarketing goes beyond that and offers a genuine physical and digital convergence by providing a more interactive and immersive customer experience across physical and digital spaces. ABOUT THE AUTHOR: Philip Kotler is professor emeritus of marketing at the Kellogg School of Management, Northwestern University, where he held the S.C. Johnson & Son Distinguished Professor Of International Marketing.  He is one of the world's leading authorities on marketing, widely regarded as the “father of modern marketing," author of over 90 books, recipient of numerous awards and honorary degrees from schools around the world, and voted as the Number 1 Guru In Management in the list of Top 30 Gurus Of Management (2022). The Wall Street Journal ranks him among the top six most influential business thinkers. He holds an MA from the University of Chicago and a PhD from MIT, both in economics. Philip has an incredible international presence - his books have been translated into more than 25 languages, and he regularly speaks on the international circuit. And, interesting fact - he’s 92 years old! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/marketing-6-philip-kotler

Overdeliver: Build a Business for a Lifetime Playing the Long Game in Direct Response Marketing by Brian Kurtz ABOUT THE BOOK: Brian Kurtz is the bridge connecting the bedrock fundamentals of direct response marketing to today's state-of-the-art strategies, tactics, and channels.  Overdeliver distills his expertise from working in the trenches over almost four decades to help readers build a business that maximizes both revenue and relationships. Marketing isn't everything, according to Brian Kurtz. It's the only thing. If you have a vision or a mission in life, why not share it with millions instead of dozens? And while you are sharing it with as many people as possible and creating maximum impact, why not measure everything and make all of your marketing accountable? That's what this book is all about. In the world of direct marketing, Brian Kurtz has seen it all and done it all over almost four decades. And he lives by the philosophy, "Those who did it have a responsibility to teach it."  Here's a small sample of what you'll learn: The 4 Pillars of Being Extraordinary The 5 Principles of why "Original Source" matters The 7 Characteristics that are present in every world-class copywriter Multiple ways to track the metrics that matter in every campaign and every medium, online and offline Why customer service and fulfillment are marketing functions That the most important capital you own has nothing to do with money And much more Whether you're new to marketing or a seasoned pro, this book gives you a crystal-clear road map to grow your business, make more money, maximize your impact in your market, and love what you're doing while you're doing it.  Kurtz takes you inside the craft to help you use all the tools at your disposal--from the intricate relationship between lists, offers, and copy, to continuity and creating lifetime value, to the critical importance of multichannel marketing, and more–so you can succeed wildly, exceed all your expectations, and overdeliver every time. ABOUT THE AUTHOR: Brian Kurtz has been a direct marketer for over 40 years and never met a medium he didn't like...and while he's had much success, he admits that trying to sell subscriptions and books on the back of ATM receipts and under yogurt lids was only "a good idea at the time..." For over 34 years at Boardroom Inc., he was responsible for mailing nearly 2 billion pieces of direct mail (and he did NOT lick every stamp!). He was also responsible for the distribution of millions of other impressions and promotions in a wide variety of alternate media, both offline and online, using the latest direct marketing techniques while working with many legendary copywriters and consultants.  Under Brian's marketing leadership during his tenure at Boardroom, revenues went from approximately $5 million to over $150 million.  Today he consults and works with direct response marketing companies and entrepreneurs directly and through his mastermind groups.  Brian is also the co-author with Craig Simpson of The Advertising Solution: Influence Prospects, Multiply Sales, and Promote Your Brand. And, interesting fact – he is a Little League baseball umpire!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/overdeliver-brian-kurtz

Standout Startup: The Founder’s Guide to Irresistible Marketing That Fuels Growth by Allyson Letteri ABOUT THE BOOK: Discover the powerful process that top VC-backed startups use to create an effective marketing strategy with Standout Startup. This book is your ultimate marketing accelerator, giving you the tools to create strong messaging, fuel user growth, and accelerate revenue. Create Strong Messaging Fuel User Growth Accelerate Revenue With this step-by-step guide, tech startup leaders have an exact roadmap to develop positioning, product messaging, and content that converts.  Standout Startup offers an essential marketing toolkit to help you stand out from the competition.  Allyson Letteri shares insider secrets to fast-track your marketing success based on her experience as a Silicon Valley marketing executive and startup advisor. What's included in Standout Startup: The 3 Ps every startup needs to unlock effective messaging: personas, positioning, and personality. Four techniques to create standout product positioning How to define an inimitable brand personality that your ideal customers love. The secrets to crafting compelling value propositions that sell your product. The most effective types of content to increase conversion in each phase of the customer journey. Standout Startup presents a proven process to build a sustainable user and revenue growth engine. And it all starts with powerful product messaging that makes your startup stand out. Standout Startup is your marketing accelerator. ABOUT THE AUTHOR: Allyson Letteri is a marketing leader and startup advisor who helps tech startups launch winning go-to-market strategies.  She’s built marketing teams from scratch to scale at fast-growing tech companies in Silicon Valley (Handshake, Thumbtack, Intuit).  Allyson now works with founders and VCs to accelerate their startups’ growth.  Allyson holds an MBA from the Stanford Graduate School of Business and a BA from the University of North Carolina at Chapel Hill. And, interesting fact – she has been a repeat guest on NBC’s Today show! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/standout-startup-allyson-letteri

Any Insights Yet?: Connect the Dots. Create New Categories. Transform Your Business. by Chris Kocek ABOUT THE BOOK: Insights are like unicorns: mysterious and elusive, powerful yet elegant. They are the quintessential a-ha moment that all businesses are after, and yet very few people can agree on what an insight is or how they got one.  Any Insights Yet? demystifies the insight-building process in a way that can help any business leader or marketing practitioner get to higher ground.  Packed with real-world examples from leading brands and award-winning campaigns, Any Insights Yet? provides a dynamic step-by-step process for connecting the dots between data, observations, and human truths, resulting in powerful insights that can breathe new life into your brand and give your business a long-term competitive advantage. In this fast-paced, 2-hour read, you'll discover: The key characteristics of a true, transformative insight Proven techniques and provocative questions for building a better insight Simple methods to stress-test your insight and turn it into an actionable idea How to write and sell an insight so that it can inspire others and transform your brand ABOUT THE AUTHOR: Chris Kocek is an author, speaker, and founder of Gallant, a creative branding firm in Austin, Texas which has helped dozens of companies with brand overhauls, new product launches, and data-driven campaigns, resulting in triple-digit growth and national recognition.   Before starting Gallant, Chris worked in advertising as a strategic planner in New York City and Austin, Texas developing nationally recognized campaigns for Fortune 500 brands and highly respected nonprofits, including AARP, Lowe's Home Improvement, Hyatt Hotels, Ace Hardware, and John Deere.  A frequent guest lecturer at the University of Texas at Austin, Chris is a regular contributor to Entrepreneur Magazine and author of The Practical Pocket Guide to Account Planning. He graduated from the University of California, Los Angeles and earned a master's degree from the University of Texas at Austin. And, interesting fact – he worked as an Americorps Ranger in Canyonlands National Park in Utah! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/any-insights-yet-chris-kocek

Scientific Advertising by Claude Hopkins (1923) with Jay Abraham ABOUT THE BOOK: Whether you are considering a career in advertising or trying to find the best way to market your product, start with Claude Hopkins (1866-1932) and then move on to the rest. In this interview, legendary marketer Jay Abraham talks about how Scientific Advertising changed the course of his career and life. In Scientific Advertising, Hopkins explains the process of getting (and measuring) results from your advertising. Claude Hopkins wrote Scientific Advertising in 1923, but his insight into consumer behavior still holds. The aim was to explain the rules of advertising and what makes consumers buy so that advertising returns would become a certainty and not a guess. Learn how to use his techniques to write ads that sell with certainty. Hopkins clearly shows how to write copy, provides methods for testing it, and shows how evidence-based advertising gets results in a measurable and cost-effective way. It is a must-read if you are in business, sales, or advertising. Hopkins shows what makes us buy and how you can make it happen. “Nobody should be allowed to have anything to do with advertising until he has read this book seven times. It changed the course of my life.” ~David Ogilvy In 21 short chapters, Hopkins reveals a variety of tested techniques that he used throughout his successful career in advertising: How advertising laws are established - What the professionals in advertising already know and how we can use this knowledge to develop better ads. Just salesmanship - What is advertising and how is it best used? Offer service - The best ways to offer service to increase sales. Mail order advertising - What it teaches us and how we can apply it to our advertising. Headlines - A lot of headlines get a poor response in email marketing, websites, and adverts. Learn how to increase your response rate. Psychology - Use Hopkins’ experience to direct people to buy and use your product. Being specific - Are you being specific enough in your advertising? Hopkins shows that by using specific facts you can increase sales and outperform your competitors. Tell your full story - How telling your story is important and why some advertisers make the mistake of missing out on this. Art in advertising - Should we use bespoke artwork or tried and tested visuals? Things too costly - What strategies are too costly to attempt in advertising? Information - How to give the consumer the best information to help them buy. Strategy - Rules for directing a campaign. Use of samples - How getting samples into people's hands can increase sales. Getting distribution - Hopkins lays out how to get national distribution by starting small. Test campaigns - How to test different campaigns on the same audience. Leaning on dealers - Ways to get dealers to help your campaign Individuality - Set yourself apart from competitors and what your tone should be. Negative advertising - Will it help your sales? Letter writing - Hopkins shows how to write a sales letter. A name that helps - How does a product name impact sales? Good business - See how good business impacts consumer behavior. Excerpts from the book The only purpose of advertising is to make sales. It is profitable or unprofitable according to its actual sales. I never ask people to buy. The ads all offer service, perhaps a free sample. They sound altruistic. But they get a reading and action. No selfish appeal can do that. I set down these findings solely for the purpose of aiding others to start far up the heights I scaled. ABOUT JAY ABRAHAM: As Founder and CEO of The Abraham Group, Inc. (Los Angeles, California), Jay has spent his entire career solving complex problems and fixing underperforming businesses.  He has significantly increased the bottom lines of over 10,000 clients in more than 1,000 industries. Jay‘s books include Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition and The Sticking Point Solution: 9 Ways to Move Your Business from Stagnation to Stunning Growth which was featured on episode 299 of The Marketing Book Podcast in 2020. Jay’s most recent book is Business Wealth Without Risk: How to Create a Lifetime of Income & Wealth Every 3 to 5 years, co-authored with Roland Frasier.  And, interesting fact: Jay has the same birthday as Elvis Presley! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/scientific-advertising-claude-hopkins-jay-abraham   

Stop Starvation Marketing: 23 Power Growth Moves For Health Tech, IT, Biotech Companies by Christine Slocumb ABOUT THE BOOK: Get ready to embark on a journey through 23 power moves that will help you grow a successful healthcare, biotech, or IT company.  With practical tips and real-world success stories, Stop Starvation Marketing is a must-read for tech leaders looking to take their marketing to the next level.  Every chapter is packed with tactics, tips, and punchy anecdotes that immediately demonstrate each point. Action strategies are clearly outlined and provide a blueprint for success. If you are serious about marketing results – and enjoy a spot of humor along the way – this book is for you. ABOUT THE AUTHOR: Christine has 30 years of marketing, business development, and product management experience in a wide variety of companies, from start-ups to Fortune 50 firms.  Since founding her marketing firm Clarity Quest in 2001, Christine has worked with technology, life sciences, and healthcare firms on marketing strategy, business planning, and marketing implementation.  Christine earned undergraduate and graduate degrees in electrical engineering, and an MBA – and holds eight U.S. patents. And, interesting fact - Christine and the host of The Marketing Book Podcast are both married to physicians! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/stop-starvation-marketing-christine-slocumb 

Forget the Funnel: A Customer-Led Approach for Driving Predictable, Recurring Revenue by Georgiana Laudi and Claire Suellentrop ABOUT THE BOOK: Your product is great. So why is marketing it so hard? Many SaaS companies struggle with marketing.  Teams try everything they can to drive more traffic, leads, and signups.  Yet revenue growth remains…lumpy. Slow. Frustratingly inconsistent. If this sounds familiar, the problem isn’t you or your ideas; it’s that you’re guessing at what resonates with your target customers.  In Forget the Funnel, Georgiana Laudi and Claire Suellentrop share the Customer-Led Growth Framework they've developed to help companies of all sizes solve their product marketing struggles and hit ambitious targets.  This framework helps you get inside your customers’ heads, map and measure your customers’ experience, and uncover which tactics will actually move the needle for your company. It’s time to stop guessing. Forget the Funnel is your guide for thinking more strategically about marketing your product and making a meaningful impact on revenue growth. ABOUT THE AUTHOR: Georgiana Laudi and Claire Suellentrop co-founded Forget the Funnel, a consultancy that helps SaaS teams reach and retain high lifetime value customers. Georgiana is a strategic advisor and speaker who's passionate about turning customer value into revenue-generating outcomes.  An online marketer since 2000, she began her track record as a marketing executive and product growth advisor in 2010, working with high-growth recurring-revenue startups. And, interesting fact – she’s from Canada! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/forget-funnel-georgiana-laudi

The Growth Leader: Strategies to Drive the Top and Bottom Lines by Scott K. Edinger ABOUT THE BOOK: Growth is a leadership issue, not a sales issue. However you define business growth--total revenue, net income, margin expansion, number of products and services, or customer loyalty--sustained and strategic growth requires an organization to do more than sell by simply communicating the value of its products or services. It must create value in the way it sells by delivering a compelling experience that adds value beyond the product itself. As a leader, it's your job to build and guide that experience. The Growth Leader reveals how top executives create profitable growth through the intersection of strategy, leadership, and sales. With a clear strategy, inspiring leadership, and aligned sales, powerful leaders understand that true competitive advantage doesn't come from innovation alone but belongs to companies that use their sales organization to add and create value. In this leadership guide, you'll learn how to ensure growth strategy is aligned at every level of the company, from boardroom initiatives to daily customer interaction. Best-selling leadership author and business growth consultant Scott K. Edinger helps CEOs and leaders intentionally and strategically engage with the customer experience to differentiate, innovate, cultivate loyalty, and grow. With this growth strategy mindset, your teams will know what they're supposed to be doing, have the skills to accomplish their work at a high level and be properly supported by systems, processes, and environment. But they can only do all this if you lead them. Are you ready to be a Growth Leader? ABOUT THE AUTHOR: Scott K. Edinger is a consultant, author, advisor, and speaker who is recognized as an expert in the intersection of leadership, strategy, and sales. He has worked with Fortune 50 clients and businesses of all sizes around the world to lead business growth. He has written two other books and over a hundred articles in Forbes and Harvard Business Review, among other publications.  His other books are The Hidden Leader: Discover and Develop Greatness Within Your Company (AMACOM, 2015) and The Inspiring Leader (McGraw Hill, 2009). Scott has served as an affiliate faculty member for the University of North Carolina, Kenan-Flagler School of Business.  He received his undergraduate degree in Communication Studies and Rhetoric from Florida State University. And, interesting facts – he has bungee-jumped into a New Zealand canyon, and performed with the Mormon Tabernacle Choir (despite not being Mormon or knowing how to read music)! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/growth-leader-scott-edinger

DISCOVER Questions® for Connections, Clarity & Control: The 10th Anniversary Edition by Deb Calvert About the Book: Field research, interviews, and practical application + updates for communicating effectively in these turbulent times. DISCOVER Questions® is a framework to make your questions more purposeful.  This is the book that will help you appreciate questions, be more deliberate in what you ask and how you ask it, and prepare you for dealing with various conversational barriers like information overload, multitasking, ambiguity, mistrust, unconscious biases, and more Deb Calvert’s 2013 bestseller, DISCOVER Questions® Get You Connected: For Professional Sellers, introduced this framework and revolutionized how we think about questions.  This 10th Anniversary Edition is packed with new research, examples from a wide variety of fields, and complementary competencies for communication effectiveness in any situation or setting.  Now DISCOVER Questions® isn’t just for sellers anymore! About the Author: As the founder of People First Leadership Academy and president of People First Productivity Solutions, Deb’s work focuses on leadership development and team effectiveness.  Deb's background as an HR Director with a Fortune 500 company along with her diverse experience in Sales and Operations uniquely equips her to work across a variety of industries and functions.  She was named one of the "65 Most Influential Women in Business" and her field research spans 25 years, 20 nations, and thousands of buyers and sellers. And, interesting fact - her husband is the heir to the Calvert Whiskey fortune! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/discover-questions-deb-calvert

Ship it. 2024 Day-to-Day Calendar: A Year Of Doing Work That Matters by Seth Godin  About the Calendar: Start your day with a motivating message from entrepreneur, bestselling author, and popular speaker Seth Godin.  Be informed, inspired, and challenged with this new daily calendar. The 2024 Day-to-Day Calendar features over 300 of Seth's specially selected and edited entries distilled from his popular blog on topics such as the world's worst boss, making better tacos, the trap of listening to feedback, and "I wish I had more data." Features include: 4.5"x 4.5" page size Easel backer for desk or tabletop display Printed on FSC-certified paper with soy-based ink Tear-off pages Back of pages are blank for notes or shopping lists Day/Date reference on each page Combined weekend pages Official major world holidays and observances Reflections on work and life from entrepreneur, bestselling author, and speaker Seth Godin About Seth Godin: Seth Godin is an entrepreneur, best-selling author, speaker, and most of all, a teacher.  In addition to launching one of the most popular blogs in the world where he posts every single day (which you can find by typing “seth” into Google), he has written 21 best-selling books in nearly 40 languages, including The Dip, Linchpin, Purple Cow, Tribes, and What To Do When It's Your Turn (And It's Always Your Turn).  His book, This is Marketing (featured on episode 200 of The Marketing Book Podcast), was an instant bestseller worldwide.  His latest books are The Song of Significance and The Practice, both bestsellers.  Though renowned for his writing and speaking, Seth also founded two companies, Squidoo and Yoyodyne (acquired by Yahoo!).  He’s in the Guerrilla Marketing Hall of Fame, the Direct Marketing Hall of Fame and, just recently, the plain old no-modifier Marketing Hall of Fame. Which is pretty cool. He is probably the only person in all three. In 2015, he created the altMBA, a 31-day online leadership workshop that now has 5,000 alumni in more than 75 countries. More than 60,000 people have taken his online courses, including The Marketing Seminar, and courses found on LinkedIn Learning and Udemy. And interesting fact, he has taught hundreds of people how to juggle! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ship-it-seth-godin

The StorySelling Method: Master the Art of Storytelling to Build Trust, Stand Out, and Boost Sales by Philipp Humm ABOUT THE BOOK: Do you struggle to connect with your customers on a personal level? Do you want to stand out in a very competitive market? Or do you want to accelerate your sales career? The StorySelling Method will teach you how to tell powerful stories that actually work in sales! No fluff, no BS… just straightforward and effective storytelling tactics that will transform your sales game. The techniques you will learn are the same ones that have helped thousands of professionals at top companies like Google, Oracle, and Visa win more business. The methods within this book are simple, authentic, and effective. Whether you're a sales professional, entrepreneur, or consultant, this StorySelling blueprint is your ultimate resource to unlock your storytelling potential and level up your sales skills. What to expect from The StorySelling Method: In this step-by-step guide on everyday business storytelling, you’ll learn how to: Turn any moment (even the most boring one) into a captivating story Find, craft, and deliver the five fundamental story types that will yield the best results Build the confidence to share a story at any opportunity Weave stories into any sales conversation naturally and authentically Make storytelling an essential part of your communication These storytelling tactics and techniques will help you: Leave magical first impressions Become your clients’ trusted advisor Communicate the value you’re bringing to the table Overcome any sales resistance Inspire, motivate, and positively influence anyone around you Filled with exercises and examples of everyday business storytelling, the book offers pragmatic advice on using stories to wow your customers. ABOUT THE AUTHOR: Philipp Humm is on a mission to help people discover the storyteller within each of us. He has helped thousands of sellers, leaders, and entrepreneurs worldwide use stories to inspire in business and beyond. His clients include Google, Visa, and Oracle, to name-drop a few.  Before starting his storytelling business, Philipp worked for nearly a decade at Uber, Bain & Company, and Blackstone.  He discovered his passion for performance arts (acting, improv., and storytelling) during his time in New York while completing his MBA at Columbia University.  His TEDx talk on "The Secret to Building Confidence" was selected as an Editor’s Pick by the global TED organization. And, interesting fact - according to page 18 of his book, he once received a testimonial that included, “He’s got a German accent that’s hotter than a pretzel straight out of the oven.” Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/storyselling-method-philipp-humm

The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success by Anthony Iannarino   About the Book: Learn to transform your perspective and lead with positivity  In The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success, sales leader and strategist Anthony Iannarino delivers an exciting and effective new take on creating and sustaining powerful sales processes.  You’ll learn to lead with positivity as you harness negative emotions to make lasting changes for the better and explore the power of gratitude to transform your mental outlook.  Discover how to reframe the negative events of your life into the ways they made you stronger and prepared you for future setbacks. The author also offers:  Concrete advice on perspective-taking and strategies for avoiding being triggered by people with different beliefs  A thirteen-week Negativity Fast, in which you’ll eliminate sources of negativity for 90 days and introduce positivity into your mental diet  Discussions of the necessity for optimism in a difficult world  An inspiring and exciting take on leadership, The Negativity Fast walks you through how to cultivate a positive attitude and perspective you can pass on to the people who follow you.   About the Author: Anthony Ianarino is a reader, writer, author, speaker, entrepreneur, and sales leader, and trainer. His five previous books have been translated into 18 languages (all of which have been featured on The Marketing Book Podcast) are  The Only Sales Guide You'll Ever Need The Lost Art of Closing: Winning the Ten Commitments That Drive Sales Eat Their Lunch: Winning Customers Away from Your Competition Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative Leading Growth: The Proven Formula for Consistently Increasing Revenue (written for sales leaders and managers who need to reach aggressive net new revenue goals through the efforts of their sales reps) And, interesting fact - he has written a blog post every day since December 28, 2009, except for the 13 days he spent in Tibet (even though Basecamp 1 on Mt. Everest had better wifi than his home in Columbus, Ohio). Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/negativity-fast-anthony-iannarino  

Content Marketing Strategy: Harness the Power of Your Brand’s Voice by Robert Rose About the Book: Do you know how to turn the attention your content receives into profit? With a meaningful content marketing strategy, you can. An organization's content communicates everything to consumers. Content marketing is one of the most important pieces of the marketing plan, but many businesses do not approach it strategically. As Chief Strategy Advisor for the Content Marketing Institute and CEO and Chief Strategy Officer for The Content Advisory, Robert Rose helps transform brands by honing their content marketing. In this book, he walks readers through his scalable, strategic approach. Content Marketing Strategy explains what top brands are doing to streamline their content and how marketing strategists can scale their methods to create business success. The chapters cover stacking a team, working with marketing and branding professionals on a consistent tone and message, setting meaningful goals for the content strategy, implementing it, and measuring the resulting outcomes. Filled with compelling examples from leaders in content marketing, including Salesforce, Cleveland Clinics, Amazon, and Arrow Electronics, the book offers a new model that will transform and optimize your content marketing. About the Author: For more than 25 years, Robert has helped marketing leaders balance the art and science of marketing, tell their stories more effectively, and understand how the strategic use of digital content drives sales and better customer experiences. Over the last ten years, Robert and his firm The Content Advisory have advised more than 500 companies, including McDonalds, Salesforce, Hilton, Facebook, UPS, Adidas, LinkedIn, KPMG, NASA, The Bill & Melinda Gates Foundation, and 15 of the Fortune 100. Robert has served as the Chief Strategy Advisor of The Content Marketing Institute since its launch in 2010 guiding it to be the leading global content marketing education and training organization. As an educator, Robert's work in content marketing has been integrated into universities such as Ohio University, Kent State, and the University of Southern California.  Robert's previous books include two co-authored with Joe Pulizzi – Managing Content Marketing: The Real-World Guide for Creating Passionate Subscribers to Your Brand, and Killing Marketing: How Innovative Businesses Are Turning Marketing Cost Into Profit (which was featured on episode 139 of The Marketing Book Podcast in 2017). And, he co-authored with Carla Johnson Experiences: The 7th Era of Marketing (which was featured on episode 12 in 2015). Robert is also the co-host of the This Old Marketing Podcast with Joe Pulizzi, the founder of The Content Marketing Insitute. And, interesting facts – he is a former playwright and Hollywood screenwriter, and is a diehard Dallas Cowboys fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/content-marketing-strategy-robert-rose

Simply Put: Why Clear Messages Win―and How to Design Them by Ben Guttmann About the Book: How do you break through the noise? Why do some messages work when others don't?  Why do some ideas break through, why do some slogans stick in your brain, and why do some leaders inspire change - when others don't? The answer is simple. Literally. The most effective communicators in the world all structure their messages the same way, by designing for simplicity.  But the problem is, simple is hard work.  Our brains are programmed to complicate.  Our world incentivizes more, more, more.  It takes deliberate, intentional effort to communicate in a way that seems effortless. In Simply Put, award-winning marketing entrepreneur Ben Guttmann unveils a five-part framework that allows anybody to communicate with clarity.  With this book, you'll be able to design messages that are beneficial, focused, salient, empathetic, and minimal - and that work. About the Author: Ben Guttmann is an experienced marketing executive and educator on a mission to get leaders to connect more effectively by simplifying their message.  Ben is a former co-founder and managing partner at Digital Natives Group, an award-winning agency that worked with the NFL, I Love NY, Comcast NBCUniversal, The Nature Conservancy, and other major clients.  Currently, Ben teaches digital marketing at Baruch College in New York City and consults with a range of thought leaders, venture-backed startups, and other brands. And, interesting facts – he was president of the student government at Baruch College and was an intern for a member of the U.S. House of Representatives and a U.S. Senator! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/simply-put-ben-guttmann 

Unforgettable: The Art and Science of Creating Memorable Experiences by Phil Mershon About the Book: Are you struggling to create memorable and valuable experiences for your customers?  Look no further than Unforgettable: The Science of Creating Memorable Experiences by Phil Mershon.  In today's attention economy, event organizers face the challenge of keeping attendees engaged amidst an abundance of distractions. Many events leave attendees feeling bored, uninspired, or even critical of their experience. Inside this book, you'll: Discover how to create life-changing experiences that leave a lasting impact on your audience. Learn how to minimize five common negative forces that can detract from any event. Find out how to craft meaningful moments tailored to any audience you are targeting. Master the event planning strategies and actions that make the greatest impact. Design a memorable and valuable experience for your customers, while avoiding average events that leave your audience feeling bored and uninspired With Unforgettable, you will learn how to create life-changing experiences that will leave a lasting impact on your audience.  Drawing on his extensive experience working with churches, corporations, and nonprofits, as well as his recent work with Social Media Examiner, Phil Mershon shares an inspirational model that reveals how to minimize five common negative forces and uniquely craft meaningful moments for each audience served. Using the metaphor of baking bread, Phil shows event planners and owners how different ways of combining the primary ingredients of any event can make it average, boring, or unforgettable.  Unforgettable provides a special focus on the event ingredients that make the biggest impact, such as content and connections, as well as some of the hidden choices that event organizers may take for granted. With the event management tools and models available in Unforgettable: The Science of Creating Memorable Experiences, anyone can design a memorable and valuable experience for customers.  Don't settle for average events that leave your audience feeling bored and uninspired. Use Unforgettable to create experiences that are life-changing and unforgettable, while minimizing negative forces and crafting meaningful moments for each audience served.  About the Author: Have you ever experienced an event that was so incredible it felt like time had stopped?  With close to 30 years of expertise in organizing events, including Social Media Marketing World, the most significant event in the social media marketing industry since 2013, church events, training events for non-profits, and one of the largest privately-held companies in the world, Koch Industries, Phil has mastered the recipe for hosting Unforgettable invents.   Leveraging his extensive experience with virtual, hybrid, and in-person events, he’s organized events for up to 5,000 people. As a result, he’s developed an inspirational model that regularly receives reviews like “Best Conference Ever.”  And, interesting fact -  he is a divinity school graduate and a jazz saxophonist! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/unforgettable-phil-mershon  

Inspire Your Buyers: Go to Market with a Story That Sizzles by Bruce Scheer About the Book: Inspire Your Buyers provides a proven, tested model to develop a compelling go-to-market narrative that will accelerate your revenue growth while rapidly bringing your product, marketing, and sales teams into alignment. Bruce Scheer developed this revolutionary go-to-market narrative model over the course of his twenty-five-year career, helping several industry giants, including IBM, Microsoft, HP, Google, Alcatel-Lucent, and McKesson rapidly grow their revenue with their go-to-market narrative. Bruce’s go-to-market narrative model will give you the edge you are looking for in achieving your business growth goals. Using real examples from his career, Bruce offers actionable insights on how to: Target the right buyers Spotlight their Big Problem Help them envision their Desired Outcome Show how your Big Solution will deliver the Desired Outcome Develop a set of prescribed Next Steps that will help you and your buyers move forward faster, closing more deals with a higher close rate Communicate your narrative through simple, unforgettable visuals People act based on emotions, and the best way to inspire them to take action is through narratives. With this book, you will learn how to engage your buyers in a compelling go-to-market narrative that makes them the hero and inspires them to take action with you and your solution. About the Author: Bruce Scheer is an author, international keynote speaker, and the CEO of InspireYourBuyers.com. He has applied and honed his go-to-market narrative development model with industry giants such as IBM, SAP, Microsoft, HP, Oracle, Google, Adobe, Citibank, Motorola and numerous startups around the world. He is the President of the National Speakers Association Northwest and – he and his wife live on Vashon Island, in Washington State during the summers. And, interesting fact - in the winter, he and his wife travel throughout North America, living in an Airstream trailer. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/inspire-buyers-bruce-scheer

High-Impact Content Marketing: Strategies to Make Your Content Intentional, Engaging and Effective by Purna Virji About the Book: Create meaningful engagement, drive conversion rates and boost customer retention with this crucial resource to unlocking the true potential of your content marketing strategy. In an era of user-generated, human-generated and machine-generated content, mistakes are increasingly costlier to make. And more difficult to recover from. To succeed in the highly competitive creator economy of today and the future, content marketers need to rethink their approach or go the way of the dinosaurs. High-Impact Content Marketing shows how to succeed by taking a simplified yet strategic approach to standing out and driving revenue impact. It covers time-proven strategies to create video, audio, social media, and longer-form content that audiences will actually want to consume and how to do so in a genuinely inclusive way. It also shows how to master content distribution across channels such as websites, blogs, email, and social media networks to maximize reach, engagement, and impact. What makes High-Impact Content Marketing unique is how it weaves in behavioral science and adult learning principles to maximize and measure impact. It features easy-to-implement frameworks and actionable guides throughout as well as examples of best-in-class content marketing from the likes of Patagonia, Microsoft, Spotify, and Google plus interviews with top industry experts from across the globe.  Guidance is also included on how to align content with various stages of the customer journey. This is an essential blueprint for ensuring the long-term success of your content marketing strategy to increase brand awareness, build relationships, and boost conversions. About the Author: Purna Virji is a globally renowned content strategist whose current title is Principal Consultant, Content Solutions at LinkedIn.  She previously led Microsoft's global learning and thought leadership programs and is an award-winning former journalist.  Virji is a top-rated international keynote speaker featured in The Drum, The Next Web, Search Engine Journal, and AdWeek. She has also been recognized as an AdWeek Young Influential, was crowned the Search Personality of the Year by the US Search Awards, and was named "The Most Influential PPC Expert in the World" by PPC Hero. And, interesting fact - she speaks six languages and has never seen a Star Wars movie! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/high-impact-content-marketing-purna-virji   

The Point: How to Win with Clarity-Fueled Communications by Steve Woodruff About the Book: Is it possible to grab an audience’s attention in this noisy, confusing world?  According to Steven Woodruff, the solution can be summed up in a word: clarity. Clarity-fueled communication is the practice of using the fewest words to make the biggest impact.  The Point unveils how the overloaded human brain wants information packaged, and how to craft brain-friendly messages that break through the noise. From email to sales pitches, from workshops to resumes, Steven Woodruff’s Clarity Fuel Formula is the universal recipe for communications success.  The Point includes four simple actions and eight compelling shortcuts that can be used by anyone to get to the point and get others on the same page. About the Author: Steve Woodruff is known as the King of Clarity.  He is a consultant and author who has helped solo consultants to Fortune 100 pharmaceutical companies - with their communications strategy and messaging.  Over more than four decades, Steve has taught, sold, presented, preached, marketed, blogged, authored, collaborated, coached, and networked... and at the core of every one of those activities is figuring out how to communicate clearly and effectively.  That's how the idea of finding a single, practical recipe - The Clarity Fuel Formula - evolved. He released his first book, Clarity Wins in 2018 (which was featured on episode 220 of The Marketing Book Podcast), with a focus on helping professionals with their branding and referral networking.  And, interesting fact – he and his wife are the proud parents of five sons, one of whom served in the United States Marine Corps!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/point-steve-woodruff  

The Time to Win: How to Exceed Your Customers’ Need for Speed by Jay Baer About the Book: Jay Baer recently launched a comprehensive, proprietary research study to measure the relationship between responsiveness and revenue.  The key finding: We care about time (and how we spend it) more than ever. Speed has always been an important part of the customer experience. But the research suggests it’s now the single most important component. Today, 2/3 of customers say that speed is as important as price. If you give your customers time, they will give you money. And if you cost your customers time, it will cost you money. And that’s why, instead of writing a full-length book that asks you to devote five or more hours to it, Jay Baer created this concise mini-book. This is truly The Time to Win. Business leaders have a massive opportunity to lean into speed and responsiveness throughout the customer journey and use it as a competitive edge. You’ve no doubt heard the adage: Good, Fast, Cheap – pick any two. Today, you can decide whether you want to be fast and inexpensive, or fast and high quality. But being fast is not optional. Because today, we interpret speed as caring, don’t we? If a business or organization (or friend, spouse, colleague, or offspring) responds more rapidly, we interpret that as them caring more about us and our issue. This means that, in your business, if you can outperform your competition in responsiveness, you can gain and keep more customers than they do. In this short, but meaty book, Jay Baer gives you the 6-piece Time to Win framework. It includes specific recommendations–with examples–for how, why, when, and where to optimize your responsiveness inside your organization. Jay has trained thousands of business leaders on this framework, and it’s in use today in organizations everywhere who understand that The Time to Win starts….NOW. About the Author: Jay Baer is a 7th-generation entrepreneur, New York Times best-selling author of seven books, and founder of six multi-million dollar companies. In 2023, he was named a Top 30 Global Guru in both Customer Experience and Marketing. Jay has advised more than 700 brands in his career, including Nike, Oracle, Hilton, The United Nations and 40 of the FORTUNE 500. He is an inductee into the professional speaking and word-of-mouth marketing halls of fame. Jay has authored or co-authored among the best-selling business books of all time in the categories of digital marketing, customer service, customer experience, and business growth. He has been named to more than 50 top global business influencer lists. And, interesting fact – he is one of the world's most popular tequila influencers! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/time-win-jay-baer

The Marketing Leader's Code: Unlock Your Potential - Learn The Secrets Of Successful Marketing Leadership by Gareth Helm About the Book: The Marketing Leader’s CODE is a leadership book for marketing leaders, written by marketing leaders.  Much has been published about the challenges marketing leaders face, but very little has been done to prepare marketers for the leadership role and to be successful.  This book fills this gap by distilling the activities of successful marketing leaders into a simple framework and providing diagnostic assessments, real-life case studies, and a toolkit of tactics to build capability. About the Author: Gareth Helm has over 30 years experience in marketing businesses all around the world, with half of this time working in the Leadership Team. Starting out as a graduate trainee with Unilever in the Middle East, he went on to be the marketing leader or advisor on a wide variety of brands in different stages of their life cycle. From new start-ups to some of the world’s largest and favorite brands including McDonald’s and Mars. Gareth was recognized as one of the top 100 most effective marketers in 2021 by Marketing Week and is a Fellow of The Marketing Academy, a community of over 200 senior marketing leaders globally. And, interesting fact - midway through Gareth's marketing career he found out he was dyslexic!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/marketing-leaders-code-gareth-helm

The Ultimate Customer Experience: 5 Steps Everyone Must Know to Excite Your Customers, Engage Your Colleagues, and Enjoy Your Work by Scott McKain About the Book: In The Ultimate Customer Experience, Scott McKain, award-winning speaker and author, reveals the five steps for connecting with customers in today’s changing workplace. When was the last time you were a customer and received the Ultimate Customer Experience? Can you even remember? You’ve probably received great service from companies that you know didn’t give a damn about my business. How did that happen? Here is one possible answer: an individual cared about customers and overcame the obvious deficiencies in their organization’s inferior approach and lack of values. There are five fundamental aspects to creating the Ultimate Customer Experience for the clients and prospects you deal with every single day.  Even during this post-pandemic period as we come to grips with—and try to learn how—business has been changed forever, the level at which we connect with customers has never been more important. The five steps to creating an Ultimate Customer Experience are: Don’t Make It Right . . . GET It Right! Make a Great Impression Serve with Empathy Connect with Emotion Take Personal Responsibility If you are investing your own resources in reading this book, that means you’re taking the most important step any of us can ever take—a step toward personal growth. You wouldn’t read this book if all you want to do is tread water and remain the same. If you want to take personal responsibility for how you engage your customers, Scott McKain will show you how. About the Author: Scott McKain’s experiences have been diverse and remarkable.  From playing the villain in a Werner Herzog film that esteemed film critic Roger Ebert named as one of the fifty great movies in the history of the cinema, to being inducted into the Professional Speakers Hall of Fame; from having been chosen (along with Zig Ziglar, Dale Carnegie, and Seth Godin) as one of thirty members of the Sales and Marketing Hall of Fame, to a decade as a globally syndicated television commentator on the entertainment scene, it’s not a stretch to say Scott McKain’s life has been distinctive. He has spoken on platforms in all fifty US states and forty countries and his expertise has been quoted multiple times in publications including USA Today, the New York Times, Wall Street Journal, and the International Herald-Tribune.  And, interesting fact - Arnold Schwarzenegger once booked Scott for a presentation at the White House with the President in the audience! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ultimate-customer-experience-scott-mckain  

Account-Based Growth: Unlocking Sustainable Value Through Extraordinary Customer Focus by Bev Burgess and Tim Shercliff About the Book: Develop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success, and your executives around your most important customers. Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them. Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter and a comprehensive checklist to help you improve your company's approach to its most important customers. Each framework element is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow, and Telstra. About the Author: Bev Burgess is passionate about the critical role marketing can play in accelerating business growth.  Her specialism is the marketing and selling of business services, built through a combination of postgraduate study and the privilege of working with 40 of the world’s most influential firms, primarily in the technology and professional services sectors.  Bev’s background includes senior marketing roles at British Gas, Epson, and Fujitsu, and she was a Senior Vice President at ITSMA, where she led the global ABM Practice and ITSMA’s European operations for many years. Bev first codified ABM as a marketing strategy while managing director of ITSMA Europe in 2003. Today Bev is a Founder and Managing Principal at Inflexion Group, delivering thought leadership, consulting, and training to companies around the world that are designing, developing, and implementing account-based growth programs.  Bev holds an MBA in strategic marketing and a BSc Honours degree in business and ergonomics. She is a Fellow of the Chartered Institute of Marketing and has served as an international trustee.  Her first book, Marketing Technology as a Service, was published by Wiley in 2010, exploring proven techniques to create value through services based on an infrastructure of technology.  Her most recent, A Practitioner’s Guide to Account-Based Marketing (with Dave Munn, Kogan Page 2021, 2017) explains how to use ABM to accelerate growth in strategic accounts. Both editions of that book were featured on The Marketing Book Podcast episodes 117 and 373 with Dave Munn. Executive Engagement Strategies, published by Kogan Page in 2020, explains how to have conversations that deepen executive relationships and build sustainable growth with key clients.  And, interesting fact – she was a competitive ballroom dancer! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/account-based-growth-bev-burgess

Decisions Over Decimals: Striking the Balance between Intuition and Information by Christopher Frank, Paul Magnone, and Oded Netzer About the Book: Become a confident leader and use data, experience, and intuition to drive your decisions Agile decision making is imperative as you lead in a data-driven world. Amid streams of data and countless meetings, we make hasty decisions, slow decisions, and often no decisions.  Uniquely bridging theory and practice, Decisions Over Decimals breaks this pattern by uniting data intelligence with human judgment to get to action — a sharp approach the authors refer to as Quantitative Intuition (QI).  QI raises the power of thinking beyond big data without neglecting it and chasing the perfect decision while appreciating that such a thing can never really exist. Successful decision-makers are fierce interrogators. They square critical thinking with open-mindedness by blending information, intuition, and experience. Balancing these elements is at the heart of Decisions Over Decimals. This book is not only designed to be read - but frequently referenced - as you face innumerable decision moments.  It is the hands-on manual for confident, accurate decision-making you've been looking for; the rare resource that provides a set of pragmatic leadership tools to accelerate: Effectively framing the problem for stakeholders Synthesizing intelligence from incomplete information Delivering decisions that stick Strike the right balance between information and intuition and lead the smarter way with the real-world guidance found in Decisions Over Decimals. About the Author: Oded Netzer is the Vice Dean for Research and the Arthur J. Samberg Professor of Business at Columbia Business School, an affiliate of the Columbia Data Science Institute, and an Amazon Scholar.  He is a world-renowned expert in data-driven decision-making and extracting meaningful insights from data.  He holds a Ph.D. in Business and a Masters degree in Statistics from Stanford University. And, interesting fact - he's originally from Israel! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/decisions-over-decimals-oded-netzer

A conversation about the current state of marketing books with Josh Bernoff. Josh was recently on episode 449 to talk about his newest book, Build a Better Business Book: How to Plan, Write, and Promote a Book That Matters. A Comprehensive Guide for Authors, published by Amplify. Josh is an expert on business books and works closely with nonfiction authors as an advisor, coach, editor, or ghostwriter.  He has authored, coauthored, or ghostwritten eight business books, and has collaborated on more than 50 nonfiction books. Book projects on which he has collaborated have generated over $20 million for their authors.  Josh’s previous book was Writing Without Bullshit: Boost Your Career by Saying What You Mean (HarperBusiness, 2016).  He is also the co-author of Groundswell: Winning in a World Transformed by Social Technologies (Harvard Business Press, 2008), which was a BusinessWeek bestseller.  He was formerly Senior Vice President, Idea Development at Forrester Research, where he spent 20 years analyzing technology and business.  Prior to Forrester, Josh spent 14 years in startup companies in the Boston area. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/state-marketing-books-josh-bernoff

33 Ways Not to Screw Up Your Business Podcast: A Comprehensive Guide To Planning, Recording And Launching Your Business Podcast by Alastair McDermott About the Book: Unlock the power of podcasting to grow your audience, establish yourself as an expert, and build stronger relationships with clients for increased revenue. This book is your ultimate guide to creating a business podcast that gets real results. Designed for business leaders and entrepreneurs, this book provides in-depth coverage of 33 essential elements for every business podcast. It includes in-depth coverage of 33 crucial elements for every business podcast. You'll discover: How to avoid three critical strategic mistakes that can derail your podcast The most effective podcast formats for business, and which ones to steer clear of How to choose the right guests based on your unique business goals The common rookie mistake many business owners make with podcast workflow—and how to fix it Pro tips for transforming a bland office into a professional recording studio If you're ready to create an impactful podcast that achieves your business goals, read this book and start your podcasting journey today! About the Author: Alastair McDermott helps “best-kept secret” experts and consultants to rapidly build authority by leveraging the power of podcasting so that they can command premium fees, cherry-pick the best projects, get off the gilded hamster wheel of hourly-rate work, and never have to suffer a bad-fit client again! Alastair is an author, consultant, and business coach who hosts The Recognized Authority Podcast, The Specialization Podcast, and the Accelerating Your Authority Podcast. He is the author of two other books, including How to Sound & Look Good on Zoom & Podcasts: Tips & Audio Video Recommendations for Consultants & Experts. And, interesting fact - Alastair lives on the beautiful west coast of Ireland! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/33-ways-not-screw-up-business-podcast-alastair-mcdermott

Build a Better Business Book: How to Plan, Write, and Promote a Book That Matters. A Comprehensive Guide for Authors by Josh Bernoff About the Book: Your brain burns with a powerful idea worth sharing. Could writing a business book spread that idea, create real change, and launch your career on the path to visibility and influence? Definitely. But don’t start by piling up words. Instead, focus on the story. What urgent problem does your reader face? How can they solve it? And what journey must your readers take as you guide them from confusion to understanding, action, and success? Build a Better Business Book is the first accessible and comprehensive guide for authors who want to create impact. Josh Bernoff, a bestselling author, veteran editor, and insightful writing coach with decades of experience on 45 successful book projects, explains the systematic way to refine your idea and then research, write, publish, and promote a book that matters. Learn how to: Build your book not just from ideas but from people and their compelling stories — and how you can research and tell those stories. Write a first chapter that creates powerful motivation by emotionally connecting with readers. Select among the three major publishing models — traditional, self-publishing, and “hybrid” — on the axes of speed, cost, and influence. Plan your book as a project, then efficiently execute that plan with a low-stress, high-potency tool: the fat outline. Structure chapters that no reader can put down. Collaborate with coauthors, editors, and ghostwriters without excessive bloodshed. Promote your book to maximize your sales, revenue, and influence. Josh Bernoff’s book projects have generated over $20 million for their authors. This guide includes the results of an extensive author survey and secrets from interviews with successful business authors like Jay Baer, Laura Gassner Otting, Phil M. Jones, Joe Pulizzi, and Scott Stratten. Don’t waste valuable energy without accomplishing your goals. Construct your business book as a compelling story, and you won’t just get your words in print. You’ll create change in the minds of your readers. And that is the first step to making a meaningful impact on the world. About the Author: Josh Bernoff is an expert on how business books can propel thinkers to prominence. Book projects on which he has collaborated have generated over $20 million for their authors. Josh’s previous book was Writing Without Bullshit: Boost Your Career by Saying What You Mean (HarperBusiness, 2016). Toronto’s Globe and Mail called it “a Strunk and White for the modern knowledge worker.” He is the co-author of Groundswell: Winning in a World Transformed by Social Technologies (Harvard Business Press, 2008), which was a BusinessWeek bestseller. He works closely with nonfiction authors as an advisor, coach, editor, or ghostwriter. He has authored, coauthored, or ghostwritten eight business books, and has collaborated on more than 50 nonfiction books. He was formerly Senior Vice President, Idea Development at Forrester Research, where he spent 20 years analyzing technology and business. Prior to Forrester, Josh spent 14 years in startup companies in the Boston area. Josh has a mathematics degree from Penn State University and later studied mathematics in the Ph.D. program at MIT. And, interesting fact – he has appeared on 60 Minutes! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/build-better-business-book-josh-bernoff

The Insight Book: Enhancing Your Creativity By Learning To See Things Differently by Anthony Tasgal About the Book: More than ever, people crave new ideas, new ways of seeing and interpreting behavior; changing their companies and lives, and of being more creative.  Insight today has become an essential tool for seeing things differently and more deeply to enable you to understand better the trends and changes going on around you and your work/business. This book is an entertaining, instructive, and accessible guide to understanding and deploying insight to see things differently and find creativity from all sources and in all places.  Insight has become an important way to gain a deeper understanding of how your customers think and feel about your products and services.  The book explains what insight is, why insight is so important (and yet so poorly misunderstood and under-used), and how can we nurture and develop it in our work and even personal lives. About the Author: Tas is a man of many lanyards: trainer, author, speaker, brand and communications strategist and lecturer.  He is a Course Director for the Chartered Institute of Marketing, the Market Research Society, the Institute of Internal Communication and the Civil Service College. He is a global speaker and regularly reviews the papers and contributes to marketing and communications subjects on TalkTV. His areas of expertise include storytelling, behavioral economics, insightment, and as a lapsed Classicist he also indulges in etymology and Homer (not the yellow one).  He also runs The Guardian masterclass on “Harnessing The Power Of Storytelling” and is a Brand Ambassador for Home Grown Club in London (London’s leading business club).  He is the author of the award-winning The Storytelling Book: Finding the Golden Thread in Your Communications (2016),  The Inspiratorium: A Space for the Curious (2018), InCitations: Discovering A World Of Inspiration Through Quotes, Words And Expressions (2020), and The Storytelling Workbook: A Nine-Week Programme To Tell Your Story (2022). And, interesting fact – he is a graduate of the University of Oxford (home of the Fighting Oxen)! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/insight-book-anthony-tasgal

Never Lose an Employee Again: The Simple Path to Remarkable Retention by Joey Coleman About the Book: If keeping employees is a challenge for you, Never Lose an Employee Again offers a proven framework for increasing retention, engagement, and in the process, profits. Joey Coleman, one of the world's leading experts on employee experience, reveals practical strategies that will teach you exactly how to recruit top talent, bring them onboard successfully, and keep them engaged while they produce remarkable results for years to come. Finding and keeping quality employees is one of the greatest challenges facing businesses today. With more people quitting their jobs each month than ever before and employees demanding flexibility, freedom, and advancement, companies are struggling to build a foundation with new hires that leads to long-term commitment. To effectively combat the hiring crisis and remain competitive, business owners and managers must design an employee experience program that begins on day one. In Never Lose an Employee Again, Coleman offers a step-by-step playbook for creating a retention plan with long-term success. With more than fifty proven case studies from organizations on seven continents, Coleman details how you can forge a relationship with your people during each of the eight phases of the employee journey. For each phase, Coleman walks you through the six forms of communication integral to success (in-person, email, phone, mail, video, and even gifts) so you can better connect with your team.  You’ll learn how to: write job descriptions that attract the right candidates (and plenty of them); counter the “hire’s remorse” that every employee feels (yet few businesses ever address); welcome someone on their first day in a way that will leave them talking about it years later; acclimate your people to get them up and running faster and more effectively; re-engage your existing employees to turn them into raving fans;  … and much more. Never Lose an Employee Again will reshape the way you think about recruiting, hiring, onboarding, and retaining quality team members–whether you are an owner looking to hire your first few employees, an organization hoping to redefine an industry, or an enterprise that needs to keep growing on a global scale. About the Author: Joey Coleman helps companies keep their customers and employees. As an award-winning international keynote speaker (he’s spoken on all seven continents), he works with organizations around the world ranging from small startups to major brands such as Volkswagen Australia, Zappos, and Whirlpool. His Wall Street Journal best-selling book, Never Lose a Customer Again (which was featured on episode 167 of The Marketing Book Podcast in 2018), offers strategies and tactics for turning one-time purchasers into lifelong customers. Joey is a very proud graduate of Notre Dame University and is a recovering lawyer. And, interesting facts – after law school he worked at The White House, the CIA, and the Secret Service. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/never-lose-employee-again-joey-coleman

The Human Experience: How To Make Life Better For Your Customers And Create A More Successful Organization by John Sills About the Book: The essential guide to creating a successful organization by making things easier, better, and more straightforward for your customers. Across all sectors, organizations' fixation with functionality has meant that the 'human' elements of the customer's experience have become neglected.  Strict processes and automated procedures have created organizations full of people who aren't allowed to act in a 'human' way. As a result, and despite these new technologies, customers are no more satisfied than they were a decade ago (according to the Institute of Customer Service) and, according to Edelman, they now trust big organizations even less than they did in the past. In The Human Experience, John Sills draws upon extensive research and illustrative case studies to explain that the emotional experience is just as important as the functional one, and, if done right, will create a more efficient business.  He also demonstrates that the customer experience is not just the responsibility of front-line employees, but shared across the company, from the CEO operating as the spokesperson of the business to the programmers developing a seamless and welcoming user interface. Whether you're a well-established incumbent or an early-stage start-up, on either end of your product or service is a human.  Packed full of practical advice and engaging case studies, The Human Experience is the ultimate guide to creating a culture and an experience with humanity at its heart, helping to develop a customer base that will stay with an organization, and a company that will grow in an increasingly efficient way. About the Author: After starting his career at a market stall in Essex, John Sills has spent the last twenty-five years working in and with companies around the world to make things better for customers.  He's advised organizations such as Sky, The Body Shop, Ovo Energy, Invesco, Morrisons, eBay, and UNICEF.  Now Managing Partner at customer-led growth company The Foundation, John also spent twelve years at HSBC, starting on the frontline and finishing as Head of Customer Innovation. John works closely with Young Enterprise, a charity that helps young adults become the next generation of entrepreneurs, and is a mentor for The School of Marketing. His writing has been featured in The Guardian, Management Today, and WARC, as well as having work exhibited at the Imperial War Museum, The Foundling Museum, and as part of the Bloomsbury Festival.  And, interesting fact – he was an award-winning model! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/human-experience-john-sills

Go Big or Go Home: 5 Ways to Create a Customer Experience That Will Close the Deal by Diana Kander and Tucker Trotter About the Book: How do underdogs close huge deals they have no business winning? How do rainmakers pull off a sale before the RFP is ever issued?  They don’t do it with a logical argument or even the best PowerPoint presentation.  They do it by turning their pitch into an emotional experience that makes the customer think, “This just feels right.”  This book is your blueprint for tapping into a client’s gut feeling and bringing home the win. Go Big or Go Home is the greatest collection of the most memorable pitches in film, sports, business, and philanthropy.  These stories come from individuals and organizations that decided to Go Big or Go Home because their deals were too important to fail.  One day, you’ll have a pitch that matters just as much.  And when you do, you can follow the five tools outlined in this book to create an experience that will close the deal. About the Author: Diana Kander is a keynote speaker on curiosity and innovation and a New York Times bestselling author. A serial entrepreneur, she has launched and sold millions of dollars of products and services.  As a consultant, Diana has helped create multi-billion dollar products, coached boards, and executive committees on innovation best practices, and implemented culture transformations. Her two previous books are The Curiosity Muscle: How Four Simple Questions Can Uncover Powerful Insights and Exponential Growth (2018), and All In Startup: Launching a New Idea When Everything Is on the Line (2014). Also, Diana can juggle. And do a handstand. Though not yet at the same time. And, interesting fact, she was born in Odesa, Ukraine! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/go-big-go-home-diana-kander

The Experience Mindset: Changing the Way You Think About Growth by Tiffani Bova About the Book: From the Wall Street Journal bestselling author of Growth IQ comes a guide to enhancing customer and employee experience simultaneously for unprecedented revenue growth. In the war for customer acquisition, businesses invest millions of dollars to improve customer experience.  They deliver packages faster, churn out new products, and endlessly revamp their UI, often putting greater strain on employees for diminishing returns.  According to Tiffani Bova, this siloed focus on customer experience – without considering the impact on your staff – actually hinders growth in the long run.  The most successful companies adopt an Experience Mindset that strengthens both employee experience (EX) and customer experience (CX) at the same time. Based on exclusive research from two Salesforce-sponsored studies of thousands of employees and C-suite executives, The Experience Mindset details exactly how your company can adopt an Experience Mindset, at scale.  It’s not enough to know that happy employees equals happy customers. You must have an intentional, balanced approach to company strategy that involves all stakeholders – IT, Marketing, Sales, Operations, and HR – with KPIs and ownership over outcomes.  In this ground-breaking book, filled with case studies of leading companies and never-before-seen research, you’ll learn: How people, processes, technology, and culture contribute to the “virtuous cycle” of EX and CX. Why the best companies have programs that minimize the customer’s effort as well as the employee’s effort (and how companies like Southwest and Best Buy get this right) How to effectively roll out technology solutions that boost both EX and CX (hard truth: only 20% of customer-facing employees believe technology makes their job easier. Employees want a seamless technology experience, just like your customers.) What metrics you can use to measure EX, CX, and ultimately, the effect of the two together? You can’t improve what you can’t measure. Employees are the heart of your business. If you want to remain competitive in today’s marketplace, investing in people is no longer a nice-to-have, but rather a must-have. About the Author: Tiffani Bova is the global growth evangelist at Salesforce, a bestselling author, a highly sought-after international keynote speaker, and a podcaster.  Her previous book Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business (featured on episode 241 of The Marketing Book Podcast in 2019) is a Wall Street Journal bestseller and has been translated into 10 languages.  Tiffani is ranked on the current Thinkers50 list of the world’s top management thinkers and has appeared on MSNBC, Bloomberg, and Yahoo! Finance, and is a contributor to publications including Harvard Business Review, Forbes, and Entrepreneur.  As host of the podcast, What’s Next! With Tiffani Bova, she interviews really smart people [including several authors whom I’ve had the honor of interviewing] about what’s next for companies and individuals as they look to innovate and grow. Prior to working with Salesforce, she was a sales, marketing, and customer service executive for startups and Fortune 500 companies. She also spent ten years at Gartner, the world's leading IT research and advisory firm, as a distinguished analyst and research fellow where she helped companies such as Microsoft, Cisco, Hewlett-Packard, IBM, Oracle, SAP, AT&T, Dell, and Amazon Web Services to expand their market share and grow their revenues.  And, interesting fact – she grew up in Hawaii and she and President Obama attended the same high school! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/experience-mindset-tiffani-bova  

The Most Amazing Marketing Book Ever by Mark Schaefer & Friends About the Book: Bestselling author Mark Schaefer gathered some of his smartest friends and issued a challenge to write a chapter with 10 inspiring marketing ideas. In this one-of-a-kind book, you'll find inspiring ideas on social media, content marketing, personal branding, word of mouth, promotions, research, and much, much more. Whether you're new to marketing or an experienced pro, you're sure to find some gold nuggets among the more than 350 marketing observations and ideas packed into this book! Start here if you're looking for fresh ideas to take your small business marketing to the next level!  About Mark Schaefer: Mark Schaefer is an internationally recognized keynote speaker, educator, business consultant, and author. Mark has worked in global sales, PR, and marketing positions for over 30 years and now provides consulting services, marketing strategies, and marketing workshops with his firm, Schaefer Marketing Solutions. He is the bestselling author of ten books, is the host of The Marketing Companion podcast, and his blog is one of the top marketing blogs in the world. Mark has shared his insights on television and radio networks and in periodicals including the Wall Street Journal, Wired, The New York Times, CNN, National Public Radio, CNBC, the BBC, and CBS NEWS. He is a regular contributing columnist to The Harvard Business Review.  And, interesting fact – Mark Schaefer is the King of The Marketing Book Podcast and this interview marks his 9th book interview on the show, more than any other author! Click here for this episode's website page with the links mentioned during the interview...   https://www.salesartillery.com/marketing-book-podcast/most-amazing-marketing-book-ever-mark-schaefer

Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees by David Newman About the Book: This is the sales book you’ve been looking for. You’re already working hard, but there’s too much to do, never enough time, and sometimes you’re not even sure where to begin when it comes to getting in front of the right prospects. You want to sell smarter to today’s buyers, who value empathy, relevance, and intimacy over sales pitches, sales hype, and sales nonsense. You want to not only bolster your bank account, but you also want to become a better entrepreneur of your expertise. If you’re like most of the smart experts I work with daily: You feel that old-school tactics (cold calling, ads, and spam) are useless and “there must be a better way” You want to earn attention from prospects by positioning yourself as an authority with magnetic sales strategies that pull (not push) buyers to you You want to sell more without chasing, begging, or scheming You want the sales process to be more effective, honest, open, and fun You want to focus on helping before pitching and serving before selling You want to get out of your sales rut and find your sales groove You want to make selling a natural extension of who you are Welcome to your next level of sales success. Let’s do it! About the Author: David Newman is a keynote speaker and professional services sales expert who works with consultants, coaches, and speakers who want to land better clients, bigger deals, and higher fees.  David is the author of Do It! Marketing (which was featured on episode 181 of the Marketing Book Podcast in 2018) and he's the host of The Selling Show podcast. David has been working at the intersection of marketing, sales, and professional services for over 30 years. His clients and audiences include Accenture, KPMG, Oracle, IBM, Microsoft, and 44 of the Fortune 500. David and his team have worked with over 1,800 successful consultants in business coaches. David has been featured and quoted in the New York Times, Investors Business Daily, Forbes, MSN, Fast Company, Sales And Marketing Management, Selling Power, CNBC, and Entrepreneur Magazine. And interesting fact – David and the podcast host have the same breed of dog – English Cream Golden Retrievers! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/do-it-selling-david-newman

Breakout Brands: Why Some Brands Take Off...and Others Don't by Jared Schrieber About the Book: The Obstacles...  If you're trying to grow a brand, you know firsthand that it can be a complex challenge.  Short-term goals are routinely prioritized over long-term, systemic growth.  Despite your best efforts to grow revenue and win market share, gains are fleeting, and real progress often plateaus.  What can you do to ignite sustainable growth?   The Research...  What do winning brands do differently?  Inspired by the number one bestseller Good to Great, market intelligence expert Jared Schrieber has gone a step further to explore the factors that distinguish breakout brands from those that lag behind.  He studied twenty-five thousand brands over five years by tracking the day-to-day purchasing decisions of more than one million consumers, analyzing the advertising that influenced them, and creating a practical guide for growing brands, no matter their industry or size.   The Answers...  In Breakout Brands, Jared reveals the steps successful brands take to accelerate brand momentum year after year.  This new framework for brand building presents real case studies and concrete steps to get you results.  Like Good to Great, Breakout Brands is the must-have guide for brands that want to dominate the market by aligning proven short-term tactics with successful long-term strategies. About the Author: Since graduating from MIT’s Engineering Systems Division, Jared Schrieber has been rethinking how brands harness consumer data to drive growth.  He was the founding CEO of Numerator and is the former head of products and services at Retail Solutions, two successful startups that have shaped how brands better understand their consumers and win at retail in the twenty-first century.  He also co-founded the Pat Tillman Foundation and recently established the Revolution Robotics Foundation to bring the inspirational joy of educational and competitive robotics to all kids globally. And, interesting facts – he lives in Budapest, Hungary, and in college was ranked 5th nationally in the javelin on the Arizona State Varsity Track & Field team! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/breakout-brands-jared-schrieber 

Seeing the How: Transforming What People Do, Not Buy, To Gain Market Advantage by Allen Adamson About the Book: Among today’s most successful businesses are those that have significantly transformed our daily routines.  This focus on the consumer experience, not solely on the product, has enabled them to drive remarkable growth and customer loyalty and, in many cases, to create totally new marketplace categories. Seeing the How invites you to reimagine your brand, company, or idea through the lens of consumer experience.  It gives today’s disruptors a path to offering consumers a new and better way to do what they do, clearly demonstrating how to see opportunities, and how to seize them to great advantage.  Two years ago, Zoom was unknown to most, six years ago, Netflix was a DVD delivery service.  We ride in Ubers and stay with our families in Airbnb homes. We share Spotify playlists, refresh our closets with Bonobos, and pamper our pets with Chewy.  We set up meetings with Calendly and pay bills with Venmo.  The speed with which these disruptions to how we do things, and the enormous profits that come with changing daily routines, is breakneck and only points the way for other industries to carve out market dominance.  Seeing the How combines data-driven research on consumer behavior, behavioral psychology, marketing analysis, and storytelling to provide a framework to help identify the methods by which business leaders can make these experience disruptions possible.  Allen P. Adamson, an expert in branding, experience creation, and innovation strategy offers businesses a step-by-step guide to breaking into the market based on the tactics of the biggest experience disruptors, including Netflix, Apple, Warby Parker, and Stitch Fix.  These businesses speak to market segments and consumers that are diverse and far-flung. What they share is the extent to which they are experience disruptors. Their successes derive from their ability to make the stuff of daily life different, better, and easier.  Successful experience disruption is the de facto new competitive advantage across all categories.  With Seeing the How you’ll have the strategy necessary to bring your disruption to life, command market segments, and cultivate consumer loyalty. About the Author: For more than 30 years Allen Adamson has helped launch, nurture, and reinvent brands, ranging from startups to nonprofits, to companies known worldwide, in categories including packaged goods, technology, healthcare, financial services, hospitality, and entertainment.   His philosophy, substantiated time and again, is that a successful brand stands for something that is both different and relevant - and simple for consumers to understand. A noted industry expert in all disciplines of branding, Allen has worked on the agency side for several iconic firms including Ogilvy & Mather and DMB&B, and on the client side for Unilever.  He was chairman of Landor Associates, a global brand consultancy where, under his leadership, the company worked with brands including Accenture, GE, Johnson & Johnson, FedEx, HBO, Marriott, MetLife, Procter & Gamble, Sony, and Verizon. Allen's four previous books are Brand Simple: How The Best Brands Keep It Simple And Succeed; Brand Digital: Simple Ways Top Brands Succeed In The Digital World; The Edge: 50 Tips From Brands That Lead; and Shift Ahead: How The Best Companies Stay Relevant In A Fast-Changing World, (which was featured on The Marketing Book Podcast on episode 163 in 2018). Allen has also written a column on branding for Forbes for 20 years. Allen is now co-founder and managing partner of Metaphorce, a consultancy that takes a disruptive, multidisciplinary approach to marketing challenges. He's also an adjunct professor at the Berkeley Center for Entrepreneurship at NYU Stern School of Business, where he earned his MBA. And, interesting fact: he originally wanted to be a filmmaker! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/seeing-how-allen-adamson 

The Smart Branding Book: How To Build A Profitable And Resilient Brand by Dan White About the Book: Most businesses today can readily access the required technology and talent to match competitors’ innovations and ideas quickly, making products and services similar to one another.  In the modern business environment, companies instead need to build brands that consumers recognize and trust if they’re looking for sustainable, profitable growth. This book presents in a concise fashion the latest thinking and methods for successful branding.  Clear and accessible, it contains real-life examples from business, practical frameworks, and inspiring illustrations.  It explains what branding really is, why a brand is so critical to success in business, and how to maximize the growth of your current and future products/services through branding. About the Author:   Dan White is a marketing insights innovator. His career includes a decade as an insights professional, another as a brand advisor, and a third as a Chief Marketing Officer. He is the author of two other books, The Smart Marketing Book: The Definitive Guide To Effective Marketing Strategies (featured on episode 316 of The Marketing Book Podcast in 2021), and The Soft Skills Book: The Key Difference To Becoming Highly Effective And Valued. Dan co-developed BRANDZ, the world's biggest brand equity measurement system and his thinking has shaped the design of leading copy test and brand tracking methodologies. As a brand and communications expert, he has advised famous, billion-dollar brands on how to thrive, and his summaries and trademark visualizations have earned praise from luminaries in the marketing, advertising, and media industries. And, interesting fact: he lives near Stratford-upon-Avon, the birthplace of William Shakespeare! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/smart-branding-book-dan-white

The Frictionless Organization: Deliver Great Customer Experiences with Less Effort by Bill Price and David Jaffe About the Book: Learn how frictionless organizations cut costs, grow revenue, and create loyal fans by creating products and services that work so well, their customers never have to contact them for the wrong reasons. This book will help any customer-facing organization deliver better customer experiences, save money, and increase revenue.  Veteran customer service experts Bill Price and David Jaffe, coauthors of the bestseller The Best Service Is No Service, explain how organizations can design products, sales, and support so that customer effort is reduced or, better still, removed.  This simplicity for the customer is what Price and Jaffe call frictionless. The book defines a straightforward methodology, drawing on more than thirty practical examples from leading companies across four continents.  The approach provides a radically different way for the whole business to focus on the customer experience.  It explains how any organization can look at all customer interactions as potential opportunities for improvement and question whether they are helpful or represent symptoms of friction. Lower friction innovators are disrupting established businesses in every industry. This detailed guide shows how any business—from start-ups to major multinational corporations—can remove friction.  Being frictionless has become a strategic necessity, and now this strategy is available to any organization. About the Author: Bill Price is a keynote speaker, graduate-shool instructor in marketing and global business management, board member, and the co-author of The Best Service is No Service: How to Liberate Your Customers from Customer Service, Keep Them Happy, and Control Costs (2008) and Your Customer Rules!: Delivering the Me2B Experiences That Today's Customers Demand (2014).  He is the founder and president of Driva Solutions based in Bellevue, Washington whose tagline is “Creating and sustaining highly effective customer contact strategies and operations, locally and globally.”  Bill started his career with McKinsey & Company in its San Francisco and Stockholm offices, serving global clients and working on what turned into the book In Search Of Excellence.  He was later the CFO and COO at an early-stage interactive voice response company that was later acquired by the telecommunications company MCI. He then built MCI Call Center Services’ automation, consulting, and agent outsourcing business and was later named one of the first Call Center Pioneers by CRM magazine. In 1999, Bill joined Amazon as the company's first worldwide VP of customer service, working closely with Jeff Bezos and his other direct reports to create what has become one of the most successful customer experience companies in the world. Bill is a graduate of Dartmouth College and the Stanford Graduate School of Business. And, interesting fact - he is a veteran of the United States Navy! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/frictionless-organization-bill-price

Email Marketing Rules: 184 Best Practices to Optimize the Subscriber Experience and Drive Business Success by Chad S. White About the Book: The most comprehensive email marketing book from the most prolific email marketing author helps you master the most misunderstood marketing channel.  Updated and greatly expanded, the 4th Edition of Email Marketing Rules demystifies this vital channel, guiding you through its complexities to find the best execution for your brand—the one that serves the needs of your business and the needs of your subscribers. Volume 1 of Email Marketing Rules discusses 184 best practices that help you… Build productive, safe email lists by identifying valuable subscriber acquisition sources, using appropriate permission practices, and managing inactives wisely Set the right program goals by understanding “deep metrics” and properly interpreting campaign, channel, and subscriber metrics Create relevant messages with subject lines that draw in subscribers while avoiding “opener’s remorse” and designs that focus subscribers on taking action Craft high-performance triggered emails, including welcome programs that set you up for long-term success Effectively plan and produce emails with workflows that allow you to seize opportunities and avoid errors And much more, including understanding the law, optimizing email frequency, using the best landing pages, and doing A/B testing Volume 2 of Email Marketing Rules discusses strategic frameworks that help you… Understand the channel’s unique quirks, including the strengths and limitations that come from email marketing being granted media (not owned media) Grow your audience while safeguarding your email deliverability and following the law Collect and use subscriber data to create personalized, segmented, and automated campaigns that connect with subscribers and avoid being creepy Measure program success effectively by using each metric appropriately and improving channel attribution accuracy Steadily improve your email marketing program through minimum viable launches, incremental improvements, testing, and innovation nurturing And much more, including 6 extensive checklists for auditing and optimizing your targeting, acquisition sources, cross-channel synergies, and more About the Author: Chad S. White is the author of four editions of Email Marketing Rules and nearly 4,000 posts and articles about email and digital marketing.  He has served as the lead email marketing researcher at four of the world's largest email service providers—Oracle, Responsys, Salesforce, and ExactTarget—as well as at Litmus and the Direct Marketing Association.  A former journalist at Condé Nast and Dow Jones & Co., Chad has been featured in more than 100 publications, including The New York Times, The Wall Street Journal, and Advertising Age.  He is a past recipient of the Association of National Advertiser’s Email Marketer Thought Leader of the Year.  And, interesting fact - he is a graduate of Texas A&M University! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/email-marketing-rules-4-chad-white

The Future Normal: How We Will Live, Work and Thrive in the Next Decade by Rohit Bhargava and Henry Coutinho-Mason About the Book: This is a handbook for visionaries. Making outlandish predictions about the future is easy. Predicting the future normal is far harder. For the past decade, Rohit Bhargava and Henry Coutinho-Mason have been on the front lines of exploring the global forces shaping our future normal through their work independently leading two of the most successful trend consultancies in the world: TrendWatching and the Non-Obvious Company. From donning full-body haptic suits to sampling cultivated meat, their work has taken them into cutting-edge labs, private testing facilities, and invite-only showcases across the world. Now for the first time, they are teaming up to share a uniquely eye-opening vision of the future unlike any other. Across thirty fast-moving chapters, The Future Normal spotlights dozens of ideas and instigators who are changing the world. From biophilic skyscrapers to generative AI, these stories offer an optimistic yet deeply human view of the next decade. Along the way, they also tackle some of the biggest ethical and societal questions raised by all this progress. In this book, you’ll read about the ideas and instigators that are bringing about new ways to satisfy our fundamental needs and wants, changing not just their industries but also transforming our wider culture and society. These are the stories of the future normal, and they are coming sooner than you think. For anyone looking to get ready, this book will empower you to seize the opportunities that lie ahead in this crucial decade. About the Author: Rohit Bhargava is on a mission to inspire more non-obvious thinking in the world.  He is the 3-time WSJ bestselling author of nine books on marketing, innovation, diversity, and trends including his #1 bestseller Non-Obvious Megatrends. Rohit has been invited to keynote events in 32 countries around the world.  His insights have been used by the World Bank, NASA, Intel, Disney, Colgate, Coca-Cola, Under Armour, American Express, and hundreds of other organizations to win the future.  Earlier in his career Rohit spent 15 years in leadership roles at two renowned ad agencies: Leo Burnett and Ogilvy. And, interesting facts - He is a lifelong fan of anything having to do with the Olympics (he’s been to five so far, was sad to miss Tokyo, but is really looking forward to Paris 2024!) and more significantly, he is now a member of a VERY exclusive club – The Marketing Book Podcast 7-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/future-normal-rohit-bhargava

Entrepreneurial Marketing: Beyond Professionalism to Creativity, Leadership, and Sustainability by Philip Kotler, Hermawan Kartajaya, Den Huan Hooi, and Jacky Mussry About the Book: An eye-opening discussion of the future of marketing, from four of the leading minds in the field In Entrepreneurial Marketing: Beyond Professionalism to Creativity, Leadership, and Sustainability, a renowned team of marketing leaders, including the “Father of Modern Marketing,” Professor Philip Kotler, delivers a groundbreaking and incisive redefinition of entrepreneurial marketing.  In the book, some of the marketing sector’s brightest minds explore the increasingly essential initiative to build new capabilities beyond the mainstream marketing approach that also considers the effect of digital connectivity on consumers and companies everywhere.  This book also discusses what marketers need to do to break the stagnation of normative marketing approaches that are often no longer effective in dealing with dynamic business environments. The authors introduce a fresh entrepreneurial marketing approach, converging dichotomies into a coherent form. The book also includes: A post-entrepreneurial-marketing view of the commercial landscape which puts the operational aspect at the center of the action, converging marketing and finance, and adopting technology for humanity Discussions of the strategies and techniques that will drive the actions of the marketing departments to create value with values that will lead the company to success through the year 2030 Explorations of the paradox between the development of core competencies and collaboration with various parties, including competitors The latest publication from some of the foremost minds in marketing―and in business, generally―Entrepreneurial Marketing: Beyond Professionalism to Creativity, Leadership, and Sustainability is a must-read combination of unique insight, concrete advice, and implementable strategies that introduce a new mindset for every professional marketer, entrepreneur, and business leaders worldwide. About the Author: Philip Kotler is professor emeritus of marketing at the Kellogg School of Management, Northwestern University, where he held the S.C. Johnson & Son Distinguished Professor Of International Marketing.  He is one of the world's leading authorities on marketing, widely regarded as the “father of modern marketing," author of over 90 books, recipient of numerous awards and honorary degrees from schools around the world, and voted as the Number 1 Guru In Management in the list of Top 30 Gurus Of Management (2022). The Wall Street Journal ranks him among the top six most influential business thinkers. He holds an MA from the University of Chicago and a Ph.D. in economics from MIT. Philip has an incredible international presence - his books have been translated into more than 25 languages, and he regularly speaks on the international circuit. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/entrepreneurial-marketing-philip-kotler 

Epic Content Marketing, Second Edition: Break through the Clutter with a Different Story, Get the Most Out of Your Content, and Build a Community in Web3 by Joe Pulizzi and Brian Piper About the Book: From the “Godfather of Content Marketing”― this completely revised and expanded edition brings marketers fully up to date on the newest content marketing methods and tools, including Web3 When Epic Content Marketing was first published eight years ago, content marketing was just starting to pick up speed in the marketing world. Now, this approach―which includes everything from blogging to YouTube videos to social media―is the core of most organizations’ marketing plans. Fully revised and updated, this new edition walks you through the process of developing stories that inform and entertain and compel customers to act, without actually telling them to. In addition to covering all the important social media platforms that have arisen over the past eight years and introducing the “creator economy,” it shows how to update existing content and make new content that performs in strategic ways. Updates include: New content models, structures, and opportunities Content entrepreneurship, content mergers, and acquisitions Subscriptions and audience building Team structure, the importance of community, DAOs, and creator networks Content options, NFTs, and discord servers Making data-driven decisions to optimize content performance Distributed the right way at the right time, epic content is the best way to truly capture the hearts and minds of customers. It's how to position your business as a trusted expert in its industry. It's what customers share and talk about. This updated edition of the trusted guide provides everything you need to succeed in the new world of content marketing. About the Author: Joe Pulizzi is the founder of multiple startups including content creator education site, The Tilt, the content entrepreneur event Creator Economy Expo (CEX), and is the bestselling author of seven books including Content Inc. and Epic Content Marketing, which was named a “Must-Read Business Book” by Fortune Magazine. Joe is best known for his work in content marketing, first using the term in 2001, then launching Content Marketing Institute and the Content Marketing World event. Joe is often referred to as “The Godfather of Content Marketing.” In 2014, he received the "Lifetime Achievement Award" from the Content Council. He successfully exited CMI in 2016 and consequently wrote an award-winning mystery novel, The Will to Die. He has two weekly podcasts, the motivational Content Inc. podcast, and the content news and analysis show This Old Marketing with Robert Rose. His foundation, The Orange Effect, delivers speech therapy and technology services to over 350 children in 35 states. And, interesting fact - he is now a member of a VERY exclusive club - The Marketing Book Podcast 6-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/epic-content-marketing-2-joe-pulizzi

Bullseye Marketing: How to Grow Your B2B Business Faster 2nd Ed. by Louis Gudema About the Book: Do you want to accelerate the growth of your B2B company? In Bullseye Marketing, you’ll learn how to develop, launch, and scale a successful marketing program for your B2B company. Louis Gudema focuses his Bullseye Marketing Framework exclusively for B2B companies in this second edition. The first edition was named One of the Best Marketing Books of All Time by Book Authority. I have written a new foreword in which I say, “Over the past decade-plus, for my Marketing Book Podcast I’ve read nearly 500 excellent marketing and sales books, cover to cover. As you can imagine, with that many titles under my belt, so to speak, the range of authors and quality of titles is considerable. Louis Gudema’s original Bullseye Marketing is one of my favorites. This new edition is even better.” At the strategic level, readers of Bullseye Marketing will learn the three-phase Bullseye Marketing Framework that prioritizes the fastest, most cost-effective ways for B2B companies to grow faster.  Louis then goes into detail on what it takes to successfully implement close to two dozen marketing tactics, providing hundreds of tips, best practices, and examples for successfully executing B2B marketing campaigns.  While many companies put too great of an emphasis on short-term lead generation, in this second edition Louis presents research around the importance of long-term building of a company’s brand and its mental availability to optimize long-term business growth.  He also provides evidence of the importance of creativity in building mental availability, and many examples of creative B2B marketing that go beyond the more typical product-centric marketing seen by many companies. The book also includes interviews with nationally-known marketing and sales leaders Ann Handley, Scott Brinker, Evan Kirstel, Gini Dietrich, Jeanne Hopkins, Jim Ewel, James Carbary, and Zorian Rotenberg, and new case studies. About the Author: Louis Gudema helps B2B companies build their brands and generate leads as a fractional CMO and marketing strategist. He also mentors MIT startups as part of its Venture Mentoring Service, and since 2015 has led an annual marketing boot camp for the MIT startup community.  Louis previously founded a marketing agency serving enterprise companies such as IBM and the Boston Globe. He then pivoted it into a SaaS company and grew it into one of the top companies in its national market before a successful exit. He has acted as vice president of business development at two mid-sized marketing agencies. For several years, Louis was the head of the executive committee for Boston’s Sales and Marketing Innovators professional association. Louis speaks frequently on marketing and business at regional and national events and has written for leading business sites including The Harvard Business Review, MarketingProfs, IDG Connect Marketer, Chiefmartech, Venture Beat, The Content Marketing Institute, and Econsultancy. And if that's not enough, he also ghostwrites and co-writes business and marketing books. And, interesting fact - he grew up on a farm in Illinois, and he has won poker tournaments - at casinos!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/bullseye-marketing-2-louis-gudema 

Get to Aha!: Discover Your Positioning DNA and Dominate Your Competition by Andy Cunningham About the Book: From the marketing strategist who helped Steve Jobs launch the original Apple Macintosh comes a groundbreaking guide to positioning any company for industry dominance  Andy Cunningham has been at the forefront of tech and innovation since day one, and she’s been helping companies create new product categories ever since. Now she reveals the winning framework she uses to transform markets and industries. Get to Aha! shows how to establish the kind of foundation world-class brands are built on. Too many business leaders fail to ask the most basic questions about their company―Who are we? And why do we matter?―before they leap right into branding. Big mistake. A company must first know itself (establish its position) before it can express its identity (execute its branding).  There are three types of companies in the world, each with its own DNA: Mothers are customer-oriented, Mechanics are product-oriented, and Missionaries are concept-oriented―and it’s absolutely critical for business leaders to know which type their company is to create an authentic and ultimately “sticky” position in the market.  A company’s DNA is the key to achieving this and with it, a competitive advantage. Why? Because if a Mechanic creates a marketing campaign based on its belief that it is a Missionary, the underlying positioning will not ring true and the company won’t gain a foothold in the market. But if a company positions itself in alignment with its DNA, it will resonate authentically and establish its role and relevance even in the face of a major competitor. Get to Aha! presents a clear step-by-step framework that will help you determine your company’s precise position in the marketing landscape, using Andy’s DNA-based methodology. It takes you through the process of performing “genetic testing” on your company, examining the market through the six Cs of positioning, and developing your positioning statement―a rational, factual statement about your company’s role and relevance. Then and only then can you create a branding and marketing strategy that will build market momentum and crush the competition. Trust Andy. Steve Jobs did. About the Author: An entrepreneur at the forefront of marketing, branding, positioning, and communicating “the next big thing,” Andy Cunningham has played a key role in the launch of a number of new categories, including video games, personal computers, desktop publishing, digital imaging, and software as a service.  Andy came to Silicon Valley in 1983 to work for Regis McKenna and help Steve Jobs launch Macintosh.  She is the founder and president of Cunningham Collective, a marketing strategy firm that has worked with companies in a variety of markets, such as artificial intelligence, cannabis, crypto, information technology, big data, cloud, gaming, mobile apps, search, semiconductors, and virtual reality.  She has taught marketing classes at several universities including Harvard Business School, New York University, Northwestern University, Stanford University, and the University of Southern California. Andy is a graduate of Northwestern University.  And, interesting fact - she and her husband Rand split their time between an old wooden boat in Sausalito, California, and the Alpine Airpark in Alpine, Wyoming.  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/get-aha-andy-cunningham 

Leading Growth: The Proven Formula for Consistently Increasing Revenue by Anthony Iannarino About the Book: In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you’ll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You’ll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy. The author also presents: Strategies to help salespeople create and win new opportunities for revenue growth Ways to grow revenue when you’re required to deal with a “task force” or team of decision-makers who seem bent on preventing any kind of meaningful change Methods for shortening an ever-lengthening sales cycle An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand. About the Author: Anthony Iannarion is a reader, writer, author, speaker, entrepreneur, sales leader, and trainer. He has written and published a daily post every day since December 28, 2009, amassing over 4,600 posts on sales, success, leadership, and productivity. The main thrust of his work is in human effectiveness.  His previous books are:  The Only Sales Guide You'll Ever Need The Lost Art of Closing: Winning the Ten Commitments That Drive Sales Eat Their Lunch: Winning Customers Away from Your Competition Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative His books have been translated into 18 languages.  And, interesting fact - after high school he moved from Ohio to LA where he was the lead singer in a hair metal band, and where he was at least once mistaken for the lead singer of The Red Hot Chili peppers, Anthony Kiedis! (He later graduated from college and law school.) Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/leading-growth-anthony-iannarino 

Marketing Metrics: Leverage Analytics and Data to Optimize Marketing Strategies by Christina Inge About the Book: Stop feeling overwhelmed by data and start using it to its full potential, to create an agile and forward-looking strategy that enables customer-centric marketing builds your brand, and develops product strategies. Many brands talk about creating a marketing strategy powered by data, analytics, and metrics. Yet too often they're still overwhelmed by data, or unsure of how to use it to create a flexible and future-focused strategy that doesn't just validate what's happened in the past.  Marketing Metrics takes readers through all the stages of implementing a data-first strategy, from early-stage adoption to more advanced customization.  Featuring examples from a range of organizations including Coca-Cola and Mercedes-Benz, it shows how to create a strategy that leverages consumer data for customer-centric marketing, establishes the ROI of channels and campaigns, strengthens brands, and creates data-driven product strategies. Covering the range of new global laws that impact consumer privacy and data collection and usage, Marketing Metrics shows how to use data in a non-invasive, secure, and ethical way.  Also showing how to communicate critical data to the right stakeholders and the skills of the data-savvy marketer, this is a clear and jargon-free guide to creating a future-focused and data-powered marketing strategy. About the Author: Christina Inge is the founder and CEO of Thoughtlight, a tech consulting company that specializes in digital marketing and analytics strategies. She has worked with well-established brands such as Nissan, The Smithsonian, and Pegasystems, as well as a range of startups and nonprofits. Based in Boston, Massachusetts, she is a member of the Massachusetts Technology Leadership Council and has served on the board of the American Marketing Association Boston. An instructor at Harvard University Extension School and Northeastern University College of Professional Studies, she is a frequent and sought-after speaker and has been published in numerous industry publications And, interesting fact – she is also a quilt maker! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/marketing-metrics-christina-inge 

Primal Storytelling: Marketing for Humans by Anthony Butler About the Book: “I woke up to my mother’s screams” These are the first words of Anthony Butler’s Primal Storytelling. From a fire in Montana to the streets of Fallujah, Iraq, to the war for attention among 1.5 billion websites globally, Butler proves time and again that stories are the most effective way to capture human attention. Two years into running his own digital agency, Butler was stunned when a new client left. The work was good, they said, but the results weren’t consistent. So Butler set out to fix it—to design a reliable digital marketing system that would always come out ahead. The result is an approach that combines evolutionary psychology with age-old story techniques to create high-performing digital content that cuts through the noise.  Whether you’re competing for local foot traffic or global downloads, Primal Storytelling will help you forge authentic connections with your audience, improve your brand performance in social media and SEO, and supercharge your content results. About the Author: Anthony Butler is the founder of the digital marketing agency Can-Do Ideas and the creator of the Primal Storytelling content system.  An expert in brand storytelling and digital marketing, Anthony graduated from the United States Military Academy at West Point and the US Army Ranger School.  He is a combat veteran who commanded an infantry company in Iraq during the invasion of Baghdad.  And, interesting fact – he is a Brazilian Jiu-Jitsu blackbelt! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/primal-storytelling-anthony-butler

Assemblage: The Art and Science of Brand Transformation by Emmanuel Probst About the Book: Brands can no longer force-feed us a plethora of products we don’t need. To succeed, brands must transform us and the world we live in. Assemblage guides you through the art and science of creating transformative brands by combining personal, social, and cultural components. Assemblage will show you Why perception is the truth and how to shape people’s perceptions Why we relate to antiheroes, villains, and saviors How brands can reassure consumers about their past, present, and future How to leverage data and insights to deliver a personalized, human-centric consumer experience How brands can make a positive impact on people, society, and the economy Assemblage is supported by in-depth research in consumer psychology, extensive consumer insights, interviews with industry-leading marketers, and case studies of transformative brands, big and small. About the Author: Emmanuel Probst is the Global Lead, Brand Thought Leadership at Ipsos, an adjunct professor at the University of California at Los Angeles, and the author of the Wall Street Journal and USA Today bestseller, Brand Hacks: How to Build Brands by Fulfilling the Consumer Quest for Meaning.  At Ipsos, Emmanuel supports numerous Fortune 500 companies by providing them with a full understanding of their customer’s journey. His clients span a wide range of industries, including technology, consumer package goods, retail, financial services, and advertising agencies.  Emmanuel also teaches consumer market research at UCLA and writes about consumer psychology for numerous publications.  He earned an MBA in marketing and a doctorate in consumer psychology. And, interesting fact – he’s originally from France! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/assemblage-emmanuel-probst

Myths of Branding: Dispel the Misconceptions and Become a Brand Expert by Andy Milligan and Simon Bailey About the Book: A brand is just a logo - everyone knows that, don't they? After all, it's not as though a good brand can save a bad business, and besides, the digital revolution is making branding irrelevant... Myths of Branding, written by renowned branding experts Andy Milligan and Simon Bailey, explores the huge number of misguided, mistaken, and blatantly false myths that abound in the branding arena. From the belief that developing brands is nothing more than fiddling with logos to the perception that it's a 'soft' area of marketing that doesn't go beyond visual identity and that the customer is always right - these myths are all surprisingly entrenched, yet could not be further from the truth. Myths of Branding uses up-to-date case studies and witty examples to debunk these popular misconceptions and replaces them with the reality of what it's really like to work in the world of branding. Jam-packed with entertaining anecdotes and useful information that practitioners can learn from, it guarantees a deeper, sharper understanding of the realities of branding and brand management. About the Author: Andy Milligan is a leading international brand and business consultant and is acknowledged as an expert in all areas of brand development. He advises CEOs and senior management teams, on strategies for developing and exploiting brands and growing their business. Andy’s experience spans industries as diverse as airlines, financial services, packaged goods, telecommunications, sports and leisure, and pharmaceuticals.  He has directed significant programs in Japan, South Korea, Singapore, the USA, and Europe. Clients he has worked with include Nissan, World Wildlife Fund, McLaren, Barclays, Unilever, Thai Airways, and FIFA. Andy is a regular speaker at conferences internationally and has made frequent appearances in the media, including on BBC, Sky, and CNN.  He has published six other best-selling books: See, Feel, Think Do, which explores the success of instinct in business; Brand It Like Beckham which analyses the success of David Beckham as a celebrity brand; Uncommon Practice which examines the link between great brands and their corporate cultures; Don’t Mess With the Logo which is a straight-talking guide to brand building and BOLD, voted ‘Management e-book of the Year’, which reveals the practices that make great brands stand out, and turn customers into fans.  Andy’s last book, On Purpose, is a practical guide to executing business purpose successfully by delivering a branded customer experience people love. And, interesting fact – after graduating from Oxford, he was trained to be an actor! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/myths-branding-andy-milligan

Magic Words: What To Say To Get Your Way by Jonah Berger About the Book: New York Times bestselling author Jonah Berger’s cutting-edge research reveals how six types of words can increase your impact in every area of life: from persuading others and building stronger relationships to boosting creativity and motivating teams. Almost everything we do involves words. Words are how we persuade, communicate, and connect. They’re how leaders lead, salespeople sell, and parents parent. They’re how teachers teach, policymakers govern, and doctors explain. Even our private thoughts rely on language. But certain words are more impactful than others. They’re better at changing minds, engaging audiences, and driving action. What are these magic words, and how can we take advantage of their power? In Magic Words, internationally bestselling author Jonah Berger gives you an inside look at the new science of language and how you can use it. Technological advances in machine learning, computational linguistics, and natural language processing, combined with the digitization of everything from cover letters to conversations, have yielded unprecedented insights. Learn how salespeople convince clients, lawyers persuade juries, and storytellers captivate audiences; how teachers get kids to help and service representatives increase customer satisfaction; how startup founders secure funding, musicians make hits, and psychologists identified a Shakespearean manuscript without ever reading a play. This book is designed for anyone who wants to increase their impact. It provides a powerful toolkit and actionable techniques that can lead to extraordinary results. Whether you’re trying to persuade a client, motivate a team, or get a whole organization to see things differently, this book will show you how to leverage the power of magic words. About the Author: Jonah Berger is a Professor at the Wharton School at the University of Pennsylvania, an internationally bestselling author, and a world-renowned expert on word of mouth, social influence, consumer behavior, and how products, ideas, and behaviors catch on.  He has published dozens of articles in top-tier academic journals, teaches Wharton’s highest-rated online course, and popular accounts of his work often appear in places like The New York Times, Wall Street Journal, and Harvard Business Review.  Over a million copies of his three previous books, Contagious, Invisible Influence, and The Catalyst: How to Change Anyone’s Mind are in print in over 35 countries around the world. And, interesting fact – one of his very first jobs was as the Easter bunny at the mall! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/magic-words-jonah-berger

Social Selling: Techniques to Influence Buyers and Changemakers by Tim Hughes About the Book: Understand how to reach and engage with the modern buyer using this bestseller. Social Selling outlines how to implement a social selling strategy and drive revenue, competitive advantage, and market share through social networks. Social Selling is a practical, step-by-step blueprint on how to create digital communities and build and turn relationships into sales online.  Featuring checklists, tips, and examples providing practical guidance, it covers important subjects such as how to network purposely and build social media trust in a mistrustful time and how to develop real influence and authority in your subject area. Now newly revised, the second edition of Social Selling captures the latest changes and developments in the industry.  It will be accompanied by a new introductory chapter, and two new chapters on defining digital businesses and the future of sales and marketing, alongside new case studies by leading industry experts.  Written by a thought leader and renowned practitioner in social selling, Timothy Hughes, this book is essential reading for sales professionals, digital sales directors, and social media executives who want to embrace the power of social selling in their organizations. About the Author: Timothy Hughes is co-founder and CEO of the global social selling company DLA Ignite. He was listed as one of the top eight sales experts to follow globally by LinkedIn and has been ranked as one of the most influential people in social selling by Onalytica. He is also the co-author of Smarketing: How to Achieve Competitive Advantage through Blended Sales and Marketing which was featured on episode 218 of The Marketing Book Podcast in 2019. And, interesting fact – his undergraduate degree was in electrical engineering! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/social-selling-tim-hughes

Trust Signals: Brand Building in a Post-Truth World by Scott Baradell About the Book: What is a trust signal? Let’s say you’re interested in a book you aren’t familiar with—this book, for example. Before you buy it, you wonder, “Can I trust this author?” Can you trust that their book will be worth your money and your time? The author, in turn, tries to prove their trustworthiness in a number of ways: An accomplished and relevant biography Glowing praise from well-known people on the cover Five-star reviews on Amazon Acclaim on social media by people you follow Coverage in news media outlets you know and respect These are examples of trust signals, the points of evidence that individuals, companies, and brands use to win one another’s trust. Mastering these signals is the single best way to build, grow, and protect your brand in today’s post-truth world—where trust is the most precious commodity of all. About the Author: Scott Baradell is a writer and entrepreneur who grew his PR agency, Idea Grove, with business generated by its popular blog.  Idea Grove is one of the top twenty-five tech PR agencies in the United States, a three-time Inc. 5000 company, and an Inc. Best Workplace in 2021 and 2022. In 2020, Scott started a second blog, Trust Signals, to provide news, analysis, and practical advice on what it takes to build trust with customers and the public in today’s post-truth world. The blog inspired and culminates in this book. Before Idea Grove, Scott was the chief communications officer for two billion-dollar companies, the co-founder and CMO of a venture-backed startup, and an award-winning journalist. And, interesting fact – during a visit to Japan, his tour bus was attacked by snow monkeys, but somehow he made it out alive! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/trust-signals-scott-baradell

Creating Superfans: How To Turn Your Customers Into Lifelong Advocates by Brittany Hodak About the Book: What if your customers love your brand the way Swifties love Taylor or Drake loves the Raptors? What if they came back again and again…and told their friends to do the same? In Creating Superfans, award-winning entrepreneur and keynote speaker Brittany Hodak shares a powerful framework for transforming your business from a commodity into a category of one. Brittany has helmed fan-engagement campaigns for brands including Walmart, Disney, Amazon, and dozens of other global brands. Creating Superfans combines sharp business insights with entertaining stories from work with stars like Taylor Swift, Dolly Parton, and Mötley Crüe. Memorable case studies from businesses of all sizes illustrate that customer experience, or CX, is the battlefield for winning  – and keeping – customers. Brittany’s game-changing CX system, the SUPER Model, is simple to learn, deploy, and measure across every organization. Whether you’re launching a new business or running a hundred-year-old brand, Creating Superfans gives the entire team a shared playbook for tapping into the unmatched power of super fandom. About the Author: Brittany Hodak is an award-winning entrepreneur, speaker, and author who has delivered keynotes around the world to organizations including American Express and the United Nations.  She has written hundreds of articles for Forbes, Adweek, Success, and other top publications; she has appeared on programs on NBC, CBS, ABC, and Fox; and she has worked with some of the world's biggest brands and entertainers, including Walmart, Disney, Katy Perry, and Dolly Parton. Entrepreneur magazine calls her " the expert at creating loyal fans for your brand.” And, interesting fact –  her first job was as a radio station mascot! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/creating-superfans-brittany-hodak

The Martech Handbook: Build a Technology Stack to Attract and Retain Customers by Darrell Alfonso About the Book: Increase customer attraction, acquisition, and retention by using technology to create seamless, effective, and joined-up marketing. It can be hard to know where to begin with the sheer number of platforms and solutions available to marketers today, as well as to use martech to its full potential.  The Martech Handbook provides a clear and step-by-step framework for understanding and selecting various forms of marketing technology to drive business value in all areas of marketing, from CX, automation, and lead management, to reporting and analysis as well as designing and orchestrating a tech stack that brings them all together. This book also explores getting buy-in, scaling martech within organizations depending on their needs, size and budget, measurement, monitoring, and governance.  Written by an award-winning martech leader, it features case studies and examples from companies including Spotify and Amazon alongside frameworks, question checklists, and interviews with leading industry practitioners.  This is an essential resource for augmenting your marketing and achieving key objectives through leveraging technology. About the Author: Darrell Alfonso is an award-winning marketer and Martech thought leader. He has consulted for leading companies such as GE, AT&T, and Abbot Laboratories, helping them achieve astounding business results through the strategic use of marketing technology.  Darrell launched the industry’s first professional certification in marketing operations and has trained hundreds of marketing professionals worldwide.  Darrell was named one of the top 50 marketers in the US by Propolis and is an international keynote speaker who spoke in London, Dubai, and San Francisco in 2022.  Darrell spent nearly four years leading marketing operations at Amazon Web Services before starting his current role as Director of Marketing Strategy and Operations at Indeed.com, the world’s number one job site.  Darrell is a top LinkedIn content creator where he writes weekly Martech and marketing operations tips for his more than 40,000 followers.  And, interesting fact – he enjoys binging on Netflix shows with his wife Janet, and their Pomeranian dog, Stella. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/martech-handbook-darrell-alfonso

The Power of Scarcity: Leveraging Urgency and Demand to Influence Customer Decisions by Mindy Weinstein About the Book: Drive revenue and grow your business by using the powerful concept of scarcity Scarcity isn't just one of the key principles of influence, it's arguably the most powerful―invoking the kind of primal instincts that were essential to our ancestors' survival.  It's also the explanation for why, in the mid-1990s, $29.99 Tickle-Me-Elmo dolls were being scalped for $7,000 apiece. And yet, for all its power, scarcity is a principle that's little understood, even as it's frequently employed in sales and marketing campaigns.  Research on scarcity is published mainly in academic journals, not easily accessible to the mainstream public, and often written from an economic, rather than psychological, point of view. In The Power of Scarcity, Dr. Mindy Weinstein leverages her deep expertise in both marketing and psychology to reveal how this influence principle can be used to boost sales, win negotiations, spark action, develop community, build customer loyalty, and more.  As a digital marketer and doctor of philosophy in psychology, she brings both practical and academic insights to explain the psychology behind scarcity, why it has such an immense impact on decision-making, and how, used correctly and ethically, it can influence the people who buy your products or services. In these pages, you'll gain a deeper understanding of why and how scarcity works in business, and specifically how different types of scarcity messages―supply-related, demand-related, time-related, or limited edition―affect our brains.  You'll see it in action from multiple perspectives, through case studies, research findings, and eye-opening interviews with current and former executives (from brands that include McDonald’s, Harry & David, and 1-800-Flowers), as well as real-life customers' firsthand experiences. For anyone involved in sales and marketing today, The Power of Scarcity is a rare find, combining the best research on the subject as well as hands-on, tactical ways to apply the psychology behind it to knowledgeably harness that power to bolster your business. About the Author: Dr. Mindy Weinstein is the founder and CEO of the digital marketing firm Market MindShift, as well as a keynote speaker, trainer, and digital marketing strategist.  She has trained thousands of professionals from organizations of all sizes, including Facebook and The Weather Channel.  She has a Ph.D. in psychology and is a marketing instructor at Grand Canyon University and the University of Denver, as well as a program leader for The Wharton School and Columbia Business School. Mindy has often appeared in the media, with interviews on Fox, NBC, ABC, and Bloomberg Radio. She has also been quoted in The Huffington Post and The Washington Post amongst others.  And, interesting fact – at home, she uses the principles of scarcity to convince her husband and two boys to take on household chores they wouldn’t have otherwise done! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/power-scarcity-mindy-weinstein

Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times by Jeb Blount About the Book: In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy-to-consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You'll also discover the real secrets to selling more in a crisis; how to be a right now sales professional; 7 Steps of Effective Prospecting Sequences and how to be professionally persistent; how to adjust sales messaging to meet the moment; The five questions you must answer in the affirmative for every stakeholder; five ways to protect and advance your career; and so much more... Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you'll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter, you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income. About the Author: Jeb Blount is the author of 15 of the most definitive books ever written on sales and sales leadership and is among the world's most respected thought leaders on sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb and his team train and advise a who's who of the world's most prestigious organizations. His Flagship website, SalesGravy.com is the most visited sale-specific website on the planet and his Sales Gravy podcast has over 40 million downloads. And, interesting fact - Jeb Blount is now a member of a very exclusive club, The Marketing Book Podcast 7-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-crisis-jeb-blount

Belonging to the Brand: Why Community is the Last Great Marketing Strategy by Mark Schaefer About the Book: Bestselling author and futurist Mark Schaefer explains why community is a vastly overlooked marketing opportunity for most organizations. He explains how three major trends are colliding in a way that makes brand communities the future of marketing strategy.  Highlights include: How community relates to the emotional connections developed via social media and content Why demographic, technological, and societal trends favor a new community strategy A new view of the ROI of community How a community strategy upends traditional marketing management The psychological connection between communities and brands Why NFTs and the metaverse change the game for community strategy Powerful brand benefits overlooked by most community strategies today Through extensive research, diverse case studies, and expert interviews, Schaefer provides an inspiring, compelling, and actionable blueprint for the modern brand community. About the Author: Mark Schaefer is a globally-recognized keynote speaker, college educator, marketing consultant, and author. His blog is one of the top marketing blogs in the world and his Marketing Companion podcast is one of the top business shows. Mark has worked in global sales, PR, and marketing positions for more than 30 years and now provides consulting services with Schaefer Marketing Solutions. He specializes in marketing training and strategy with clients as diverse as Dell, Johnson & Johnson, Adidas, and the US Air Force. He has advanced degrees in marketing and organization development and is a faculty member of The Graduate Studies program at Rutgers University. A career highlight for Mark was studying under Peter Drucker while earning his MBA.  And, interesting fact – Mark was popular in school, but to his parents’ dismay, teachers noted on report cards that he was the class clown! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/belonging-brand-mark-schaefer

Myths of Social Media: Dispel the Misconceptions and Master Social Media (2nd Ed.) by Michelle Carvill and Ian MacRae About the Book: Everyone knows that social media is free, millennials are all adept social media experts, and businesses always have to be available 24/7 and ultimately none of it really matters, as the digital space is full of fake news and online messaging is seen as inauthentic. Don't they? The use of social media as a business tool is dominated by falsehoods, fiction, and fabrications.  In Myths of Social Media, digital consultant Michelle Carvill and workplace psychologist Ian MacRae dismiss many of the most keenly-held misconceptions and instead, present the reality of social media best practices.  Using helpful and instructive, sometimes entertaining, and occasionally eye-watering examples of what you should and should not do, Myths of Social Media bunks the most commonly held myths and shows you how to use social media effectively for work and at work. About the Author: Ian MacRae is a work psychologist, consultant, speaker, author, and Managing Director of High Potential Psychology.  He works with and writes about, a wide range of topics relating to psychology and the workplace. He developed the High Potential Traits Inventory (HPTI), a personality assessment that has been translated into dozens of languages and used by over 50,000 people around the world.  He has published six books which have been translated into 10 different languages including Myths of Work: Dispel the Misconceptions and Succeed in the World of Work, Dark Social: Understanding the Darker Side of Work, Personality and Social Media, High Potential: How To Spot, Manage And Develop Talented People At Work, and Motivation and Performance: A Guide to Motivating a Diverse Workforce And, interesting fact - despite living in the UK and having a Scottish name, he doesn’t have a Scottish accent – he is from Canada! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/myths-social-media-ian-macrae

Happy Work: How To Create A Culture Of Happiness by Nicholas Webb About the Book: Every year, highly respected CEOs, leaders, and managers launch, with the very best of intentions, “quality of work life” initiatives.  These leaders believe that happy employees are better employees, and they seek to make changes that will fulfill those conditions.  Regrettably, despite their high expectations, these programs nearly always fail. The metrics they are designed to improve — productivity, employee engagement, and even company profitability — don't budge. It is as if nothing had been done. The author Nicholas Webb's company has become something of an organizational hazmat team, tasked with cleaning up after ineffective quality of work-life initiatives.  Based on his experience with numerous organizations over thirty years, he has formulated powerful solutions that really work. The lessons he's learned are presented in the pages of this book.  Nicholas Webb shares how to avoid the common pitfalls and how to leverage new best practices that provide predictable, measurable returns on your happiness initiative.  You’ll also discover the corollary between happy customers, sales growth, and innovation in the furtherance of happy employees. You will learn why you should avoid the vast survey industry, and how to get real insights about what your employees want and need in order to build a workplace that your competitors will envy.  Your newly forged happiness initiative will attract and keep the best talent in your marketplace, drive the best innovations, build scalable and predictable revenue growth, and significantly improve the returns on your organizational strategies. This book contains both deep research and thirty years of practical experience. You will learn how to leverage these insights to avoid common mistakes and enjoy the benefits of proven methods that deliver real results.  If applied properly with the correct infrastructure and training, your organization will achieve some or all of the following benefits: Attract and keep the best talent in your market. Significant increases in employee productivity and presentism. Reduced workforce stress and healthcare costs. Improved returns on enterprise strategy. Major improvements in customer experience. Predictable and measurable increases in revenue. Improvements and cost reduction and efficiency. Predictable improvements and innovation. We live in challenging times. All over the world, employees of companies large and small are questioning their career choices. Instead of taking their life path for granted and settling for what society offers them, many are asking, “Is this all there is? Why should I commute to a boring or distasteful job with little future, just to pay my mortgage? I want to do something that has meaning to me. I want to get up and go to work with a smile on my face.” The Great Resignation served as a wake-up call. Today, the best companies have to compete for the best employees, and it’s not just about the size of the paycheck, it’s about performing meaningful work that creates value. This book gives every company a road map to relevance and competitiveness and helps make "Happy Work" a reality. About the Author: Nicholas Webb is one of the top company culture experts in the world. He has been awarded the Global Gurus Top 30 designation for customer service for 7 years.  Nick is the CEO of Learn Logic an employee and company culture training advisory firm that works with some of the top brands to help them build world-class employee and customer experiences. As a technologist, he has been awarded more than 40 US patents for consumer and technology products. He also served as an adjunct professor for a health science university, where he led the Center for Innovation. Nick is the author of multiple best-selling books on business innovation, customer and employee experience, and leadership. He is also one of the top keynote speakers on business growth, innovation, future trends, and company culture. And, interesting fact – he is now a member of The Marketing Book Podcast 4-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/happy-work-nicholas-webb

From Backroom To Boardroom: Earn Your Seat With Strategic Marketing Operations by Debbie Qaqish About the Book: From Backroom to Boardroom is not a book about technology, data models, or the latest in a series of bright and shiny toys so loved by marketers. It is a book about building a strategic marketing operations organization that transports marketing from the backroom to the boardroom. The journey begins with defining the new breed of marketing leadership and continues by exploring the integration of business acumen, marketing experience, and the power of the digital age. This book is a practical guide that will help you reimagine, rescript, and rearchitect the role of marketing forever. About the Author: Debbie Qaqish isn’t here to sell you on a panacea marketing technology or convince you of the critical data you just aren’t seeing. Rather, Debbie’s passion is found in the work she does every day—give marketing leaders the ideas, strategies, and confidence they need to reimagine the role of their marketing team and redefine its impact. As Partner and Chief Strategy Officer of The Pedowitz GroupDebbie has helped marketing teams drive revenue growth, foster customer centricity, and lead digital transformation.  With a focus on revenue operations, the customer experience, and a personalized, omnichannel marketing mix, Debbie has established herself as a thought leader and digital pioneer, spearheading the overdue shift of traditional marketing strategies to what she coined as “revenue marketing” in 2011.  Since then, marketing operations became her area of expertise, devising strategy-to-execution plans that earn marketing a seat at the table. She is also the author of Rise of The Revenue Marketer which was featured on episode 159 of The Marketing Book Podcast in 2018. And, interesting fact - in 2019 she earned her doctorate! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/backroom-boardroom-debbie-qaqish

Amplify Your Influence: Transform How You Communicate and Lead by René Rodriguez Apply the latest advances in neuroscience to your real-world persuasion and influence strategies for immediate results with this Wall Street Journal, USA Today, and Publishers Weekly bestseller About the Book: In Amplify Your Influence: Transform How You Communicate and Lead, keynote speaker, trainer, and leadership coach René Rodriguez delivers an eye-opening roadmap to using applied neuroscience to improve readers’ communication ability, critical thinking, cultural awareness, and leadership skills.  Based on the author’s proprietary AMPLIFII system and methodologies he has taught to over 100,000 participants around the world, the book offers practical tips, useful frameworks, guided practice, and simple application exercises to help readers create new and lasting behaviors that effect change in their life and work.  Amplify Your Influence shows leaders how to:  Leverage various human motivators for positive outcomes and results   Frame and communicate their ideas in a way that encourages engagement and gets an active response  Intentionally choose a communication style based on their influence objective  Perfect for executives, managers, sales professionals, and other business leaders, Amplify Your Influence is required reading for anyone seeking to improve their ability to effect change in the people around them, whether they’re in the office, the boardroom, the classroom, or at home. About the Author: René Rodriguez is a best-selling author, keynote speaker, leadership advisor, and speaker coach.   For nearly 30 years, René has researched and applied behavioral neuroscience to solve some of the toughest challenges in leadership, sales, and change. Through his keynotes, boot camps, workshops, and proprietary Amplifii™ course, his company has trained over 100,000 leaders from companies including Coca-Cola, 3M, Wells Fargo, Cargill, Nestlé, and Microsoft. And, interesting fact – his mother was a former nun!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/amplify-influence-rene-rodriguez

Content Chemistry: The Illustrated Handbook for Content Marketing 6th Ed. by Andy Crestodina About the Book: The result of thousands of conversations about web marketing with hundreds of companies, this handbook is a compilation of the most important and effective lessons and advice about the power of search engine optimization, social media, and email marketing. The first and only comprehensive guide to content marketing, this book explains the social, analytical, and creative aspects of modern marketing that are necessary to succeed on the web. By first covering the theory behind web and content marketing and then detailing it in practice, it shows how it is not only critical to modern business but is also a lot of fun. This edition has been updated to reflect new technology and marketing trends. About the Author: Andy Crestodina is a co-founder and the CMO of Orbit Media Studios, an award-winning, 50-person web design company in Chicago. Since 2001Orbit has completed more than 1,000 successful website projects. Andy is a top-rated speaker at national conferences and a writer for the biggest blogs. Over the past 20 years, Andy has provided web strategy advice to more than 1,000 businesses. And, interesting fact – Andy graduated from the University of Iowa with a degree in Asian Language and Literature and a certificate to teach Chinese! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/content-chemistry-v6-andy-crestodina

Marketing the Moon: The Selling of the Apollo Lunar Program by David Meerman Scott and Richard Jurek About the Book: One of the most successful public relations campaigns in history, featuring heroic astronauts, press-savvy rocket scientists, enthusiastic reporters, deep-pocketed defense contractors, and Tang. In July 1969, ninety-four percent of American televisions were tuned to coverage of Apollo 11's mission to the moon. How did space exploration, once the purview of rocket scientists, reach a larger audience than My Three Sons? Why did a government program whose standard operating procedure had been secrecy turn its greatest achievement into a communal experience? In Marketing the Moon, David Meerman Scott and Richard Jurek tell the story of one of the most successful marketing and public relations campaigns in history: the selling of the Apollo program. Primed by science fiction, magazine articles, and appearances by Wernher von Braun on the “Tomorrowland” segments of the Disneyland prime-time television show, Americans were receptive to NASA's pioneering “brand journalism.” Scott and Jurek describe sophisticated efforts by NASA and its many contractors to market the facts about space travel—through press releases, bylined articles, lavishly detailed background materials, and fully produced radio and television features—rather than push an agenda. American astronauts, who signed exclusive agreements with Life magazine, became the heroic and patriotic faces of the program. And there was some judicious product placement: Hasselblad was the “first camera on the moon”; Sony cassette recorders and supplies of Tang were on board the capsule, and astronauts were equipped with the Exer-Genie personal exerciser. Everyone wanted a place on the bandwagon. Generously illustrated with vintage photographs, artwork, and advertisements, many never published before, Marketing the Moon shows that when Neil Armstrong took that giant leap for mankind, it was a triumph not just for American engineering and rocketry but for American marketing and public relations. About the Author: David Meerman Scott is a marketing strategist, entrepreneur, international keynote speaker, investor and advisor to emerging companies, and bestselling author of 12 books, including The New Rules of Marketing & PR, Fanocracy, Real-Time Marketing & PR, Newsjacking and Marketing Lessons from the Grateful Dead. And, interesting fact – he has one of the largest private collections of artifacts from the Apollo lunar program. He is thought to be the only person in the world with a lunar module descent engine thrust chamber in his living room! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/marketing-moon-david-meerman-scott

Decoded: The Science Behind Why We Buy by Phil Barden About the Book: A groundbreaking exploration of purchasing behavior and its essential role in smarter marketing practices to benefit your organization If you understand why people buy, you are already one step ahead in reaching out to them effectively with your products and services. Decoded: The Science Behind Why We Buy offers a groundbreaking exploration into the science of purchasing. The book specifically demonstrates why decision science has proven invaluable to the field of marketing by helping to explain purchasing behaviors. Decoded delivers a practical framework and guidelines for applying science to the marketing practices you use every day. As a marketing professional, you can look to this book for behavioral knowledge, timely case studies, and an understanding of methodologies. You'll gain advice on how to employ knowledge about behaviors for more effective brand management, from strategy to implementation to new product development. You'll also gain useful insight into the latest research on consumer motivations that lead to purchasing decisions. Learn more about what happens in the human brain as buyers make their choices. This updated edition of Decoded provides new material that marketers can apply to informed, successful practices. Gain an understanding of the Jobs to Be Done (JTBD) approach Take a closer look at the Ferrero neuroscience study that supports JTBD See updated and relevant case studies of JTBD at work Discover how to engage customers through digital touchpoints If you're a marketing practitioner, an understanding of decision science will enhance your day-to-day work. Decoded helps you see how science and marketing come together. Immerse yourself in the science of why people buy and gain a stronger base of knowledge as you develop strategies, implement marketing plans, and meet customer needs through innovation. About the Author: Phil Barden has over 25 years of client-side brand management experience (Unilever, Diageo, and T-Mobile). Whilst responsible for T-Mobile's brand positioning and development around Europe he became a client of DECODE marketing consultancy and first encountered ‘decision science.’ DECODE’s work led to the Liverpool Street flash mob dance ad, which increased T-Mobile sales by 49%, and further work cut customer churn in half. This epiphany led Phil to set up DECODE marketing in the United Kingdom. Phil lectures on decision science for the IPA and APG Diplomas, various MBA and MSc programs and is a regular speaker at client and industry events. And, interesting fact – at a corporate lunch years ago, Princess Diana sat next to him and gave him her dessert! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/decoded-phil-barden

Everybody Writes: Your New and Improved Go-To Guide to Creating Ridiculously Good Content by Ann Handley About the Book: A hands-on field guide to consistently creating page-turning content that your audience loves. (And that delivers real results.) In the newly revised and updated edition of Everybody Writes, marketer and author Ann Handley improves on her Wall Street Journal bestselling book that’s helped hundreds of thousands become better, more confident writers. In this brand-new edition, she delivers all the practical, how-to advice and insight you need for the process and strategy of content creation, production, and publishing. This new edition also includes: All-new examples, tools, resources Updated step-by-step writing framework Added and expanded chapters that reflect the evolution of content marketing (and the evolution of Ann’s thinking about what works today) The same witty and practical how-to approach How to attract and retain customers with stellar online communication How to choose your words well, sparingly, and with honest empathy for your customers Best practices and ideas for crafting credible, trustworthy content “Things Marketers Write”: The fundamentals of 19 specific kinds of content that marketers like you write Inspiration. Confidence. Fun. In this book, you’ll discover: Content marketing has evolved. Yet writing matters more than ever. In this new edition of Everybody Writes, you’ll find the strategies, techniques, tips, and tools you’ll need to refine, upgrade, and (most of all) inspire your own best content marketing. About the Author: Ann Handley is a Wall Street Journal bestselling author who speaks worldwide about how businesses can escape marketing mediocrity to ignite tangible results. IBM named her one of the 7 people shaping modern marketing. She is the Chief Content Officer of MarketingProfs; a LinkedIn Influencer; a keynote speaker, a mom, a dog person, and a writer. She is the co-author of Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Her books have been translated into 19 languages, including Turkish, Korean, Italian, Chinese, and Japanese. She has contributed commentary and bylines to Entrepreneur magazine, Inc. magazine, Mashable, Huffington Post, American Express, NPR, and the Wall Street Journal. And, interesting fact – her favorite book of all time is EB White's Charlotte's Web! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/everybody-writes-ann-handley

The Customer-Base Audit: The First Step on the Journey to Customer Centricity by Peter Fader, Bruce Hardie and Michael Ross About the Book: As a leader in your organization, you will be very familiar with your organization’s key financial statements and monthly management reports. You may have spent countless hours discussing budgets and expenditures. But how much time have you spent reflecting on the fact that these revenues are generated by actual customers―the people who pull out their wallets and pay for your products and services? In The Customer-Base Audit: The First Step on the Journey to Customer Centricity, experts Peter Fader, Bruce Hardie, and Michael Ross start you on the path toward really getting to understand your customers’ buying behavior as well as the health of your overall customer base. A customer-base audit is a systematic review of the buying behavior of a firm’s customers using data captured by its transaction systems. It will help you answer questions such as: How healthy is your customer base? How realistic are your growth objectives? How do your customers differ in terms of their behavior and value? How has the quality of your customers changed over time? What changes in customer behavior lie behind period-to-period changes in firm performance? What is important to your high-value customers? Which products help you acquire and retain your best customers? Fader, Hardie, and Ross present five “lenses” through which an executive can address questions like those above. The answers are often lurking in various parts of the organization, but it is rare to find all the relevant analyses in one place, let alone performed on a regular basis (as an audit should be). Yet without such a basic, systematic understanding of the foundations of the firm’s primary source of cash flow, how can executives make informed decisions? Fader, a Wharton professor, is the author of Customer Centricity and coauthor of The Customer Centricity Playbook, both of which have helped businesses radically rethink how they relate to customers. In this first step of the journey, Fader, Hardie, and Ross assist leaders in gaining a fundamental understanding of their customers’ buying behavior―and thus their company as a whole. About the Author: Peter S. Fader is the Frances and Pei-Yuan Chia Professor of Marketing at The Wharton School of the University of Pennsylvania. His expertise centers around the analysis of behavioral data to understand and forecast customer shopping/purchasing activities. He works with firms from a wide range of industries, such as telecommunications, financial services, gaming/entertainment, retail, and pharmaceuticals. In addition to his various roles and responsibilities at Wharton, Professor Fader is also co-founder of Zodiac, a predictive analytics firm that was sold to Nike in 2018. He then co-founded (and continues to run) Theta to commercialize his more recent work on “customer-based corporate valuation.” Peter is the author of Customer Centricity: Focus on the Right Customers for Strategic Advantage and co-author with Sarah Toms of the book The Customer Centricity Playbook (which was featured on episode 222 of The Marketing Book Podcast in 2019). He has been quoted or featured in The New York Times, The Wall Street Journal, The Economist, The Washington Post, and on NPR, among other media. And, interesting fact – he was a math major at MIT! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/customer-based-audit-peter-fader

The Bezos Blueprint: Communication Secrets of the World's Greatest Salesman by Carmine Gallo About the Book: The communication and leadership secrets of Jeff Bezos and how to master them, from the bestselling author of Talk Like Ted. Jeff Bezos is a dreamer who turned a bold idea into the world’s most influential company, a brand that likely touches your life every day. As a student of leadership and communication, he learned to elevate the way Amazonians write, collaborate, innovate, pitch, and present. He created a scalable model that grew from a small team in a Seattle garage to one of the world’s largest employers. The Bezos Blueprint by Carmine Gallo reveals the communication strategies that Jeff Bezos pioneered to fuel Amazon’s astonishing growth. As one of the most innovative and visionary entrepreneurs of our time, Bezos reimagined the way leaders write, speak, and motivate teams and customers. The communication tools Bezos created are so effective that former Amazonians who worked directly with Bezos adopted them as blueprints to start their own companies. Now, these tools are available to you. About the Author: Carmine Gallo is a Harvard instructor, bestselling author, and international keynote speaker. A “communications guru,” according to Publishers Weekly, Carmine coaches CEOs and leaders for the world’s most admired brands. Carmine’s bestselling books, including Talk Like TED and The Presentation Secrets of Steve Jobs, have been translated into more than 40 languages. His expertise in business and leadership has been featured in The Wall Street Journal, USA Today, and Success Magazine and on MSNBC, CNBC, CNN, and ABC’s 20/20. And, interesting fact – he also spent 15 years as a television news anchor! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/bezos-blueprint-carmine-gallo

Prove It: Exactly How Modern Marketers Earn Trust by Melanie Deziel with Phil M. Jones About the Book: Your brand is on trial―here’s how to win your case. You know your company is amazing. You say your company is amazing. But why should your customers believe you? In a crowded consumer courtroom full of shady advertisers all claiming to be the best, the fastest, the most caring, your brand is literally on trial―and that means you better deliver the proof. In Prove It, StoryFuel founder Melanie Deziel and master of influence Phil M. Jones show you how to leverage every content marketing tool in the box to blast through doubt and win the case with your customers. Using real-world examples from trusted brands across dozens of industries, they’ll walk you step-by-step through the process of identifying and categorizing your business promises―even the ones you don’t realize you’re making―gathering the right evidence, and backing up each style of claim. You’ll learn how to apply strategies like corroboration, demonstration, and education to a marketing context to show―not tell!―the convenience of your offerings, your comparability with the competition, your connection to your community, your competence in your industry, and your commitment to your values. And you’ll discover the right format and platform to deliver each type of evidence to make sure your “jury of consumers” connects with your case. It’s time to stand out from all the brands that shout “trust us, we’re great!” at a skeptical audience. Your customers are waiting for you to prove it. About the Author: Melanie Deziel is a keynote speaker, award-winning content creator, and lifelong storyteller on a mission to share the power of compelling and credible content with others. She is the author of the bestselling marketing and business communications book The Content Fuel Framework: How to Generate Unlimited Story Ideas (featured on episode 279 of The Marketing Book Podcast), and co-founder of The Convoy, a B2B marketplace that pools the buying power of independently owned businesses to help negotiate discounts on expenses. From page 7 of Prove It... I served as the first-ever editor of branded content at the New York Times, where I coached our advertisers on how to create compelling content that our audience would value. As a consultant, I've helped Fortune 100 companies implement content strategies that focus more on the audience's needs and interests than on their lifetime value as a customer. And I've been lucky enough to stand on stages around the world, delivering keynotes and workshops on this very topic to audiences filled with sales professionals, small business owners, and marketers from every industry, background, and walk of life. And, interesting facts: she can communicate with American sign language, and she was a state-level javelin thrower! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/prove-it-melanie-deziel

The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna About the Book: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and the latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industries, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales. About the Author: Matt Dixon is one of the world’s leading experts on sales, customer service, and customer experience. He is a Founding Partner of DCM Insights, The Customer Understanding Lab. Prior to co-founding DCM Insights, he served as the Chief Product & Research Officer of Tethr, an AI venture in Austin, TX, that helps companies mine customer voice data for insights. And before that, he spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and as Group Leader of the sales, service, and customer experience practices of CEB, now Gartner. Matt is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience and is also a noted business writer. His first book, The Challenger Sale: Taking Control of the Customer Conversation, was a Wall Street Journal best seller, selling more than a million copies worldwide. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the follow-on book to The Challenger Sale titled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review with more than 20 articles to date, including many that have appeared in HBR's "Top Ten Must Reads." And, interesting fact - he’s a huge New York Mets fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/jolt-effect-matt-dixon  

The Secret Lives of Customers: A Detective Story About Solving the Mystery of Customer Behavior by David Scott Duncan About the Book: A "detective story" that delivers key insights for any businessperson asking the questions: who really are our customers, why do we lose them, how do we regain them? Customers can be a mystery. Despite the availability of more data than ever before, everyone, from the CEO to salespeople in the field, struggles to understand who their customers really are, what they want, why they lose them, and how to regain them. To crack the case, start thinking like a market detective. David Scott Duncan shows how in his entertaining story of Tazza, a fictional chain of cafes with declining sales and leaders urgently seeking to understand why. The vivid characters of Tazza’s market detective force come to their aha moment when they finally understand why their most loyal customers walked out the door—and how they can get them back. The core of the Tazza story is a simple, powerful idea that upends how most businesses view their customers. Customers have “jobs to be done.” They “hire” companies to solve a problem or fulfill a need and “fire” them when unhappy. Duncan’s fresh way of thinking about how to understand your customers’ secret lives provides an innovative path for solving whatever market mysteries you face. About the Author: David Scott Duncan is a managing director at the strategy and innovation consultancy Innosight, where he works with leaders to create customer-centric teams, strategies, and organizations. He is a leading authority on the theory and application of “jobs to be done,” with extensive experience conducting market investigations around the world. David is the co-author of two previous books, including the Wall Street Journal bestseller Competing Against Luck: The Story of Innovation and Customer Choice, written with the late Harvard Business School professor Clayton Christensen. Prior to joining Innosight, he worked as a consultant at McKinsey & Company, earned a Ph.D. in physics from Harvard University, and an undergraduate degree in philosophy from Duke University. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/secret-lives-customers-david-duncan

ADSCAM: How Online Advertising Gave Birth to One of History's Greatest Frauds and Became a Threat to Democracy by Bob Hoffman About the Book: In 2017, Bob Hoffman wrote BadMen: How Advertising Went from a Minor Annoyance to a Major Menace. It was selected as Best Of Marketing, 2017 by The Drum. Five years later Bob revisits advertising’s tracking-based online advertising industry and finds it far more corrupt and dangerous than ever. In ADSCAM: How Online Advertising Gave Birth to One of History’s Greatest Frauds and Became a Threat to Democracy, Bob concludes that the tracking-based online advertising industry is “a criminal racket of epic proportions. It is a giant worldwide scam – organized crime at a global scale that has been normalized by involving virtually every major corporation, every pretty-sounding trade organization, and the entire advertising, marketing, and digital media industry." About the Author: Bob Hoffman is the author of five Amazon #1-selling books about advertising. He is also one of the most sought-after international speakers on advertising and marketing. His books include BadMen: How Advertising Went From A Minor Annoyance To A Major Menace, Marketers Are From Mars, Consumers Are From New Jersey, Advertising for Skeptics, and Laughing at Advertising, all of which have been featured on The Marketing Book Podcast. He is the creator of the popular Ad Contrarian blog, named one of the world's most influential marketing and advertising blogs by Business Insider. Bob was the CEO of two independent agencies and the U.S. operation of an international agency. Bob's commentary has appeared in the BBC World Service, The Wall Street Journal, The New York Times, MSNBC, The Financial Times, The Australian, New Zealand Public Broadcasting, Fox News, Sky News, Forbes, Canadian Public Broadcasting, and many other news outlets throughout the world. And, interesting fact – In his youth, he responded to an employment ad and was hired to be a writer of adult fiction. He lasted one day at that job. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/adscam-bob-hoffman

Friction: Adding Value By Making People Work for It by Soon Yu and Dave Birss About the Book: Friction isn't something to be avoided. Successful businesses not only understand the difference between good and bad friction but also know how to EMBRACE A DOSE of good friction to create greater value. You'll learn how to leverage good friction to generate adrenaline, dopamine, oxytocin, serotonin, and endorphins to drive increased engagement, meaning, belonging, rapport, assurance, competence, and exclusivity. About the Author: Soon Yu is an international speaker and bestselling author on innovation and design and branding who has been featured in The New York Times, The Wall Street Journal, The Washington Post, and Entrepreneur. His previous book, Iconic Advantage (featured on episode 161 of The Marketing Book Podcast) won a gold medal award from Axiom Business. Soon most recently served as Global VP of Innovation at VF Corporation, parent organization to over 30 global apparel companies, including The North Face, Vans, Timberland, Nautica, and Wrangler. Prior to that, he worked for Bain and Company, The Clorox Company, and Chiquita Brands, and he was also the founder and CEO of numerous venture-backed startups. He frequently guest lectures at Stanford University, where he received his MBA, and was a former adjunct professor at Parsons School of Design. And, interesting fact – he was once the lead singer in an Asian funk band! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/friction-soon-yu

The Sales MBA: How to Influence Corporate Buyers by Douglas Cole About the Book: Contrary to many predictions, there is a growing demand for highly skilled sales jobs in the modern economy. Whether you're a salesperson or a knowledge worker, knowing how to influence corporate buyers has become a critical skill. But most sales books tend to be narrow and prescriptive. They focus only on tactics and tools rather than principles and mindset that can redefine your approach. This is a different kind of sales book. In plain and direct language, the author shows what it means to become a Strategist, a Change Agent, and a Decision Architect. Referencing the most important research and a wide assortment of field experiences, The Sales MBA explains how companies compete, how organizations evolve, and how people decide. Whether you sell to companies or lead others who do, this book will strengthen your credibility as a trusted advisor. About the Author: Douglas Cole is a sales leader at LinkedIn and adviser with startup accelerators in Canada and the United States, and a part-time university lecturer at the Rotman School of Management and the Schulich Executive Education Center in Toronto. Over more than 20 years in consulting and sales, he has sold tens of millions of dollars and software-as-a-service and advisory work. He holds an MBA from the Wharton School, a Master's degree in International Studies from the Lauder Institute at the University of Pennsylvania, a Master's degree in English Literature, and a Bachelor's degree in Political Science and English Literature, all from the University of Toronto. And, interesting fact – He is a big fan of the Hello Kitty brand! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sales-mba-douglas-cole

Using Behavioral Science in Marketing: Drive Customer Action and Loyalty by Prompting Instinctive Responses by Nancy Harhut About the Book: Increase engagement, response rates, and the ROI of marketing initiatives with this step-by-step guide to harnessing hardwired consumer behavior and instinctive responses. Using Behavioral Science in Marketing shows how to apply behavioral science principles in key areas of marketing, including marketing communications, email, direct mail and ad campaigns, social media marketing, and sales funnel conversion strategies. Highly practical and accessible, it includes case studies and examples from AT&T, Apple, Spotify, and The Wall Street Journal showing how these approaches have been used in practice. Using Behavioral Science in Marketing also reveals how to increase consumer involvement and engagement, convey exclusivity and desirability, and prompt customer action and loyalty with scientifically proven principles such as autonomy bias, storytelling, and the Von Restorff effect. Featuring common mistakes to avoid and key takeaways at the end of each chapter, it's also accompanied by downloadable checklists and an interactive template to use in practice. In a highly competitive space, where even an incremental advantage can result in significant uplifts, this is a crucial resource to create stand-out and successful marketing-especially for marketers in highly regulated or highly competitive environments. About the Author: Getting people to take action is what Nancy Harhut is all about. Her specialty is blending creativity with decision science to prompt response. A frequent speaker at industry conferences, Nancy has shared her passion with audiences worldwide including in London, Sydney, Moscow, Madrid, Stockholm, Sao Paulo, Berlin, and all over the US. Along the way, she's been named a Top 40 Digital Strategist, a Top 100 Creative Influencer, a Social Top 50 Email Marketing Leader, and one of The 10 Most Fascinating People in B2B Marketing. Prior to co-founding HBT Marketing in Boston, Nancy held senior creative management positions with Hill Holliday, Mullen, and Digitas. She and her teams have won over 200 awards for digital and direct marketing effectiveness. And, interesting fact – she plays the accordion! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/using-behavioral-science-marketing-nancy-harhut

The Brand Positioning Workbook: A Simple How-To Guide To More Compelling Brand Positionings, Faster by Ulli Applebaum About the Book: The Brand Positioning Workbook outlines an easy-to-follow roadmap on how to successfully position or re-position a brand for success in the marketplace. The methodology described in this book is inspired by the analysis of over 1,200 case studies of effective brand building which led to the identification of the 26 universal and proven successful triggers of successful brand positionings. After reading the book you will be able to: Understand the secrets behind successful brand positionings Identify and use the 26 proven success triggers for brand perception Apply a simple and proven brand positioning methodology that actually works Create brands that are attractive, sustaining, and compelling The book invites you, through a series of inspiring questions, examples, and ideation exercises, to explore how the 26 success triggers, or a combination thereof, could be applied to her specific brand and help her create a truly differentiating and distinctive yet highly relevant brand positioning. The outcome is a more rigorous and more creative exploration of all relevant positioning solutions at your disposal while requiring less time than more traditional positioning development methodologies. This book is the right choice for you, if: You are working in a marketing department or a marketing agency You are studying or teaching marketing You are looking for a proven framework for creating compelling brand positioning You are about to position or re-position a brand for success in the marketplace The Brand Positioning Workbook is packed with easy-to-follow exercises and useful examples that will inspire your own thinking and allow you to overcome the mental biases that typically prevent truly original thinking. It can be used by marketers alone or in groups at marketing agencies or client workshops. The book can also be used to develop product concepts, messaging strategies, new product ideas, and even creative ideas! About the Author: Ulli Appelbaum is an award-winning marketing and brand strategy consultant. He has held senior strategy roles in Europe and the US at some of the leading advertising agencies in the world including BBDO, Leo Burnett, Fallon Worldwide, and SapientNitro before starting his own brand research and strategy firm First The Trousers Then The Shoes Inc. He has contributed to 7 Effies awards for marketing effectiveness and an Advertising Research Federation Ogilvy award for Excellence in Research and his insights and strategies have helped build brands including Wrigley, Mars, Harley Davidson, Hallmark, Nestle, Procter & Gamble, Chrysler, Unilever, Hallmark, Symantec, Siemens, and Land O Lakes. He is also the creator of the “Positioning Development Method Cards” and “Aha!, The Ultimate Insight Generation Toolkit”, which help marketers think smarter. He has blogged extensively for the Huffington Post, is a contributor to various trade publications in the US and Europe, and was a member of the Practitioner Council of the American Marketing Association. And, interesting fact – He lives in Minneapolis, was born in Germany, lived in Africa his first 10 years, and then lived in Brussells and moved back to Germany when he was 25! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/brand-positioning-workbook-ulli-appelbaum

Put Your Ass Where Your Heart Wants to Be by Steven Pressfield About the Book: Are you losing your "war of art"? Are you being defeated by a tendency to procrastination, self-doubt, fear, distraction, and perfectionism? Are you self-sabotaging your loftiest artistic entrepreneurial dreams? The antidote is nine words: Put your ass where your heart wants to be. Can you shift your artistic identity—your "ass"—from the shallow, fearful, superficial ego to the wise, loving, fearless self? Can you commit to your dream for the long haul and for keeps? In this book, best-selling author Steven Pressfield delivers the tough-love inspiration to help you make this life-altering transformation. About the Author: Steven Pressfield is the author of The War of Art which has sold over a million copies globally and been translated into multiple languages. He is a master of historical fiction with Gates of Fire being on the required reading list at West Point and the recommended reading list of the Joint Chiefs. His other books include A Man at Arms, Turning Pro, Do the Work, The Artist's Journey, Tides of War, The Legend of Bagger Vance, Last of the Amazons, Virtues of War, The Afghan Campaign, Killing Rommel, The Profession, The Lion's Gate, The Warrior Ethos, The Authentic Swing, An American Jew, Nobody Wants to Read Your Sh*t, and The Knowledge. He is a graduate of Duke University and is a veteran of the United States Marine Corps. And, interesting facts – he wrote for 27 years before he got his first novel published (The Legend of Bagger Vance). During that time he worked 21 different jobs in eleven states. The jobs included advertising copywriter, schoolteacher, tractor-trailer driver, bartender, oilfield roustabout, an attendant in a mental hospital, fruit–picking migrant worker, and Hollywood screenwriter. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/put-ass-where-heart-wants-steven-pressfield

Brand Vision: The Clear Line of Sight Aligning Business Strategy and Marketing Tactics by Jim Everhart About the Book: This book is based on a critical premise: that, rather than merely a series of aesthetic decisions on typography and graphics, marketing can be a powerful force that helps a company communicate its strategy. In a global survey of more than four thousand senior executives, consulting firm PwC found that 80 percent of the respondents admitted that few of their associates understood their company's corporate strategy. And even that figure is wildly optimistic. According to research reported in the Harvard Business Review, 95 percent of a company’s employees, on average, are unaware of or do not understand its strategy. Brand Vision: The Clear Line of Sight Aligning Marketing Tactics and Business Strategy hopes to change that by offering simple, easily implemented tools connecting a company’s marketing program to its business strategy. It’s based on a critical premise: that, rather than merely a series of aesthetic decisions on typography and graphics, marketing can be a powerful force that helps a company communicate its strategy. Not just externally, but internally as well. About the Author: Jim Everhart is a strategist and writer, who works with corporations and agencies to develop marketing communications tactics and campaigns. He spent more than four decades in the marketing industry, most of it at Godfrey Advertising, one of the largest business-to-business marketing agencies in the United States. He played a leadership role at Godfrey in marketing strategy, technology development, and creative implementation, rising to the position of vice president and creative director. And, interesting fact - he was once a reporter with the Associated Press, ran track in college, and to this day remains a distance runner! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/brand-vision-jim-everhart

The Things We Love: How Our Passions Connect Us and Make Us Who We Are by Aaron Ahuvia About the Book: A revealing investigation of the secret, tangled emotional relationships people have with things—drawing on cutting-edge findings from the fields of psychology, neuroscience, and marketing. Books, baseball cards, ceramic figurines, art, iPhones, clothing, cars, music, dolls, furniture, and even nature itself. If you're like most people, at some point in your life you've found yourself indulging in a love affair with something that brings you immense joy, comfort, or fulfillment. Why is it that we so often feel an intense passion for objects? What does this tendency tell us about ourselves and our society? In The Things We Love, Dr. Aaron Ahuvia presents astonishing discoveries that prove we are far less “rational” than we think when it comes to our possessions and hobbies. In fact, we have passionate relationships with the things we love, and these relationships are driven by influences deep within our culture and our biology. Some of our passions are sudden, obsessive, and fleeting; others are devoted and lifelong affairs. Some turn dark: we become hoarders or would prefer to destroy certain objects rather than let anyone else own them. And as technology improves, becoming increasingly addictive, one wonders: might our lives become so dominated by our emotional ties to things that we lose interest in other people? Packed with fascinating case studies, scientific analysis, and takeaways for living in a modern and ever-so-material world, The Things We Love offers a truly original and insightful look into our love for inanimate objects — and how better understanding these relationships can enrich and improve our lives. About the Author: Dr. Aaron Ahuvia is a professor of marketing at the University of Michigan–Dearborn College of Business and the most widely published and cited academic expert on noninterpersonal love including brand love. He is also a leading expert on how our happiness is influenced by money and materialism. He has been ranked 22 in the world for research impact on consumer behavior and ranked in the top 2% of all scientists in the world across all disciplines by an independent study from Stanford University. Professor Ahuvia studied philosophy at the University of Michigan before getting a Ph.D. in marketing from Northwestern University’s Kellogg School of Management. From there he became a professor at the University of Michigan’s Ross School of Business and then a Full Professor at the College of Business on UM’s Dearborn Campus Dr. Ahuvia also holds an appointment as a Professor at the University of Michigan Penny W. Stamps School of Art & Design. Dr. Ahuvia has over 100 publications and presentations. He does research, teaches, and consults for governments, nonprofits, and corporations around the world. He has presented research or consulted for Google, L'Oréal S.A., Samsung, Maybelline New York, Procter & Gamble, Audi, General Motors, Microsoft, Ford, Chrysler, and Herman Miller, among others. And, interesting fact – he was once a guest on the Oprah Winfrey TV Show! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/things-we-love-aaron-ahuvia

Evolutionary Ideas: Unlocking Ancient Innovation To Solve Tomorrow’s Challenges by Sam Tatam About the Book: When faced with new challenges, it’s easy to feel our solutions need to be equally unprecedented. We think we need a revolution. But what if this is a big mistake? In Evolutionary Ideas, Sam Tatam shows how behavioral science and evolutionary psychology can help us solve tomorrow’s challenges, not by divining something the world has never seen, but by borrowing from yesterday’s solutions – often in the most unexpected ways. Just as millions of years of evolution have helped craft the wing and dorsal fin, thousands of engineers, designers, marketers, and advertisers have toiled to solve many of the problems you face today. Over time, through intent, design, social learning, and sheer luck, we have found what works. Armed with an enhanced ability to see these patterns in human innovation, we can now systematically approach the creative process to develop more effective ideas more readily and rapidly. In the same way, Japanese engineers reduced bullet train noise by studying the evolved biology of the owl and kingfisher, today we can see how Disney improved the queueing experience in the same way Houston airport made arrivals feel faster (while making people walk further). You’ll learn how the chocolate at the bottom of a Cornetto ice cream can improve an Error 404 message, and what a bowl of M&Ms has in common with a canary in a coal mine. These are Evolutionary Ideas. Exploring five of the most critical challenges we face today, we learn how to ‘breed’ more effective solutions from those that have survived. The result is a dynamic and exciting way of solving problems and supercharging creativity – for anyone in any endeavor. About the Author: Sam Tatam is the Global Head of Behavioural Science at Ogilvy. His passion is understanding human behavior, and his experience comes from organizational /industrial psychology and advertising strategy. From New York to Nairobi, Sam has led behavior change projects across virtually every category and continent. Today, he leads a global team of talented psychologists and behavioral economists to develop interventions and shape the communications of some of the world's most influential brands and organizations. And, interesting fact – the first draft of this book to his publisher contained a typo - in the headline! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/evolutionary-ideas-sam-tatam

Undisruptable: A Mindset of Permanent Reinvention for Individuals, Organisations and Life by Aidan McCullen About the Book: Understand the barriers to change and cultivate a reinvention mindset that will make you impervious to disruption In our world of incessant change, we are all threatened by volatility, uncertainty, complexity, and ambiguity—at the individual and organizational levels. Undisruptable will give you a new lens through which to consider change as an opportunity rather than an obstacle. You’ll be inspired to consider the big questions of today: What does the future hold? What does the exponential growth of technology mean for the world of work? What does a changing job market mean for future generations? What do waves of disruption mean for business leaders? Society is evolving at breakneck speed. What does this mean for all of us? Undisruptable will help you to bridge the chaos and build the resilience you need to move forward. While we cannot see into the future, there are repeatable patterns that we can understand. Undisruptable demystifies the principles of change through a blend of analogies, innovation frameworks, and exemplars of change such as Fujifilm and Arnold Schwarzenegger. The first step to becoming undisputable is to realize that evolution is a natural part of life, and nature provides many examples. Undisruptable will help you to: Understand the principles of change Overcome the barriers to change See change as an opportunity and not an obstacle Utilize simple frameworks and examples to guide you on your transformation By the end of this book, you will have the essential tools and techniques to foster a reinvention mindset that will help you and your organization to become Undisruptable. This book is part of a 3-part series. Part 2 looks at the biases and mental obstacles that prevent change. Part 3 examines the best ways to communicate change within an organization. About the Author: Aidan McCullen reinvented himself after a 10-year rugby career with over 100 caps for Leinster, Toulouse, and London Irish and is a full Ireland Rugby International. He worked in digital and innovation transformation and now works on culture and leadership initiatives after he discovered that you cannot change business models until you first change mental models He is the host and founder of the Global Innovation Show, which is broadcast on national radio in Ireland and is the only English-speaking show on Finland's Business FM. The show is also available everywhere you find podcasts. Aiden developed and delivers a module on Emerging Technology Trends at Trinity College Business School, ranked first in Ireland and in the top 100 globally. Aiden speaks globally on disruption and change for organizations such as MasterCard, Google, Epic Games, and many more. He runs workshops on permanent reinvention, bias, and communication. He is also a board director for National Broadband Ireland. And, interesting fact – in addition to English, Aiden also speaks French and German! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/undisruptable-aidan-mccullen Interview recorded on July 15, 2022

Indispensable Brand: Move from Invisible to Invaluable by Mitch Duckler About the Book: What makes your brand indispensable? Increasing market share, commanding premium price points, enhancing profit margins--the overall growth and enduring success of your business are inextricably linked to the strength of your brands. Whether it is a corporate, business unit, or product brand in question, your challenge is to identify a meaningfully differentiated positioning and to bring that positioning to life in the market in ways that are consistent with its compelling point of difference. However, today we are faced with a condition that can only be described as brand monotony–consumers' inability to distinguish between brands within practically any industry or category. If you were to remove your brand name from packaging, advertising, or any other piece of marketing collateral–while leaving every other communication element in place–would consumers be able to identify it as coming from your brand? In most cases, the answer is a resounding "no!" The Indispensable Brand is your guide to crafting a brand strategy and rising above the noise and monotony in your industry... to move your brands and business from indistinguishable to indispensable. In this book you'll learn: The five key components that comprise any comprehensive brand strategy The four ways for identifying a brand positioning that is meaningfully differentiated How to ensure every aspect of the customer experience is consistent with brand positioning The five sources of inspiration that can drive transformative brand extension and growth The seven types of brand stories, and their role in fostering enduring customer relationships How to ensure digital activation not only drives transactions but builds long-term brand equity How to measure and track your brand's effectiveness and grow its influence over time Your brands are more than a logo, identity, or tagline. They are among the most valuable assets of your company. They also represent the promise you make to and fulfill with, your customers. Whether your business is B2B or B2C; large or small, product- or service-based--and regardless of industry or sector--the principles put forward in The Indispensable Brand will help you build and maintain a portfolio of strong, profitable, and enduring brands. About the Author: Mitch Duckler is the founder and managing partner of FullSurge, a brand, and marketing strategy consultancy based in Chicago, Illinois. He has more than twenty-five years of brand management and management consulting experience. Prior to FullSurge, Mitch was a senior partner at Vivaldi Partners Group and a partner in the Chicago office of Prophet, where he co-led the brand strategy practice area. His client base includes Fortune 500 companies and numerous world-class brands, such as Exxon Mobil, Deloitte, Kellogg’s, Best Buy, Payless ShoeSource, American Family Insurance, NBCUniversal, Cox Communications, Alcon, The Home Depot, and General Electric. Mitch began his career in brand management at Unilever, where he worked on category-leading personal care brands, including Suave and Degree. He also worked for The Coca-Cola Company, where he helped launch an in-house consulting group that provides consumer and brand marketing consulting services to many of the company's largest retail customers. Mitch is a faculty member of the Association of National Advertisers (ANA) School of Marketing. He earned a BS in business from the University of Minnesota and an MBA from the University of Michigan. And, interesting fact – he attended the most recent perfect game in baseball (in 2012)! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/indispensable-brand-mitch-duckler

Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers by Jeb Blount About the Book: A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives, whether broad-based or targeted to specific accounts, strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you’ll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You’ll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases. About the Author: Jeb Blount is the author of 14 of the most definitive books ever written on sales and sales leadership and is among the world's most respected thought leaders on sales, leadership, and customer experience. Through his global training organization, Sales Gravy, Jeb and his team train and advise a who's who of the world's most prestigious organizations. His flagship website, salesgravy.com is the most visited sales-specific website on the planet. And, interesting fact -Jeb Blount is now a member of a very exclusive club: The Marketing Book Podcast 6-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-price-increase-jeb-blount

Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers by Robert Chen About the Book: How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of business Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs. About the Author: Robert Chen is a Partner at Exec|Comm LLC, a global skills-based training consultancy where he leads the firm’s business development and sales efforts. In addition to his corporate client work, Robert teaches Advanced Persuasion and Storytelling at the Wharton School for their MBA and Executive MBA programs. Robert founded Embrace Possibility, a digital media site focused on helping people reach their full potential. In 2013, Robert published his book on goal setting and success, The Dreams to Reality Fieldbook: A Step-by-Step Guide to Get What You Want. He has shared his perspective on business development, strategic career management, and professional development in numerous articles for Fast Company, Business Insider, and Training Magazine. Robert holds an MBA from Wharton and double majored in Chemistry and Economics at Cornell University. And, interesting facts – he has lived in China and Japan, visited the seven continents, got his start in the business world as a student selling Cutco knives and his LinkedIn bio mentions that he is a semi-cool dad at home. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-expertise-robert-chen

Marketing Artificial Intelligence: AI, Marketing, and the Future of Business by Paul Roetzer and Mike Kaput About the Book: Artificial intelligence is forecasted to have trillions of dollars of impact on businesses and the economy, yet many marketers struggle to understand what it is and how to apply it in their marketing efforts. The truth is, AI possesses the power to change everything. While AI-powered marketing technologies may never achieve the sci-fi vision of self-running, self-improving autonomous systems, a little bit of AI can go a long way toward dramatically increasing productivity, efficiency, and performance. Marketing AI Institute’s Founder & CEO, Paul Roetzer, and Chief Content Officer, Mike Kaput, join forces to show marketers how to embrace AI and make it their competitive advantage. Marketing Artificial Intelligence draws on years of research and dozens of interviews with AI marketers, executives, engineers, and entrepreneurs. Roetzer and Kaput present the current potential of AI, as well as a glimpse into a near future in which marketers and machines work seamlessly to run personalized campaigns of unprecedented complexity with unimaginable simplicity. As the amount of data exponentially increases, marketers’ abilities to filter through the noise and turn information into actionable intelligence remain limited. Roetzer and Kaput show you how to make breaking through that noise your superpower. So, come along on a journey of exploration and enlightenment. Marketing Artificial Intelligence is the blueprint for understanding and applying AI, giving you just the edge in your career you’ve been waiting for. About the Author: Paul Roetzer is founder and CEO of Marketing AI Institute and PR 20/20; author of The Marketing Performance Blueprint (Wiley, 2014), and The Marketing Agency Blueprint (Wiley, 2012); and creator of the Marketing Artificial Intelligence Conference (MAICON). As a speaker, Paul is focused on making AI approachable and actionable for marketers and business leaders. A graduate of Ohio University’s E.W. Scripps School of Journalism, Paul has consulted for hundreds of organizations, from startups to Fortune 500 companies. And, interesting fact – Paul’s agency was HubSpot's very first partner agency (2007) and Paul’s office in Cleveland looks out on the Cleveland Guardians baseball stadium! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/marketing-artificial-intelligence-paul-roetzer  

Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn by Paul Reilly About the Book: As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity? Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again. While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how to employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude. Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top. About the Author: Paul Riley is a speaker, sales trainer, and author. He is the co-author of Value-Added Selling and hosts The Q&A Sales Podcast. In his extensive sales career, Paul has sold through tough times and against tough competition. He cut his teeth in the commoditized propane industry – a notoriously price-sensitive and competitive market. He sold tools and fasteners in the construction industry during the Great Recession and sold medical equipment during one of the most uncertain times in the healthcare industry. And, interesting fact – he has a degree in marketing and is a fanatic golfer who has hit a hole in one! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-through-tough-times-paul-reilly

From Impressed to Obsessed: 12 Principles for Turning Customers and Employees into Lifelong Fans by Jon Picoult About the Book: If you’re aspiring to satisfy your customers, then you’re aspiring to mediocrity. That’s the fascinating premise of From Impressed to Obsessed, a book that will fundamentally change how you think about creating a successful, beloved business. Acclaimed customer experience expert Jon Picoult explains why building customer loyalty requires leaving indelible positive impressions on everyone you work with―not just shaping their experiences, but also shaping their memories. Picoult explores the cognitive science behind great customer experiences, pinpointing the breakthrough, psychology-based strategies that both industry leaders (like Apple, Disney, and Southwest Airlines), as well as fast-growing startups (like BILT and Framebridge), use to shape people’s perceptions and sculpt unforgettable impressions―thereby turning more sales prospects into customers, and more customers into obsessed brand ambassadors. Packed with intriguing case studies, engaging stories, and eye-opening research, the book details these proven principles and illustrates how they can be applied to almost any type of business or customer. Examples include cases that show how to: Create Peaks & Avoid Valleys―leverage the science of memory to etch positive impressions in people’s minds, by creating greater experiential peaks and fewer experiential valleys. Give the Perception of Control―the almost magical power of giving customers a sense of agency, via choice and expectation-setting, causing them to feel better about the experience a business is already delivering. Make It Effortless―make interactions easy for customers, not just from a physical perspective, but also from a cognitive one, to satisfy today’s demand for simplicity and convenience. Stir Emotion―harness the power of emotion as a memory cue, by infusing customer experiences with emotional resonance, highlighting positive feelings while stemming negative ones. No matter what kind of constituency you serve―customers or colleagues, individuals or institutions, employees or employment candidates―this book will help you do it with distinction. Picoult’s message is particularly relevant for managers, as he shows the parallels between how great companies cultivate engagement with customers, and how great leaders accomplish the same with their workforce. From Impressed to Obsessed reveals the what, the why, and― most importantly―the how behind great customer experiences. Filled with actionable insights, the book provides an invaluable roadmap for becoming the company that everyone wants to do business with, the employer everyone wants to work for, and the leader everyone wants to follow. About the Author: Jon Picoult is the founder of Watermark Consulting and a leading expert in customer and employee experience. Jon has been featured by dozens of media outlets, including The Wall Street Journal, the New York Times, NBC News, and Forbes. He has advised C-Suite leaders at some of the world’s foremost brands, helping companies capitalize on the power of loyalty – both in the marketplace and in the workplace. Jon earned his bachelor’s degree in Cognitive Science at Princeton and holds an M.B.A. from Duke. And, interesting fact – his introduction to the business world was working at his campus radio station! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/impressed-obsessed-jon-picoult

Black Goldfish: 10 Keys to Creating a Differentiated Experience by Stan Phelps About the Book: Your brand today is no longer what you tell people it is. It is the differentiated experience (DX) your employees deliver. It is what you stand for and how your customers feel about you. And most importantly, your brand is what your customers and employees tell others about their experience. Black Goldfish is an amalgam of the first 10 colors in the Goldfish Series. The color black happens when you put all the other colors together. Here’s a quick overview of the colors and 10 keys to creating a differentiated experience: PURPLE - little things that add value or make it easier for customers GREEN - little things that drive engagement and reinforce culture for employees GOLDEN - little things for your “vital few” employees and customers BLUE - leveraging technology, data, and analytics to improve customer experience RED - embracing purpose in business to benefit employees, customers, and shareholders PINK - differentiating by defying normal and exploiting imperfection YELLOW - contributing to the happiness of customers, employees, and society DIAMOND - excelling under pressure in sales and client management GRAY - leading across the five generations in the modern workplace SILVER - rising above distractions to communicate both loud and clear About the Author: Stan Phelps is a best-selling author, keynote speaker, and workshop facilitator. Stan is a TEDx speaker, and an IBM futurist and his writing has been syndicated on top sites such as Forbes, Customerthink, and Business2Community. He has spoken at more than 500 events across Australia, Bahrain, Canada, Ecuador, France, Germany, Holland, Israel, Japan, Malaysia, Peru, Russia, Singapore, Spain, Sweden, the UK, and the US. Prior to professional speaking, Stan had a 20-year career in marketing that included leadership positions at IMG, Adidas, PGA exhibitions, and Synergy. At Synergy, he worked on award-winning experiential programs for top brands such as KFC, Wachovia, NASCAR, Starbucks, and M&Ms. He is the author of The Goldfish series of business books which includes Purple Goldfish, Green Goldfish, Golden Goldfish, Blue Goldfish, Pink Goldfish, Yellow Goldfish, Gray Goldfish, Red Goldfish, Diamond Goldfish, Silver Goldfish, and one other book – Bar Tricks, Bad Jokes And Even Worse Stories: 101 Bar Tricks, Riddles, Jokes and Stories. And, interesting fact – Stan also has a law degree! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/black-goldfish-stan-phelps

The Carbon Almanac: It's Not Too Late with Seth Godin and David Meerman Scott About the Book: When it comes to the climate, we don’t need more marketing or anxiety. We need established facts and a plan for collective action. The climate is the fundamental issue of our time, and now we face a critical decision. Whether to be optimistic or fatalistic, whether to profess skepticism or to take action. Yet it seems we can barely agree on what is really going on, let alone what needs to be done. We urgently need facts, not opinions. Insights, not statistics. And a shift from thinking about climate change as a “me” problem to a “we” problem. The Carbon Almanac is a once-in-a-lifetime collaboration between hundreds of writers, researchers, thinkers, and illustrators that focuses on what we know, what has come before, and what might happen next. Drawing on over 1,000 data points, the book uses cartoons, quotes, illustrations, tables, histories, and articles to lay out carbon’s impact on our food system, ocean acidity, agriculture, energy, biodiversity, extreme weather events, the economy, human health, and best and worst-case scenarios. Visually engaging and built to share, The Carbon Almanac is the definitive source of facts and the basis for a global movement to fight climate change. This isn’t what the oil companies, marketers, activists, or politicians want you to believe. This is what’s really happening, right now. Our planet is in trouble, and no one concerned group, corporation, country, or hemisphere can address this on its own. Self-interest only increases the problem. We are in this together. And it’s not too late for concerted, collective action for change. About the Guests: From The Carbon Almanac website… Seth Godin is the Founding Editor of The Carbon Almanac and is the author of twenty bestsellers, a daily blogger, and the founder of one of the first Internet companies. He paddles his canoe on the Hudson River every day. David Meerman Scott is the author of 12 books including The New Rules of Marketing & PR and the WSJ bestseller Fanocracy, marketing & business growth strategist, entrepreneur, and advisor to emerging companies. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/carbon-almanac-seth-godin-david-meerman-scott  

Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative by Anthony Iannarino About the Book: Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world. About the Author: Anthony Iannarino is a writer, a best-selling author, a speaker, a sales leader, and an entrepreneur. His primary focus is human effectiveness in sales, management, leadership, and personal and professional transformation. Anthony publishes a daily post on his blog, a practice he has kept since the end of 2009. And, interesting facts – he has a law degree and at one time was the lead singer for a hair metal band in LA! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/elite-sales-strategies-anthony-iannarino

Influence Is Your Superpower: The Science of Winning Hearts, Sparking Change, and Making Good Things Happen by Zoe Chance About The Book: “The new rules of persuasion for a better world.” —Charles Duhigg, author of the bestsellers The Power of Habit and Smarter Faster Better Rediscover the superpower that makes good things happen, from the professor behind Yale School of Management's most popular class. You were born influential. But then you were taught to suppress that power, to follow the rules, to wait your turn, to not make waves. Award-winning Yale professor Zoe Chance will show you how to rediscover the superpower that brings great ideas to life. Influence doesn’t work the way you think because you don’t think the way you think. Move past common misconceptions—such as the idea that asking for more will make people dislike you—and understand why your go-to negotiation strategies are probably making you less influential. Discover the one thing that influences behavior more than anything else. Learn to cultivate charisma, negotiate comfortably and creatively, and spot manipulators before it’s too late. You’ll meet alligators, skydivers, a mind reader in a gorilla costume, Jennifer Lawrence, Genghis Khan, and the man who saved the world by saying no. Influence Is Your Superpower will teach you how to transform your life, your organization, and perhaps even the course of history. It’s an ethical approach to influence that will make life better for everyone, starting with you. About The Author: Zoe Chance teaches, researches, writes about, and talks about the psychology of influence all the freaking time because it's the secret to happiness, success, and saving the world. Her influence course is the most popular elective at Yale School of Management, and that course sparked the idea for this book. Her research has been published in places like Proceedings Of The National Academy Of Sciences and Harvard Business Review, and she has appeared on stages, on TV, and in media outlets around the world including The New York Times, the BBC, CNN, and The Economist. Google used Zoe's behavioral economics framework to design its food policies. Before coming to Yale, she earned a doctorate in marketing from Harvard, worked in sales jobs like door-to-door sales and telemarketing, and managed a 200 million dollar segment of the Barbie brand at Mattel. She is donating half the profits from this book to help solve the climate crisis. And, interesting fact – she once had a starring role in an obscure karate movie so boring that both her parents fell asleep watching it! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/influence-superpower-zoe-chance

The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success by Brent Keltner About the Book: Want to accelerate your sales? Stop selling, and start connecting. Today’s buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they’re overloaded, overwhelmed, and tuned out? The fact is, product-centered pitching simply doesn’t cut it anymore. Buyers don’t want to hear about your product’s features—they want to hear about how it can solve their problems or help them reach their goals. In The Revenue Acceleration Playbook, sales and marketing expert Brent Keltner introduces a proven, go-to-market framework to increase personalization and authenticity across every step of the buyer journey—from initial buyer engagement and prospecting to closing new deals and expanding customer relationships, to growing target market segments. Drawing on more than twenty successful company examples, Keltner shows you, step by step, how to build an authentic buyer journey that will generate more opportunities, higher account values, and faster segment growth. An essential handbook for CEOs, revenue leaders, go-to-market team members, and everyone in between, The Revenue Acceleration Playbook is your guide to building a high-growth organization, from the sales floor to the executive suite.  About the Author: Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology. Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation. He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times. And, interesting fact – he has a black belt in Karate! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/revenue-acceleration-playbook-brent-keltner

How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth by Stu Heinecke About the Book: “Weeds scale faster than any business. It’s in their DNA.” - Kathy Ireland, CEO, Kathy Ireland Worldwide A playbook for growing your business no matter the circumstances. Hall-of-Fame-nominated marketer, bestselling author, and Wall Street Journal cartoonist Stu Heinecke shares his fascination with weeds and how anyone can grow their business into something resilient and unstoppable. How to Grow Your Business Like a Weed applies a model to business growth, examining the successful strategies that ordinary weeds use to spread, and prosper in almost any situation. This book will enable readers to apply strategies, mapping their own path to rapid and sustainable growth, while providing a focus on weed-based attributes to get the job done quickly and effectively. It also provides a pathway to transform their entire team into a collective of weeds operating on behalf of the company, acting as an incubator for innovation and productivity, while enriching their own opportunities for growth and security. An accessible and practical guide that leaders and companies across industries can help increase their market share, prominence, and customer base, this book enables them to grow, expand, dominate, and defend their turf. Stu has explored the Weeds model for several years, collecting insights from thought leaders from the worlds of business, government, and entertainment including T. Boone Pickens, Kathy Ireland, General Barry McAffrey, Henrik Fisker, Gareb Shamus, Giovanni Marsico, Esther Dyson, Christopher Lochhead, Nathan Myrhvold, Carmen Medina, Jon Ferrara, and Jonna Mendez.  About the Author: Stu Heinecke is a best-selling author, twice nominated Hall of Fame marketer, and Wall Street Journal cartoonist. His first book, How To Get a Meeting with Anyone, which introduced the concept of contact marketing, was named one of the top 64 sales books of all time. The American Marketing Association named him the "Father of Contact Marketing." Stu's books have enjoyed glowing coverage in Forbes, Inc., Harvard Business Review, CBS radio, and many other places. Stu is also a NASDAQ Entrepreneurial Center Author in Residence and Mentor, and founder of cartoonists.org, a group of cartoonists from The Wall Street Journal and The New Yorker, who donate art to help charities raise funds. And, interesting fact – he and his wife Charlotte live on Whidbey Island in the Pacific Northwest in Puget Sound, north of Seattle AND and at the University of Southern California, he was a college party pal of actor LeVar Burton! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/how-grow-business-like-weed-stu-heinecke

Fans First: Change The Game, Break The Rules & Create An Unforgettable Experience by Jesse Cole About the Book: The Savannah Bananas should not exist. You can't name any of their players. They play in a 1920s-era ballpark with no ads or billboards. They play in kilts, stilts, and stilettos. They even have an all-grandma dance team: the Banana Nanas. Everything the Bananas do is unconventional. It shouldn’t work. And yet they sell out every game, have a waitlist in the thousands, ship merchandise around the globe, and entertain millions of followers on social media. ESPN calls the Bananas “the greatest show in baseball.” How is this even possible? Two words: Fans First. Packed with behind-the-peel stories, hard-earned lessons, and a few other surprises, Fans First teaches you how to stand out in your marketplace, drive explosive growth, and inspire fanatical loyalty. If this all sounds bananas, that’s the point. Normal leaders read normal books and get normal results. But if you’re ready to change the game, break the rules, and create your own unforgettable team, then it’s time to go Fans First. About the Author: Jesse Cole is a fanatic about fandom. In 2016, he founded Fans First Entertainment and launched the Savannah Bananas baseball team with one mission: to spark a fan-focused movement. Whether at the ballpark, on social media, onstage delivering keynotes, in features for ESPN and Entrepreneur, or in his first book, Find Your Yellow Tux, Jesse continues to create fans all over the world. Jesse is the proud inventor of Banana Ball and Dolce & Banana underwear and not-so-proud promoter of the Human Horse Race and Flatulence Fun Night. He’s a raving fan of his wife Emily, his kids, and peerless promoters like Walt Disney, PT Barnum, and Bill Veeck. Jesse owns seven yellow tuxedos. And, interesting facts – as a baseball player he pitched no-hitters, he hit three home runs, and he even got to pitch at Fenway Park, home of the Boston Red Sox. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/fans-first-jesse-cole

The Conversion Code: Stop Chasing Leads and Start Attracting Clients (2nd Edition) by Chris Smith About the Book: In The Conversion Code: A Step-by-Step Guide to Marketing and Sales that Will Grow Your Business Faster, Second Edition, digital marketing and lead conversion expert Chris Smith delivers the ultimate exploration of the marketing and advertising tactics that are successfully generating higher quality leads that are easier for salespeople to convert. Smith researches and tests the latest and most popular platforms, including TikTok, YouTube, and Instagram, while also studying the most effective sales techniques, tools, and scripts. In this book, you'll learn to: Increase your lead conversion rate, reduce your cost per lead and improve your overall ROI from marketing and sales Generate an endless supply of high-quality leads from social media that are easy to convert into closed sales Stop chasing leads and start attracting clients with amazing marketing and clever ads Adapt to the consumer privacy changes that have made targeting ads and getting leads to answer the phone harder than ever Differentiate your brand in a way that positions you as the authority and gets people contacting you who are already sold An invaluable reference and easy to follow guide for real estate agents, loan officers, SaaS, and small businesses competing in the hyper-competitive online environment. The Conversion Code, Second Edition, is also a fantastic resource for sales leaders, marketing managers, business owners, and anyone else with a team who is responsible for growing revenue. About the Author: Chris Smith is the co-founder of Curaytor (an Inc 500 fastest-growing business) and he is one of the “Four Best Marketers Under 40,” according to the American Marketing Association. His book, The Conversion Code, is taught at colleges like John Hopkins University and he has been a guest lecturer at NYU. Chris used the blueprint in The Conversion Code to quickly grow his company to eight figures in annual recurring revenue, without raising any venture capital. His work has been featured in AdWeek, Forbes, Fortune, and many other publications. Previously, Chris work for two billionaires, a billion-dollar publicly-traded company, and a startup that was acquired for nine figures. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/conversion-code-2-chris-smith

The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly (8th Edition) by David Meerman Scott About the Book: The new eighth edition of the pioneering guide to generating attention for your idea or business is jam-packed with new and updated techniques As the ways we communicate continue to evolve, keeping pace with the latest trends in social media, including social audio like Clubhouse, the newest online video tools such as TikTok, and all the other high-tech influences can seem an almost impossible task. How can you keep your product or service from getting lost in the digital clutter? The eighth edition of The New Rules of Marketing and PR provides everything you need to speak directly to your audience, make a strong personal connection, and generate attention for your business. An international bestseller with nearly half a million copies sold in twenty-nine languages, this revolutionary guide gives you a proven, step-by-step plan for leveraging the power of technology to get your message seen and heard by the right people at the right time. You will learn the latest approaches for highly effective public relations, marketing, and customer communications—all at a fraction of the cost of traditional advertising! The latest edition of The New Rules of Marketing and PR has been completely revised and updated to present the most innovative methods and cost-effective strategies. The most comprehensive update yet shows you details about the pros and cons of AI and machine learning to automate routine tasks. Your life is already AI-assisted. Your marketing should be too, but there are challenges to be aware of. The definitive guide on the future of marketing, this must-have resource will help you: Incorporate the new rules that will keep you ahead of the digital marketing curve Make your marketing and public relations real-time by incorporating techniques like newsjacking to generate instant attention when your audience is eager to hear from you Gain valuable insights through compelling case studies and real-world examples The eighth edition of The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly is the ideal resource for entrepreneurs, business owners, marketers, PR professionals, and managers in organizations of all types and sizes. About the Author: David Meerman Scott is an internationally acclaimed business growth strategist whose books and blog are must-reads for professionals seeking to generate attention in ways that grow their businesses. He is the author or co-author of 12 books, including four international bestsellers including Real-Time Marketing & PR, a Wall Street Journal bestseller, and The New Rules of Sales and Service. He co-authored Marketing the Moon (the inspiration for a PBS American Experience miniseries titled Chasing the Moon) and Marketing Lessons from the Grateful Dead. David’s newest book Fanocracy: How to Turn Fans into Customers and Customers into Fans, another Wall Street Journal bestseller, was co-written with his daughter Reiko. The New Rules of Marketing & PR, now in its eighth edition, has been translated into 29 languages from Albanian to Vietnamese and is used as a text in hundreds of universities and business schools worldwide. It has become a modern business classic, with well over 400,000 copies sold to date. And, interesting facts – David has worked on a Wall Street bond trading desk and was a male model. He collects artifacts from the Apollo space program and has a lunar module descent engine in his home museum. He has acted in TV commercials and the movies Chappaquiddick and American Hustle, and he even appeared in an opera production by Teatro alla Scala. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/new-rules-marketing-pr-8-david-meerman-scott

Competing on Thought Leadership: How Great B2B Companies Turn Expertise Into Revenue by Robert Buday About the Book: “Thought leadership” is now a core part of the business lexicon. Numerous corporate websites devote whole sections to it. Entire conferences are built around it (TED and the World Economic Forum as the most exclusive ones). It’s at the center of sophisticated, high-ticket PR campaigns. Thousands of people are making careers out of it. And companies from Fidelity Investments, Adobe and Cigna to PwC, Accenture and Spotify have people in charge of it. Interest in the field of thought leadership is white-hot -- just like the buzz created by illustrious thought leaders when they bring groundbreaking ideas to market. So it’s about time the topic of thought leadership itself got a substantive treatment. In Competing on Thought Leadership, Robert Buday boldly delivers it. He defines thought leadership concretely: as the acclaim that a firm or a person earns for developing, marketing, and delivering superior expertise in solving complex customer problems. And he defines it broadly -- as a business strategy, not just a marketing strategy. Buday also brings to bear his client work and research since the 1980s in helping companies and individuals inside them become known worldwide as leading experts in their field, which in turn has increased their revenue and profit multifold. This book focuses on how businesses that sell services and products to other businesses can thrive on thought leadership. It takes the lessons learned at some of the best firms in the world at selling expertise – consulting, accounting, law, financial services, and technology firms – and makes them practical for every B2B firm. Yet the principles of Competing on Thought Leadership apply to all organizations – for-profit and nonprofit alike -- that must demonstrate superior expertise in solving complex problems. Consumer companies, charitable foundations, and other organizations, too, can benefit greatly from adopting these best practices in thought leadership. About the Author: Since the late 1980s, Robert Buday has been regarded as a pioneer in the theory and practice of thought leadership — well before the concept became widely adopted and loosely interpreted. He and his team at his firm, Buday Thought Leadership Partners LLC, collectively bring decades of experience in helping business-to-business companies become widely recognized and richly rewarded for their expertise. His two firms, Bloom Group and Buday TLP  have provided thought leadership strategy, content development,   and marketing services to such companies as Deloitte, Accenture, EY, Microsoft, CSC, and a range of smaller B2B firms. He has helped clients develop and publish dozens of opinion articles in the world’s most prestigious business and management publications including Harvard Business Review, Forbes, MIT Sloan Management Review, Financial Times, Bloomberg BusinessWeek, and others. He also has helped several clients conceptualize, develop and publish best-selling books. And, interesting fact – it took him 22 years to get to his first date with his wife! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/competing-thought-leadership-robert-buday

Sell Without Selling Out: A Guide to Success on Your Own Terms by Andy Paul About the Book: Forget everything you learned about selling. Persuasion is not a sales skill―it’s a blunt instrument of last resort that sellers use when they don’t know how to influence the choices their buyers make. It’s the weapon of choice for mindless, uninspired sellers: the sales zombies who have stopped learning and stopped improving. Wouldn’t you rather learn how to master the art of selling in, by listening to what your buyers really want? In Sell without Selling Out, global sales guru, top podcaster, and entrepreneur Andy Paul shows you how to take charge of your own career without selling out to outdated, ineffective sales methods. He reveals the four Sell In pillars that are the indispensable instruments of selling: Connection, Curiosity, Understanding, and Generosity. Everything else is mostly a combination of product features, technical specifications, and pricing, which your buyers can get from the Internet. What they seek (and deserve) can only come from you: the human seller. If you’ve been told you need to be more “salesy” to get ahead in your career, you need this book. About the Author: From the author's website... I’ve been in sales for over four decades. My first sales job was selling women’s shoes at JC Penney. In my professional career, I’ve sold everything from computers to small businesses to complex communications systems that sold for tens of millions of dollars to some of the world’s largest enterprises. I closed hundreds of millions of dollars in products and services before starting my own company. I was not a typical salesperson. I’m a bit of an introvert. My first employer didn’t think I’d ever succeed because they believed I was “too analytical.” I was a history major in college yet I spent most of my career flying around the world selling complex technical products to enterprises on every continent but Antarctica. I’ve grown and managed large sales teams from scratch. I’ve coached average performers into being top producers. And, yet, every new position I took on in my career presented a challenge and required that I re-invent myself. I had to educate myself about new technologies, new solutions, new products, new customers, and their unique requirements. Every single day I had to take the responsibility to make myself smarter and better. There was no training that would do that. It was this experience of assuming responsibility for my own career education; of using day-to-day learning to power my way to whatever successes I achieved, that inspired me to start my own company in 2000. Since then I’ve been on a mission to educate sales leaders and sales professionals about the power of continuous learning to transform how they perform. I’m #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. More than 170,000 people have signed up to follow the advice I share there. My podcast, Accelerate Your Sales!, is on the top of every list of the best sales podcasts with over 2 million downloads to date, and was on INC Magazine’s list of the top leadership podcasts. My two award-winning books, Zero-Time Selling and Amp Up Your Sales, were both Amazon best-sellers. And, you know what? Even today, with all my experience, I’ll be the first to admit that I still don’t know everything I need to know about sales. I’m still learning and perfecting my craft every single day. ### Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sell-without-selling-out-andy-paul  

Get Your Startup Story Straight: The Definitive Storytelling Framework for Innovators and Entrepreneurs by David Riemer About the Book: In a world that’s been turned upside down by a pandemic, social upheavals, environmental disasters, and economic disruptions, the need for reinvention is paramount. While many entrepreneurs and innovators have brilliant ideas, they desperately need the skills to successfully articulate their vision to investors, prospective customers, employees, and stakeholders. In this informative and empowering book, David Riemer breaks down the storytelling clutter so you can gain the attention you need to be successful. Storytelling is foundational. If you have a groundbreaking invention in mind or have a plan to solve worldwide problems, Get Your Startup Story Straight is the tool you need to create better customer-focused solutions, motivate more backers to your project, and ultimately dominate in the market. Broken down into three acts, this book will allow you to discover the building blocks of your narrative, the storytelling techniques to convey your ideas clearly, and the archetypes for inspiration. The author’s own words tell it all: “Innovators are ubiquitous nowadays, and for this community, storytelling is essential.” If you are a creator struggling to get others on board, this is the handbook to refine your story to guide your product strategy, shape your company, and ultimately improve lives. About the Author: David Riemer has worked in the center of the global hub of innovation—the San Francisco Bay Area—for most of his professional life. He has spent forty years telling stories as a marketing and advertising executive at J. Walter Thompson, Yahoo!, and several startups. Today he is an executive-in-residence at Berkeley-Haas School of Business, advising teams at Bay Area accelerators, and running storytelling training at Google, SAP, Salesforce, Netflix, Bose, Kaiser Permanente, and Abbot Labs. He holds a BA from Brown University and an MBA from Columbia University. And, interesting fact - he produces theater and serves as chair of the board of the American Conservatory Theater in San Francisco.  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/get-startup-story-straight-david-riemer

An Audience of One: Drive Superior Results by Making the Radical Shift from Mass Marketing to One-to-One Marketing by Jamie Turner and Chuck Moxley About the Book: The breakthrough marketing strategy today’s leading companies are using to change consumer behavior and drive revenue to the bottom line. One-to-one marketing is the breakthrough strategy today’s top brands are using to generate meaningful conversations with customers on an individual basis, helping them grow their revenue while understanding and even anticipating consumer behavior. But with that enormous potential comes a common pitfall: Alienating customers who value their privacy. In An Audience of One, internationally recognized marketing experts Jamie Turner and Chuck Moxley reveal the secrets to implementing a strategy that allows you to use important data while respecting consumers’ privacy concerns. In chapter after chapter of real-life cases and primary research, you’ll learn: Which brands are using one-to-one marketing, and how they leverage it for growth The important role privacy plays in a one-to-one marketing campaign What fears consumers have about privacy―and how to address those concerns How to calculate the ROI of a one-to-one marketing campaign Why the traditional sales funnel no longer works―and what’s replacing it Surprising insights about how the customer journey can be leveraged to grow sales How to create consumer profiles―without invading your customers’ privacy If you’re a marketing professional, C-level executive, entrepreneur, or leader in any consumer-facing business, understanding one-to-one marketing―and learning how to use it properly―is critical to your brand’s success. An Audience of One will give you the in-depth understanding you need and provide a hands-on, actionable roadmap to take your marketing to the next level. About the Author: Jamie Turner is an internationally recognized author, professor, and speaker. His client list has included The Coca-Cola Company, AT&T, Microsoft, Verizon, SAP, T-Mobile, and Holiday Inn. You may have seen Jamie in Forbes, Inc., Entrepreneur, Business Insider, or the Wall Street Journal. He’s also a regular guest on CNN and HLN where he contributes segments on marketing, persuasion, and leadership. He teaches at Emory University and the University of Texas and is the co-author of several business books including How to Make Money with Social Media and Go Mobile. He is the founder of 60SecondMarketer.com and has a popular new YouTube series called IN:60. He is also the co-founder of A School Bell Rings, a non-profit that improves access to education for impoverished children around the globe. And, interesting fact - he was born in London England! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/audience-one-jamie-turner

Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More by Dale Merrill, Scott Savage, Jennifer Colosimo and Randy Illig About the Book: You are competing with the top salespeople in your industry for the same customers. For each sales opportunity, there is only one winner. What separates a “winner” from the rest of the very best and makes them “strikingly different”? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the “Strikingly Different” sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: Capture Attention with Verbal Billboards Create Excitement with Movie Trailers Build Confidence with Flashbacks and Flashforwards Become Essential with “Why Us!” Differentiators Get Curious and Find the Gaps Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling. About the Author: Dale Merrill is a Global Managing Director in FranklinCovey’s Sales Performance Practice where he helps clients dramatically grow revenues and profitability. For more than 30 years, Dale has led businesses and helped a wide range of clients solve challenges and win more business around the world including North and South America, Europe, the Middle East, Asia, Africa, and Australia. Prior to joining Franklin Covey, Dale served in senior executive leadership roles at several different companies, including as President of a 1,500-employee digital services company, as CEO of a private investment company, and as a Partner with a global consulting company. He is a proud graduate of Brigham Young University and, interesting fact - he is also a Certified Public Accountant. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/strikingly-different-selling-dale-merrill

Sell More with Science: The Mindsets, Traits, and Behaviors That Create Sales Success by David Hoffeld About the Book: Today, in sales, business, and life, you need every advantage you can get. In Sell More with Science, David Hoffeld, the world’s leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world. Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition. You’ll discover: Two evidence-based mindsets that will help you earn more sales Seven strategies that will boost your chances of reaching any goal Powerful principles that will enhance your ability to guide potential clients into positive buying decisions Ways to win day-to-day interactions—in business and beyond How to reframe any idea or situation What it means to sell with integrity A science-backed formula you can follow to create positive career change And much more Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights. About the Author:  David Hoffeld is the CEO and chief sales trainer at Hoffeld Group, a research-based sales and consulting firm. He’s pioneered a sales approach based on research in neuroscience, social psychology, and behavioral economics that’s been proven to dramatically increase sales. He has trained and coached salespeople from small and medium-sized businesses to Fortune 500 companies. David has lectured at Harvard Business School and has been featured in Fortune, U.S. News and World Report, The Wall Street Journal, Fast Company, Harvard Business Review, Investor’s Business Daily, INC, Forbes, CBS Radio, Fox News Radio, and more. And, interesting fact – at the age of 10, he read Dale Carnegie’s bestselling book How to Win Friends & Influence People! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sell-more-science-david-hoffeld

What Customers Hate: Drive Fast and Scalable Growth by Eliminating the Things that Drive Business Away by Nicholas Webb About the Book: This book will teach you how to eliminate what customers hate and lead your market and customer satisfaction. Whether you’re selling to consumers or business-to-business (B2B), perfection in the marketplace does not exist. When making buying decisions, customers are faced with an array of imperfect choices. The best organizations in the world are not only delivering great customer experience, but they’re also taking steps to proactively avoid the things that customers hate. These companies have learned that if you can eliminate what customers hate, you will instantly become the best option in your market. No company, brand, or service enjoys 100 percent love. There will always be some degree of hate in the mix. Hate is a source of friction, and if there is too much friction, the process of moving products and services— regardless of their high quality—into the hands of customers will grind to a halt. What Customers Hate will show you how to avoid the common pitfalls that have damaged some of the best organizations and best teams in the world, and how to change the philosophical view of customer experience so you can learn that customer experience is actually an innovation activity. This customer experience playbook will give you actionable takeaways that include: How to turn an upset customer into a customer for life, in five easy steps. Why “haters” will determine your organization’s growth and profitability. How to thrive in the “experience economy.” The importance of the five-touch journey mapping. The impact of hate-love personification. How to turn your customers into “Evangelists.” The power of: Attraction, Promotion, Retention, and Avoiding Deflection. The secrets of the best organizations in the world. This book is the product of many years of front-line work with some of the top brands in the world and their customers. Set aside the theories and concepts, this is the playbook you need. You’ll find that this approach will make it fast and easy to drive scalable growth, profitability, and most importantly, customer happiness. About the Author: Nicholas J. Webb is an award-winning inventor with over 40 US patents, a keynote speaker, and best-selling author. As a keynote speaker, he has traveled the world, speaking on future trends, personal growth, and innovation. His best-selling books include What Customers Crave: How to Create Relevant and Memorable Experiences at Every Touchpoint and The Innovation Mandate: The Growth Secrets of the Best Organizations in the World, both of which have been featured on The Marketing Book Podcast. He currently serves as the CEO of Leader Logic. And, interesting fact: he is the host and executive producer of a recent award-winning documentary, The Healthcare Cure. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/what-customers-hate-nicholas-webb

How Creativity Rules the World: The Art and Business of Turning Your Ideas into Gold by Maria Brito About the Book: Learn to make creativity work for your career. Maria Brito illustrates how creativity is merely a series of habits, actions, and attitudes that anyone can develop—regardless of who you are or what you do. There has never been a more crucial time than now to develop your creativity and your ability to innovate. Coming up with original ideas of value is today’s most precious skill. Contrary to a myth that has been unfairly perpetuated, creativity can be taught and learned by anyone. How Creativity Rules the World builds the case for creativity as an inexhaustible resource available to everyone and proves that it is the key to thriving in the business world and beyond. With revealing studies and stories spanning business and art, How Creativity Rules The World is a deep dive into history, culture, psychology, science, and entrepreneurship; breaking down and analyzing the elements used by some of the most creative minds throughout the last 600 years. Maria Brito discovered the power of creativity when she transitioned from being an unhappy Harvard-trained corporate lawyer to a thriving entrepreneur and innovator in the art world. She flipped the barrenness around her to emerge as one of the most well-known disruptors in the art world. With this book, you will learn how to: Overcome limiting thoughts and dispel myths about creativity. Unleash creativity through concrete data, historical passages, and examples of modern entrepreneurship. Develop timeless habits, principles, and tools that worked six centuries ago and continue to work today. Employ creativity in an everyday context to produce extraordinary results. After applying the principles in How Creativity Rules the World to her own business, she started teaching them to hundreds of people, ranging from entrepreneurs to artists to CEOs. As evidenced by her students’ creative successes, Maria knows that this timeless guide will allow others to strike gold with their ideas. How Creativity Rules the World promises to make the creative process of successful seven-figure artists and billion-dollar entrepreneurs—as well as Maria’s own—accessible and actionable for you to take the power of their ideas to the next level. About the Author:   Originally from Venezuela, Maria Brito was selected by Complex Magazine as one of the "20 Power Players in the Art World," as well as being named one of ARTNEWS Magazine’s “Deciders.” She has advised hip-hop moguls, Oscar® winning actors, Tony® winning producers, CEOs of Fortune 500 companies, and many more. She has written for publications such as Entrepreneur, Huffington Post, Elle, Forbes, Artnet, Cultured Magazine, and Departures. For several years, Maria has taught her creativity course in companies, and in 2019, she launched “Jumpstart,” an online program on creativity for entrepreneurs based on years of research and observation in both the areas of business and art. Maria also wrote and hosted “The “C” Files with Maria Brito”, a TV and streaming series for PBS’s new station “ALL ARTS.” And, interesting facts – she is a graduate of Harvard University and Harvard Law School! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/how-creativity-rules-world-maria-brito

A Practitioner's Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts (2nd Edition) by Bev Burgess and Dave Munn About the Book: As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programs. Featuring insights from practicing professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2, and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions, and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing. About the Author: Dave Munn is President of ITSMA, a research-based community for B2B marketing leaders that pioneered the account-based marketing approach in the early 2000s. ITSMA is now a Momentum Group company. Prior to joining ITSMA in 1995 Dave held senior-level marketing positions with Oracle and Apple and was a senior analyst at the Ledgeway Group (now part of Gartner). He holds an MBA from Northwestern University’s Kellogg School, where he concentrated in Marketing and Corporate Strategy.  And, interesting fact: The only reason his wife Jennifer married him is that on their first date he mentioned having read Hemingway’s The Sun Also Rises and that he had run with the bulls in Pamplona Spain! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/practitioners-guide-account-based-marketing-dave-munn

How Not to Suck At Marketing by Jeff Perkins About the Book: If you’ve ever felt like you suck at marketing, you’re not alone. Survive and thrive in today’s digital world. Let’s face it, marketing today is really, really hard. From the explosion of digital advertising options to the thousands of martech tools out there on the market, it’s virtually impossible to stay on top of it all. Even more challenging is the deluge of analytics available, leaving marketers swimming in data but thirsting for knowledge. But you don’t have to feel like you suck at marketing. Join award-winning marketing leader Jeff Perkins as he examines how to avoid the pitfalls and survive in today’s ever-changing marketing landscape. Focusing on essential skills for modern marketers, How Not to Suck at Marketing prepares you to: Create a focused marketing program that drives results Collaborate effectively with the key stakeholders Assemble a high-performing marketing team Define and nurture your company (and personal) brand Build a focused career and find the right job for you Digital tools allow us to track immediate results, but marketing has always been about the long game. Tackle your marketing strategy and build a focused career with this practical guide. About the Author: With over 20 years of marketing experience, Jeff Perkins is a self-described marketing geek who frequently contributes to several marketing publications, speaks at lots of industry events, and has won numerous awards such as the Atlanta Business Chronicle’s MAX Award for marketing excellence and the Technology Association of Georgia’s Award for Marketing Executive of the Year. Jeff is currently CEO at ParkMobile, but he started his career grinding it out in the NYC ad industry. His experiences range from traditional to digital, B2C to B2B, and agency-side to client-side. And, interesting facts - he’s native of southern New Jersey, is a big fan of the Philadelphia Eagles and Bruce Springsteen (whom he has seen perform over 30 times)! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/not-suck-marketing-jeff-perkins

Converted: The Data-Driven Way to Win Customers' Hearts by Neil Hoyne About the Book: When the world’s biggest brands want to sharpen their digital marketing strategy, they call Neil Hoyne – Google’s Chief Measurement Strategist and Senior Fellow at the Wharton School. In his first book, he offers a simple, research-backed playbook that anyone can use to find their best customers and develop relationships that last. Under pressure for quick results and facing fierce marketplace competition, too many marketers are boxed into spaghetti-to-the-wall forms of digital marketing that limit the potential of their long hours, countless experiments, and warehouses of data. And in the end, they watch their competition sprint ahead. But what if you built a business around long-term relationships with customers, using data to understand who they are, what they need, and where to find more customers just like them? You can. And you’ll leave your competitors, with all of their data and their short-term thinking, to poke around in the scraps. In Converted, you will learn how to: Understand the full value of each relationship Engage in an ongoing conversation with your best customers Ask the right questions so you can anticipate your customers’ needs Find more great customers A real person is always on the other end of the transaction. Converted shows you how to win their hearts. About the Author: Neil Hoyne has served as an analyst, researcher, inventor, lecturer, and, in his words, the father of many forgettable slides of glossy funnels and Venn diagrams. A witness to and participant in billion-dollar successes, and instructive failures, all in the pursuit of building indestructible customer relationships through digital media. A key player in the executive rallying cry to be more “data-driven.”  As Google’s Chief Measurement Strategist, Neil has had the privilege to lead more than 2,500 engagements with the world’s biggest advertisers. His efforts have helped these companies acquire millions of customers, improve conversion rates by more than 400 percent and generate billions in incremental revenue. Immensely proud of the degrees he’s earned from Purdue University and UCLA, Neil returned to academia in 2018 as a Senior Fellow at the Wharton School of the University of Pennsylvania. And, interesting fact – despite the topic of the book, he does not have a quantitative background! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/converted-neil-hoyne

The Next CMO: A Guide to Operational Marketing Excellence by Peter Mahoney, Scott Todaro, and Dan Faulkner About the Book: The world is changing and so is the marketing profession. CMOs and the next generation of marketing leaders need to read this book to develop a strategy for ensuring operational excellence to achieve their goals. This book provides a best practices approach for forming your marketing goals, creating a strategy, building a plan, crafting impactful campaigns, optimizing budgetary spending, and measuring true ROI. This book provides models, practical approaches, and templates to help the reader structure their own marketing strategy. About the Author: Peter Mahoney is the founder and CEO of Plannuh, the AI-driven marketing planning, and budget platform. Peter has degrees in Physics and Computer Science, and then showed up in the wrong room one day and ended up in marketing. In his 30+ year career, Peter has built products and led marketing for startups and for multi-billion dollar public companies, including voice and AI innovator Nuance, where he was the chief marketing officer. And, interesting fact - he is a graduate of the oldest existing school in the United States, the Boston Latin School, founded in 1635.   Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/next-cmo-peter-mahoney

Find Your Yellow Tux: How to Be Successful by Standing Out by Jesse Cole About the Book: Stop standing still. Start standing out. Whether in school, factories, or corporate offices, people are in a mad rush to the middle, going about their business and fitting in. The problem is, while you may feel as if you’re doing your own thing, you’re not—you’re doing what’s expected of you. To stand out, take whatever you think is normal, and do the exact opposite. In Find Your Yellow Tux, Jesse Cole, an in-demand speaker and baseball ringleader, shares how you can achieve amazing things by doing the unexpected. Using examples from his life and the lives of his heroes—P. T. Barnum, Walt Disney, and MLB owner Bill Veeck, Cole shows how to reinvigorate your goals, reignite your passions, and excel in business and beyond. The time to break the mold is now—with Find Your Yellow Tux, you'll discover how to find joy and success in everything you do. About the Author: Jesse Cole is the founder of Fans First Entertainment and owner of the Savannah Bananas baseball team. His team has welcomed more than one million fans to their ballpark and has been featured on MSNBC, CNN, ESPN, and in Entrepreneur Magazine. The Bananas have been awarded Organization of the Year, Business of the Year, and won the Coastal Plain League Championship in their first year. Fans First Entertainment has been featured on the INC 5000 lists as one of the fastest-growing companies in America. The Savannah Bananas currently have sold out every game since their first season and have a waiting list in the thousands for tickets. Jesse is an in-demand keynote speaker all over the country sharing the Fans First Experience on how to stand out, be different and create raving fans of both customers and employees. And, interesting facts: Jesse proposed to his wife Emily while wearing a yellow tux in front of a sold-out crowd. She said Yes! The two later married at their stadium. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/find-yellow-tux-jesse-cole

Culture Built My Brand: The Secret to Winning More Customers Through Company Culture by Mark Miller and Ted Vaughn About the Book: Unleash the power of your culture. Propel your brand forward. Too many executive leaders settle for inadequate employee performance, mediocre outcomes, and unremarkable earnings. But this doesn’t have to be your organization’s reality. There is a way to break through the inertia to engage your team, drive better results, and attract a tribe of loyal customers―by tapping into the greatest driver of brand success: your internal company culture. The authors have led nearly 100 rebrands for purpose-driven organizations with their team at Historic Agency. Their decades of experience and research have culminated in Culture Built My Brand, your roadmap to winning more customers and turning them into raving fans. With practical steps and customizable tools, this easy-to-follow guide gives you the know-how you need to tap into your company culture to create an authentic brand that stands out from the competition.  About the Author: Mark Miller is the co-founder of Historic Agency where he leads product strategy, marketing transformation, and brand. He has rebranded nearly 100 organizations and also specializes in all things strategy including brand, product, and marketing. And, interesting fact - he was once denied a passport because the U.S. State Department confused him with a fugitive named Mark Miller (no relation) who was born on the same day, the same year, and in the same state. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/culture-built-brand-mark-miller

Can't Sell Won't Sell: Advertising, Politics and Culture Wars. Why Adland Has Stopped Selling and Started Saving the World by Steve Harrison About the Book: Our politics dictate the ads we create and distance us from our audience. The advertising industry has lost interest in selling. According to the IPA, we face "a crisis of effectiveness." And our politics are to blame. We are now so culturally left-leaning, we're no longer willing to stoke capitalism's engine of growth. Instead, we have a new raison d'etre: we're saving the world. But who are the activists and careerists who are pushing this progressive agenda? And what of the angry mainstream who are alienated by the ideas we're imposing upon them? Most urgently, as our clients emerge from the pandemic recession, will advertising rediscover its commercial purpose and help them revive the UK economy? Or will our agencies and institutions double down on social purpose and the monoculture that's suffocating a once brilliantly creative industry and forcing it to the margins of British business and cultural life? About the Author: According to Wikipedia, “Steve Harrison is a British copywriter, creative director and author who is regarded by Campaign Magazine as the greatest Direct Marketing Creative of his generation. He has won more Cannes Lions awards than any other Creative Director in the World.” Steve Harrison was European Creative Director (OgilvyOne) and Global Creative Director (Wunderman) on either side of starting his own agency, Harrison Troughton Wunderman (HTW). He has also authored Changing the World Is the Only Fit Work for a Grown Man; How to Write Better Copy; and How to Do Better Creative Work. And, interesting fact - he has a doctorate in American history! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/cant-sell-wont-sell-steve-harrison

Leading the Customer Experience: How to Chart a Course and Deliver Outstanding Results by Brad Cleveland About the Book: Many organizations and leaders struggle to respond effectively to fast-evolving customer expectations driven by innovations in products, services, and technologies such as AI and mobile. Failing to build the necessary strategy, culture, and processes, they suffer from high costs, dissatisfied customers, and brand damage. The mandate to get customer experience right is real and urgent. Leading the Customer Experience is a guide to shaping experiences that win loyalty and deliver outstanding business results. It provides a bold, step-by-step approach that will get you and your team pointed in the right direction. And equipped to make sound decisions along the way. Leading the Customer Experience is easy to understand and imminently practical. It is based on the author's extensive experience both as a founding partner of one of the world's most influential customer management organizations, and his work with B2B and B2C organizations in the private and public sectors. The author's down-to-earth explanations cut through jargon and clutter, while stories and examples bring important principles to life. Leading the Customer Experience is relatable to anyone leading, managing, or aspiring to better understand the customer experience. About the Author: Brad Cleveland is known globally as one of today’s foremost experts in customer strategy and management. A sought-after consultant and speaker, he has worked in 45 of the 50 U.S. states and over 60 countries, and his clients have included many of today’s service leaders like Apple, American Express, and AT&T (and those are just some of the A’s on his client list). He’s also advised governments in the United States, Australia, and Canada. Brad’s books and articles have been translated into over a dozen languages, and he is an instructor for LinkedIn Learning with featured courses on customer strategy and management, customer service leadership, and customer experience leadership. He has appeared in The Wall Street Journal, Fast Company, Inc. Magazine, Forbes, U.S. News and World Report, CNN Money, the Los Angeles Times, Washington Post, Financial Times, and the New York Times, as well as on major television networks (PBS, CNBC, Fox, MSNBC, and others), and NPR’s All Things Considered. Brad was a founding partner and former CEO of the International Customer Management Institute (ICMI) now part of London-based Informa plc. And interesting facts – he is a licensed pilot, he once flew on the Concorde from London to New York, and he read the draft version of this book out loud to his wife and daughter for 10 hours straight while on a road trip! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/leading-customer-experience-brad-cleveland

CMO to CRO: The Revenue Takeover by the Next Generation Executive by Mike Geller, Rolly Keenan, and Brandi Starr About the Book: As your company’s chief marketing officer, you’re responsible for your organization’s growth and reputation—but you don’t have enough control. Your organization works in departmental silos, with functional leaders pushing their own solutions and feeling satisfied with functional KPIs. But the kind of exponential growth that creates unstoppable momentum requires your customer-facing departments to fight for the customer instead of their own departmental wins. You’re not the only one who notices—but you are the only one in the perfect position to do something about it. Discover how to reach your potential and stand out as more than a marketing professional. In CMO to CRO, industry experts Brandi Starr, Mike Geller, and Rolly Keenan show you how to bring revenue to the forefront and make every team’s number one objective a seamless customer experience. You’ll learn how to create consistency by reorganizing your business, following the customer, prioritizing revenue, and using CX technology to succeed where your competition fails. This book presents a revolutionary approach to not only unite the silos but position you as an innovative leader and finally uncover what CX is really about: revenue growth. About the Author: Rolly Keenan has more than 20 years of experience in Enterprise software Consulting and marketing strategy and is the Chief Revenue Officer of Tegrita, a full-service marketing technology consulting firm. He is a graduate of Northwestern University's Kellogg School of Management. And interesting facts – Rolly is a trained hostage negotiator, and before getting into the business of marketing, technology, and revenue, Rolly was on staff at USA Volleyball in Colorado Springs, working with the best volleyball teams in the country! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/cmo-cro-rolly-keenan

unReceptive: A Better Way to Sell, Lead, and Influence by Tom Stanfill About the Book: A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email. And the harder you try to sell, the greater the resistance. Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message. In this groundbreaking new guide, Tom Stanfill shares his proven methodology, road-tested over decades by hundreds of thousands of sales professionals, workshop participants, and industry experts, on how to convert even the most disinterested prospects and customers. This book will show you how to: Eliminate resistance and make selling easy and enjoyable, while experiencing a deeper sense of purpose. Overcome the five receptivity barriers – the customer’s perception of you, opening a “closed” door, uncovering the unfiltered truth, changing beliefs, and motivating the customer to take action. Adopt the tested and true operating system used by the most persuasive and influential people. When you shift the focus from crafting the perfect message to creating receptivity, you flip the entire art of selling on its head and form lasting relationships that set you and your customers up for lasting success. About the Author: Tom Stanfill is CEO and co-founder of ASLAN Training, a global sales enablement company appearing nine consecutive years in the SellingPower Top 20. Since 1996, ASLAN has worked with many Fortune 500 companies, training more than 100,000 sellers and leaders in over 35 countries. And, interesting facts – he and his wife Claire have 14 grandchildren, and in the hot Georgia summer of 1980, Tom had the dream job of riding in a non-air-conditioned truck delivering 500 Coca Cola machines. He got the job because he was dating the Coca-Cola company president's daughter! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/unreceptive-tom-stanfill

33 Ways Not to Screw Up Your Business Emails by Anne Janzer About the Book: It's time to write better business emails Business runs on emails, yet we rarely give them enough thought. Carelessness can lead to embarrassment, damaged relationships, or worse. And too often, our messages are misunderstood, misfiled, or ignored. In a world filled with remote collaboration and virtual teams, people who master email writing rise above the noise. You can be one of those people. Learn how to make your emails work for you rather than against you with this short, practical guide. Topics include Crafting effective subject lines Writing emails that people respond to Protecting yourself from accidental misfires Whether you’re just starting in your career or have been emailing for decades, you’ll find valuable advice and tips you can put into practice right away. Read it now and see the difference you can make with a few simple practices and habits. About the Author: Anne Janzer is an award-winning author, non-fiction writing coach, and unabashed writing geek on a mission to help people make a positive impact with their writing. She supports and encourages writers, authors, and marketers through her books, blog posts, online courses, webinars, and teaching. Her writing-related books explore the science and practice of effective writing. They include The Writer's Process, The Workplace Writers Process, and Writing to Be Understood, all three of which have won multiple awards. Before she started writing books, Anne worked as a freelance marketing writer, working with more than a hundred technology businesses to articulate positioning and messaging in crowded markets. This work led to her first book, Subscription Marketing, which has been translated into multiple languages. Anne is a graduate of Stanford University. And, interesting fact - she is now a member of a very elite club: The Marketing Book Podcast 4-Timers Club!! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/33-ways-not-screw-up-business-emails-anne-janzer

Product-Led SEO: The Why Behind Building Your Organic Growth Strategy by Eli Schwartz About the Book: Nothing can take your business to the next level like great search engine optimization (SEO). Unfortunately, it’s not always easy to know what will successfully drive traffic, leads, and sales. If you want to stand out from your competition, your SEO needs a distinctive blend of creativity and logic. Maybe you’re a marketing manager or executive who is responsible for SEO growth but do not fully understand how it works. Or maybe you are a seasoned SEO pro looking to optimize further. Either way, this book is your behind-the-scenes guide to online visibility. When it comes to SEO, success often depends not on what you do but on how you do it. That is why Product-Led SEO digs deep into the logic and theory of SEO instead of offering step-by-step guidelines and techniques. You will learn to develop your own best practices and see where most SEO strategies go astray. If your main goal is driving traffic, you are leaving sales on the table. About the Author: Eli Schwartz is an SEO expert and consultant with more than a decade of experience working for leading B2B and B2C companies. Eli’s strategies have generated millions of dollars in revenue for some of the internet’s top websites. He has helped clients like Shutterstock, WordPress, Quora, and Zendesk execute highly successful global SEO strategies. As head of SurveyMonkey’s SEO team, Eli oversaw the company’s global operations, helped launch the first Asia-Pacific office, and grew the company’s organic search from just 1 percent of revenue to a key driver of global revenue. Eli’s work has been featured by TechCrunch, Entrepreneur.com, and Y Combinator, and he has given talks at business schools and keynoted conferences around the world. And, interesting fact – on 9/11 he was working in a job across from New York City’s World Trade Center and didn’t go to work that morning because he was angry at his boss. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/product-led-seo-eli-schwartz

The Widest Net: Unlock Untapped Markets and Discover New Customers Right in Front of You by Pamela Slim About the Book: Discover and create a dynamic new model for growing your business by connecting with customers outside your usual field of view. Do you think you know your ideal customer? Think again. Many businesses create an ideal consumer profile―aiming all their sales and marketing efforts towards this single type of person―and end up missing out on endless opportunities to sell their services or products. Award-winning business coach, speaker, and author Pamela Slim has helped thousands of entrepreneurs around the world start, sustain, and scale their businesses. In The Widest Net, she explains how to build strong diverse relationships, identify and connect with new partners, expand markets, generate leads, and find new customers in places you may never have considered. Social media is a valuable business tool, but it can often create a comfortable cocoon for entrepreneurs, marketers, and leaders who all need to understand the entirety of the marketplace, not just their own social graph. With this book as a guide, you’ll learn how to connect with potential clients and customers using the true breadth of the marketplace, which she calls an ecosystem of living connections. The Widest Net shows how to: Search outside your own lens/bias/routine/history to target ideal customers. Attract the interest and attention of new leads by learning more about them authentically. Develop products and services suited to these customers. Sell through a trusted reciprocity framework where your customers become part of your ecosystem and you each help the other grow. Build and sustain loyalty and trust with new customers. Nurture a diverse and resilient customer base by identifying and adjusting to the ideal customer target over time. About the Author: Pamela Slim is an author, business coach, and former corporate director of training and development at Barclays Global Investors. Since 2005, Pamela has helped thousands of entrepreneurs around the world start, sustain, and scale their businesses. She has also worked with companies serving the small business market such as Progressive Insurance and Constant Contact. In 2016, Pam and her husband Darryl co-founded the K’é Main Street Learning Lab in Mesa, Arizona, a grassroots, community-based think tank for small business economic acceleration. Pamela is the author of Escape From Cubicle Nation: From Corporate Prisoner to Thriving Entrepreneur and Body of Work: Finding the Thread That Ties Your Story Together, both published by Penguin/Portfolio. And, interesting facts – she is a certified home organizing show addict, and her favorite movie of all time is Moonstruck! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/widest-net-pamela-slim

The Experience Maker: How to Create Remarkable Experiences That Your Customers Can’t Wait to Share by Dan Gingiss About the Book: Competition is tougher than ever these days and competing on price or product just doesn’t work as well anymore. So how can companies stand out in a crowded marketplace that is constantly evolving? The answer is customer experience, and the best part about customer experience is that it's delivered by human beings who are unique to a company. The Experience Maker helps managers and executives focus on customers who are already spending money with their company rather than spending more money on marketing new customers. In The Experience Maker, Dan Gingiss teaches that creating a remarkable experience for customers will ensure they become a company’s best marketers and salespeople. By learning from the successes of other companies and applying the proprietary WISER method (Witty, Immersive, Shareable, Extraordinary, Responsive), managers and executives learn to create remarkable experiences that their customers will want to talk about with friends, family, and social media followers. About the Author: Dan Gingiss is an international keynote speaker and customer experience coach who has proven that a remarkable customer experience can be your best marketing. His 20-year professional career consistently focused on delighting customers, spanning multiple disciplines including customer experience, marketing, social media, and customer service. He held leadership positions at three Fortune 300 companies – McDonald’s, Discover, and Humana. Dan is also the author of Winning at Social Customer Care: How Top Brands Create Engaging Experiences on Social Media. He also hosts the Experience This! Show podcast and the Experience Maker Show. He is a graduate of the University of Pennsylvania, and an M.B.A. in marketing from the Kellogg School of Management at Northwestern University. And, interesting facts: he is a native Chicagoan, a lifelong Chicago Cubs fan, a licensed bartender, a pinball wizard, was born on Christmas Day, and in his youth, while delivering pizzas, he once delivered a pizza to Michael Jordan!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/experience-maker-dan-gingiss

Renegade Marketing: 12 Steps to Building Unbeatable B2B Brands by Drew Neisser About the Book: Marketing has become ridiculously complicated, but yours doesn’t have to be. With decades of hands-on experience, expert strategist and writer Drew Neisser has witnessed the dramatic evolution of business-to-business marketing. Working alongside giant brands like IBM, as well as start-ups and midsize companies, and interviewing over four hundred top practitioners, Neisser uncovered the top four characteristics that all successful marketers have in common: they are Courageous, Artful, Thoughtful, and Scientific (CATS). These four characteristics form the basis for the framework in Renegade Marketing. Over the years, Neisser created a twelve-step formula to radically simplify B2B marketing and build an unbeatable brand. In his book, he shares the stories of marketing CATS as he gives you the tools to: Walk through a highly refined discovery process that culminates in finding your brand’s purpose Define your company’s purpose in eight words or fewer Build team support for new marketing initiatives while establishing your unique brand story, voice, and design Assemble effective marketing plans that engage employees, inspire customers, and attract new business Drive perpetual growth by creating a culture with metrics, marketing technology, and experimentation About the Author: Drew Neisser is the founder of Renegade, a strategic boutique for B2B innovators, and CMO Huddles, a membership organization exclusively for B2B CMOs. He's also the host of Renegade Thinkers Unite. Ranked among the top B2B influencers, Drew has been a featured marketing expert on ABC News, CNBC, CBS Radio, and Tony Robbins’s podcast, among many others. Besides his long-running Ad Age magazine column, he’s contributed articles to FastCompany, Forbes, MediaPost, and CMO.com. Drew's first book, The CMO’s Periodic Table: A Renegade’s Guide to Marketing, published in 2015, features interviews with sixty-four marketing leaders at top brands, including American Express, Dow, IBM, and SAP. Drew started his advertising career at Wells Rich Greene, and later moved to J. Walter Thompson, and Chiat/Day, and then founded the agency that became Renegade in 1993. And, interesting fact – he’s obsessed with (and a bit of an expert) on American founding father Benjamin Franklin! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/renegade-marketing-drew-neisser

Lies, Damned Lies, and Marketing: Separate Fact from Fiction and Drive Growth by Atul V. Minocha About the Book: When it comes to your relationship with marketing, it’s time to wipe the slate clean. You’ve been promised big results with a quick turnaround. You’ve been told that social media is a silver bullet for increased sales (so far, you haven’t seen an impact). Your marketing team and vendors have overpromised and underdelivered, and you’re disappointed. You’re frustrated. Perhaps you’re close to giving up on marketing entirely, but something tells you that you shouldn’t — you just need to know how to use it wisely. In Lies, Damned Lies, and Marketing, Atul Minocha reveals the root causes of your frustration and provides you with the insight you need to utilize your marketing dollars for real results. He helps you understand why you need marketing, the important distinctions between marketing and sales, and how to attain the right blend of hard data and softer creativity to persuade your audience. Bringing with him more than thirty-five years of experience, Atul shows you how to make marketing work for you and finally achieve the results you’ve been waiting for. About the Author:  Atul Minocha is a partner at Chief Outsiders, a marketing consulting firm that helps CEOs accelerate growth through strategic planning, customer insight, and disciplined execution of well-crafted marketing plans. With experience in startups and Fortune 500 companies like Honeywell, Kodak, and Toyota, Atul works in a wide range of industries, from automotive and healthcare to industrial goods and technology. Atul has a degree in mechanical engineering from the Indian Institute of Technology Delhi and an MBA from Yale University. He is a professor at the Hult International Business School, a mentor and an angel investor with Sierra Angels, a Vistage speaker, and a Forbes contributor. And, interesting fact: he’s a big Pink Floyd fan!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/damned-lies-marketing-atul-minocha

The Sea We Swim In: How Stories Work in a Data-Driven World by Frank Rose About the Book: A practical guide to "narrative thinking," and why it matters in a world defined by data. In The Sea We Swim In, Frank Rose leads us to a new understanding of stories and their role in our lives. For decades, experts from many fields―psychologists, economists, advertising and marketing executives―failed to register the power of narrative. Scientists thought stories were frivolous. Economists were knee-deep in theory. Marketers just wanted to cut to the sales pitch. Yet stories, not reasoning, are the key to persuasion. Whether we’re aware of it or not, stories determine how we view the world and our place in it. That means the tools of professional storytellers―character, world, detail, voice―can unlock a way of thinking that’s ideal for an age in which we don’t passively consume media but actively participate in it. Building on insights from cognitive psychology and neuroscience, Rose shows us how to see the world in narrative terms, not as a thesis to be argued or a pitch to be made but as a story to be told. Leading brands and top entertainment professionals already understand the vast potential of storytelling. From Warby Parker to Mailchimp to The Walking Dead, Rose explains how they use stories to establish their identity and turn ordinary people into fans―and how you can do the same. About the Author: Frank Rose is an author, essayist, and keynote speaker. A senior fellow at the Columbia University School of the Arts, he teaches global business executives as faculty director of its Strategic Storytelling program, presented in partnership with Columbia Business School Executive Education, and serves as awards director of its Digital Storytelling Lab. His previous book, The Art of Immersion: How the Digital Generation is Remaking Hollywood, Madison Avenue, and the Way We Tell Stories, was hailed by the International Journal of Advertising as "an essential overview" of the fundamental changes affecting media. Before moving to Columbia, Frank spent many years reporting on the impact of technology on media as a contributing editor at Wired and a contributing writer at Fortune before that. His 1989 best-seller West of Eden, about the ouster of Steve Jobs from Apple, was named one of the ten best books of the year by Businessweek. Among his other books is The Agency, an unauthorized history of the oldest and at one time most successful talent agency in Hollywood. And, interesting facts: he is a native of Virginia and graduated from Wash­ington & Lee University with a degree in journalism and moved soon after to New York, where he got his start covering the punk scene at CBGB for The Village Voice, chronicling the emergence of Patti Smith, the Ramones, and Talking Heads. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sea-we-swim-in-frank-rose

Positioning for Advantage: Techniques and Strategies to Grow Brand Value by Kimberly Whitler About the Book: Most of us have an intuitive sense of superior branding. We prefer to purchase brands we find distinctive―that deliver on some important, relevant dimension better than other brands. These brands have typically achieved positional advantage. Yet few professionals have had the formal training that goes beyond marketing theory to bridge the “theory-doing gap”―understanding the specific techniques and strategies that can be used to create brands that attain positional advantage in the marketplace. Positioning for Advantage is a comprehensive how-to guide for creating, building, and executing effective brand strategies. Kimberly A. Whitler identifies essential marketing strategy techniques and moves through the major stages of positioning a brand to achieve in-market advantage. Introducing seven tools―from strategic positioning concepts to strategy mapping to influencer maps―Whitler provides templates, frameworks, and step-by-step processes to build and manage growth brands that achieve positional advantage. This book presents real-world scenarios, helping readers activate tools to increase skill in creating brands that achieve positional advantage. Brimming with insights for students and professionals alike, Positioning for Advantage helps aspiring C-level leaders understand not only what superior branding looks like but also how to make it come to life. About the Author: Dr. Kimberly A. Whitler is currently the Frank M. Sands Sr. Associate Professor of Business Administration at the University of Virginia's Darden School of Business.  Previously, she spent nearly 20 years in general management, strategy, and marketing roles within the consumer packaged goods and retailing industries, managing global, U.S., and Eastern European-based businesses. She spent most of her career at Procter & Gamble and more recently served as the general manager of the Breakfast Division for Aurora Foods, the CMO of David’s Bridal, the country’s leading bridal apparel retailer, and as an officer of PetSmart, the U.S.' largest pet specialty retailer. She has written over 350 articles as a Forbes senior contributor and has published in Harvard Business Review, MIT Sloan Management Review, The Washington Post, Ad Age, and numerous academic journals and other publications.  Her Forbes articles have garnered over 3,500,000 views, and she has been ranked as a Top Five influencer of CMOs, a Top 10 influencer of Tech B2B CMOs, and a Top 100 MarTech influencer. She has been interviewed, cited, or quoted over 2,100 times, including The Wall Street Journal, Bloomberg, The Washington Post, New York Times, NBC, ABC, USA Today, Entrepreneur, Fox Sports, Huffington Post, and a variety of international media outlets. And, interesting fact – she is an avid UVA men’s basketball fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/positioning-advantage-kim-whitler

RE:Think Innovation: How the World's Most Prolific Innovators Come Up with Great Ideas that Deliver Extraordinary Outcomes by Carla Johnson About the Book: RE:Think Innovation makes coming up with great ideas everybody’s business. People think innovation isn’t sustainable, so they make it much harder than it has to be. Experts portray it as confusing and complicated so they can charge big fees. Executives make it intimidating and complex, so they appear smarter and important. Traditional innovators imply you need a special degree or training to know how to do it right. The truth is, consistently coming up with great ideas isn’t a talent one is born with or a skill that takes years to learn. It’s actually a simple 5-step framework that anyone can follow to look at the work that they do differently, and have a bigger impact on the people they serve. RE:Think Innovation answers the question of how to tie individual competence with innovation techniques to direct corporate outcomes. Within its pages, Carla Johnson shows how to create a unified, idea-driven employee base that delivers more ideas in a shorter amount of time. Ultimately, this is the path that makes organizations genuinely nimble, passionate, innovative powerhouses that deliver extraordinary outcomes for sustained periods of time. About the Author: Carla Johnson is an innovation and marketing expert, keynote speaker, and prolific author. Her work with Fortune 500 brands served as the foundation for many of her books. Having lived, worked, and studied on five continents, she's trained thousands of people how to rethink the work that they do and the impact they can have. Her expertise has inspired and equipped leaders at all levels to embrace change, welcome new ideas, and transform their businesses. And, interesting facts about Carla - (based on a careful reading of her book) she grew up in a town of 1,000 people in rural Nebraska, when she was four years old she was in the community fashion show, she's been known to doze off in big, soft, cushy chairs and coffee shops, and if you ever meet her in person – she's a hugger! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/re-think-innovation-carla-johnson

Data-First Marketing: How To Compete and Win In the Age of Analytics by Janet Driscoll Miller and Julia Lim About the Book: In Data-First Marketing: How to Compete & Win in the Age of Analytics, distinguished authors Miller and Lim demystify the application of data analytics to marketing in any size business. Digital transformation has created a widening gap between what the CEO and business expect marketing to do and what the CMO and the marketing organization actually deliver. The key to unlocking the true value of marketing is data – from actual buyer behavior to targeting info on social media platforms to marketing’s own campaign metrics. Data is the next big battlefield for not just marketers, but also for the business because the judicious application of data analytics will create a competitive advantage in the Age of Analytics. Miller and Lim show marketers where to start by leveraging their decades of experience to lay out a step-by-step process to help businesses transform into data-first marketing organizations. The book includes a self-assessment that will help to place your organization on the Data-First Marketing Maturity Model and serve as a guide for which steps you might need to focus on to complete your own transformation. Data-First Marketing: How to Compete & Win in the Age of Analytics should be used by CMOs and heads of marketing to institute a data-first approach throughout the marketing organization. Marketing staffers can pick up practical tips for incorporating data in their daily tasks using the Data-First Marketing Campaign Framework. And CEOs or anyone in the C-suite can use this book to see what is possible and then help their marketing teams to use data analytics to increase pipeline, revenue, customer loyalty – anything that drives business growth.    About the Author: Janet Driscoll Miller is a digital marketing expert, writer, and keynote speaker. She has nearly 30 years of digital marketing experience and founded the digital marketing agency Marketing Mojo in 2005. She has worked with many top-tier clients, including National Geographic, Mazda USA, LexisNexis, and Activision. She is a regular guest lecturer at the University of Virginia and James Madison University, her alma mater.  She previously authored a book on Google analytics, Getting Started With Google Analytics: How to Set up Google Analytics Correctly from the Beginning. And, interesting fact - outside of digital marketing, Janet is passionate about women's rights and building the next generation of female leaders. She is an active supporter of the Girl Scouts, serving as a troop leader, camp volunteer, and trainer. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/data-first-marketing-janet-driscoll-miller

Human-Centered Communication: A Business Case Against Digital Pollution by Ethan Beute and Stephen Pacinelli About the Book: Digital pollution is the problem. Human-centered communication is the solution. We’re spending more time than ever in virtual environments. That will only increase, as will the amount of noise we encounter there. The seemingly endless series of unwelcome digital distractions range from frustrating to dangerous. As individuals and businesses, we not only spend time and energy managing this digital pollution, we often create it. At risk are relationships and revenue. The only viable way forward is to be more thoughtful, intentional, and personal. Human-Centered Communication provides a philosophy and practice to help you connect in more meaningful and effective ways with prospects, customers, team members, and every stakeholder in your success. Learn to: Break through the noise and earn attention Build trust and create engagement Enhance your reputation with both people and algorithms The concepts and models in this book apply to any form or channel of communication, but human centricity favors video. More visual and emotional than faceless digital communication, video enhances tone, intent, subtlety, nuance, and meaning. Learn to be clearer and more confident on camera in live video calls, meetings, and presentations, as well as in recorded video emails, social messages, and text messages. The authors of the bestselling Rehumanize Your Business join with eleven industry-leading experts from companies like Salesforce, HubSpot, and RE/MAX to lead the growing conversation on leveraging human strengths in an increasingly digital world. The brightest future is tech-enabled, but authors Ethan Beute and Stephen Pacinelli show that it’s also human-centered. The experts studied, interviewed, and featured: Jacco van der Kooij, Founder of Winning by Design Dan Hill, Ph.D., President of Sensory Logic Mathew Sweezey, Director of Market Strategy at Salesforce Julie Hansen, Creator of the Selling on Video Master Class Adam Contos, CEO of RE/MAX Lauren Bailey, Founder and President of Factor 8 and #GirlsClub Mario Martinez Jr, Founder and CEO of Vengreso Viveka von Rosen, Co-founder and Chief Visibility Officer at Vengreso Shep Hyken, Customer Service and Customer Experience Expert Morgan J Ingram, Director of Sales Execution at JB Sales Training Dan Tyre, sales executive and founding team member at HubSpot Among the themes addressed: Trust and relationships Communication and connection Service and value Text and video Noise and pollution Among the types of videos in which you’ll become more confident and effective: Live, synchronous video meetings Recorded, asynchronous video messages Video calls and video presentations Video in emails and text messages Video in social feeds and social messages Video for specific individuals and large groups Video for known audiences and anonymous masses Video for prospects, customers, employees, and other stakeholders For immediate benefits and for long-term reputation, now is the time to get ahead of and stay ahead of ever-increasing digital noise and pollution - with Human-Centered Communication. About the Author: Ethan Beute is the Chief Evangelist at BombBomb a video email sales and marketing software platform, is the host of The Customer Experience Podcast, and co-author of Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience (featured on episode 239 of The Marketing Book Podcast in 2019). Ethan has collected and told personal video success stories in hundreds of blog posts, in dozens of webinars, podcasts, and stage presentations, and in countless conversations. He's sent more than 12,000 video messages himself. Prior to joining BombBomb, he spent a dozen years leading marketing inside local television stations in Chicago, Grand Rapids, and Colorado Springs. And, interesting fact - his first real job out of college was driving a school bus for Microsoft! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/human-centered-communication-ethan-beute

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition by Lee Salz About the Book: Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you. About the Author:  Lee Salz is a keynote speaker and sales management strategist on sales differentiation, salesforce development, hiring, onboarding, compensation, and other sales performance topics. He is the CEO of Sales Architects, and prior to that for most of his career, he served in sales and marketing leadership roles. He’s the author of several books, including Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want and is a featured columnist in The Business Journals and is a media source on sales and sales management, and has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. And, interesting facts: he is a championship powerlifter, a die-hard New York Yankees fan, and he proposed to his wife in the White House Rose Garden!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sell-different-lee-salz

The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth by John Jantsch About the Book: It is more difficult than ever for businesses and marketing professionals to cut through the noise to create relationships with their customers. Organizations that focus on converting their customers to members and helping them achieve the lasting transformation they are seeking rather than simply offering the transaction of the moment are winning. The Ultimate Marketing Engine promises to teach readers how to develop a system to take every customer from where they are to where they want to be by building on the innovative principles first brought to the marketing world in Duct Tape Marketing and honed over three decades of working with thousands of businesses. Introducing the Customer Success Track The Ultimate Marketing Engine introduces an innovative new approach to a marketing strategy that will transform how readers view their business, their marketing, and perhaps, even how they view every customer. Readers will learn: Why strategy must come before tactics. How to narrow your focus and choose only ideal customers. Why no one wants what you sell – and what they actually want. How to use story and narrative as the voice of strategy. How to construct the perfect customer journey. How to grow your business with your customers. This book will help readers take control of their marketing while creating ridiculously consistent business growth. About the Author: John Jantsch is a marketing consultant, speaker, podcaster, and author. His other books include Duct Tape Marketing, The Referral Engine, The Commitment Engine, Duct Tape Selling, SEO for Growth, and The Self-Reliant Entrepreneur. He is also the founder of the Duct Tape Marketing Consultant Network, which trains and licenses independent consultants and agencies to use the Duct Tape Methodology. John’s small business advice has been featured in The New York Times, The Wall St. Journal, Forbes, Fast Company, Entrepreneur, CNBC, and CNNMoney among others. Seth Godin called John Jantsch the "Peter Drucker of small business tactics." And, interesting fact - he is now a member of a very exclusive club, The Marketing Book Podcast 5-Timers Club! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ultimate-marketing-engine-john-jantsch

About this Bonus Episode: Not too long ago I was interviewed by Philip Stutts on his Undefeated Marketing Podcast. Longtime listeners may recognize his name since Philip has been a guest on The Marketing Book Podcast twice: The first time for his book Fire Them Now: The 7 Lies Digital Marketers Sell...And the Truth about Political Strategies that Help Businesses Win More recently to talk about his newest book, The Undefeated Marketing System: How to Grow Your Business and Build Your Audience Using the Secret Formula That Elects Presidents He was also on the show for part of the limited-time series Authors in Quarantine Getting Cocktails when I produced 66 episodes during the lockdown in 2020, and he was one of the primary reasons I started doing it. Philip has a very interesting background. For many many years, he has been a political consultant and has worked on over 1,200 political campaigns including U.S. presidential races in the United States. His political media firm is Go Big Media. Over the years a number of his clients asked for business marketing advice so he later established a separate marketing firm just for businesses Win Big Media. Much of his marketing advice is based on the realities of what has worked well for marketing candidates, and I find that very intriguing and enormously effective these days. Philip and I were introduced by another guest on the show, David Meerman Scott, author of several books including The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly (7th edition), and Phillip later introduced me to the legendary Jay Abraham whom I was able to interview on the podcast about his book, The Sticking Point Solution: 9 Ways to Move Your Business from Stagnation to Stunning Growth. Phillip has really enjoyed being on The Marketing Book Podcast and has heard from a lot of marketing book podcast listeners, and he thought that this short interview might be of interest to my listeners because we talked about some key ideas from the first 350 books that have been on the show, and since last week I did publish episode 350 with Dorie Clark about her new book, The Long Game: How to Be a Long-Term Thinker in a Short-Term World, this seemed like a nice celebratory bonus. Enjoy! -Douglas Burdett, host of The Marketing Book Podcast Click here for this episode's website page to access all the links mentioned during the interview: https://www.salesartillery.com/marketing-book-podcast/ideas-350-books  

The Long Game: How to Be a Long-Term Thinker in a Short-Term World by Dorie Clark About the Book: Your personal goals need a long-term strategy. It's no secret that we're pushed to the limit. Today's professionals feel rushed, overwhelmed, and perennially behind. So we keep our heads down, focused on the next thing, and the next, without a moment to breathe. How can we break out of this endless cycle and create the kind of interesting, meaningful lives we all seek? Just as CEOs who optimize for quarterly profits often fail to make the strategic investments necessary for long-term growth, the same is true in our own personal and professional lives. We need to reorient ourselves to see the big picture so we can tap into the power of small changes that, made today, will have an enormous and disproportionate impact on our future success. We need to start playing The Long Game. As top business thinker and Duke University professor Dorie Clark explains, we all know intellectually that lasting success takes persistence and effort. And yet so much of the relentless pressure in our culture pushes us toward doing what's easy, what's guaranteed, or what looks glamorous in the moment. In The Long Game, she argues for a different path. It's about doing small things over time to achieve our goals—and being willing to keep at them, even when they seem pointless, boring, or hard. In The Long Game, Clark shares unique principles and frameworks you can apply to your specific situation, as well as vivid stories from her own career and other professionals' experiences. Everyone is allotted the same twenty-four hours—but with the right strategies, you can leverage those hours in more efficient and powerful ways than you ever imagined. It's never an overnight process, but the long-term payoff is immense: to finally break out of the frenetic day-to-day routine and transform your life and your career. About the Author: Dorie Clark helps individuals and companies get their best ideas heard in a crowded, noisy world. She has been named one of the Top 50 business thinkers in the world by Thinkers50, and was recognized as the #1 Communication Coach in the world by the Marshall Goldsmith Leading Global Coaches Awards, and one of the Top 10 Communications Professionals in the World by Global Gurus. She consults and speaks for a diverse range of clients, including Google, the World Bank, Microsoft, Morgan Stanley, the Ford Foundation, the Bill & Melinda Gates Foundation, and Yale University. Dorie is the author of Entrepreneurial You, Reinventing You, and Stand Out, which was named the #1 Leadership Book of 2015 by Inc. magazine. A former presidential campaign spokeswoman, Dorie has been described by the New York Times as an “expert at self-reinvention and helping others make changes in their lives.” She is a frequent contributor to the Harvard Business Review, and she is quoted frequently in the worldwide media, including NPR, the BBC, and MSNBC. And, interesting facts - she is a former journalist, a producer of a multiple Grammy-winning jazz album, and a graduate of Harvard Divinity School. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/long-game-dorie-clark

Get Different: Marketing That Can't Be Ignored! by Mike Michalowicz About the Book: From Mike Michalowicz, bestselling author of Profit First, Clockwork, and Fix This Next, a practical and proven guide to standing out in a crowded market. Many business owners are frustrated because they feel invisible in a crowded marketplace. They know they are better than their competitors, but when they focus on that fact, they get little in return. That's because, to customers, better is not actually better. Different is better. And those who market differently, win. In his new marketing book, Mike Michalowicz offers a proven, no-bullsh*t method to position your business, service, or brand to get noticed, attract the best prospects, and convert those opportunities into sales. Told with the same humor and straight-talk that's gained Michalowicz an army of ardent followers, with actionable insights drawn from stories of real-life entrepreneurs, this book lays out a simple, doable system based on three critical questions every entrepreneur and business owner must ask about their marketing: 1. Does it differentiate? 2. Does it attract? 3. Does it direct? Get Different is a game-changer for everyone who struggles to grow because their brand, message, product or service doesn't stand out and connect with customers--the long-anticipated answer to the defining business challenge of our time. About the Author:  By his 35th birthday, Mike Michalowicz had founded and sold two multi-million dollar companies. Confident that he had the formula to success, he became a small business angel investor... and proceeded to lose his entire fortune. Then he started all over again, driven to find better ways to grow healthy, strong companies. Since then Mike has devoted his life to the research and delivery of innovative, impactful business growth strategies. Mike is the creator of Profit First, which is used by hundreds of thousands of companies around the world to drive profit. He is the creator of Clockwork, a powerful method to make any business run on automatic. He is the author of Profit First, Clockwork, Fix This Next, a Wall Street Journal bestseller, The Pumpkin Plan, Surge, and The Toilet Paper Entrepreneur. Today, Mike leads two new multi-million-dollar ventures, as he tests his latest business research for his books. He is a popular keynote speaker, a former small business columnist for The Wall Street Journal, and business makeover specialist on MSNBC. Mike is also a guest lecturer at universities including Babson, Boston College, Columbia, Copenhagen Business School, Emerson, Harvard, Penn State, Pepperdine, and Princeton. His books have been translated into over 25 languages and are in the core curriculum for business students at many universities. And, interesting fact - he is a graduate of Virginia Tech (go Hokies!) where he was Captain of the lacrosse team!  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/get-different-mike-michalowicz

I'll Be Back: How to Get Customers to Come Back Again & Again by Shep Hyken About the Book: How do you build a business that thrives during good times and bad? Is there a strategy that can set your company up for success, no matter what curveballs the world may throw your way? There is: Turn customers into repeat customers and turn repeat customers into loyal customers. Renowned customer service and experience expert Shep Hyken maintains that delivering an amazing customer service experience that keeps customers coming back for more is everyone’s job. Customer service is not a department. It’s not just for people on the front lines. It’s the responsibility of everyone in the organization, from the CEO or owner of a business to the most recently hired employee. It’s the result of a customer-focused philosophy that must be baked into the culture. And it is what separates you from your competition. In I’ll Be Back you will learn… How to design and create an experience that gets customers to return, again and again The one trackable trend that leaders must monitor every morning The difference between repeat customers and loyal customers How to build the I’ll Be Back culture How delivering an amazing customer experience is within the reach of every organization The two simple words that are the secret to every customer service program Why most “loyalty programs” fail to create customer loyalty How to personalize the customer experience Why setting up or expanding self-service and digital customer service choices are is a must, not an option Ten loyalty killers that can terminate your relationship with your customers And much more! This book includes the must-have tools, tactics, and strategies you need to get your customers to say, “I’ll be back!” About the Author: Shep is a customer service and experience expert, and a New York Times and Wall Street Journal bestselling author. An award-winning keynote speaker who has been inducted into the national speakers association hall of fame, and his articles have appeared in hundreds of publications. Shep works with companies and organizations that want to build loyal relationships with their customers and employees. His articles have been read in hundreds of publications, and he is the author of Moments of Magic®, The Loyal Customer, The Cult of the Customer, The Amazement Revolution, Amaze Every Customer Every Time, Be Amazing or Go Home, and The Convenience Revolution which was featured on episode 192 of the marketing book podcast in 2018 He is also the creator of The Customer Focus™, a customer service training program that helps clients develop a customer service culture and loyalty mindset. Shep has worked with hundreds of clients ranging from Fortune 100 size organizations to companies with less than 50 employees. Some of his clients include American Airlines, AAA, Anheuser-Busch, AT&T, AETNA, Abbott Laboratories, American Express – and that’s just a few of the A’s! And, interesting fact - he does magic and card tricks, plays guitar, and is a die-hard St. Louis Blues hockey fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ill-be-back-shep-hyken

Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence by Roderick Jefferson About the Book: Sales enablement is both an art and science. There are no magical silver bullets or single approach that will guarantee that you will be successful. There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy and impact revenue. This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring, and iterating a world-class sales enablement organization.  About the Author: Roderick Jefferson is an award-winning senior executive with 20+ years of sales leadership and is an acknowledged practitioner and keynote speaker in the sales enablement space. He is currently an Executive-in-Residence with VentureScale and one of the founding members of the Sales Enablement Society. Prior to his current position at Netskope, he held a variety of executive leadership, sales, sales enablement, operations, and customer experience roles for various companies including Oracle Marketing Cloud, Salesforce.com, PayPal, Siebel Systems, & AT&T. And, interesting fact - as a child growing up, his favorite cartoon was The Jetsons! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sales-enablement-roderick-jefferson

Winfluence: Reframing Influencer Marketing to Ignite Your Brand by Jason Falls About the Author: Jason Falls is a leading digital strategist, author, speaker, and thinker in the digital and social media marketing industry. An award-winning strategist and widely read industry pundit, Jason has been noted as a top influencer in the social technology and marketing space by Forbes, Entrepreneur, Advertising Age, and others. A 2014 Forbes article named him one of 10 business leaders all entrepreneurs should follow on Twitter, alongside Richard Branson, Mark Cuban, Tom Peters, and Tony Hseih. He is the author of two other books: No Bullshit Social Media: The All-Business, No-Hype Guide to Social Media Marketing, co-authored with Erik Deckers; and The Rebel’s Guide to Email Marketing, co-authored with DJ Waldow. Jason is also noted for founding SocialMediaExplorer.com, the top marketing blog in the world according to AdAge’s Power 150 in October of 2010. And, interesting fact - his first real job (at the age of 12) was delivering newspapers, and while on his paper route he pulled someone out of a house fire, saved his life, and was later awarded the Boy Scout Medal of Heroism Award! About the Book: Winfluence, by award-winning digital strategist Jason Falls, is the authoritative book about influencer marketing from the perspective of businesses and brands. An invaluable guidebook for marketing managers, small business owners, marketing consultants, and agencies alike, the book explains how influencers came to be, how they came to be so powerful, why so many brands are counting on influencer marketing for business success, and how anyone who is not, now can. This book not only explains the who, what, when, where, and why of influencer marketing but then adds the how - more specifically and predictably than other books can hope for. It offers detailed guidelines, case studies, cutting-edge ideas, how-tos for measuring success, and more to help any business owner, marketer, agency account person, or digital strategist see and seize the opportunity to drive business results. Through a series of narrative stories, interviews, and case studies, the book illustrates how to take what many people consider good influencer marketing to a new level of success from a long-tail perspective - not short-term, one-off executions. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/winfluence-jason-falls

Influence: The Psychology of Persuasion, New and Expanded by Robert Cialdini About the Author: Dr. Robert Cialdini is the recognized thought leader in the fields of Influence and Persuasion and is a New York Times bestselling author with over 7 million books sold worldwide in 44 languages. He is the author of Pre-Suasion: A Revolutionary Way to Influence and Persuade, which was featured on episode 90 of the marketing book podcast in 2016.  Dr. Cialdini is currently Regents Professor Emeritus of Psychology and Marketing at Arizona State University. He has spent his entire career designing, conducting, and publishing rigorous, scientific studies in peer-reviewed journals on what leads people to say YES to requests. Dr. Cialdini is President of INFLUENCE AT WORK and a highly sought-after keynote speaker. All this has earned him the moniker of The Godfather of Influence. And, interesting fact - he is from the same place as the American architect Frank Lloyd Wright! About the Book: The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/influence-robert-cialdini

The Whole Marketer: How to Become a Successful and Fulfilled Marketer by Abigail Dixon About the Author: Abigail Dixon is an award-winning marketer with over 20 years of practical marketing experience that spans multiple sectors and markets and includes many global household brands, initially on the client-side and then in her capacity as the founder of Labyrinth Marketing, a strategic marketing consultancy. She is a fellow of the Chartered Institute of Marketing (CIM) and is an accredited International Coaching Federation coach. In the past 10 years, she has trained thousands of marketers. And, interesting fact - growing up she attended 13 different schools because her father was in the Royal Air Force! About the Book: As marketing roles have continued to expand, marketers at any level are feeling under increasing pressure to deliver as individuals and teams. This thought-provoking book argues now is the time to take stock of the technical skills and latest thinking we must possess to be at the forefront of our profession. It also looks at the soft and leadership skills we need to successfully and authentically lead and deliver for our businesses, brands, and teams. This is all underpinned by the personal understanding we need to gain clarity and fulfillment, both in our careers and our lives as a whole. The Whole Marketer looks through the lens of professional and personal development. It is a practical guide that allows you to review and identify any capability gaps, provides real-time input, and shares advice, tools, and techniques to start you on your path to becoming a successful marketer. This book will help you to become a better version of yourself today, so you can lead the brands or businesses of tomorrow. Abigail Dixon’s rich experience comes from leading teams, consulting, and training hundreds of marketers at various stages of their careers to achieve formal qualifications.  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/whole-marketer-abigail-dixon

Sway: Implement the G.R.I.T. Marketing Method to Gain Influence and Drive Corporate Strategy by Christina Del Villar About the Author: Christina Del Villar is a 25-year Silicon Valley marketing executive and go-to-market veteran. She has worked with some of the best and brightest, from Elon Musk and Larry Elison, to Condoleezza Rice. She has worked for, consulted with, and advised over 50 companies, from large to small, start-up to 100+ years old, to help develop marketing strategies. She has helped companies reach the next level, whether that be exponential growth, acquisition, or IPO.initial public offering Her writing has appeared in publications including Fast Company, Forbes, and Harvard Business Review. And, interesting fact – when she was younger, she wanted to be a fighter pilot! About the Book: Sway turns marketing professionals into powerhouses by showing them how to build a strategic framework that enables greater proficiency and leads to growing levels of influence. This framework is the G.R.I.T. Marketing Method created by Christina Del Villar. By looking at marketing from the go-to-market strategy perspective, G.R.I.T. goes beyond the basics to illustrate how marketing professionals can successfully influence this strategy based on overall corporate goals. Readers will learn how to align the go-to-market strategy, customer journey, and marketing strategy. From there, they will learn how to build a Map of Influence that identifies all the ways they can make an impact. These strategies and tactics help marketing professionals deploy more effective, impactful programs and develop smarter campaigns that significantly increase profitability for their company. With G.R.I.T. (and a dose of sparkle), Sway provides a platform to empower marketing professionals to have more influence, be more effective, add value, and show their impact. This platform helps them become indispensable, driving success at higher and higher levels. And who wouldn’t want that? Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sway-christina-del-villar

Go Luck Yourself: 40 Ways to Stack the Odds in Your Brand’s Favour by Andy Nairn About The Author Andy Nairn has led a charmed life. He stumbled into advertising after studying Law at Edinburgh University. Almost 30 years later, he’s one of the world’s most respected brand strategists and a founder of one of the UK’s most successful creative agencies, Lucky Generals. Just how creative is Andy? Business Insider has listed him as one of the top five creative people in world advertising. And this year, Campaign magazine named him the top brand strategist in the UK. And, interesting fact - he is the first Scottish author to appear on The Marketing Book Podcast! About The Book Luck is a four-letter word in business circles. But the truth is that fortune plays a part in every success story – and every failure. In Go Luck Yourself, one of the world’s leading brand strategists explains how a hunting trip led to the invention of VELCRO®. How a little mermaid inspired a famous campaign for Amazon. How a stolen rabbit spurred on Walt Disney. And more importantly, how you can stack the odds in your brand’s favor. Andy Nairn draws on everything from architecture to zoology, as well as almost 30 years working with some of the most successful companies on the planet, to provide a series of thought-provoking strategies that will help anyone responsible for building a brand. He’ll show you how to uncover your organization’s hidden treasures. How to spot opportunities in unexpected places. How to turn misfortune into good fortune. And how to practice being lucky, every day. Written in a very accessible and entertaining style, this is the book you need to improve your brand’s fortunes, in these turbulent times. Now Go Luck Yourself… Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/go-luck-yourself-andy-nairn

Everyday Business Storytelling: Create, Simplify, and Adapt A Visual Narrative for Any Audience by Janine Kurnoff and Lee Lazarus A practical, easy-to-use guide to transform business communications into memorable narratives that drive conversations―and your career―forward In Everyday Business Storytelling: Create, Simplify, and Adapt A Visual Narrative for Any Audience, visual communication and storytelling experts Janine Kurnoff and Lee Lazarus leverage decades of experience helping executives at the world's top brands―including Facebook, Nestle, Accenture, and Marriot―bring clarity and meaning to their business communications. Whether you're building a presentation, crafting a high-stakes email, or need to influence decisions in your next meeting with an executive, Everyday Business Storytelling offers an insightful exploration of how to develop compelling business narratives. You'll discover how to use a simple, repeatable framework to choreograph your ideas, data, and insights into an authentic, persuasive story. You'll also find clever visual techniques to help humanize your stories and build an emotional connection with your audience, leading to improved presentation skills and effective data storytelling. Just a few of the things you'll learn from this business book include: The science behind why storytelling is the most effective way to trigger emotion in an audience and how to craft a business narrative that makes your ideas engaging The four signposts of storytelling and how to identify and weave in your BIG idea to capture attention How to craft expert headlines that guide your audience and advance your story Everyday Business Storytelling is an indispensable guide to making your communications stick in the minds of your audience and drive change. If you're a busy, talented business person responsible for executive presentations, one-pagers, emails, or virtual meetings, this communication book is for you. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/everyday-business-storytelling-janine-kurnoff

Social Media For Small Business: Marketing Strategies for Business Owners by Franziska Iseli Discover how social media can transform your business and help you attract more customers Social Media For Small Business delivers a step-by-step guide to unlocking the potential of social media to grow your business. Award-winning author and entrepreneur Franziska Iseli walks you through how to use Facebook, LinkedIn, Instagram, YouTube, Twitter, and Pinterest to market your small-to-medium-sized business. The book provides you with: Effective marketing strategies to get more out of your social media efforts. Systems to bring structure into your entire marketing approach. Tools to make your brand irresistible across your customer touchpoints. Case studies to highlight the application of the book’s principles to the real-world Practical strategies you can put in place immediately to see a rapid return on investment Perfect for busy business owners, business managers, and marketing teams wanting to find new and effective marketing tools to attract more customers, Social Media For Small Business also belongs on the bookshelves of anyone who has difficulty with or wants to learn more about how social media can have a positive impact on their business and brand. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/social-media-small-business-franziska-iseli

Find Your Red Thread: Make Your Big Ideas Irresistible by Tamsen Webster You have a terrific idea. It’s so powerful that it could change a life, a market, or even the world. There’s just one problem: others don’t see its power—yet. If you truly value the possibility of your idea, then you’re ready to find your Red Thread—the throughline that connects your idea to your audience’s hearts and minds. The best part is, the Red Thread already exists. It’s the connection that makes the invisible link between your audience’s problem and your solution tangible—and actionable. With the Red Thread, you’ll inspire audiences to act and get the outcome you’re both looking for. Renowned speaker, consultant, and TEDx idea strategist Tamsen Webster shares the same step-by-step process she’s taught to hundreds of clients, helping them deliver memorable presentations, keynotes, marketing campaigns, TED talks, and more. Once you master this process, you’ll be able to guide your audience through the maze of ideas and options—and through the maze of their own minds. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/find-red-thread-tamsen-webster

The Digital Pivot: Secrets of Online Marketing by Eric Schwartzman What’s the secret to driving demand, and generating leads and revenue online? What’s a digital transformation, and why do some companies succeed while others fail? And how do you stage a winning digital pivot? In this book, Eric Schwartzman, bestselling author of Social Marketing to the Business Customer, explains what successful digital marketers do differently. This is the inside track on how to pivot to digital marketing in four easy steps, so you can earn more and work less. We are living through a time of unprecedented migration, from analog to digital business practices. Find out what it takes to stake your own claim online, so you can participate in the ever-growing digital economy, and get your share of the profits. Through real-world stories and numerous examples of digital marketing pivots told in easy-to-follow, nontechnical language, you’ll learn the secrets of what it really takes to be competitive online, so you can increase revenue, decrease costs, and control your future. Drawing on his experience leading online marketing programs for clients such as Toyota, UCLA, Marine Corps, US Dept. of State, LA Opera, and dozens of small and midsize companies, Eric walks you step-by-step through the process of pivoting to digital marketing. This all-in-one, practical playbook covers everything you need to know to about the people, processes, and technology that power a successful digital business, including: Determining what customers want online Choosing and setting up the right software Basics of search engine optimization Driving demand with owned media Growing your social media following Generating leads with content marketing Creating email campaigns that convert Convert traffic into leads and revenue Improving your conversion rates continuously The Digital Pivot provides you with an overview of the pieces that make up the digital marketing puzzle so you can see the forest through the trees. If you’re ready to scale up and grow up, it’s time to find out everything you need to know to migrate your business and career online. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/digital-pivot-eric-schwartzman

The Sh*t They Never Taught You: What You Can Learn From Books by Adam Ashton and Adam Jones Have you ever stumbled upon a piece of life-changing knowledge that made you think: why the hell didn't someone tell me this sooner?! Millions of people have listened to Adam and Adam on the What You Will Learn podcast, where they have spent tens of thousands of hours studying the best ideas from the greatest minds on the planet. Their most frequently asked question: what is the best lesson you've come across? While you'd think a simple question would have a simple answer, it didn't - until now! The Sh*t They Never Taught You will take you on a journey through takeaways from over a hundred of the world's greatest thinkers capturing lessons in personal development, career, business, personal finances, human nature, history, and philosophy. Every lesson will be useful, and one might change your life. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/shit-never-taught-adam-ashton

The Language of Global Marketing: Translate Your Domestic Strategies into International Sales and Profits by Wendy Pease A domestic strategy and only one language mean lost revenue and missed opportunities. Your business could be exploding on a global level. If your business wants international growth across borders into global industries, pursuing buyers without considering their culture or by using a machine translation hurts your efforts. A solid strategy with high-quality, culturally adapted content and translations connects you to prospective buyers online and leads to completed sales. To convert more website visitors into loyal customers and increase profits, you need the correct content in the globalized or localized language for your target audience. In The Language of Global Marketing, Wendy Pease provides the roadmap for business-builders to find new revenue from a global audience with the right quality content and tools. Filled with easy-to-understand strategies and solutions to real-life situations, this is your guide to successful international expansion through global inbound marketing and translation services. You’ll discover: How to align your expansion plans, communications, and brand with your company’s digital marketing plan Four key components to building a successful Translation Management Plan Secrets to receiving better quality and more culturally appropriate translations from your translator Nine tactics to optimize your website and translate data for global SEO in your target market Interpreter options when you need to speak to your customers Huge advantages of cultivating a diverse workforce while expanding globally Connect with your buyers across every language and culture – no passport or overseas travel necessary. The Language of Global Marketing will help you speak the language of success for your organization. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/language-global-marketing-wendy-pease

Teenage Wastebrand: How Your Brand Can Stop Struggling and Start Scaling by Evelyn Starr Has your business hit a wall? Have you struggled to figure out why? Business owners bear the burden of chief brand builder. You think it will get easier once you get past start-up mode, but growth brings more to manage, not less. It’s hard to know if you’re doing well. When your numbers climb, they signal success to you. But then they level off. And refuse to budge. Your brand’s hit its awkward adolescent stage. Based on 30 years of marketing experience and extensive study, brand expert Evelyn Starr shows you how to identify what holds your brand back and overcome it. In this groundbreaking book, you’ll discover: The eight symptoms adolescent brands display, including identity crisis, oversleeping, and suffering from FOMO. Specific questions to help you diagnose the symptom hindering your brand. How brands like FedEx, Netflix, Spotify, and Crocs navigated their adolescence to emerge stronger. What business owners like you have done to course-correct their brands and what worked best. Step-by-step guides to help you exit that stage ready to scale. Finally, you can stop guessing what your brand needs. With the right pieces in place, your brand will be ready for its next leap of growth. If you like sports and entertainment stories, easy-to-understand explanations, and plenty of examples, you’ll love how this book demystifies your brand woes and helps you fix them. Get it now to jump-start your business growth! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/teenage-wastebrand-evelyn-starr

Marketing Book Podcast host Douglas Burdett interviewed on Josh Feinberg’s new B2B Digitized Podcast https://www.b2bdigitized.com/douglas-burdett-host-at-the-marketing-book-podcast/

Humanizing B2B: The New Truth in Marketing That Will Transform Your Brand and Your Sales by Paul Cash and James Trezona There’s a new truth in B2B marketing: if you want to move products, you need to move minds. Most companies suffer from a delusion, and it’s this: that buyers always make decisions in a rational, logical, and economic way. The result is a slew of features-driven B2B marketing that few people really care about. In recent years B2B customers have evolved. They don’t just want to buy from businesses anymore, they want to buy into them. The problem is too few B2B companies realize this. They continue with the same product-centric marketing that increases revenue by a percentage point here and there. It seems safe but it’s dangerously short-sighted because it doesn’t deliver the transformational and long-term growth that makes businesses category leaders. It’s even more important to address this issue at such a critical and delicate moment in the world economy. Marketing leaders require strategies that have an exponential, rather than an incremental, effect on the brand, marketing, and sales, and to implement them they need the new super-skills this book teaches. This involves establishing a core purpose, shifting the focus from products to people, from features to feelings, and from messaging to storytelling, acknowledging that neuroscience has proved that people buy on emotion and justify with fact. In other words, it requires a completely different mindset to the one that’s prevalent right now, one that we call ‘Humanizing B2B’. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/humanizing-b2b-paul-cash

Mark Schaefer stops by The Marketing Book Podcast to share how he writes best-selling marketing books. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/how-to-write-marketing-book-mark-schaefer

Winning Digital Customers: The Antidote to Irrelevance by Howard Tiersky Customers today expect the brands they deal with to deliver an increasingly outstanding and seamless digital experience. Those that do are thriving. Those that don't are becoming increasingly irrelevant. Executives charged with leading any aspect of digital face many challenges, which often include: Organizational resistance Outdated technology Inadequate funding The wrong talent Lack of alignment on what the vision for the future should be All these challenges have solutions. Winning Digital Customers lays out a proven formula for transforming any company to thrive in this digital age. In this new book, Tiersky lays out a simple but detailed five-step methodology that any company can follow to align their teams around a vision for the customer experience that will: Maximize their competitiveness in the market, Identify the quick wins that will help them out of the gate, and Ultimately drive the transformation needed to bring their company into alignment with today's digital world. As part of that methodology, he shares a proven approach to integrating Design Thinking and Journey Mapping to more predictably drive business results. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/winning-digital-customers-howard-tiersky

Content Inc., (2nd ed.): Start a Content-First Business, Build a Massive Audience and Become Radically Successful (With Little to No Money) by Joe Pulizzi From one of today's leading experts in content marketing, Content Inc. is the go-to guide to building a solid small business by establishing a loyal audience before you sell products or services. Do you create digital content? Well, this is the business model you've been looking for... In Content Inc., Joe Pulizzi provides a lower-risk, more effective way to create a path to success by re-engineering the process that so often leads to failure: You'll learn how to develop valuable content, build an audience around that content―and then create a product for that audience. Content Inc. walks you through the entire process, showing how to: Choose a topic Unearth an area where little competition exists (break through the clutter) Choose your best channel to build your platform Build long-term customer loyalty (an audience) Start making money from your content Expand your content into multiple channels/platforms Sell your content asset or scale it into a successful business This updated edition includes new and enhanced coverage of platforms like TikTok, Snapchat, and Instagram, a new section about the exit strategy for the model, more practical how-tos, and current examples of companies that have successfully implemented these strategies. Content Inc. provides an ingenious approach to business based on a profoundly simple concept: Having a singular focus on audience and building a loyal audience directly, provide the best, most nuanced understanding of what products ultimately make the most sense to sell. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/content-inc-2-joe-pulizzi

Badvertising: An Expose of Insipid, Insufferable, Ineffective Advertising by Jim Morris Jim Morris has been responsible for some of the most memorable ad campaigns in history. He knows best that bad ads don’t just create themselves. Part indictment on the advertising industry, part cautionary tale on what not to do with your ads, Jim pulls no punches to better advertising people everywhere. How can the ad industry even exist when almost all of the products that it produces fall on a continuum from flawed to failed? What is it about this industry and the process of creating, selling, and producing ads that cause so much advertising to be so bad? These are the questions answered in Badvertising. A provocative, truth-to-power exposé of ad agencies’ flaws, foibles, and failings—and why they matter to the consumer and to those in the business. Morris, an advertising legend known as “Tagline Jim,” surveys myriad advertising “agents of stupidity.” Hilarious, horrifying, and insightful, each chapter is a grenade lobbed into America’s ad bunkers. Badvertising is a candid, never-seen-before accumulation of real-world don’ts and more don’ts, providing valuable cautionary tales of advertising’s stupid side. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/badvertising-jim-morris

You're Invited: The Art and Science of Cultivating Influence by Jon Levy Regardless of what you want to accomplish, from growing your business, creating a great company culture, championing a social cause, or affecting your habits, you can’t do it alone. The people around you define your success (whatever that means for you) and they have the potential to change the course of your life. That’s what You’re Invited is about: The most universal strategy for success is creating meaningful connections with those who can impact you, your life, and the things you care about. But how do you make those connections and build trust quickly? What do you do if you’re introverted or hate networking? Behavioral scientist Jon Levy had no money, reputation or status, but was able to convince groups of Nobel Laureates, Olympians, celebrities, Fortune 500 executives, and even an occasional princess to not only give him advice, but cook him dinner, wash his dishes, sweep his floors, and then thank him for the experience. The goal of his gatherings, much like this book, was not networking, but building meaningful and lasting relationships. This private community based around the dinner experience became known as “The Influencers,” named for the member’s success and industry influence. Since its inception more than a decade ago, The Influencers has grown into the largest private group of its kind worldwide, with a thriving community both in person and through digital experiences. In You’re Invited, Levy guides readers through the art and science of creating deep and meaningful connections with anyone, regardless of their stature or celebrity, and demonstrates how we develop influence, gain trust, and build community so that we can impact our communities and achieve what’s important to us. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/youre-invited-jon-levy

Performez Vente (How to Perform in Sales) by Olivier Cussac, Alexandra David Ardite, and Olivier Guérin. A fun conversation in English with Olivier Guérin about this new book, which is available only in French.  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/performez-vente-olivier-guérin  

Get the Word Out: Write a Book That Makes a Difference by Anne Janzer What message do you want or need to share with the world? Are you ready to add your voice to the conversation, expand your impact, and influence others as an author? Write the book you want to see in the world. Get the Word Out is a guide to writing a nonfiction book or memoir grounded in a sense of purpose. This practical and inspiring book offers advice for every phase of the journey, from clarifying your concept and owning your authority to drafting the manuscript and doing the important work after publishing. Whether you're an industry thought leader seeking to expand your impact or someone with a tiny following and a big idea, this book will help you approach your book project with clarity, confidence, and commitment: Clarity about your message, your audience, and your vision for the work Confidence in your expertise, authority, and ability to write the book Commitment to see the book through to publication and spread the word beyond If you're looking for a quick-and-easy recipe or a promise of a best-seller, you won't find it here. You will find suggested exercises, original research from a survey of hundreds of nonfiction authors, and stories and advice from other authors who have written meaningful, purposeful books. Many authors report that they wish they'd written their books sooner. What are you waiting for? Read this book now and start getting your word out. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/get-word-out-anne-janzer

Marketing 5.0: Technology for Humanity by Philip Kotler, Hermawan Kartajaya and Iwan Setiawan Rediscover the fundamentals of marketing from the best in the business.  In Marketing 5.0, the celebrated promoter of the “Four P’s of Marketing,” Philip Kotler, explains how marketers can use technology to address customers’ needs and make a difference in the world.  In a new age when marketers are struggling with the digital transformation of business and the changing behavior of customers, this book provides marketers with a way to integrate technological and business model evolution with the dramatic shifts in consumer behavior that have happened in the last decade.   Following the pattern presented in his bestselling Marketing X.0 series, Philip Kotler covers the crucial topics necessary to understand modern marketing, including:  Artificial Intelligence for marketing automation  Agile marketing  “Segments of one” marketing  Contextual technology  Facial recognition and voice tech for marketing  The future of Customer Experience (CX)  Transmedia storytelling  The “Whatever-Whenever-Wherever” service delivery  “Everything-As-A-Service” business model  Internet of Things and blockchain for marketing  Virtual and augmented reality marketing  Corporate activism  Perfect for traditional and digital marketers and students and teachers of marketing and business, Marketing 5.0 reinvigorates the field of marketing with actionable recommendations and unique insights. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/marketing-5.0-philip-kotler

The Undefeated Marketing System: How to Grow Your Business and Build Your Audience Using the Secret Formula That Elects Presidents by Phillip Stutts You hate politicians. Who doesn't in today's world? But you have more in common with politicians than you may think: you both need a proven, foolproof marketing system to succeed in today's tumultuous marketplace. The stakes have always been high, but with so much economic disruption in the world, they're even higher now – and you can feel it. What if the key to future success lies in a simple marketing approach that presidents use to get elected and startup companies use to become billion-dollar unicorns? What if you could use this approach to convert customers in half the time, eliminate your financial risk, and secure huge profits? Now you can. In The Undefeated Marketing System, bestselling author Phillip Stutts shows you how his five-step marketing formula used by winning presidents and successful companies will also grow your business. With more than twenty-five years of campaign and research experience, Phillip reveals his system that elects presidents and builds billion-dollar companies. If you're a small business owner, entrepreneur, executive, or marketing professional determined to beat the competition in any economic environment, this is your next must-read book. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/undefeated-marketing-system-phillip-stutts

Activate Brand Purpose: How to Harness the Power of Movements to Transform Your Company by Scott Goodson and Chip Walker The greatest challenge facing leaders is activating and actioning purpose-based brands to the people who matter inside the company and out. Recent statistics prove that more than 87% of consumers would purchase a product because a company advocated for an issue they cared about, and more than two-thirds would refuse to do so if the company supported an issue contrary to their beliefs. We live in an age of activism - the conscious consumer is more socially aware than ever before, and this is reflected in their buying habits. Yet, activism on behalf of brands is lagging. While many claim to be 'purpose driven', far too often this purpose is relegated to a plaque above the CEO's desk, and never goes any further. Or, worse, the 'purpose' is transparently used as a marketing ploy, but never acted upon in any real way. Activate Brand Purpose shows readers how to transform their brand's purpose into meaningful action by sparking a company-wide cultural movement, beginning internally and permeating externally. Regardless of whether your purpose is lofty and socially conscious, or all business, focus on galvanizing people, and they will respond if you can prove that you care about that purpose and that you're working to realize it, rather than simply chasing the next dollar. This book contains a clearly explained, proven framework that will make this happen. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/activate-brand-purpose-chip-walker

Binge Marketing: The Best Scenario for Building Your Brand by Carlijn Postma How do you build a brand in a time of information overload where the media are so fragmented that you can barely get your audience's attention? And how do you ensure that everyone tells the same story on all those channels? Carlijn Postma takes you to the place where content is the product and where people know how to attract and retain an audience: Hollywood. Binge Marketing is not another stuffy marketing book, but a refreshing look at marketing in the 21st century. With this advice handed to you in this book, you can be sure that people will want to listen to your story. Not just one episode, but as a loyal and committed reader, viewer, or listener. Compare your brand with the scenario of a very good television series and consider every single statement and marketing activity you put out there as an episode of that series. As a true showrunner, you can build on your own loyal and involved audience. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/binge-marketing-carlijn-postma

Sustainable Marketing: How to Drive Profits with Purpose by Michelle Carvill, Gemma Butler, and Geraint Evans In the modern age of authenticity and transparency, consumers are no longer content with brands that are dismissive of, or even apathetic to, sustainability. Brands are now expected to convey understanding and concern when it comes to matters such as climate change, carbon footprints, and employee welfare. Most importantly of all, they must be genuinely committed to these standpoints – remaining consistent and proactive in their principles. With the rise of more conscious consumers and the belief-driven buyer, organizations ignore sustainability and the spirit of 'doing good' at their own peril. From three marketing experts with decades of experience between them, Sustainable Marketing delivers the new benchmark for modern marketing. This book clarifies the importance of the sustainable approach before providing a comprehensive guide to implementing, driving, and maintaining these practices in any organization. A must-read for any business leader or marketing executive, this is a unique and fascinating blend of academic research and practical case studies that will kick-start and inspire sustainable initiatives. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sustainable-marketing-michelle-carvill

Selling From The Heart: How Your Authentic Self Sells You! by Larry Levine Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do it in a natural way. Larry Levine shows you how not to only be yourself, but your best self and succeed! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/selling-heart-larry-levine

Ultimate Guide to Google Ads by Perry Marshall, Mike Rhodes, and Bryan Todd Covering the latest breaking news in Google Ads, this sixth edition introduces revised, expanded and new chapters covering Enhanced Campaigns, Google Ads Express, Google’s Product Listing Ads, and more. Changes in Big Data advertising are also revealed and expanded sections and necessary updates have been added throughout. Updates specific to this edition include: Powerful bidding strategies using remarketing lists for search ads New ad extension features Automation capabilities using scripts Bonus Online Content that includes links to dozens of resources and tutorials covering: registering a domain name, setting up a website, selecting an email service, choosing a shopping cart service, finding products to sell, and starting up a Google Ads account for your business Readers are given the latest information paired with current screenshots, fresh examples, and new techniques. Coached by Google Ads experts Perry Marshall, Mike Rhodes, and Bryan Todd advertisers learn how to build an aggressive, streamlined campaign proven to increase search engine visibility, consistently capture clicks, double website traffic, and increase sales. Whether a current advertiser or new to AdWords, this guide is a necessary handbook. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ultimate-guide-google-ads-mike-rhodes

The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers by Michael F. Schein Master the art and science of using shameless propaganda for personal and social good. Influencers have always deployed the power of hype to get what they want. But never in history have people been so susceptible to propaganda and persuasion as they are now. Hype truly runs our world. Imagine if you could generate and leverage hype for positive purposes―like legitimate business success, helping people, or effecting positive change in your community. Michael F. Schein teaches you how. In The Hype Handbook, the notorious marketing guru provides 12 fundamental strategies for creating and leveraging hype for good, including ways to: Attract attention from people that matter Create a community of acolytes to further your cause Create an atmosphere of curiosity and intrigue Sell your message with the skill of a master Create a step-by-step “manifesto” Citing the latest research in psychology, sociology and neuroscience, Schein breaks the concept of hype down into a simple set of strategies, skills, and techniques―and illustrates his methods through stories of the world’s most effective hype artists, including American propagandist Edward Bernays, Alice Cooper manager Shep Gordon, celebrity preacher Aimee Semple McPherson, Spartan Race founder Joe De Sena, and digital guru Gary Vaynerchuk. Whatever your temperament, education, budget, background, or natural ability, The Hype Handbook delivers everything you need to apply the most powerful tools of persuasion for personal and business success. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/hype-handbook-michael-f-schein

The Experience Economy: Competing for Customer Time, Attention, and Money by Joseph Pine and James Gilmore Time is limited. Attention is scarce. Are you engaging your customers? Apple Stores, Disney, LEGO, Starbucks. Do these names conjure up images of mere goods and services, or do they evoke something more--something visceral? Welcome to the Experience Economy, where businesses must form unique connections in order to secure their customers' affections--and ensure their own economic vitality. This seminal book on experience innovation by Joe Pine and Jim Gilmore explores how savvy companies excel by offering compelling experiences for their customers, resulting not only in increased customer allegiance but also in a more profitable bottom line.  Translated into thirteen languages, The Experience Economy has become a must-read for leaders of enterprises large and small, for-profit and nonprofit, global and local. Now with a brand-new preface, Pine and Gilmore make an even stronger case for experiences as the critical link between a company and its customers in an increasingly distractible and time-starved world.  Filled with detailed examples and actionable advice, The Experience Economy helps companies create personal, dramatic, and even transformative experiences, offering the script from which managers can generate value in ways aligned with a strong customer-centric strategy. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/experience-economy-james-gilmore

Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!) by David Priemer When was the last time you enjoyed talking to a salesperson? While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. While the company―and his entire profession―was acting with more than enough gusto, they lacked emotional awareness and empathy. Put simply: they were not selling the way they buy. The truth is that, as buyers, we’re not often aware of the pathways and mechanisms by which we make purchasing decisions, and customers aren’t always sure about what they want or need. In Sell the Way You Buy, Priemer reveals scientifically supported methods of understanding your customer, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make the average person dislike salespeople. Sell the Way You Buy is about much more than putting yourself in the customer’s shoes. It’s about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. In short: to sell the way you buy. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sell-way-you-buy-david-priemer

The Strategy Mindset 2.0: A Practical Guide To The Design and Implementation of Strategy by Dr. Chuck Bamford According to strategic planning expert Dr. Chuck Bamford, business strategy is a mixture of instinct and instruction.  You already have the instinct—let Bamford provide the instruction you need to hone your business and leadership traits and lead your organization into a bright future.  Bamford’s work stands out from other business leadership books by providing in-depth processes in a practical format that allows the reader to use the material immediately.  Using these as a jumping-off point and a business model navigator, Bamford encourages you to think about your own business leadership skills list and the qualities you want to master.  By envisioning your ideal customer, crafting true competitive advantages, and understanding how to implement strategy, you can begin honing an identity that will make you stand out in any industry.  Bamford draws upon lessons from wildly successful organizations in every type of industry to show you how developing a real strategic plan can make a whole lot of change possible. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/strategy-mindset-chuck-bamford

Stand-out Marketing: How to Differentiate Your Organization in a Sea of Sameness by Stacey Danheiser, Simon Kelly, and Paul Johnston "How do we get customers to choose us over our competitors?" In a crowded market, it's imperative to demonstrate that you understand what your customers value and can communicate how you can solve their problems better than the competition. Stand-out Marketing presents original research that compares the content produced by organizations in a range of sectors which demonstrates that customers are left swimming in a "sea of sameness" by copycat marketing that makes choice difficult. On the back of this unique and fascinating research, Stand-out Marketing sets out a framework of five competencies for business leaders, marketing, and sales professionals to successfully differentiate themselves from competitors.  These include seeing the next competitive move, staying in tune with your customers and becoming indispensable to them, activating and evaluating initiatives, as well as building an organizational culture that enables these competencies.  Featuring interviews with industry experts, tools, and exercises throughout, Stand-out Marketing is an essential resource to help companies stand out, deliver genuine value, and achieve competitive advantage. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/stand-out-marketing-stacey-danheiser

Cumulative Advantage: How to Build Momentum for your Ideas, Business and Life Against All Odds by Mark Schaefer At its essence, marketing today is about answering one question: “How can we be heard?” How can we rise above the din of infinite options to create sustainable meaning with an audience or group of customers? Following the old rules of digital engagement is not enough … not nearly enough. Even being "great" is insufficient in the face of overwhelming competition redefining the limits of excellence every day.  From the best-selling author of KNOWN and Marketing Rebellion comes a practical guidebook built for the modern world.  Cumulative Advantage demonstrates how the world is stacked against us in big ways and small and provides new ideas to help us build the unstoppable momentum needed to rise above competitive barricades in business, in our careers, and in our lives. Filled with motivating ideas and fascinating case studies, Cumulative Advantage is an indispensable and practical source of inspiration for every person with a dream that’s ready to take flight.  You will learn: How the initial advantage that drives momentum comes from everyday ideas. The inside secrets of creating vast awareness for your projects. How to nurture powerful connections that lead to break-through opportunities. Why momentum is driven by the speed, time, and space of a “seam.” How the “certainty of business uncertainty” can be used to your advantage. Mark Schaefer weaves decades of research and revealing expert views into an entertaining guide to building momentous success in the real-world.  You’ll never view the world the same way again after learning how initial advantages, seams of opportunity, sonic booms, and the lift from mentors can impact your world in powerful and permanent ways.  Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/cumulative-advantage-mark-schaefer

The Smart Marketing Book: The Definitive Guide to Effective Marketing Strategies by Dan White In today’s complex commercial environments, marketing has become a central aspect of every successful business. Businesses need flexible, effective means of gaining commercial traction by managing their relationships with audiences, stakeholders, and competitors. They require effective marketing and branding that move beyond the standard forms of brand orientation and commercial interaction. New marketing models must think smart to create innovative strategies that have long-term sustainable economic goals. The Smart Marketing Book is a practical, reliable, and concise title that offers the core marketing principles applicable to anyone who wishes to improve their organization’s financial and creative values. It is a straightforward guide that avoids unnecessary and time-consuming practices. An illustrative handbook that covers marketing principles and topics through visual innovation. A credible statement to all marketers trying to source the most relevant strategies from a field cursed with infinite information. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/smart-marketing-book-dan-white

The Ministry of Common Sense: How to Eliminate Bureaucratic Red Tape, Bad Excuses, and Corporate BS by Martin Lindstrom A humorous yet practical five-step guide to ridding ourselves—and our companies—of the bureaucratic bottlenecks and red tape that plague every office You try to reserve a conference room for a crucial client meeting via your company’s new-and-improved computer service, only to find that every conference room is booked–seemingly forever. Your weekly conference call is hijacked by video screens freezing, cords not working, and employees dropping in and out. You then sit through an endless PowerPoint presentation that everyone claims they’ve read, no one has, and that could have been summarized in one page. What has happened to common sense? And how can we get it back? Companies, it seems, have become so entangled in their own internal issues, and further beset by reams of invisible red tape, that they’ve lost sight of their core purpose. Inevitably, they pay the price. Best-selling author Martin Lindstrom combines numerous real‑life examples of corporate common sense gone wrong with his own ingenious plan for restoring logic—and sanity—to the companies and people that need it most. A must-read for today’s executives, managers, and office workers, The Ministry of Common Sense is funny, entertaining, and immensely practical. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ministry-common-sense-martin-lindstrom

Ultimate Guide to Facebook Advertising by Perry Marshall, Bob Regnerus, and Thomas Meloche New Customers Are Waiting...Find Them On Facebook Facebook makes it easy for businesses like yours to share photos, videos, and posts to reach, engage, and sell to more than 1 billion active users. Advertising expert Perry Marshall is joined by co-authors Bob Regnerus and Thomas Meloche as he walks you through Facebook Advertising and its nuances to help you pinpoint your ideal audience and gain a ten-fold return on your investment. Now in its fourth edition, Ultimate Guide to Facebook Advertising takes you further than Facebook itself by exploring what happens before customers click on your ads and what needs to happen after―10 seconds later, 10 minutes later, and in the following days and weeks. You'll discover how to: Maximize your ad ROI with newsfeeds, videos, and branded content Create custom audiences from your contact lists, video views, and page engagement Use the Facebook Campaign Blueprint proven to generate your first 100 conversions Boost your Facebook ads using the Audience Network and Instagram Follow the three-step formula for successful video ads Maximize campaigns and increase conversions on all traffic to your website Track and retarget engaged users by leveraging the Power of the Pixel Make every page on your website 5-10 percent more effective overnight Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/ultimate-guide-facebook-advertising-bob-regnerus

The Influencer Code: How to Unlock the Power of Influencer Marketing by Amanda Russell The Influencer Code is the essential reference for any company looking to leverage the power of influencers to elevate their brand and grow their business. From Fortune 500s to local fitness studios, whether you offer financial services or sell donuts, reaching today's consumers is more complicated than ever. More and more, marketers are reaching out to people who style themselves "influencers": those people who have a big—and, more importantly—loyal audience ready to hear what they have to say about anything. Yet despite "influencer marketing" fast becoming one of the biggest buzz terms of the decade,  it couldn't be more misunderstood. Written by an accomplished entrepreneur, professor, and award-winning YouTube star, The Influencer Code breaks down the biggest myths that brands are getting wrong and shows you how to get it right by defining and showcasing what true influencer marketing is and how to leverage it to achieve your business goals in a simple yet powerful 3-step code. The Influencer Code simplifies the complex world of influencer marketing, covering how to research, evaluate, and employ the right influencers for their markets, as well as how to legally and strategically integrate them into marketing campaigns to achieve specific goals. The future of marketing depends on forming authentic partnerships between brands and influencers. The go-to resource for all things influencer marketing, The Influencer Code is your shortcut to making that future a reality. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/influencer-code-amanda-russell

Friday Forward: Inspiration & Motivation to End Your Week Stronger Than It Started by Robert Glazer Wake up. Get inspired. Change the world. Repeat. Global business leader and national bestselling author, Robert Glazer, believes we all have a responsibility to each other: to give one another the inspiration and support we need to be our best. What started as a weekly note known as "Friday Forward" to his team of forty has turned into a global movement reaching over 200,000 leaders across sixty countries and continually forwarded to friends and family. In Friday Forward, Robert shares fifty-two of his favorite stories with real-life examples that will motivate you to grow and push you to be your best self. He encourages you to use this book as part of a positive and intentional Friday morning routine to get the weekend started on a forward-looking note that will carry you through the week. At once uplifting and deeply thought-provoking, these stories will challenge you to propel yourself outside your comfort zone to unlock your innate potential. By making small, intentional changes, you have the power to create lasting impact, not only in your own life, but also to inspire those around you to do the same. Today is the perfect day to start. "Glazer's collection of inspiring, thought-provoking stories gives the motivation and mentorship you need to build a more fulfilling life and career." —Daniel H. Pink, author of When and Drive Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/friday-forward-robert-glazer

Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads by Skip Miller Too many companies have let their salespeople devolve into an order-taking, customer “farming” team where the focus is on following up on inbound leads or just trying to upsell current customers. Outbounding shows them how to power up the sales function with proven strategies that deliver breakthrough results. Many sales organizations have fallen into an overreliance on inbound lead generation. However, when the early and easy inbound leads dry up and marketing and social media efforts stop yielding the results enjoyed previously, the need for outbound activity becomes more crucial than ever. This is the critical time in the life of a business when organizations with a top-notch team trained to sell outbound successfully will rise head and shoulders above the rest. There are no two ways about it, outbound selling can be intimidating even to the most senior rep. Yet that same intimidation around cold calling and outbound sales can be transformed into confident success … if you have the right tools at your disposal. This book equips salespeople with the knowledge, training, and road-tested sales tactics to raise the success rate (and even the enjoyment level) of their outbound sales. Outbounding provides sales teams with everything they need to:  Have the right tools to outbound and not to just harass Learn how to outbound to the C-Suite as well as the manager level See prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills Utilize templates and ideas that really work and can be adapted to one’s own style Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/outbounding-skip-miller

Unfiltered Marketing: 5 Rules to Win Back Trust, Credibility, and Customers in a Digitally Distracted World by Stephen Denny and Paul Leinberger You can fake authenticity. But in this digitally saturated age, your customers will see through any misdirection. As we are constantly on our electronic devices, we have come to distrust curated media and traditional PR. Stephen Denny and Paul Leinberger have found that people now want to make their own decisions based on raw footage, real-time updates, and unfiltered livestreams. How, then, do marketing executives and others gain consumer trust? These Fortune 500 consultants present the answer in Unfiltered Marketing. Drawing on four years of global research, Denny and Leinberger have developed a comprehensive five-step process for successfully rehumanizing the digital brand experience and gaining customer loyalty. To follow it, companies must understand that consumers are (1) seeking control in an out-of-control world; and executives must rework their brand to be (2) unscripted, (3) in-process, and (4) in-context, in order to master (5) heroic credibility (brands standing by their philosophy and values). Abiding by these rules, businesses follow in the successful footsteps of brands like Patagonia, T-Mobile, adidas, GoDaddy, and others. Unfiltered Marketing's big ideas apply to business strategy, marketing, and the future of the brand/consumer relationship. It is a playbook for managers and for anyone interested in the ever-changing interaction between technology and culture. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/unfiltered-marketing-stephen-denny

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion Industry analysts report that up to 70-80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance?  Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly.  They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/expansion-sale-tim-riesterer

The Visual Sale: How to Use Video to Explode Sales, Drive Marketing, and Grow Your Business in a Virtual World by Marcus Sheridan and Tyler Lessard Video can help you close the deal in a virtual world and this book from award-winning marketer and author Marcus Sheridan will show you how. With practical advice and step by step instructions, this is the ultimate guide to selling over video - no matter how much you hate watching yourself on the screen.  More than ever before, buyers and consumers are demanding more video. Just "reading" about a product, service, or company will no longer do the trick. Today, they must "see" it.   Notwithstanding this increased demand for video, most businesses and organizations have struggled to quickly adapt. In fact, many have no idea as to how or where to get started. For this purpose, The Visual Sale was written.  Finally, businesses and organizations have a clear guide that will literally show them, in simple, clear, and actionable terms, exactly how they can build a culture of video and start "showing it" moving forward, ultimately leading to a dramatic improvement to their sales numbers, marketing strategy, and overall customer experience. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/visual-sale-marcus-sheridan

The Six Disciplines of Agile Marketing: Proven Practices for More Effective Marketing and Better Business Results by Jim Ewel Transform your organization using Agile principles with a proven framework.  The Six Disciplines of Agile Marketing provides a proven framework for applying Agile principles and processes to marketing. Written by celebrated consultant Jim Ewel, this book provides a concise, approachable, and adaptable strategy for the implementation of Agile in virtually any marketing organization.  The Six Disciplines of Agile Marketing discusses six key areas of practical concern to the marketer who hopes to adopt Agile practices in their organization. They include:  Aligning the team on common goals  Structuring the team for greater efficiency  Implementing processes like Scrum and Kanban in marketing  Validated Learning  Adapting to Change  Creating Remarkable Customer Experiences  The Six Disciplines of Agile Marketing also discusses four shifts in beliefs and behaviors necessary to achieve an Agile transformation in marketing organizations. They include:  A shift from a focus on outputs to one based on outcomes  A shift from a campaign mentality to one based on continuous improvement  A shift from an internal focus to a customer focus  A shift from top-down to decentralized decision-making Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/six-disciplines-agile-marketing-jim-ewel

The Interaction Field: The Revolutionary New Way to Create Shared Value for Businesses, Customers, and Society by Erich Joachimsthaler Learn how the most successful businesses are creating value and igniting smart growth in a fast-paced, competitive market. Most businesses today focus on competition and disruption instead of collaboration, participation, and engagement. They focus on transactions instead of interactions. They seek to optimize or extract value rather than share it. They build assets and thrive on an enormous scale, huge distribution networks, and brand recognition. But then along comes a rival that doesn't care much about your brand and your other assets, and it either rushes past you or mows you down. In The Interaction Field, management expert, and professor Erich Joachimsthaler explains that the only way to thrive in this environment is through the Interaction Field model. Companies that embrace this model generate, facilitate, and benefit from data exchanges among multiple people and groups -- from customers and stakeholders, but also from those you wouldn't expect to be in the mix, like suppliers, software developers, regulators, and even competitors. And everyone in the field works together to solve big, industry-wide, or complex and unpredictable societal problems. The future is going to be about creating value for everyone. Businesses that solve the immediate challenges of people today and also the major social and economic challenges of the future are the ones that will survive and grow. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/interaction-field-erich-joachimsthaler

Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth by Darrell Amy Need to grow revenue faster? In Revenue Growth Engine, Darrell Amy presents a strategy to accelerate growth. Whether you own a company, lead a sales team, or work in marketing, you share the same goal: revenue growth. In today’s economy, companies need to accelerate revenue growth. Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth! In this book, you will quickly see which parts of your company’s growth engine are not performing. You will discover the law of exponential growth and how to accelerate growth with ideal clients. You will find a big picture model for aligning marketing and sales to drive growth. Darrell walks you step by step through how to improve each component of your growth engine. Anyone who shares responsibility for revenue will appreciate this book.  Here’s some of what you’ll learn: Business Owners Discover a model to set aggressive and achievable growth goals Achieve cross-sell goals to drive more revenue per client Align sales and marketing to drive revenue growth Enhance your buyer and client experiences to build loyalty Chief Revenue Officers Create scorecards to measure success Get a framework to make better marketing decisions Implement a periodic business review process Sales Leaders Create a target account program with 10X prospects Drive multi-touch prospecting campaigns that are measurable Win more deals with strategies to influence buying teams Marketing Managers Build effective messages based on the business outcomes ideal clients desire Create lead management strategies to qualify sales leads Develop client loyalty programs that increase cross-sell revenue Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/revenue-growth-engine-darrell-amy

The Practice: Shipping Creative Work by Seth Godin From the bestselling author of Linchpin, Tribes, Purple Cow and The Dip comes an elegant little book that will inspire artists, writers, and entrepreneurs to stretch and commit to putting their best work out into the world. Creative work doesn't come with a guarantee. But there is a pattern to who succeeds and who doesn't. And engaging in the consistent practice of its pursuit is the best way forward. Based on the breakthrough Akimbo workshop pioneered by legendary author Seth Godin, The Practice will help you get unstuck and find the courage to make and share creative work. Godin insists that writer's block is a myth, that consistency is far more important than authenticity, and that experiencing the imposter syndrome is a sign that you're a well-adjusted human. Most of all, he shows you what it takes to turn your passion from a private distraction to a productive contribution, the one you've been seeking to share all along. With this book as your guide, you'll learn to dance with your fear. To take the risks worth taking. And to embrace the empathy required to make work that contributes with authenticity and joy. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/practice-seth-godin

Mastering Marketing Agility: Transform Your Marketing Teams and Evolve Your Organization by Andrea Fryrear The leading authority on agile marketing shows how to build marketing operations that can pivot freely and yet remain committed to priorities. As a marketer, are you tired of chasing marketing fads and algorithm rumors that seem to change every couple of months? This guide to building the perfect marketing department will help you achieve the latest and greatest without having to rebuild your operations from scratch every time the wind shifts. Agile strategies have been the accepted modus operandi for software development for two decades, and marketing is poised to follow in its footsteps. As the audiences we market to become ever more digital, agile frameworks are emerging as the best and only way to manage marketing. This book is a signpost showing the way toward the agile future of marketing operations, explaining how every role, from social media intern up to chief marketing officer, can work in unison, responding to the market's demanding challenges without losing focus on the big picture. You will learn what it takes for marketing agility to thrive--customer focus, transparency, continuous improvement, adaptability, trust, bias for action, and courage--along with the anti-patterns that can drag you down. Most important, you will learn how to implement the systems, strategies, and practices that will truly transform your marketing operations. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/mastering-marketing-agility-andrea-fryrear

Unleash Your Primal Brain: Demystifying How We Think and Why We Act by Tim Ash Understand what makes you human! This book is about the commonalities all 8,000,000,000 people on Earth share. Drop a rock. It falls and hits the ground. Once you understand brain evolution, many of our behaviors will become more predictable. To a scary degree, we are reactive animals ruled by passions and not the rational geniuses with free will that we like to imagine. First the bad news: The notion that people make decisions and choices to maximize objective self-interest has been demolished. People are not rational — far from it. Now the good news: We are finding out exactly how and why we act in these seemingly irrational ways. In other words, there is a method to our seeming madness. We evolved for a particular environment, but our rapid social advances and mushrooming populations have created a bewildering new world. On the timescale of this dizzying change, evolution has effectively stopped, and we must rely on what has gotten us this far. By retracing the path that our distant ancestors took to get here, we can understand the stunning abilities and glaring weaknesses which we have inherited. Sometimes our reactions and responses are appropriate and uncannily helpful. In the blink of an eye, we can assess complex situations and reach critical life-or-death decisions. At other times, we are seemingly our own worst enemies — repeating the same mistakes, even when we know the results will be counterproductive, or even deadly. Unlocking the true nature of the human brain is the last frontier. Recent work in fields such as biology, neuroscience, evolutionary psychology, medical imaging, social science, and behavioral economics is combining to show us the inner workings of this evolutionary marvel. This book is designed for you — the curious and intelligent searcher for truth. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/unleash-primal-brain-tim-ash

Standout Virtual Events: How to Create an Experience That Your Audience Will Love by David Meerman Scott and Michelle Manafy Everyone wonders what the future holds for events if people are unable to travel or gather in large groups in the short term, and how the industry may be impacted in the long term. One thing we know for sure: Whether you are an event organizer or speaker, your business is changing. Unfortunately, when experienced events folks move into the virtual setting, they often try to replicate what works for in-person events. However, what works on a stage rarely translates well to digital. To succeed in virtual events we need to reimagine what is possible. In this essential guide, David Meerman Scott and Michelle Manafy share newly emerging best practices in virtual events. As speakers at, and organizers of, virtual events, they have unique opportunities to speak with people in many different aspects of the events business to learn what works. Here, they offer concise, practical guidance you can quickly put into practice, including: Making Connections in a Socially Distant World Understanding the Purpose of Running a Virtual Event Critical Differences Between In-Person and Virtual Events Building Audience Interaction Six Key Benefits of Hosting Virtual Events Format, Features, and Platform Considerations Speaker Preparation for Virtual Events The Business of Virtual Events The Cost of Producing a Virtual Event How To Run A Great Virtual Event Whether you are a seasoned event organizer, a speaker making the transition to virtual events, or just getting your first event off the ground, this guide will equip you with everything you need to run a great virtual event. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/standout-virtual-events-david-meerman-scott

Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast by Jeb Blount And, just like that, everything changed. A global pandemic. Panic. Social distancing. Working from home. Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave. Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back. Virtual Selling can be challenging. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction. It’s natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast. Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you. Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You’ll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation. Jeb teaches you: How to choose the right technology stack for your unique situation The five elements of effective virtual sales calls The seven keys to making a lasting impression on video How to make the camera your best friend Why you must be video ready (BVR) all the time How to leverage virtual tools to get more done, in less time, with better outcomes Seven virtual communication strategies you must never forget How to conduct multi-stakeholder virtual sales calls The B.O.N.D. virtual engagement framework How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor The five questions stakeholders are always asking on every virtual call The S.C.O.R.E. Discovery Method for virtual sales calls How to deliver effective virtual demos and presentations that grab attention and seal the deal Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity How to ask for what you want, get past objections, and close the deal on virtual sales calls How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients¯a who's who of the world's most prestigious organizations¯right into your hands. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/virtual-selling-jeb-blount

The Sticking Point Solution: 9 Ways to Move Your Business from Stagnation to Stunning Growth by Jay Abraham Businesses can plateau, stall, or stagnate...without the owners or key executives even realizing it. A business might be achieving incremental year-on-year growth and yet still be in a situation of stagnation or stall. Why? Because entrepreneurs and executives often focus on the wrong things and don't know how to solve the problems that get their businesses stuck. The purpose of The Sticking Point Solution is to help entrepreneurs and executives recognize the ways in which their businesses may be stuck, and to then give them tools for getting unstuck and enjoying exponential growth. To achieve this, Jay will help you to identify the nine "sticking points." They are: stuck losing out to competitors instead of taking the lead in their marketplaces stuck at low levels of sales instead of selling wisely and selling more stuck with erratic sales volume instead of thinking strategically and systematically about their businesses stuck failing to strategize instead of managing their efforts wisely stuck with high overhead and costs instead of leveraging the assets of other companies, including the competition stuck with doing more of what doesn't work instead of innovating and trying new approaches stuck by getting marginalized and commoditized in the marketplace instead of becoming distinctive in their fields stuck with antiquated, mediocre marketing instead of using what works today stuck trying to do everything themselves instead of leveraging the talents of other individuals and organizations Whether businesses are afflicted by one, two, or all nine of these sticking points listed above, the result is the same: the owners, executives, or entrepreneurs are not achieving all of the growth, success, and prosperity they deserve. Unlocking that true potential is the impetus for The Sticking Point Solution. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/sticking-point-solution-jay-abraham

The Hype Machine: How Social Media Disrupts Our Elections, Our Economy, and Our Health--and How We Must Adapt by Sinan Aral MIT professor Sinan Aral isn’t only one of the world’s leading experts on social media—he’s also an entrepreneur and investor, giving him an unparalleled 360-degree view of the technology’s great promise as well as its outsize capacity to damage our politics, our economy, and even our personal health.  Drawing on two decades of his own research and business experience, Aral goes under the hood of the biggest, most powerful social networks to tackle the critical question of just how much social media actually shapes our choices, for better or worse.  Aral shows how the tech behind social media offers the same set of behavior-influencing levers to both Russian hackers and brand marketers—to everyone who hopes to change the way we think and act—which is why its consequences affect everything from elections to business, dating to health.  Along the way, he covers a wide array of topics, including how network effects fuel Twitter’s and Facebook’s massive growth to the neuroscience of how social media affects our brains, the real consequences of fake news, the power of social ratings, and the impact of social media on our kids. In mapping out strategies for being more thoughtful consumers of social media, The Hype Machine offers the definitive guide to understanding and harnessing for good the technology that has redefined our world overnight. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/hype-machine-sinan-aral  

Purple Goldfish 2.0: 10 Ways to Attract Raving Customers by Stan Phelps and Evan Carroll Are you looking to stand out from your competition? Of course, you are. Unfortunately, nearly every other marketer is, too... So, how can your brand stand out in a sea of sameness? Purple Goldfish 2.0 is not your ordinary business book. It fundamentally aims to change the paradigm of what we do in business and how we do it. It offers 10 ways to attract raving customers.  A Purple Goldfish is defined as any time a business purposely goes above and beyond to provide a little something extra to differentiate the experience and honor the relationship. It’s a marketing investment back into your customer base. It’s that unexpected surprise that’s thrown in for good measure to achieve product differentiation, drive retention, and promote word of mouth. Why is this book needed? We’ve lost focus in marketing. We’ve been so laser-focused on automating our marketing to prospects that we’ve forgotten to deliver an exceptional experience once they’ve become customers. Advertising is no longer the answer. Traditional media is expensive, fragmented, and for the most part ineffective. Customer support is non-existent. We’re too busy outsourcing it. We’ve developed complex loyalty programs that confuse customers and only promise future benefits. What we really need is a concept that differentiates our brand, promotes retention, and generates word of mouth at the time of purchase. That concept is a Purple Goldfish. Your brand today is no longer just what you tell people it is. It’s what your customer experiences, how they feel, and, most importantly—what they tell others about that experience. The entire premise of Purple Goldfish 2.0 is that the customer must come first. Customer experience should be the biggest priority. Stop focusing on “the two in the bush” (prospects) and take care of “the one in your hand” (your customer). Take care of the customers you have. When you provide them with a memorable experience, they’ll bring you the customers you want. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/purple-goldfish-stan-phelps

Content Marketing, Engineered: Build Trust and Convert Buyers with Technical Content by Wendy Covey Research shows that this analytical, skeptical buyer conducts a great deal of independent research before engaging with vendors. Companies that share expertise through high-quality content on a consistent basis are not only seen as trusted resources, they also spend less per lead and achieve greater pipeline efficiency. Content Marketing, Engineered guides you through the key steps in creating content to inform, educate, and help your technical buyers on their journey to purchase and beyond. By the time you reach the last page, you’ll be familiar with the entire end-to-end content marketing process, from planning and writing to publishing, promoting, and measuring the performance of your content. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/content-marketing-engineered-wendy-covey

Myths of Marketing: Banish the Misconceptions and Become a Great Marketer by Grant Leboff It's common knowledge that marketing is nothing but advertising, and if your business comes through word of mouth then you don't need marketing anyway. Besides, everyone knows that social media is the best form of free marketing there is... don't they? The world of marketing is abound with a staggering number of misconceptions, fallacies, and falsehoods. In Myths of Marketing, recognized industry expert Grant Leboff takes readers on a fascinating and entertaining journey through some of the most deeply entrenched stereotypes that exist in the industry, from the idea that sales and marketing are basically the same and that getting people's attention costs a lot of money, to the notion that demography is the best way to segment your market and 'content is king'. Using a combination of academic research, amusing examples and industry case studies, Myths of Marketing effectively debunks many of the most pervasive myths and assumptions, leaving readers with a clearer, more perceptive understanding of marketing as a whole, to improve their own practice and marketing strategy. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/myths-marketing-grant-leboff

Life After The Death of Selling: How to Thrive in the new Era of Sales by Tom Searcy and Carajane Moore It is estimated that almost 1 million jobs will be eliminated in the traditional role of “salesperson” in the next 5 years in the United States. The signs of change are all around us. Buying processes have been altered in very specific and critical ways. The natural implications are that we must change the way we sell when our buyers change the way they buy from us. The sea change for what has been traditionally called selling has already started and momentum is building. If sales is the engine that drives revenue and subsequently business growth, how are sales leaders and their people to react to the changes driven by technology, regulation, and governance in the marketplace? We are entering a new era of sales, and adaption is imperative for reps, managers, and executives. In Life After the Death of Selling: How to Thrive in the New Era of Sales, Tom Searcy and Carajane Moore lay out for the senior executive, front line sales leader and the salesperson what their roles will be and how to leverage new techniques to not only survive this dramatic change but to thrive and grow. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/life-after-death-selling-tom-searcy

The Creator Mindset: 92 Tools to Unlock the Secrets to Innovation, Growth, and Sustainability by Nir Bashan Creativity isn’t a “nice to have” leadership trait. It’s the key to success in every workplace and all industries. Learn to access yours, now―even if you don’t think you’re a “creative” person From B-school through the big leagues, the business world often places value on logic and analysis. But on creativity? Not so much. And this, according to Nir Bashan, is a recipe for disaster. What gets the ball rolling when we’re feeling stuck in our careers? Why is my company not growing or reaching higher levels of profitability? What’s the difference between a workable plan and a stroke of genius? The answer is creativity―and it’s the missing ingredient for far too many of us who feel we’re not reaching our creative potential (or doubt we have it in the first place). In The Creator Mindset, Bashan draws from years of experience in advertising, entertainment, consulting, keynote speaking, and teaching to show you how to use creativity as a decision-making tool, and do so every bit as confidently as you use spreadsheets and data analysis. Bashan demystifies the process of sharpening this ability by breaking it down into four essential sections. Discover what is meant by a “creator mindset,” why it’s crucial in business, how to see the world with this mindset, and how to sustain it. Written in plain language with real-world examples, chapters include: Creativity for non-creative people Training your mind to think in a creative way When nothing else works―creativity will Envisioning a world that can be, not the world that is The virtues of listening―and the value of making mistakes The “Creator Mindset” guide to crisis Beating the complacency conundrum If you’ve ever felt overwhelmed by vague advice to “think outside the box,” The Creator Mindset can help put you on a proven track to harnessing your best, most creative ideas, and feel confident you’re performing to your fullest potential―analytically and creatively. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/creator-mindset-nir-bashan  

The Age of Influence: The Power of Influencers to Elevate Your Brand by Neal Schaffer If today’s brands want to succeed, they have to be in the conversation, and influencers make that happen. The Age of Influence is an essential guide for marketing professionals and business owners who want to create and implement a highly effective and sustainable influencer marketing plan. We are in the midst of an unprecedented digital transformation and tapping into this change is vital to any brand in today’s climate. Social media has democratized authority and influence, and information is created and consumed in ways that are constantly evolving. In The Age of Influence, Neal Schaffer, an internationally recognized social media marketing expert, explains how that shift plays a significant role in online marketing in the Influencer Era. Influencer marketing is about establishing relationships, turning fans into influencers, and leveraging that influence to share your message in a more credible and authentic way. This is a handbook for anyone who wants to successfully spread a message in the age of social media. Schaffer teaches entrepreneurs, marketing executives, and cutting-edge agencies how to: Identify, approach, and engage the right influencers for their brand or product. Determine what resources to put behind influencer campaigns. Manage the business side of influencer marketing, including tools that will help measure ROI. Develop their brand’s social media voice to become an influencer in its own right. This book is the definitive guide to addressing the issues disrupting marketing trends, including declining television viewership, growing social media audiences, and increasing usage of ad-blocking technology. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/age-influence-neal-schaffer

Myths of Social Media: Dismiss the Misconceptions and Use Social Media Effectively in Business by Michelle Carvill and Ian MacRae Everyone knows that social media is free, millennials are all adept social media experts, that businesses always have to be available 24/7 and ultimately none of it really matters, as the digital space is full of fake news and online messaging is seen as inauthentic. Don't they? The use of social media as a business tool is dominated by falsehoods, fictions, and fabrications. In Myths of Social Media, digital consultant Michelle Carvill and workplace psychologist Ian MacRae dismiss many of the most keenly-held misconceptions and instead, present the reality of social media best practice. Using helpful and instructive, sometimes entertaining, and occasionally eye-watering examples of what you should and should not do, Myths of Social Media debunks the most commonly held myths and shows you how to use social media effectively for work and at work. Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/myths-social-media-michelle-carvill  

Brand Bewitchery: How to Wield the Story Cycle System to Craft Spellbinding Stories for Your Brand by Park Howell Brand Bewitchery is for leaders of purpose-driven brands who seek a proven system to clarify their brand story, amplify their impact, and simplify their life. The book guides readers through the Story Cycle System™ to craft their overarching brand narrative, a process that has grown business by as much as 600 percent. But how you tell your story is critical to success. Brand Bewitchery also includes two dynamic story structures. Readers will learn the And, But & Therefore foundational narrative framework to focus all of their messaging for more compelling communications. Plus, they will apply the Five Primal Elements of a short story to create a big impact. Brand Bewitchery features 12 precise story quests: individual and team-building exercises that help the brand creator find, craft, and tell true stories that sell. These real-life stories not only support their new brand narrative crafted within these pages but ensure their content hacks through the noise to hook the hearts of their customers. When finished with this guide book, readers will have revealed their most powerful stories for their personal brand to grow their influence and their business brand to generate a measurable increase in sales while increasing the productivity of their people and enhancing lives in the communities they serve. The storytelling structures in Brand Bewitchery, tested over more than a decade through hundreds of businesses and the thousands of people, simply help leaders excel through the stories they tell. Click here for this episode's website page with links mentioned in the interview... https://www.salesartillery.com/marketing-book-podcast/brand-bewitchery-park-howell

"People Powered: How Communities Can Supercharge Your Business, Brand, and Teams" by Jono Bacon Harness the power of communities, both inside and outside of your organization, to drive value and revenue, activate your employees’ and customers’ talents, and create a highly engaged, loyal customer base. What if you discovered a blueprint that could grow your brand’s reputation and loyalty, dramatically reduce customer service issues, produce content and technology, and cement a powerful, lasting relationship between you and your customers? Communities have been a popular topic since the rise of the Internet and social media, but few companies have consistently harnessed their power, driven tangible value, and effectively measured their return on investment (ROI) like: Salesforce.com has seen tremendous results with their community network of over 2 million members advocating for, supporting, and integrating Salesforce.com products Star Citizen used Kickstarter to raise over $150 million to build its new video game and a community of over 2 million players. Red Hat collaborated with their community to build industry-leading technology, which led to a $34 billion acquisition by IBM Companies such as PayPal, Facebook, Bosch, Microsoft, CapitalOne, and Google, have also built communities inside their organizations, which have fostered innovation, broken down silos, and helped their organizations to operate more efficiently and collaboratively. People Powered helps C-suite leaders, founders, marketers, customer advocates, and community leaders gain a competitive advantage by answering the following questions: What is the key value proposition of building a community? What kind of community do we need and how do we build and integrate it into our organization? How do we incentivize and encourage people to get involved, build reliable growth, and keep community members engaged? How do we develop authentic, productive relationships with community members both online and in-person? How do we get departmental buy-in, hire effectively, and create consistent, reliable community engagement skills in our organization? What are the strategic and tactical pitfalls and roadblocks we need to avoid? How do we make sure that our community continues to grow with us—and more importantly, how do we make sure that we continue to grow with them? People Powered pulls together over 20 years of pragmatic experience into a clear, simple methodology and blueprint to not just answer these questions, but deliver results. It also includes contributions from industry leaders including Joseph Gordon-Levitt (Emmy-award winning actor), Peter H. Diamandis (Founder of XPRIZE, Singularity University), Jim Zemlin (Executive Director, The Linux Foundation), Mike Shinoda (Co-Founder, Linkin Park), Jim Whitehurst (CEO, Red Hat), and more. Don’t get left behind—become an industry trailblazer and ensure your company’s longevity by tapping into the most dynamic force both outside and inside your organization: the people. Click here for this episode's website page with links... https://www.salesartillery.com/marketing-book-podcast/people-powered-jono-bacon

"Content DNA: Using Consistency and Congruence to Be the Same Shape Everywhere" by John Espirian How can we compete in today's fast-moving market? There are more platforms, more users, and more content than ever before. How do we stand out? What can we do to make ourselves noticed, remembered, and preferred?  Content DNA provides the answers. By focusing on two key elements – consistency and congruence – you'll learn how to define a recognizable "shape" for your business. You'll discover the building blocks of your brand and get clarity on expressing your value through a short, memorable tagline. Finally, you'll understand how to create content that builds authority and establishes trust, based on the author's 10+ years of experience as an independent business writer and consultant. Click here for the episode website page with links... https://www.salesartillery.com/marketing-book-podcast/content-dna-john-espirian

"Advertising for Skeptics" by Bob Hoffman A bounty of heretical, unpopular, and aberrant thoughts about the ad industry. Bob Hoffman, author of Amazon #1 sellers “BadMen” and “Laughing@Advertising” looks at advertising’s “decade of delusion” and comes away a skeptic. What went wrong? Just about everything. Click here for episode website page with links... https://www.salesartillery.com/marketing-book-podcast/advertising-skeptics-bob-hoffman

"Content Marketing for PR: How to Build Brand Visibility, Influence, and Trust in Today’s Social Age" by Trevor Young Are you struggling to cut through the noise and convey your message to the marketplace? We live in a fast-paced, digital-first world cluttered with brands and individuals telling the world how great they are. It’s no wonder consumers are so cynical and distrustful. They resent being interrupted with meaningless ads, pitches, and promotional messages. They simply don’t care about you or your business—because you haven’t given them a reason to. Meanwhile, marketers and PR pros are beginning to accept that many of the methods they’ve been using to reach potential customers and influencers simply don’t work anymore. Bottom line: Standing out, getting noticed, and resonating in the marketplace is a growing challenge for businesses and organizations, large and small. Trust and reputation have never been more important in business. Learn how to harness the power of both public relations and content marketing to build recognition, influence, and credibility for your business, organization, or personal brand. In this book, veteran public relations practitioner and marketing speaker Trevor Young—aka “The PR Warrior”—shows you how to strategically use content marketing for PR to: Humanize your company or organization Deepen the connection your brand has with consumers Grow your influence within the industry you operate Build familiarity and trust in the marketplace Connect with the people who influence your clients and customers Increase new business leads and sales Reduce the customer’s buying cycle Make paid-for advertising work harder Written for entrepreneurs, change agents, business leaders, marketers and PR practitioners, Content Marketing for PR is your essential guide to building a visible brand that’s recognized, respected, and relevant in today’s noisy social world. Click here for episode website page with links... https://www.salesartillery.com/marketing-book-podcast/trevor-young-content-marketing-pr

Author Ann Handley returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her Wall Street Journal bestseller, Everybody Writes: Your Go-To Guide to Creating Ridiculously Good Content, Ann Handley joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in her tiny house, her dogs, her children, the power of email newsletters, how not traveling has allowed her to do a lot of thinking, reading and jigsaw puzzles, and much more!  Cheers! Click here for episode website page and links... https://www.salesartillery.com/authors-quarantine-cocktails/ann-handley

Author Gini Dietrich returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, Spin Sucks: Communication and Reputation Management in the Digital Age, Gini Dietrich joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Chicago, 100+ days in isolation with her husband and 7-year-old daughter, the outdated perception of public relations, the PESO model, and much more! Cheers! Click here for episode website page and links... https://www.salesartillery.com/authors-quarantine-cocktails/gini-dietrich

Author Rebecca Geier returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, Smart Marketing for Engineers: An Inbound Marketing Guide to Reaching Technical Audiences, Rebecca Geier joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Austin, Texas, life after the agency world, writing a content marketing textbook, her love of Bacardi, her new marketing job, and much more!  Cheers! Click here for show notes and links... https://www.salesartillery.com/authors-quarantine-cocktails/rebecca-geier

Author Mathew Sweezey returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, The Context Marketing Revolution: How to Motivate Buyers in the Age of Infinite Media, marketing futurist Mathew Sweezey joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Charleston, South Carolina, his brewery in Atlanta, Georgia, deer hunting, marketing in the new normal, and much more!  Cheers! Click here for show notes and links... https://www.salesartillery.com/authors-quarantine-cocktails/mathew-sweezey

"How to Sell In Place: Closing Deals in the New Normal" by Tom Searcy and Carajane Moore Could you close $1,000,000 - $10,000,000 business-to-business sales if you were not allowed to visit your customer face-to-face? Business changes were already occurring in sales, but are now accelerated. In a world of corporate travel restrictions, global concerns about meetings, and the always diminishing availability of time, face-to-face selling has been constricted like never before. The genie is out of the bottle and it is not going back. Selling at distance is a must-have capability. Proficiency will separate the highest level of performers from all other salespeople. How to Sell In Place changes the way in which professional salespeople reach new prospects, sell value, and close large sales. With over 15 years of closing tens of millions of dollars of business-to-business sales without meeting customers face-to-face, Carajane Moore and Tom Searcy have developed a highly refined and very successful process. This process is designed for landing larger, complex sales, using the available technology, and some important changes to the way you have sold in the past. Selling in place is now the way to achieve the most efficient and highest-producing sales results. Click here for show notes and links... https://www.salesartillery.com/marketing-book-podcast/tom-searcy-how-sell-place

Author Shama Hyder returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, Momentum: How to Propel Your Marketing and Transform Your Brand in the Digital Age, marketing visionary Shama Hyder joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Miami, Florida, staying busy with a 10-month old and a puppy, opportunities for brands as a result of the pandemic, what her next book might be about, and much more! Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/shama-hyder

Author Joel Comm returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, The Fun Formula: How Curiosity, Risk-Taking, and Serendipity Can Revolutionize How You Work, Joel Comm joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Denver, Colorado, his wins and losses as an internet pioneer, life as a game show host, why being skeptical a superpower, the sickness of intolerance, and much more!  Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/joel-comm

Author William Ammerman returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, The Invisible Brand: Marketing in the Age of Automation, Big Data, and Machine Learning, artificial information expert and marketing futurist William Ammerman joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Cary, North Carolina, his past life as a bartender, how the pandemic cancelled his European book tour, how marketing is already awash in artificial intelligence, reading Hemingway's The Snows of Kilimanjaro, the future of higher education, and much much more!  Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/william-ammerman

Author Steve Woodruff returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Clarity Wins: Get Heard. Get Referred, communication expert Steve Woodruff joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Franklin, Tennessee, his son the social media whiskey influencer, how his consulting and coaching business has adapted for the better, why communicating with clarity is so difficult for organizations, why he despises the word "solutions," and much much more! Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/steve-woodruff

The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly (7th Edition) by David Meerman Scott The seventh edition of the pioneering guide to generating attention for your idea or business, packed with new and updated information. In the Digital Age, marketing tactics seem to change on a day-to-day basis. As the ways we communicate continue to evolve, keeping pace with the latest trends in social media, the newest online videos, the latest mobile apps, and all the other high-tech influences can seem an almost impossible task. How can you keep your product or service from getting lost in the digital clutter? The seventh edition of The New Rules of Marketing and PR provides everything you need to speak directly to your audience, make a strong personal connection, and generate the best kind of attention for your business. An international bestseller with more than 400,000 copies sold in twenty-nine languages, this revolutionary guide gives you a proven, step-by-step plan for leveraging the power of technology to get your message seen and heard by the right people at the right time. You will learn the latest approaches for highly effective public relations, marketing, and customer communications―all at a fraction of the cost of traditional advertising! The latest edition of The New Rules of Marketing & PR has been completely revised and updated to present more innovative methods and cutting-edge strategies than ever. The new content shows you how to harness AI and machine learning to automate routine tasks so you can focus on marketing and PR strategy. Your life is already AI-assisted. Your marketing should be too! Still the definitive guide on the future of marketing, this must-have resource will help you: Incorporate the new rules that will keep you ahead of the digital marketing curve. Make your marketing and public relations real-time by incorporating techniques like newsjacking to generate instant attention when your audience is eager to hear from you Use web-based communication technologies to their fullest potential Gain valuable insights through compelling case studies and real-world examples Take advantage of marketing opportunities on platforms like Facebook Live and Snapchat The seventh edition of The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly is the ideal resource for entrepreneurs, business owners, marketers, PR professionals, and managers in organizations of all types and sizes. Click here for show notes... https://www.salesartillery.com/marketing-book-podcast/david-meerman-scott-new-rules-marketing-pr-7

Author Will Leach returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Marketing to Mindstates: The Practical Guide to Applying Behavior Design to Research and Marketing, marketing and behavioral design visionary and entrepreneur Will Leach joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Dallas, Texas, vodka sangrias, his new business based on his book, why serving in the U.S. Army has made him never want to go camping again, why marketing to mindstates dramatically reduces the fog of marketing war, his planned family road trip to the American west, and much much more!  Cheers! Click here for the show notes... https://www.salesartillery.com/authors-quarantine-cocktails/will-leach

Author Tom Martin returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, The Invisible Sale: How To Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads, sales and marketing visionary Tom Martin joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in New Orlean, Louisiana, virtual selling, his alma mater The University of Texas, his next book about selling, and much more! Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/tom-martin

Author Tracy Eiler returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth, sales and marketing alignment visionary Tracy Eiler joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in San Carlos, California, her son matriculating to Oregon in the fall, her one-year-old puppy, new research about sales and marketing alignment, and much more! Cheers! Click here for show notes with links mentioned in the interview... https://www.salesartillery.com/authors-quarantine-cocktails/tracy-eiler

Author Bryan Kramer returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Shareology: How Sharing is Powering the Human Economy, marketing visionary and entrepreneur Bryan Kramer joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in San Jose, California, how his business evolved prior to the pandemic, why focusing more on making human to human connections is more important now than ever, and what he's got in store for his next book! Cheers! Click here for links mentioned in the interview... https://www.salesartillery.com/authors-quarantine-cocktails/bryan-kramer

“Stories That Stick: How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business” by Kindra Hall The moment you take control of your stories, you take control of your business and your life. You keep hearing how story is the latest-and-greatest business tool, and that storytelling can do everything—from helping leaders better communicate to motivating sales teams and winning customers away from competitors. But what stories do you need to tell? And how do you tell them? In Stories That Stick, Kindra Hall, professional storyteller and nationally-known speaker, reveals the four unique stories you can use to differentiate, captivate, and elevate: the Value Story, to convince customers they need what you provide; the Founder Story, to persuade investors and customers your organization is worth the investment; the Purpose Story, to align and inspire your employees and internal customers; and the Customer Story, to allow those who use your product or service to share their authentic experiences with others. Telling these stories well is a simple, accessible skill anyone can develop. With case studies, company profiles, and anecdotes backed with original research, Hall presents storytelling as the underutilized talent that separates the good from the best in business. She offers specific, actionable steps readers can take to find, craft, and leverage the stories they already have and simply aren’t telling. Every person, every organization has at least four stories at their disposal. Will you tell yours? Click here for show notes... https://www.salesartillery.com/marketing-book-podcast/stories-stick-kindra-hall

Author Louis Gudema returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Bullseye Marketing: How to Grow Your Business Faster, marketing visionary Louis Gudema joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Newton, Massachusetts, his close friendship with fellow Michigan alum Tom Brady, how the pandemic has prevented Louis from playing poker in casinos, attending NBA games and Broadway musicals, and much more! Cheers! Click here for show notes and links... https://www.salesartillery.com/authors-quarantine-cocktails/louis-gudema

Author Allan Dib returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand out From The Crowd, marketing visionary and entrepreneur Alan Dib joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Melbourne, Australia, and more!  Cheers! Click here for links mentioned in the interview... https://www.salesartillery.com/authors-quarantine-cocktails/allan-dib

Author Matt Britton returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, YouthNation: Building Remarkable Brands in a Youth-Driven Culture, new media entrepreneur, consumer trend expert, futurist and serial entrepreneur Matt Britton joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Southampton, New York, and what's ahead for the traditional workplace, consumer trends, higher education, youth culture, and lots more! Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/matt-britton

Author Paul Cherry returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, sales visionary Paul Cherry joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Wilmington, Delaware, what we can learn about this pandemic from history, and why questions are so powerful for success in sales, and lots more. Cheers! Click here for links mentioned during the interview... https://www.salesartillery.com/authors-quarantine-cocktails/paul-cherry

"The Non-Obvious Guide to Virtual Meetings and Remote Work" by Rohit Bhargava Why do virtual meetings usually suck and how can you make yours better? What are the five secrets to delivering a compelling virtual presentation? How can you collaborate with people you have never met in real life? Most guides to virtual work pretend like it is better than being face to face. It usually isn’t. But in today’s business world, there are many reasons you may need to work remotely or do virtual meetings, from taking parental leave to navigating a global health pandemic. In this short guide featuring a compilation of the best advice and insights from more than 50 experts from all industries, you will learn the keys to being effective from afar. Whether you need to deliver a presentation to a virtual audience or collaborate with a global team, this handy guide will help you be more productive when you can't be there in person. Enjoy the interview! Click here for show notes... https://www.salesartillery.com/marketing-book-podcast/non-obvious-virtual-meetings-remote-work-rohit-bhargava

Author Andy Crestodina returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Content Chemistry: An Illustrated Handbook for Content Marketing, content marketing visionary Andy Crestodina joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Chicago, what's it's like having to cancel a live event due to the pandemic, how his ingenious book Content Chemistry came to be, his upcoming sixth edition of it, his annual blogger survey, and more!  Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/andy-crestodina

Author Nicholas Webb returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, The Innovation Mandate: The Growth Secrets of the Best Organizations in the World, futurist, author, professor, inventor, keynote speaker, innovation visionary, and filmmaker joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Scottsdale, Arizona, some permanent changes resulting from the pandemic, his upcoming books, why innovation is even more essential now for business survival, his Netflix documentary Fixing Healthcare, and lots more. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/nicholas-webb

Author Mike Weinberg returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales, sales visionary Mike Weinberg joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in St. Louis, why he's decided to be positive (and how that is making a huge difference), what really successful salespeople are doing in this pandemic, and what he's done to drop 18 pounds! Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/mike-weinberg

Author Mark Hunter returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, A Mind for Sales: Daily Habits and Practical Strategies for Sales Success, sales visionary Mark Hunter joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about: being quarantined in Omaha, Nebraska, how he and his wife celebrated their 40th wedding anniversary (in lieu of a trip to Italy), how the pandemic is affecting sales (possibly permanently), the Outbound Conference being rescheduled to 2021 and why competing on lowest price is a fast track to business failure. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/mark-hunter

Author Nir Eyal returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Indistractable: How to Control Your Attention and Choose Your Life, author, lecturer, investor, and behavioral designer Nir Eyal joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about why he and his wife and daughter left New York City to "quarantine" in Singapore, why the pandemic seems to be increasing interest in his book about managing distraction, and other explanations for why we behave the way we do. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/nir-eyal

"Can You Hear Me?: How to Connect with People in a Virtual World" by Nick Morgan Communicating virtually is cool, useful, and now even more ubiquitous and necessary than ever. But we're often reminded that the quality of human connection we experience in many forms of virtual communication is awful. We've all felt disconnected in a video conference, frustrated that we're not getting through on the phone, upset when our email is badly misinterpreted, or anxious that we're being misunderstood. How can we fix this? In this powerful, practical book, communication expert Nick Morgan outlines five big problems with communication in the virtual world—lack of feedback, lack of empathy, lack of control, lack of emotion, and lack of connection and commitment—and shows how to overcome them as we shift to working remotely more and more. Morgan argues that while virtual communication will never be as rich or intuitive as a face-to-face meeting, recent research suggests that we need to learn is to consciously deliver a whole set of cues, both verbal and nonverbal, that we used to deliver unconsciously in the pre-virtual era. He guides us through this important process, providing rules for virtual feedback, an empathy assessment and virtual temperature check, tips for creating trust in a virtual context, and advice for specific digital channels such as email and text, the conference call, Skype, and more. Whether you're an entrepreneur, an independent professional, or a manager in an organization that has more than one office or customers who aren't nearby, Can You Hear Me? is your essential communications manual for twenty-first-century work. Click here for show notes... https://www.salesartillery.com/marketing-book-podcast/can-you-hear-me-nick-morgan

Author Lee Odden returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Optimize: How to Attract and Engage More Customers by Integrating SEO, Social Media, and Content Marketing," digital marketing visionary Lee Odden joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Minneapolis, his time in the U.S. Army, working remotely with a large team, successful B2B influencer marketing, and the pandemic's effect on internet searches. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/lee-odden

Authors Ethan Beute & Stephen Pacinelli return to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Ethan Beute and Stephen Pacinelli, co-authors of "Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience," join the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined at their homes in Colorado and Pennsylvania, the renewed interest in their book about using personal video, the Philadelphia Eagles, working remotely, and the near-term outlook for live events. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/ethan-beute-stephen-pacinelli

Author Tiffani Bova returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, "Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business," sales and growth visionary Tiffani Bova joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Southern California, Tahitian beer, attending high school with Barack (Barry) Obama, the history and future of sales, and the changes the pandemic is having on buying behavior. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/tiffani-bova

Author Joe Pulizzi returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails" (for the 2nd time)! Recently on Authors in Quarantine Getting Cocktails, content marketing visionary Joe Pulizzi returns to talk about Tito's Vodka and his new ebook Corona Marketing: What Marketing Professionals Need to Do Now to Survive the Crisis. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/joe-pulizzi-corona-marketing

Author Ian Altman returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers," sales visionary Ian Altman joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in his Rockville, Maryland wine cellar, his experience as a child actor in Hollywood, getting his daughter out of Columbia before it closed, and how to sell in a pandemic. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/ian-altman

Author Mark Masters returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "The Content Revolution: Telling a Better Story to Differentiate from the Competition," content marketing leader Mark Masters joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in the Bournemouth, England, Bournemouth A.F.C., making home brew beer, the myths and misperceptions of content marketing, and more. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/mark-masters

“Inked: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics That Unlock YES and Seal The Deal” by Jeb Blount Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are outgunned, outmaneuvered, and outplayed by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process - they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer-along with your company's growth, profits, and market valuation.   In his new book INKED, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. Click here for show notes... https://www.salesartillery.com/marketing-book-podcast/inked-jeb-blount

Author Michael Brenner returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Mean People Suck: How Empathy Leads to Bigger Profits and a Better Life," content marketing visionary Michael Brenner joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in the Philadelphia area, why producing helpful content has always been effective but is exponentially more effective now, and why everything that is happening now was already happening before the pandemic. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/michael-brenner

Author Jason Miller returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Welcome to the Funnel: Proven Tactics to Turn Your Social Media and Content Marketing up to 11," content marketing visionary Jason Miller joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in London, homeschooling, being a rock and roll photographer, the joys of film photography and why, in marketing, the more things change, the more they stay the same. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/jason-miller

Author Joseph Jaffe returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Z.E.R.O.: Zero Paid Media as the New Marketing Model," one of the most sought-after consultants, speakers and thought leaders on innovation, marketing, new media and social media, Joseph Jaffe joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about: being quarantined in Westport, Connecticut, his daily TV show, the best strategies for companies coping with Covid19, fried chicken, booze, and porn. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/joseph-jaffe

Author Martin Lindstrom returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "Small Data: The Tiny Clues That Uncover Huge Trends," world-renowned business and culture transformation expert Martin Lindstrom joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Sydney, Australia, his new pocketbook "Buyology for a Coronavirus World," the effect of social media and movies on the pandemic response, and his next book. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/martin-lindstrom

Author Pamela Wilson returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, "Master Content Strategy: How To Maximize Your Reach and Boost Your Bottom Line Every Time You Hit Publish," content marketing expert Pamela Wilson joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Nashville, Tennessee with her margarita-mixing, motorcycle-riding husband, why savvy marketers are focusing on their content more now, and what her next book might be about. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/pamela-wilson  

Author Robbie Kellman Baxter returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, "The Forever Transaction: How to Build a Subscription Model So Compelling," Your Customers Will Never Want to Leave, subscription marketing expert Robbie Kellman Baxter joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Menlo Park, California with her husband Bob and three children, how subscription business models are weathering the pandemic, how she met her husband Bob, (a former major league baseball player), why she's creating more content than ever, and the meaning of life as a "cool mom." Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/robbie-kellman-baxter

"The Content Fuel Framework: How to Generate Unlimited Story Ideas" In The Content Fuel Framework, trained journalist and award-winning content marketer Melanie Deziel shows you how to maximize your creativity by systematizing it. This simple framework catalyzes the brainstorming process, making idea generation effortless and nearly automatic. No more writer's block. No more asking "what should I post?" No more waiting for that "big idea" to show up in its own time. This system allows storytellers from any industry to produce fresh story ideas on demand, any time. Never before have we consumed as much content, in as many forms, and in as many places as we do now. This means marketers, creators, and anyone who communicates with an audience is under more pressure than ever to deliver unique content, consistently. How can you fill all those web pages, social feeds, blogs, and newsletters, every single day? The Content Fuel Framework will challenge you—and enable you—to tell stories in entirely new ways. It's an adaptable and evergreen guide you'll come back to again and again. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/content-fuel-framework-melanie-deziel

Author Jill Soley returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss the book she co-authored with Todd Wilms, "Beyond Product: How Exceptional Founders Embrace Marketing To Create And Capture Value For Their Business," tech startup marketing maven Jill Soley joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Burlingame, California with her husband and two boys, her new job, the enormous influence that Elvis has played in her (and the host's) life and the challenges of marketing in a pandemic. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/jill-soley

Author Todd Caponi returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, "The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results," sales visionary, keynote speaker and bestselling author Todd Caponi joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Palatine, Illinois, how he has adjusted his business offering to make him busy again, and why being transparent with buyers is the most effective approach (according to science). Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/todd-caponi

Author Deb Calvert returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss the book she co-authored with James Kouzes and Barry Posner, "Stop Selling and Start Leading: How to Make Extraordinary Sales Happen," sales visionary, international keynote speaker and bestselling author Deb Calvert joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined at her rural home near Peculiar, Missouri, what the modern buyer most needs from sellers (leadership), and the mystery of Calvert whiskey. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/deb-calvert

Author Jay Acunzo returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Break the Wheel: Question Best Practices, Hone Your Intuition, and Do Your Best Work, marketing visionary, keynote speaker and bestselling author Jay Acunzo joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined at his apartment in Boston with his wife and 18-month-old daughter, why best practices are alluring but often counterproductive, and the possible topic of his next book. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/jay-acunzo

Author Andrew Davis returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails.” Previously on The Marketing Book Podcast to discuss his book, Town Inc: Grow Your Business. Save Your Town. Leave Your Legacy, marketing visionary, international keynote speaker and bestselling author Andrew Davis joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined at his home in Florida, his earlier life as a child actor and Muppet wrangler, the future of live events and what he's doing to improve the miserably unfortunate state of webinars. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/andrew-davis

Author Robin Dreeke returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss his book, Sizing People Up: A Veteran FBI Agent's User Manual for Behavior Prediction, sales visionary, keynote speaker and bestselling author James Muir joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined at his home in Fredericksburg, Virginia, with his wife and U.S Naval Academy midshipmen son. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/robin-dreeke

A Mind for Sales: Daily Habits and Practical Strategies for Sales Success Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/mind-for-sales-mark-hunter For salespeople tired of feeling stressed out, burned out, and bummed out that their customers don’t want to hear from them, A Mind for Sales is the guide they need to develop a success mindset and the habits required to breakthrough to a whole new level of sales performance. Everybody knows the world of sales can be tough, and it’s easy to get discouraged when the rejections start piling up, and your customers stop picking up the phone. The wrong thought patterns can start to set in, and pretty soon you aren’t making your quota and are looking through job listings on your lunch break, waiting for the axe to fall. Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits. The good news is that you can learn how to grow a mind for sales like Hunter’s: "Today, sales is my life. It has gone way past being a job. I do not even see sales as a profession anymore; it is a lifestyle, and one I am proud to be living. I cannot imagine doing anything else." Let A Mind for Sales inspire and prepare you to form the new thoughts and habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible. Feel re-energized by renewed purpose and success in your sales role by following the success cycle approach outlined in the audiobook. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy number one. Gain real-world insights from Hunter’s vast experience as a highly successful sales professional and sales coach.

Author James Muir returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails.” Previously on The Marketing Book Podcast to discuss his book, The Perfect Close: The Secret To Closing Sales, sales visionary, keynote speaker and bestselling author James Muir joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined at his home in Herriman, Utah, and what salespeople need to do to sell in a virtual environment, which will make them better at sales in any situation (whether in a pandemic or not). Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/james-muir

Author Tara-Nicholle Nelson returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Previously on The Marketing Book Podcast to discuss her book, The Transformational Consumer: Fuel a Lifelong Love Affair with Your Customers by Helping Them Get Healthier, Wealthier, and Wiser, marketing and transformation visionary, keynote speaker and bestselling author Tara-Nicholle Nelson joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Oakland, California, new research she has fielded on consumer attitudes toward the pandemic and quarantine, and how the power of understanding your customers' desire for transformation can lead to enormous success. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/tara-nicholle-nelson  

Author Rohit Bhargava returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails." Last on The Marketing Book Podcast to discuss his book, Non-Obvious Megatrends: How to See What Others Miss and Predict the Future, innovation and marketing expert, bestselling author and international keynote speaker Rohit Bhargava joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Oakton, Virginia, the future of live events, and his latest book, The Non-Obvious Guide to Virtual Meetings & Remote Work. Cheers! Click here for show notes... https://www.salesartillery.com/authors-quarantine-cocktails/rohit-bhargava

Last on The Marketing Book Podcast to discuss her book, Buyer Personas: How to Gain Insight into Your Customer’s Expectations, Align Your Marketing Strategies, and Win More Business, marketing, sales and consumer behavior expert and bestselling author Adele Revella joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined on an island in the Pacific northwest with her husband, dogs and cat, how buyer motivations have changed dramatically in a remarkably short time and what to do about it. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/adele-revella

Last on The Marketing Book Podcast to discuss his book, The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth, expertise visionary, international keynote speaker and bestselling author David C. Baker joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined on his farm in east Tennessee, the impact of the pandemic on businesses, and his next book. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/david-c-baker

Recently on The Marketing Book Podcast to discuss his book, The Creative Curve: How to Develop the Right Idea, at the Right Time, creativity expert, entrepreneur, keynote speaker and bestselling author Allen Gannett joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Washington, DC, moving to New York City, his externally-imposed writing sabbatical and life with his Corgi, Maven. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/allen-gannett

The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave  Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/forever-transaction-robbie-baxter Develop and cultivate the kind of robust, long-term customer relationships that power companies like Nike, Spotify, LinkedIn, and Target More and more companies are concluding that the potential rewards of subscription-based products and services are worth the risk of radically changing their business models. They’re correct. The Membership Economy is here and it’s here to stay—and if you want to compete for the long run, you need to join it. Strategy consultant Robbie Kellman Baxter has been helping companies excel in this business environment for more than a decade. Now, in The Forever Transaction, she reveals all her secrets. Whatever industry you’re in, Baxter provides the inspiration, tools, and insight you need to build and execute a business model that will leave your competition in the dust. You’ll find out how industry leaders like Under Armour, Microsoft, and Netflix have created an ever-expanding customer base of loyal subscribers―and are keeping them coming back. You’ll learn how to lead your organization through every step of the process―from initial start-up to new product testing, scaling for long-term growth and sustainability to revamping your culture so everyone works together to optimize customer lifetime value. You’ll also master all the essentials of succeeding in the Membership Economy, like subscription pricing, Software-as-a-Service, digital community engagement, and freemium incentives as a way to turn casual browsers into cash-paying super-users. With The Forever Transaction, you have everything you need to build durable, long-term relationships with every customer, and leverage them for ultimate business success―today, tomorrow, and forever.

Recently on The Marketing Book Podcast to discuss his book, Marketing Rebellion: The Most Human Company Wins, marketing visionary, international keynote speaker and bestselling author Mark Schaefer joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about catching the Coronavirus from his wife, sheltering in place at the "Schateau" in Tennessee and how the pandemic will affect marketers and marketing. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/mark-schaefer

Originally featured on The Marketing Book Podcast, the co-author of Experiences: The 7th Era of Marketing, marketing innovator, author and international keynote speaker, Carla Johnson, joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Denver, Colorado, living with her family in Spain last year, life as an outsourced CMO and her next book. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/carla-johnson

Originally on The Marketing Book Podcast to discuss her book, Subscription Marketing: Strategies for Nurturing Customers in a World of Churn, subscription marketing expert and non-fiction writing muse, Anne Janzer joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in her new home in San Luis Obispo, California to talk about subscription marketing, the craft of writing, what the pandemic reveals about people and the companies they work for, and being a member of the Stanford marketing and sales book mafia. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/anne-janzer

Most recently on The Marketing Book Podcast to discuss his book, Magnetic: The Art of Attracting Business, leadership, strategy and marketing visionary, international keynote speaker and bestselling author Joe Calloway joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Nashville, Tennessee with his wife and daughters, what companies are getting right (and wrong) with their Coronavirus messaging and what's ahead for businesses and the economic recovery. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/joe-calloway

Most recently on The Marketing Book Podcast to discuss his book, Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days, customer experience visionary, international keynote speaker and bestselling author Joey Coleman joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Boulder, Colorado, what some companies are getting spectacularly right in light of the pandemic and the long-term implications. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/joey-coleman

Most recently on The Marketing Book Podcast to discuss her book, Marketing Flexology: How to Outsmart Change and Future-Proof Your Career, veteran marketer and bestselling author Engelina Jaspers joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Los Gatos, California, the traits that successful marketers have always had and what's important for them in a post-pandemic world. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/engelina-jaspers

"Restoring the Soul of Business: Staying Human in the Age of Data" by Rishad Tobbacowala Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/restoring-soul-business-rishad-tobbacowala The hidden key to successful transformation in any organization lies between human intuition and data-driven insights. Named by Time as a top five marketing innovator, Rishad Tobaccowala draws on research and interviews, as well as over three decades of experience as a business and thought leader, to describe how digilog companies—ones where digital tools and analog people are integrated expertly—develop a hybrid consciousness and learn to be proactive when they see warning signs that human traits are being subordinated to technology and data only decisions. Restoring the Soul of Business provides practical tools and techniques that every organization can and should implement, and challenges readers to move forward with the kind of balance that catalyzes transformation and produces one great success after another. Understand how to unleash the significant benefit that can by realized by combining emotion and data, human and machine, analog and digital. Spot the warning signs of data-blinded companies: cold cultures with little human interaction, poor innovation stemming from stifled employees not encouraged to contribute ideas or insights, and poor customer service due to automated, robotic processes that cause frustration and hurt the brand. Explore how organizations of various sizes and from different industries, from Walmart and IBM to Starbucks and Domino’s to Netflix and Google, have successfully reoriented their thinking on how to fuse technology and humanity. Gain skills to become an expert in connections critical to growth and success, including the connection between being creative and using technology, between succeeding today and thriving tomorrow, and between leveraging networks and creating new ideas and approaches. Everyone working in an organization will find penetrating observations and guidance about how and why establishing the proper balance between human intuition and creativity and data-driven insights can lead to increased revenue, profitability, retention—and even joy—in their careers and business.

Most recently on The Marketing Book Podcast to discuss his book, Eat Their Lunch: Winning Customers Away from Your Competition, sales strategist, keynote speaker and bestselling author Anthony Iannarino joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Columbus, Ohio, his former life as as a lead singer for an LA hair metal band and the appropriate approach to selling in a pandemic world. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/anthony-iannarino

Most recently on The Marketing Book Podcast to discuss his book, Experiences: The 7th Era of Marketing, content marketing strategist, keynote speaker and bestselling author Robert Rose joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in southern California, the challenges and opportunities for content marketers in light of the pandemic, what's ahead for the Dallas Cowboys, how aspirations of being a rock musician lured him to LA, and how he then got into screenwriting and ultimately content marketing. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/robert-rose

Most recently on The Marketing Book Podcast to discuss his book, Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth, digital marketing, social media and customer service visionary, keynote speaker and bestselling author Jay Baer joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Bloomington, Indiana, what marketers need to know about virtual events, what social media marketers need to do during the pandemic, and what this road warrior is doing to keep his wife and kids from killing him now that he's at home so much. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/jay-baer

Most recently on The Marketing Book Podcast to discuss his book, They Ask, You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer, Revised & Updated 2nd Edition, marketing and sales visionary, keynote speaker and bestselling author Marcus Sheridan joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in rural Virginia, the rise of virtual selling, how better to communicate virtually and his next book, The Visual Sale. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/marcus-sheridan

Most recently on The Marketing Book Podcast to discuss her book, Would You Do That to Your Mother?: The "Make Mom Proud" Standard for How to Treat Your Customers,  customer experience pioneer, keynote speaker and bestselling author Jeanne Bliss joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Seattle, Washington, the powerful influence of her father, how she got started in customer experience, why it's so powerful now and how to make a dirty martini! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/jeanne-bliss

Most recently on The Marketing Book Podcast to discuss his book, Lost and Founder: A Painfully Honest Field Guide to the Startup World,  serial tech entrepreneur, search engine optimization pioneer, keynote speaker and bestselling author Rand Fishkin joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Seattle, Washington, the importance of voting, what big tech could be doing to help small businesses during the pandemic and why being in marketing right now is so #$%*ing hard! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/rand-fishkin

"Owning Game-Changing Subcategories: Uncommon Growth in the Digital Age" by David Aaker Click here for the show notes https://www.salesartillery.com/marketing-book-podcast/owning-game-changing-subcategories-david-aaker Owning Game-Changing Subcategories is about creating organizational growth in the digital age by creating and owning game-changing subcategories fueled by digital. Owning Game-Changing Subcategories outlines the path to finding, managing, and leveraging new subcategories. In the digital age, the path has been made wider, shorter, and more frequently traveled. Throughout Owning Game-Changing Subcategories, David Aaker discusses certain aspects of the digital age that alter this path, such as E-commerce providing fast, inexpensive market access bypassing the cost of gaining distribution into storefront retailers or creating personal sales teams and social media and websites enabling communication on steroids in comparison with the traditional use of advertising or events. Growth is not only a success measure but also creates energy and opportunity for customers and employees. And such growth almost never occurs with “my brand is better than your brand” marketing. Owning Game-Changing Subcategories explores the only ways to grow a business (with rare exceptions) which is to:   develop new “must-haves” that define a game-changing subcategory that provides a new or markedly superior buying or use experience or brand relationship to a core customer base; become the exemplar brand that represents the subcategory and drives its visibility, positioning, and success; and create barriers to competitors that could include “must-have” associations and a basis of relationships that go beyond functional benefits.  

Most recently on The Marketing Book Podcast to discuss his book, Ctrl Alt Delete: Reboot Your Business. Reboot Your Life. Your Future Depends On It., marketing and technology visionary, keynote speaker and bestselling author Mitch Joel joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Montreal with his wife and three small children, the pandemic-induced changes that are already evident, his next book and how curiosity has powered his success. Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/mitch-joel  

Most recently on The Marketing Book Podcast to discuss the 2nd edition of her book, Hello, My Name Is Awesome: How to Create Brand Names That Stick, naming expert, keynote speaker and bestselling author Alexandra Watkins joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in her San Diego pool house, her backyard tiki bar, surfboard fence and some of the sadly hilarious mistakes companies make naming their products and services.

Most recently on The Marketing Book Podcast to discuss his book, Get the Meeting! An Illustrative Contact Marketing Playbook, international keynote speaker and bestselling author Stu Heinecke joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined on an island in the pristine Pacific Northwest, and his first book, How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing. Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/stu-heinecke

Most recently on The Marketing Book Podcast to discuss his book, The 10 Stories Great Leaders Tell, international keynote speaker and bestselling author Paul Smith joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Cincinnati, Ohio with his family, his most recent book Four Days With Kenny Tedford: Life Through the Eyes of a Child Trapped in a Partially Blind & Deaf Man’s Body, and his earlier book, Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale. Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/paul-smith

Bob Hoffman: Authors in Quarantine Getting Cocktails   (Ahopefully 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/bob-hoffman

(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.

"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.

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

The Creative Curve: How to Develop the Right Idea, at the Right Time by Allen Gannett. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-creative-curve-allen-gannett

Ideas, Influence, and Income: Write a Book, Build Your Brand, and Lead Your Industry by Tanya Hall. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/ideas-influence-and-income-tanya-hall

Winning at Social Customer Care: How Top Brands Create Engaging Experiences on Social Media by Dan Gingiss Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/winning-at-social-customer-care-dan-gingiss

Marketing Multiplied: A Real-World Guide To Channel Marketing For Beginners, Practitioners, And Executives by Peter Thomas and Mike Moore. Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-multiplied-mike-moore

Would You Do That to Your Mother?: The "Make Mom Proud" Standard for How to Treat Your Customers by Jeanne Bliss Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/would-you-do-that-to-your-mother-jeanne-bliss

Brand Now: How to Stand Out in a Crowded, Distracted World by Nick Westergaard Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/brand-now-nick-westergaard

Lost and Founder: A Painfully Honest Field Guide to the Startup World by Rand Fishkin Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/lost-founder-rand-fishkin

Inbound Organization: How to Build and Strengthen Your Company's Future Using Inbound Principles by Todd Hockenberry and Dan Tyre Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/inbound-organization-todd-hockenberry

Close Deals Faster: The 15 Shortcuts of the Asher Sales Method by John Asher Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/close-deals-faster-john-asher

Selling Boldly: Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales by Alex Goldfayn Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/selling-boldly-alex-goldfayn

Superconsumers: A Simple, Speedy, and Sustainable Path to Superior Growth by Eddie Yoon Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/superconsumers-eddie-yoon

Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days by Joey Coleman Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/never-lose-customer-again-joey-coleman

The Storytelling Edge: How to Transform Your Business, Stop Screaming Into the Void, and Make People Love You by Joe Lazauskas and Shane Snow Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/story-telling-edge-joe-lazauskas

Stop Selling and Start Leading: How to Make Extraordinary Sales Happen by Barry Posner, Deb Calvert, and James M. Kouzes Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/stop-selling-start-leading-deb-calvert

Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Dave Mattson and Brian Sullivan Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/sandler-enterprise-selling-dave-mattson

Shift Ahead: How the Best Companies Stay Relevant in a Fast-Changing World by Allen Adamson and Joel Steckel Click here for the show notes! https://www.salesartillery.com/marketing-book-podcast/shift-ahead-allen-adamson

Do Good: Embracing Brand Citizenship to Fuel Both Purpose and Profit by Anne Bahr Thompson Click here for the show notes! https://www.salesartillery.com/marketing-book-podcast/do-good-anne-bahr-thompson

Iconic Advantage: Don't Chase the New, Innovate the Old by Soon Yu   Click here for the show notes! https://www.salesartillery.com/marketing-book-podcast/iconic-advantage-soon-yu

Creating Signature Stories: Strategic Messaging that Energizes, Persuades and Inspires by David Aaker Click here for the show notes! https://www.salesartillery.com/marketing-book-podcast/creating-signature-stories-david-aaker

Rise of the Revenue Marketer by Debbie Qaqish Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/rise-revenue-marketer-debbie-qaqish

"80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More" by Perry Marshall   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/80-20-sales-and-marketing-perry-marshall

"Brand Seduction: How Neuroscience Can Help Marketers Build Memorable Brands" by Daryl Weber   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/brand-seduction-daryl-weber

“Non-Obvious 2018 Edition: 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-2018-rohit-bhargava

"Exactly What to Say: The Magic Words for Influence and Impact" by Phil M. Jones   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/exactly-what-say-phil-jones

Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention by John Ruhlin   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Giftology-John-Ruhlin

"Psyched Up: How the Science of Mental Preparation Can Help You Succeed" by Daniel McGinn   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Psyched-Up-Daniel-McGinn

"Selling Your Value Proposition: How to Transform Your Business into a Selling Organization" by Cindy Barnes, Helen Blake, and Tamara Howard   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/selling-value-proposition-cindy-barnes

"BadMen: How Advertising Went From A Minor Annoyance To A Major Menace" by Bob Hoffman Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/badmen-bob-hoffman

"The Tao of Twitter: Changing Your Life and Business One Connection At A Time" by Mark Schaefer   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Tao-Twitter-Mark-Schaefer   

"The Perfect Close: The Secret To Closing Sales" by James Muir   Click here to view the show notes https://www.salesartillery.com/marketing-book-podcast/Perfect-Close-James-Muir

"The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth" by David C. Baker   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/business-expertise-david-baker

"Smart Marketing for Engineers: An Inbound Marketing Guide to Reaching Technical Audiences" by Rebecca Geier Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/smart-marketing-engineers-rebecca-geier

"UnBranding: 100 Branding Lessons for the Age of Disruption" by Alison Stratten and Scott Scratten   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/unbranding-alison-stratten

"Your Ad Ignored Here: Cartoons from 15 Years of Marketing, Business, and Doodling in Meetings" by Tom Fishburne   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/ad-ignored-here-tom-fishburne

"Entrepreneurial You: Monetize Your Expertise, Create Multiple Income Streams, and Thrive" by Dorie Clark   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/entrepreneurial-you-dorie-clark

"The New Way to Market for Manufacturing: Innovation That Grows Your Business" by Bruce McDuffee   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/New-Way-Market-Manufacturing-Bruce-McDuffee

"Artificial Intelligence for Marketing: Practical Applications" by Jim Sterne   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/artificial-intelligence-marketing-jim-sterne

"My Adventures in Marketing: The Autobiography of Philip Kotler" by Philip Kotler   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/adventures-in-marketing-philip-kotler

"The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction--The Real Truth About Life in Sales" by Ken Kupchik   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Sales-Survival-Handbook-Ken-Kupchik

"Killing Marketing: How Innovative Businesses Are Turning Marketing Cost Into Profit" by Joe Pulizzi and Robert Rose   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Killing-Marketing-Joe-Pulizzi

"The 4 Billion Dollar Tweet: A Guide For Getting Leaders Off The Social Sidelines" by Ryan Holmes   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/4-Billion-Dollar-Tweet-Ryan-Holmes

"Be Like Amazon: Even a Lemonade Stand Can Do It" by Bryan and Jeffrey Eisenberg with Roy H. Williams   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/be-like-amazon-bryan-eisenberg

"The New Rules of Marketing and PR: How to Use Social Media, Online Video, Mobile Applications, Blogs, News Releases, and Viral Marketing to Reach Buyers Directly" by David Meerman Scott   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/New-Rules-Marketing-PR-David-Meerman-Scott

The Lost Art of Closing: Winning the Ten Commitments That Drive Sales by Anthony Iannarino   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/lost-art-closing-anthony-iannarino

"The Analytical Marketer: How to Transform Your Marketing Organization" by Adele Sweetwood   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/The-Analytical-Marketer-Adele-Sweetwood

"Stop Boring Me!: How to Create Kick-Ass Marketing Content, Products and Ideas Through the Power of Improv" by Kathy Klotz-Guest   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Stop-Boring-Me-Kathy-Klotz-Guest

Perennial Seller: The Art of Making and Marketing Work that Lasts by Ryan Holiday https://www.salesartillery.com/marketing-book-podcast/Perennial-Seller-Ryan-Holiday Recorded 7/12/2017

"The Ultimate Start-Up Guide: Marketing Lessons, War Stories, and Hard-Won Advice from Leading Venture Capitalists and Angel Investors" by Tom Hogan and Carol Broadbent   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/ultimate-start-up-guide-tom-hogan

"Email Marketing Rules: Checklists, Frameworks, and 150 Best Practices for Business Success" by Chad S. White   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Email-Marketing-Rules-Chad-White

"Content - The Atomic Particle of Marketing: The Definitive Guide to Content Marketing Strategy" by Rebecca Lieb   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/content-atomic-particle-of-marketing-Rebecca-Lieb

"Powering Content: Building a Nonstop Content Marketing Machine" by Laura Busche   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Powering-Content-Laura-Busche

"The End of Advertising: Why It Had to Die, and the Creative Resurrection to Come" by Andrew Essex   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/end-of-advertising-andrew-essex

Hunch: Turn Your Everyday Insights Into The Next Big Thing by Bernadette Jiwa https://www.salesartillery.com/marketing-book-podcast/hunch-bernadette-jiwa Recorded 5/16/2017

"The Customer Loyalty Loop: The Science Behind Creating Great Experiences and Lasting Impressions" by Noah Fleming   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Customer-Loyalty-Loop-Noah-Fleming

"Value-ology: Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions" by Simon Kelly, Paul Johnston, and Stacey Danheiser   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Value-ology-Simon-Kelly

"Future Marketing: Winning in the Prosumer Age" by Jon Wuebben   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/future-marketing-jon-wuebben

"The Road to Recognition: The A-to-Z Guide to Personal Branding for Accelerating Your Professional Success in The Age of Digital Media" by Barry Feldman and Seth Price   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/road-to-recognition-barry-feldman

"Hacking Growth: How Today's Fastest-Growing Companies Drive Breakout Success" by John Hall and Morgan Brown   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/hacking-growth-sean-ellis

"Top of Mind: Use Content to Unleash Your Influence and Engage Those Who Matter To You" by John Hall   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/top-of-mind-john-hall

The Transformational Consumer: Fuel a Lifelong Love Affair with Your Customers by Helping Them Get Healthier, Wealthier, and Wiser by Tara-Nicholle Nelson   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/The-Transformational-Consumer-Tara-Nicholle-Nelson

"Full Funnel Marketing: Embrace Revenue Responsibility and Increase Marketing's Influence on Pipeline Growth and Closed Deals" by Matt Heinz   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Full-Funnel-Marketing-Matt-Heinz

"Practitioner's Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts" by Bev Burgess and Dave Munn    Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/practioners-guide-to-account-based-marketing-dave-munn

"100 Tricks to Appear Smart in Meetings: How to Get By Without Even Trying" by Sarah Cooper   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/100-tricks-to-appear-smart-in-meetings-sarah-cooper

"Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal" by Jeb Blount   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Sales-EQ-Jeb-Blount

"Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline" by Marylou Tyler and Jeremey Donovan   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Predictable-Prospecting-Marylou-Tyler

“KNOWN: The handbook for building and unleashing your personal brand in the digital age" by Mark Schaefer   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/KNOWN-Mark-Schaefer

"Ask More: The Power of Questions to Open Doors, Uncover Solutions, and Spark Change" by Frank Sesno   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Ask-More-Frank-Sesno

"Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer" by Jamie Shanks   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/social-selling-mastery-jamie-shanks

"The 12 Powers of a Marketing Leader: How to Succeed by Building Customer and Company Value" by Thomas Barta and Patrick Barwise   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/12-powers-marketing-leader-thomas-barta

"Launching to Leading: How B2B Market Leaders Create Flashmobs, Marshal Parades and Ignite Movements" by Ken Rutsky   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/launching-to-leading-ken-rutsky

"Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges" by Tim Sanders   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Dealstorming-Tim-Sanders

"Master Content Marketing: A Simple Strategy to Cure the Blank Page Blues and Attract a Profitable Audience” by Pamela Wilson   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/master-content-marketing-pamela-wilson

“They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer" by Marcus Sheridan   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/they-ask-you-answer-marcus-sheridan

"Impossible To Ignore: Creating Memorable Content to Influence Decisions" by Carmen Simon   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Impossible-to-ignore-Carmen-Simon

"Non-Obvious 2017 Edition: How To Think Different, Curate Ideas & Predict The Future" by Rohit Bhargava   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Non-Obvious-2017-Rohit-Bhargava

"Momentum: How to Propel Your Marketing and Transform Your Brand in the Digital Age" by Shama Hyder   Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/Momentum-Shama-Hyder

"Does it Work?: 10 Principles for Delivering True Business Value in Digital Marketing" by Shane Atchison and Jason Burby   Click here to view show notes! https://www.salesartillery.com/marketing-book-podcast/Does-It-Work-Jason-Burby

"UnMarketing: Everything Has Changed and Nothing is Different" by Scott and Alison Stratten  Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/UnMarketing-Scott-Stratten

"Marketing 4.0: Moving from Traditional to Digital" by Philip Kotler, Hermawan Kartajaya, and Iwan Setiawan Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-4.0-philip-kotler

“More Sales, Less Time: Surprisingly Simple Strategies for Today's Crazy-Busy Sellers" by Jill Konrath Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/more-sales-less-time-jill-konrath

“Malcolm McDonald on Marketing Planning: Understanding Marketing Plans and Strategy” by Professor Malcolm McDonald Click here to read the show notes! https://www.salesartillery.com/marketing-book-podcast/malcolm-mcdonald-marketing-planning 

"The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal" by David Hoffeld Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-science-of-selling-david-hoffeld

"No B.S. Guide to Direct Response Social Media Marketing: The Ultimate No Holds Barred Guide to Producing Measurable, Monetizable Results with Social Media Marketing" by Dan S. Kennedy and Kim Walsh-Phillips Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/no-bs-guide-to-direct-response-social-media-marketing-kim-walsh-phillips

"The Brain Audit: Why Customers Buy (and Why They Don't)" by Sean D'Souza Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-brain-audit-sean-dsouza

"Getting Better with Age: Improving Marketing in the Age of Aging" by Peter Hubbell Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/getting-better-with-age-peter-hubbell

"Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth" by Tracy Eiler and Andrea Austin Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/aligned-to-achieve-tracy-eiler

"What Customers Crave: How to Create Relevant and Memorable Experiences at Every Touchpoint" by Nicholas Webb Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/what-customers-crave-nicholas-webb

"The Only Sales Guide You'll Ever Need" by Anthony Iannarino Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-only-sales-guide-youll-ever-need-anthony-iannarino

"Pre-Suasion: A Revolutionary Way to Influence and Persuade" by Robert Cialdini Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/pre-suasion-robert-cialdini

"High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results" by Mark Hunter Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/high-profit-prospecting-mark-hunter

"SEO for Growth: The Ultimate SEO Guide For Marketers, Web Designers & Entrepreneurs" by John Jantsch and Phil Singleton Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/seo-for-growth-john-jantsch

"Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale" by Paul Smith Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/sell-with-a-story-paul-smith

"Chief Marketing Officers at Work" by Josh Steimle Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/chief-marketing-officers-at-work-josh-steimle

"Content Chemistry: An Illustrated Handbook for Content Marketing" by Andy Crestodina Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/content-chemistry-andy-crestodina

"Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar" by John Jantsch Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/duct-tape-selling-john-jantsch

"Disruptive Marketing: What Growth Hackers, Data Punks, and Other Hybrid Thinkers Can Teach Us About Navigating the New Normal" by Geoffrey Colon Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/disruptive-marketing-geoffrey-colon

"How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing" by Stu Heinecke Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/how-to-get-a-meeting-with-anyone-stu-heinecke

"Chief Customer Officer : Getting Past Lip Service to Passionate Action" by Jeanne Bliss Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/chief-customer-office-2.0-jeanne-bliss

"The Business of Choice: Marketing to Consumers' Instincts" by Matthew Willcox Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-business-of-choice-mathew-willcox

"The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales" by Trish Bertuzzi Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/sales-development-playbook-trish-bertuzzi

"Marketing for Tomorrow, Not Yesterday: Surviving and Thriving In The Insight Economy" by Zain Raj Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketing-for-tomorrow-not-yesterday

"Three Feet from Seven Figures: One-on-One Engagement Techniques to Qualify More Leads at Trade Shows" by David Spark Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/three-feet-from-seven-figures-david-spark

"Invisible Influence: The Hidden Forces that Shape Behavior" by Jonah Berger Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/invisible-influence-jonah-berger

"Ego Is the Enemy" by Ryan Holiday Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/ego-is-the-enemy-ryan-holiday

"Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie, or Die" by Eric Siegel Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/predictive-analytics-eric-siegel

"Marketers Are From Mars, Consumers Are From New Jersey" by Bob Hoffman Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/marketers-are-from-mars-bob-hoffman

"Traction: How Any Startup Can Achieve Explosive Customer Growth" by Gabriel Weinberg and Justin Mares Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/traction-gabriel-weinberg

"Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling" by Jeb Blount Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/fanatical-prospecting

"PeopleShock: The Path to Profits When Customers Rule" by TemaFrank Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/peopleshock-tema-frank

"Get Scrappy: Smarter Digital Marketing for Businesses Big and Small" by Nick Westergaard Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/get-scrappy-nick-westergaard

"Managing Online Reputation: How to Protect Your Company on Social Media" by Charlie Pownall Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/managing-online-reputation-charlie-pownall

"From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue" by Aaron Ross and Jason Lemkin Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/from-impossible-to-inevitable-aaron-ross

"The Agile Marketer: Turning Customer Experience Into Your Competitive Advantage" by Roland Smart Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-agile-marketer-roland-smart

"Driving Demand: Transforming B2B Marketing to Meet the Needs of the Modern Buyer" by Carlos Hidalgo Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/driving-demand-carlos-hidalgo

"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/new-sales.-simplified.-mike-weinberg

"Hacking Marketing: Agile Practices to Make Marketing Smarter, Faster, and More Innovative" by Scott Brinker Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/hacking-marketing-scott-brinker

"Magnetic: The Art of Attracting Business" by Joe Calloway Click here to view the Show Notes! https://www.salesartillery.com/marketing-book-podcast/magnetic-joe-calloway

"The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales" by Chris Smith Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-conversion-code-chris-smith

"Hug Your Haters: How to Embrace Complaints and Keep Your Customers" by Jay Baer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/hug-your-haters-jay-baer

"Small Data: The Tiny Clues That Uncover Huge Trends" by Martin Lindstrom and Chip Heath Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/small-data-martin-lindstrom

"UnSelling: The New Customer Experience" by Scott Stratten and Alison Kramer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/unselling-scott-stratten

"The Content Promotion Manifesto: Getting the Most Out of Your Content Marketing" by Chad Pollitt Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-content-promotion-manifesto-chad-pollitt

Town Inc: Grow Your Business. Save Your Town. Leave Your Legacy by Andrew Davis https://www.salesartillery.com/marketing-book-podcast/town-inc.-andrew-davis Recorded 12/15/2015

"Z.E.R.O.: Zero Paid Media as the New Marketing Model" by Joseph Jaffe and Maarten Albarda Click here to see the show notes! https://www.salesartillery.com/marketing-book-podcast/z.e.r.o.-joseph-jaffe

"X: The Experience When Business Meets Design" by Brian Solis Click here to see the show notes! https://www.salesartillery.com/marketing-book-podcast/x-brian-solis

"The Content Formula: Calculate the ROI of Content Marketing & Never Waste Money Again" by Michael Brenner and Liz Bedor Click here to see the show notes! https://www.salesartillery.com/marketing-book-podcast/the-content-formula-michael-brenner

Think Like a Rock Star: How to Create Social Media and Marketing Strategies that Turn Customers into Fans by Mack Collier https://www.salesartillery.com/marketing-book-podcast/think-like-a-rockstar-mack-collier Recorded 9/30/2015

"Subscription Marketing: Strategies for Nurturing Customers in a World of Churn" by Anne Janzer Click here for the episode's show notes and links.  https://www.salesartillery.com/marketing-book-podcast/subscription-marketing-anne-janzer

"The Business of Podcasting: How to Take Your Podcasting Passion from the Personal to the Professional" by Steve Lubetkin and Donna Papacosta Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-business-of-podcasting-donna-papacosta

"The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results" by  Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/the-challenger-customer-patrick-spenner

Maximize Your Social: A One-Stop Guide to Building a Social Media Strategy for Marketing and Business Success by Neal Schaffer https://www.salesartillery.com/marketing-book-podcast/maximize-your-social-neal-schaeffer Recorded 11/3/2015

Manipurated: How Business Owners Can Fight Fraudulent Online Ratings and Reviews by Daniel Lemin https://www.salesartillery.com/marketing-book-podcast/manipurated-daniel-lemin Recorded 10/27/2015

"Social Wealth: How to Build Extraordinary Relationships By Transforming the Way We Live, Love, Lead and Network" by Jason Treu https://www.salesartillery.com/marketing-book-podcast/social-wealth-jason-treu

"Making Rain with Events: Engage Your Tribe, Create Raving Fans and Deliver Bottom Line Results with Event Marketing" by Scott Ingram https://www.salesartillery.com/marketing-book-podcast/making-rain-with-events-scott-ingram

Likeable Social Media, Revised and Expanded: How to Delight Your Customers, Create an Irresistible Brand, and Be Amazing on Facebook, Twitter, LinkedIn, Instagram, Pinterest, and More by Dave Kerpen https://www.salesartillery.com/marketing-book-podcast/likeable-social-media-dave-kerpen Recorded 10/15/2015

"YouthNation: Building Remarkable Brands in a Youth-Driven Culture" by Matt Britton https://www.salesartillery.com/marketing-book-podcast/youthnation-matt-britton

Spin Sucks: Communication and Reputation Management in the Digital Age by Gini Dietrich https://www.salesartillery.com/marketing-book-podcast/spin-sucks-gini-dietrich Recorded 9/15/2015

"The Invisible Sale: How To Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads" by Tom Martin https://www.salesartillery.com/marketing-book-podcast/the-invisible-sale-tom-martin

"The Content Revolution: Telling a Better Story to Differentiate from the Competition" by Mark Masters https://www.salesartillery.com/marketing-book-podcast/the-content-revolution-mark-masters

Shareology: How Sharing is Powering the Human Economy by Bryan Kramer https://www.salesartillery.com/marketing-book-podcast/shareology-bryan-kramer Recorded 8/12/2015

"Speaking Up without Freaking Out: 50 Techniques for Confident, Calm, and Competent Presenting" by Matt Abrahams https://www.salesartillery.com/marketing-book-podcast/speaking-up-without-freaking-out-matt-abrahams

"Optimize: How to Attract and Engage More Customers by Integrating SEO, Social Media, and Content Marketing" by Lee Odden https://www.salesartillery.com/marketing-book-podcast/optimize-lee-odden

The Passion Conversation: Understanding, Sparking, and Sustaining Word of Mouth Marketing by Robbin Phillips, Greg Cordell, Geno Church, and John Moore https://www.salesartillery.com/marketing-book-podcast/the-passion-conversation-robbin-phillips-greg-cordell-geno-church-john-moore Recorded 6/30/2015

Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses by Joe Pulizzi https://www.salesartillery.com/marketing-book-podcast/content-inc-joe-pulizzi Recorded 8/26/2015

"Twitter Power 3.0: How to Dominate Your Market One Tweet at a Time" by Joel Comm and Dave Taylor https://www.salesartillery.com/marketing-book-podcast/twitter-power-3.0-joel-comm-dave-taylor

"The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge https://www.salesartillery.com/marketing-book-podcast/the-sales-acceleration-formula-mark-roberge

"Hacking Sales: The Playbook for Building a High Velocity Sales Machine" by Max Altschuler https://www.salesartillery.com/marketing-book-podcast/hacking-sales-max-altschuler

"Web Marketing That Works: Confessions from the Marketing Trenches" by Adam Franklin and Toby Jenkins https://www.salesartillery.com/marketing-book-podcast/web-marketing-that-works-adam-franklin-toby-jenkins

"Fizz: Harness the Power of Word of Mouth Marketing to Drive Brand Growth" by Ted Wright https://www.salesartillery.com/marketing-book-podcast/fizz-ted-wright

Marketing Lessons from the Grateful Dead: What Every Business Can Learn from the Most Iconic Band in History by David Meerman Scott and Brian Halligan https://www.salesartillery.com/marketing-book-podcast/marketing-lessons-from-the-grateful-dead-david-meerman-scott-brian-halligan Recorded 7/22/2015

"Welcome to the Funnel: Proven Tactics to Turn Your Social Media and Content Marketing up to 11" by Jason Miller https://www.salesartillery.com/marketing-book-podcast/welcome-to-the-funnel-jason-miller

"The Big Data-Driven Business: How to Use Big Data to Win Customers, Beat Competitors, and Boost Profits" by Russell Glass and Sean Callahan https://www.salesartillery.com/marketing-book-podcast/the-big-data-driven-business-russell-glass-sean-callahan

"Marketing Above the Noise: Achieve Strategic Advantage with Marketing that Matters" by Linda Popky https://www.salesartillery.com/marketing-book-podcast/marketing-above-the-noise-linda-popky

  "Seducing Strangers: How to Get People to Buy What You're Selling (The Little Black Book of Advertising Secrets)" by Josh Weltman https://www.salesartillery.com/marketing-book-podcast/seducing-strangers-josh-weltman

"The Zen of Social Media Marketing: An Easier Way to Build Credibility, Generate Buzz, and Increase Revenue" by Shama Hyder https://www.salesartillery.com/marketing-book-podcast/the-zen-of-social-media-marketing-shama-hyder

"The Marketer's Guide to SlideShare: How to Build Your Brand, Generate Leads & Create Opportunities" by Todd Wheatland https://www.salesartillery.com/marketing-book-podcast/the-marketers-guide-to-slideshare-todd-wheatland

"How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits" by Judy Robinett https://www.salesartillery.com/marketing-book-podcast/how-to-be-a-power-connector-judy-robinett

The Automatic Customer: Creating a Subscription Business in Any Industry by John Warrillow https://www.salesartillery.com/marketing-book-podcast/the-automatic-customer-john-warrillow

The Marketing Performance Blueprint: Strategies and Technologies to Build and Measure Business Success by Paul Roetzer https://www.salesartillery.com/marketing-book-podcast/the-marketing-performance-blueprint-paul-roetzer

Audience: Marketing in the Age of Subscribers, Fans and Followers by Jeffrey K. Rohrs https://www.salesartillery.com/marketing-book-podcast/audience-jeffrey-rohrs

The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Kellman Baxter https://www.salesartillery.com/marketing-book-podcast/the-membership-economy-robbie-kellman-baxter

The Content Code: Six Essential Strategies To Ignite Your Content, Your Marketing, and Your Business by Mark Schaefer https://www.salesartillery.com/marketing-book-podcast/content-code-mark-schaefer

Hooked: How to Build Habit-Forming Products by Nir Eyal https://www.salesartillery.com/marketing-book-podcast/hooked-nir-eyal

Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It by Dorie Clark https://www.salesartillery.com/marketing-book-podcast/stand-out-dorie-clark

The Professional Marketer: Everything You Need To Know But Were Never Taught by Tim Matthews https://www.salesartillery.com/marketing-book-podcast/the-professional-marketer-tim-matthews

Digital Relevance: Developing Marketing Content and Strategies that Drive Results by Ardith Albee https://www.salesartillery.com/marketing-book-podcast/digital-relevance-ardath-albee

Experiences: The 7th Era of Marketing by Robert Rose and Carla Johnson https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-experiences-7th-era-marketing-robert-rose

The Mobile Commerce Revolution: Business Success in a Wireless World by Tom Webster & Tim Hayden https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-mobile-commerce-revolution-tom-webster

Buyer Personas: How to Gain Insight into Your Customer’s Expectations, Align Your Marketing Strategies, and Win More Business by Adele Revella https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-buyer-personas-adele-revella

Ctrl Alt Delete: Reboot Your Business. Reboot Your Life. Your Future Depends on It. By Mitch Joel https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-cntl-alt-delete-mitch-joel

Evergreen: Cultivate the Enduring Customer Loyalty that Keeps Your Business Thriving by Noah Fleming https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-evergreen-noah-fleming

Reinventing You: Define Your Brand, Imagine Your Future by Dorie Clark https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-reinventing-you-dorie-clark

The Art of Social Media: Power Tips for Power Users by Guy Kawasaki and Peg Fitzpatrick https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-art-of-social-media-guy-kawasaki

Everybody Writes: Your Go-To Guide to Creating Ridiculously Good Content by Ann Handley https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-everybody-writes-ann-handley

Social Media Explained: Untangling the World’s Most Misunderstood Business Trend by Mark Schaefer https://www.salesartillery.com/marketing-book-podcast/marketing-book-podcast-social-media-explained-mark-schaefer

Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less by Joe Pulizzi https://www.salesartillery.com/marketing-book-podcast/003-epic-content-marketing-joe-pulizzi

Youtility: Why Smart Marketing Is About Help Not Hype by Jay Baer https://www.salesartillery.com/marketing-book-podcast/002-jay-baer-youtility-why-smart-marketing-is-about-help-not-hype

The New Rules of Sales & Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business by David Meerman Scott https://www.salesartillery.com/marketing-book-podcast/001-the-new-rules-of-sales-and-service-david-meerman-scott

An introduction to The Marketing Book Podcast Podcast website - www.MarketingBookPodcast.com