Join us at the next Sales & Marketing Book Club for "Duct Tape Selling: Think Like a Marketer - Sell Like a Superstar" by John Jantsch
In a study by Adobe, 76% of marketers indicated that marketing has changed more in the past two years than the previous 50. But it’s not just marketing that has changed. So has sales. And the reason for that is simply because the way people buy has changed.
Now instead of a buyer initially going to the seller to to research a purchase (and being strong armed by the seller), the buyer can research the purchase themselves on the Internet and avoid having to deal with a salesperson until the very end.
The Internet has turned the traditional act of selling solutions into a commodity act thanks to the unprecedented amount of information available online.
To be successful in sales now you need to think of yourself as a guide in the customer’s buying process rather than an information source.
Salespeople can no longer provide solutions to obvious problems. What they need to do now is help prospects understand their not so obvious problems, the ones they may not even realize they need to solve.
In "Duct Tape Selling," John Jantsch, who made a living as a salesman (like his dad) helps you understand all the changes that have occurred and why now to succeed in modern sales, sellers must understand the marketing mindset. It’s no longer enough to view a salesperson’s job as closing.
Today’s salesperson must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
Duct Tape Selling shows you how.Join the Sales & Marketing Book Club on Friday, June 9th at NOON at the Slover Library in Norfolk for a catered lunch and conversation about "Duct Tape Selling."
Your host for the afternoon will be Douglas Burdett, the man behind The Marketing Book Podcast (named by LinkedIn as one of "10 Podcasts That Will Make You a Better Marketer").
Every month, the Sales & Marketing Book Club highlights one book from The Marketing Book Podcast that Burdett has deemed worthy of a deeper dive.
"The Challenger Customer" takes on and refutes a lot of conventional wisdom about what works and what doesn’t work in modern B2B marketing and sales. The authors challenge the conventional wisdom with extensive research done over the last five years.
“Sell With A Story” will show you how to pick the right story and craft a compelling and memorable narrative that will make your sales (and marketing) more effective. The appendices at the end of the book are worth the price of the book alone.