The Invisible Sale: How To Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads by Tom Martin
Tom is a no nonsense, straight-talking 20-year veteran of the advertising and marketing business who favors stiff drinks, good debates and helping companies grow their businesses.
He is an internationally recognized digital marketing keynote speaker, blogger and founder of his own agency, Converse Digital. Tom has built Converse (a debt-free digital agency with a 25% year-over-year growth rate) without a single cold call or competitive pitch presentation.
Tom is also a graduate of The University of Texas at Austin, so if you want to talk UT football, you're going to need to go through him.
The Host's Perspective:
If you love cold calling prospects. You’re not going to like this book. But if you feel that cold calling on unqualified prospects is both painful and highly inefficient, then this book is definitely for you.
Marketing and sales have changed a lot because the way people want to buy has changed. Buyers want to educate and inform themselves and find the seller instead of the seller finding the buyer. Because of that buyers seem invisible until they’ve done their research and have contacted the seller.
That’s where the invisible sales comes in.
Tom Martin shows you how to get found while the buyer is doing their research. What you publish online is what is doing the selling as the buyer is doing their research.
The book has a lot of detail about exactly what to do.
Now, I read a lot of marketing books and I read them pretty fast. But I’m also a business person who needs to make sale and found myself slowing down when I read The Invisible Sale because I didn’t want to miss anything.
It is that good!
Listen to the Interview:
Show Notes:Content Inc. by Joe Pulizzi (Marketing Book Podcast interview)
Tom's Agency (ConverseDigital.com)
Book Website (TheInvisibleSale.com)
Tom's Twitter (@TomMartin)
Tom Martin and Douglas Burdett at Content Marketing World, Cleveland, Ohio