Duct Tape Selling: Think Like a Marketer, Sell Like a Superstar - Hardcover

Jantsch, John

Hardcover

ISBN 10: 1591846331 ISBN 13: 9781591846338

Publisher: Portfolio, 2014

Synopsis

Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to bestselling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head.
It’s no longer enough to view a salesperson’s job as closing. Today’s superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, whether you’re an individual or charged with leading a sales team. You will learn to think like a marketer as you:

• Create an expert platform
• Become an authority in your field
• Mine networks to create critical relationships within your company and among your clients
• Build and utilize your Sales Hourglass
• Finish the sale and stay connected
• Make referrals an automatic part of your process

As Jantsch writes: “Most people already know that the days of knocking on doors and hard-selling are over. But as I travel around the world speaking to groups of business owners, marketers, and sales professionals, the number one question I’m asked is, ‘What do we do now?’
“I’ve written this book specifically to answer that question. At the heart of it, marketing and sales have become activities that no longer simply support each other so much as feed off of each other’s activity. Sales professionals must think and act like marketers in order to completely reframe their role in the mind of the customer.”

About this title

About the Author:

JOHN JANTSCH is a marketing consultant, speaker, and the acclaimed author of Duct Tape Marketing, The Commitment Engine and The Referral Engine. He is the founder of the Duct Tape Marketing Consultant Network.  He lives in Kansas City.

Visit DuctTapeSelling.com

Review:

“Duct Tape Selling explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others—with our ideas, our products, our services, or even ourselves—we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you’ll learn the attitudes and abilities required to master the new world of sales.”

—Daniel H. Pink, author, To Sell Is Human and Drive

“Duct Tape Selling totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.”

—Jill Konrath, author, Agile Selling and SNAP Selling

“In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.”

—Seth Godin, author, The Icarus Deception

“Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John’s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.”

—Brian Halligan, HubSpot CEO and co-author, Inbound Marketing

“Duct Tape Selling holds answers for how real-world salespeople can connect and stick with real-world customers. If you’re tired of seeing your sales fall apart, John Jantsch has the real-world answers.”

—Jeffrey Gitomer, author, Little Red Book of Selling and 21.5 Unbreakable Laws of Selling

“Duct Tape Selling does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modern sales professional.” 

—Jill Rowley, social selling evangelist, Oracle

About this edition

• Publisher: Portfolio
• Publication date: 2014
• ISBN 10: 1591846331
• ISBN 13: 9781591846338
• Binding: Hardcover
• Number of pages: 248