9780789751355

The Invisible Sale How to build a digitally powered marketing and sales system to better prospect, qualify and close leads

by
  • ISBN13:

    9780789751355

  • ISBN10:

    0789751356

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2013-09-24
  • Publisher: Que Pub
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Supplemental Materials

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Summary

Build a High-Impact, Low-Hassle Digital Sales Prospecting System That Works!

Hate cold calling? Stop doing it! Build a supercharged, highly automated digital sales prospecting system that attracts more qualified leads, shortens sales cycles, and increases conversion rates—painlessly! In The Invisible Sale , Tom Martin reveals techniques he’s used to drive consistent double-digit growth through good times and bad, with no cold calling. Martin’s simple, repeatable process helps you laser-target all your marketing activities, sales messages, and sales calls based on what your prospects are actually telling you. Martin boils complex ideas down to simple, straightforward language…real-life case studies…easy-to-understand templates…and actionable solutions!

• Discover the “invisible funnel,” where self-educated buyers are making decisions before you know they exist
• Leverage Funnel Optimized website design to identify your prospects’ key challenges before you ever speak to them
• Integrate social media, content, and email to optimize the entire prospecting process
• Make every sales call count with behaviorally targeted email prospecting
• Leverage Twitter, Facebook, and LinkedIn to efficiently “prospect at scale”
• Use the science of propinquity to choose “outposts,” strategize social networking, and drive offline campaigns
• Save money by rightsizing production quality to each marketing requirement
• Rapidly create keyword-rich text content, and use it widely to promote self-qualification
• Create webinars and tutorials more easily and painlessly than you ever thought possible
• Choose low-cost devices, apps, software, and accessories for quickly creating high-quality DIY media content
• Learn how to apply Aikido Selling Techniques to close self-educated buyers

 

Author Biography

Tom Martin has spent more than half of his career selling advertising agencies’ professional services. His innovative business development programs have generated tens of millions of dollars in new client billings, including an impressive 35% growth rate over four years for Peter Mayer Advertising of New Orleans. As founder of Converse Digital, he has built a debt-free digital agency with a 25% year-over-year growth rate, without a single cold call or competitive pitch presentation. His painless approach to new business prospecting has resulted in a successful speaking career, an ongoing writing position with Advertising Age as a contributor to the “Small Agency Diary,” and numerous guest-posting roles with influential digital- and social media-focused blogs.

Tom lives in New Orleans with his wife and four children.

Table of Contents

SECTION 1. SELLING THE PREMISE

1. The Tweet

2. Inside The Database

3. The Self-Educating Buyer

4. Funneling Success

 

SECTION 2. DEVELOPING YOUR PLATFORM

5. Selling vs. Helping

6. Pimps and Prospects

7. Propinquity

8. The Funnel It! Framework

9. Making Every Call Count

10: Social Prospecting

 

SECTION 3. CREATING THE CONTENT

11. Creating Video

12. Creating Photography

13. Creating Audio

14. Creating Text Based Content

15. Creating Live and Recorded Webinars and product tutorials

16. How To Create Cobblestone Content

 

SECTION 4. CLOSING THE DEAL

Summary

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