The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads - Softcover

Martin, Tom

Softcover

ISBN 10: 0789751356 ISBN 13: 9780789751355

Publisher: Que Publishing, 2013

Synopsis

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

 

About this title

About the Author

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.

Edition details

• Publisher: Que Publishing
• Publication date: 2013
• Language: English
• ISBN 10: 0789751356
• ISBN 13: 9780789751355
• Binding: Paperback
• Edition number: 1
• Number of pages: 258