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The Marketing Book Podcast

Updated 23 days ago

Rank #134 in Marketing category

Business
Marketing
Entrepreneurship
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Weekly interviews with authors of new marketing and sales books. Named by LinkedIn and Forbes as one of the top marketing and sales podcasts. Hosted by Douglas Burdett, a marketing agency principal, former artillery officer, Madison Avenue ad man, and stand-up comedian.

Read more

Weekly interviews with authors of new marketing and sales books. Named by LinkedIn and Forbes as one of the top marketing and sales podcasts. Hosted by Douglas Burdett, a marketing agency principal, former artillery officer, Madison Avenue ad man, and stand-up comedian.

iTunes Ratings

666 Ratings
Average Ratings
652
8
3
1
2

Timely find!

By Reed Stiles - May 01 2020
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Was looking for additional marketing book resources and overviews. Love it!

Great!

By cwallace1029 - Jan 31 2020
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Douglas has a great interview style that keeps your interest. Very highly recommended.

iTunes Ratings

666 Ratings
Average Ratings
652
8
3
1
2

Timely find!

By Reed Stiles - May 01 2020
Read more
Was looking for additional marketing book resources and overviews. Love it!

Great!

By cwallace1029 - Jan 31 2020
Read more
Douglas has a great interview style that keeps your interest. Very highly recommended.
Cover image of The Marketing Book Podcast

The Marketing Book Podcast

Latest release on Nov 30, 2020

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Weekly interviews with authors of new marketing and sales books. Named by LinkedIn and Forbes as one of the top marketing and sales podcasts. Hosted by Douglas Burdett, a marketing agency principal, former artillery officer, Madison Avenue ad man, and stand-up comedian.

Rank #1: 277 The Forever Transaction by Robbie Kellman Baxter

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The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave 

Click here for the show notes

https://www.salesartillery.com/marketing-book-podcast/forever-transaction-robbie-baxter

Develop and cultivate the kind of robust, long-term customer relationships that power companies like Nike, Spotify, LinkedIn, and Target

More and more companies are concluding that the potential rewards of subscription-based products and services are worth the risk of radically changing their business models. They’re correct. The Membership Economy is here and it’s here to stay—and if you want to compete for the long run, you need to join it.

Strategy consultant Robbie Kellman Baxter has been helping companies excel in this business environment for more than a decade. Now, in The Forever Transaction, she reveals all her secrets. Whatever industry you’re in, Baxter provides the inspiration, tools, and insight you need to build and execute a business model that will leave your competition in the dust.

You’ll find out how industry leaders like Under Armour, Microsoft, and Netflix have created an ever-expanding customer base of loyal subscribers―and are keeping them coming back. You’ll learn how to lead your organization through every step of the process―from initial start-up to new product testing, scaling for long-term growth and sustainability to revamping your culture so everyone works together to optimize customer lifetime value. You’ll also master all the essentials of succeeding in the Membership Economy, like subscription pricing, Software-as-a-Service, digital community engagement, and freemium incentives as a way to turn casual browsers into cash-paying super-users.

With The Forever Transaction, you have everything you need to build durable, long-term relationships with every customer, and leverage them for ultimate business success―today, tomorrow, and forever.

May 01 2020

1hr 2mins

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Rank #2: 071 Fanatical Prospecting by Jeb Blount

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"Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling" by Jeb Blount

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/fanatical-prospecting

May 20 2016

48mins

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Rank #3: 010 Buyer Personas by Adele Revella

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Buyer Personas: How to Gain Insight into Your Customer’s Expectations, Align Your Marketing Strategies, and Win More Business by Adele Revella

https://www.salesartillery.com/marketing-book-podcast/the-marketing-book-podcast-buyer-personas-adele-revella

Mar 20 2015

24mins

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Rank #4: 186 The 1-Page Marketing Plan by Allan Dib

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"The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand out From The Crowd" by Allan Dib. Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/1-page-marketing-plan-allan-dib

Aug 03 2018

50mins

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Rank #5: 003 Epic Content Marketing by Joe Pulizzi

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Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less by Joe Pulizzi

https://www.salesartillery.com/marketing-book-podcast/003-epic-content-marketing-joe-pulizzi

Jan 30 2015

36mins

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Rank #6: 064 New Sales. Simplified. by Mike Weinberg

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"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/new-sales.-simplified.-mike-weinberg

Apr 01 2016

39mins

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Rank #7: 002 Youtility by Jay Baer

Jan 27 2015

26mins

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Rank #8: 053 The Content Formula by Michael Brenner

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"The Content Formula: Calculate the ROI of Content Marketing & Never Waste Money Again" by Michael Brenner and Liz Bedor

Click here to see the show notes!

https://www.salesartillery.com/marketing-book-podcast/the-content-formula-michael-brenner

Jan 15 2016

44mins

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Rank #9: 233 The Art and Skill of Sales Psychology by Brad McDonald

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The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do by Brad McDonald

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/art-skill-sales-psychology-brad-mcdonald

The ART AND SKILL OF SALES PSYCHOLOGY lays out, in accessible terms that any sales professional can understand, how to identify and learn from the psychological motivators that cause buyers and sellers to do what they do. The book offers clarity and control over the sales process to salespeople, and powerful insights on coaching to managers. This book is a primer for exploring why people do what they do in sales situations.  If you are in sales and you have ever struggled to understand the mindset of your prospect; if you have ever wondered why honest, moral, ethical people choose to lie to a salesperson; if you have ever wished for more control over sales interactions that seem to ride a fine line between trust and confusion; if you have ever struggled to understand and deal effectively with your own mindset and your own frustrations when selling—this book is for you. It provides critical insights on human behavior that will help you to understand and control your sales calls. If you are a sales manager or a coach, this book will challenge you. It will ask you to consider the possibility that the best way to help a struggling salesperson may be to help them to create a better understanding of the fears, anxieties, and confusion that often arise about the sales process—both the seller’s and the buyer’s. Understanding this is more essential than drilling your team in the right tactics. Of course, the tactics are important. They’re the answer to the question, “What do I do?” But understanding the “why” behind the tactics might just be the best place to start.

Jun 28 2019

1hr 5mins

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Rank #10: 155 Exactly What to Say by Phil M. Jones

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"Exactly What to Say: The Magic Words for Influence and Impact" by Phil M. Jones

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/exactly-what-say-phil-jones

Dec 29 2017

46mins

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Rank #11: 225 Small Business Marketing by Rohit Bhargava

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The Non-Obvious Guide To Small Business Marketing (Without A Big Budget) by Rohit Bhargava

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/small-business-marketing-rohit-bhargava

Most business guidebooks treat you like a dummy or an idiot. Not this one.

This is a short and easy-to-read guidebook filled with useful, no bullshit, only-what-you-need-to-know, immediately actionable advice for marketing your business or startup. The book focuses on the most common small business marketing challenges, including: Why is setting a budget the worst way to start a marketing plan? How can you create unstoppable word-of-mouth for your business? Why is it a mistake to try and be on every social media platform? Within these pages you’ll get the answers to some of the most frequently asked questions about how to promote your business like these. Along the way, you'll learn how to fit your entire marketing strategy on a single page, what it takes to create a tagline that people remember, how to buy advertising at a fraction of the "sticker price," why some customers remain loyal while others leave as soon as they get a better deal, and the #1 most important thing about branding that most small businesses forget. Inspired by real life conversations and experiences with hundreds of small business owners and entrepreneurs, this is the rare guide that will skip all the useless definitions, avoid the fluff and cut right to the point to give you the real-life advice you need to hear with an irreverent "non-obvious" perspective you deserve. From downloadable one page guides to real life stories and examples, this guide will give you the inspiration and tools to put together a winning marketing strategy to grow your business - no matter how much you know about marketing already.

May 03 2019

54mins

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Rank #12: 274 Sizing People Up by Robin Dreeke

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Sizing People Up: A Veteran FBI Agent's User Manual for Behavior Prediction by Robin Dreeke

Click here for the show notes

https://www.salesartillery.com/marketing-book-podcast/sizing-people-up-robin-dreeke

A former FBI agent shares his simple but powerful toolkit for assessing who you can trust - and who you can't.

After two decades as a behavior analyst in the FBI, Robin Dreeke knows a thing or two about sizing people up. He's navigated complex situations that range from handling Russian spies to navigating the internal politics at the Bureau. Through that experience, he was forced to develop a knack for reading people - their intentions, their capabilities, their desires and their fears. 

Dreeke's first book, It's Not All About "Me", has become a cult favorite with audiences seeking to build quick rapport with others. His last book, The Code of Trust, was about how to inspire trust in others as a leader. In Sizing People Up, Dreeke shares his simple, six-step system that helps you predict anyone's future behavior based on their words, goals, patterns of action, and the situation at hand. 

Predicting the behavior of others is an urgent need for anyone whose work involves relationships with others, whether it's leading an organization, collaborating with a teammate, or closing a sale. But predictability is not as simple as good and evil, or truth and fiction. Allies might make a promise with every intention of keeping it, not realizing that they will be unable to do so due to some personal shortcoming. And those seeking to thwart your endeavor may not realize how reliable their malevolent tells have become. 

Dreeke's system is simple, but powerful. For instance, a colleague might have a strong moral code, but do they believe your relationship will be long-term? Even the most upstanding person can betray your trust if they don't see themselves tied to you or your desired result in the long term. How can you determine whether someone has both the skill and will to do what they've said they're going to do? Behaviors as subtle as how they take notes will reveal their reliability. 

Using this book as their manual, listeners will be able to quickly and easily determine who they can trust and who they can't; who is likely to deliver on promises and who will disappoint; and when a person is vested in your success vs. when they are actively plotting your demise. With this knowledge they can confidently embark on anything from a business venture to a romantic relationship to a covert operation without the stress of the unknown.

Apr 10 2020

1hr 3mins

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Rank #13: 200 This is Marketing by Seth Godin

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This Is Marketing: You Can't Be Seen Until You Learn to See by Seth Godin

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/this-is-marketing-seth-godin

Seth Godin has taught and inspired millions of entrepreneurs, marketers, leaders, and fans from all walks of life, via his blog, online courses, lectures, and bestselling books. He is the inventor of countless ideas and phrases that have made their way into mainstream business language, from Permission Marketing to Purple Cow to Tribes to The Dip.

Now, for the first time, Godin offers the core of his marketing wisdom in one compact, accessible, and timeless package.

This is Marketing shows you how to do work you're proud of, whether you're a tech startup founder, a small business owner, or an executive at a large corporation. Great marketers don't use consumers to solve their company's problem; they use marketing to solve other people's problems. Their tactics rely on empathy, connection, and emotional labor instead of attention-stealing ads and spammy email funnels. When done right, marketing seeks to make change in the world.

No matter what your product or service, this book will teach you how to reframe how it's presented to the world, in order to meaningfully connect with the people who want it. Seth employs his signature blend of insight, observation, and memorable examples to teach you:

* How to build trust and permission with your target market. * The art of positioning--deciding not only who it's for, but who it's not for. * Why the best way to achieve your marketing goals is to help others become who they want to be. * Why the old approaches to advertising and branding no longer work. * The surprising role of tension in any decision to buy (or not). * How marketing is at its core about the stories we tell ourselves about our social status.

You can do work that matters for people who care. This book shows you the way.

Nov 09 2018

48mins

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Rank #14: 049 The Challenger Customer by Pat Spenner

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"The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results" by  Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/the-challenger-customer-patrick-spenner

Dec 18 2015

31mins

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Rank #15: Jay Baer: Authors in Quarantine Getting Cocktails

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Most recently on The Marketing Book Podcast to discuss his book, Talk Triggers: The Complete Guide to Creating Customers with Word of Mouth, digital marketing, social media and customer service visionary, keynote speaker and bestselling author Jay Baer joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Bloomington, Indiana, what marketers need to know about virtual events, what social media marketers need to do during the pandemic, and what this road warrior is doing to keep his wife and kids from killing him now that he's at home so much. Cheers!

Click here for show notes!

https://www.salesartillery.com/authors-quarantine-cocktails/jay-baer

Apr 21 2020

32mins

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Rank #16: 275 Owning Game-Changing Subcategories by David Aaker

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"Owning Game-Changing Subcategories: Uncommon Growth in the Digital Age" by David Aaker

Click here for the show notes

https://www.salesartillery.com/marketing-book-podcast/owning-game-changing-subcategories-david-aaker

Owning Game-Changing Subcategories is about creating organizational growth in the digital age by creating and owning game-changing subcategories fueled by digital.

Owning Game-Changing Subcategories outlines the path to finding, managing, and leveraging new subcategories. In the digital age, the path has been made wider, shorter, and more frequently traveled. Throughout Owning Game-Changing Subcategories, David Aaker discusses certain aspects of the digital age that alter this path, such as E-commerce providing fast, inexpensive market access bypassing the cost of gaining distribution into storefront retailers or creating personal sales teams and social media and websites enabling communication on steroids in comparison with the traditional use of advertising or events.

Growth is not only a success measure but also creates energy and opportunity for customers and employees. And such growth almost never occurs with “my brand is better than your brand” marketing. Owning Game-Changing Subcategories explores the only ways to grow a business (with rare exceptions) which is to:

  • develop new “must-haves” that define a game-changing subcategory that provides a new or markedly superior buying or use experience or brand relationship to a core customer base;
  • become the exemplar brand that represents the subcategory and drives its visibility, positioning, and success; and
  • create barriers to competitors that could include “must-have” associations and a basis of relationships that go beyond functional benefits.

Apr 17 2020

51mins

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Rank #17: 232 F#ck Content Marketing by Randy Frisch

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F#ck Content Marketing: Focus on Content Experience to Drive Demand, Revenue & Relationships by Randy Frisch

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/fck-content-marketing-randy-frisch

F#ck Content Marketing isn't a book for content marketers.

Instead, it's for everyone in the organization who needs better context and direction for how to drive demand, revenue, and relationships with content. Truly effective companies (and marketers) create content experiences, drawing the customer into an immersive infinite scroll that mirrors the consumer experience of Netflix, Spotify, and other billion-dollar brands.

Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that almost 70 percent of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create.

In this book, Frisch unpacks the Content Experience Framework, arming your organization to deliver personalized experiences that leverage your content to engage your audiences at scale--as well as identify and ramp up the key players in your organization who need to own this process.

Jun 21 2019

55mins

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Rank #18: 040 The Content Revolution by Mark Masters

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"The Content Revolution: Telling a Better Story to Differentiate from the Competition" by Mark Masters

https://www.salesartillery.com/marketing-book-podcast/the-content-revolution-mark-masters

Oct 16 2015

28mins

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Rank #19: Rohit Bhargava: Authors in Quarantine Getting Cocktails

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Author Rohit Bhargava returns to The Marketing Book Podcast for a special episode of "Authors in Quarantine Getting Cocktails."

Last on The Marketing Book Podcast to discuss his book, Non-Obvious Megatrends: How to See What Others Miss and Predict the Future, innovation and marketing expert, bestselling author and international keynote speaker Rohit Bhargava joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Oakton, Virginia, the future of live events, and his latest book, The Non-Obvious Guide to Virtual Meetings & Remote Work. Cheers!

Click here for show notes...

https://www.salesartillery.com/authors-quarantine-cocktails/rohit-bhargava

May 05 2020

43mins

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Rank #20: 251 3 Big Ideas from 250 Books For Every Marketer

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3 Big Ideas from 250 Books For Every Marketer

Click here for show notes!

https://www.salesartillery.com/marketing-book-podcast/3-big-ideas-250-books-every-marketer

In celebration of the first 250 episodes of The Marketing Book Podcast, for this week's episode, I am presenting the audio from a presentation I made recently to the American Marketing Association Chapter in Birmingham, Alabama: "3 Big Ideas From 250 Marketing & Sales Books Every Marketer Needs to Know.”

Nov 01 2019

42mins

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307 The Six Disciplines of Agile Marketing by Jim Ewel

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The Six Disciplines of Agile Marketing: Proven Practices for More Effective Marketing and Better Business Results by Jim Ewel

Transform your organization using Agile principles with a proven framework. 

The Six Disciplines of Agile Marketing provides a proven framework for applying Agile principles and processes to marketing. Written by celebrated consultant Jim Ewel, this book provides a concise, approachable, and adaptable strategy for the implementation of Agile in virtually any marketing organization. 

The Six Disciplines of Agile Marketing discusses six key areas of practical concern to the marketer who hopes to adopt Agile practices in their organization. They include: 

  • Aligning the team on common goals 
  • Structuring the team for greater efficiency 
  • Implementing processes like Scrum and Kanban in marketing 
  • Validated Learning 
  • Adapting to Change 
  • Creating Remarkable Customer Experiences 

The Six Disciplines of Agile Marketing also discusses four shifts in beliefs and behaviors necessary to achieve an Agile transformation in marketing organizations. They include: 

  • A shift from a focus on outputs to one based on outcomes 
  • A shift from a campaign mentality to one based on continuous improvement 
  • A shift from an internal focus to a customer focus 
  • A shift from top-down to decentralized decision-making

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/six-disciplines-agile-marketing-jim-ewel

Nov 27 2020

1hr 33mins

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306 The Interaction Field by Erich Joachimsthaler

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The Interaction Field: The Revolutionary New Way to Create Shared Value for Businesses, Customers, and Society by Erich Joachimsthaler

Learn how the most successful businesses are creating value and igniting smart growth in a fast-paced, competitive market.

Most businesses today focus on competition and disruption instead of collaboration, participation, and engagement. They focus on transactions instead of interactions. They seek to optimize or extract value rather than share it. They build assets and thrive on an enormous scale, huge distribution networks, and brand recognition. But then along comes a rival that doesn't care much about your brand and your other assets, and it either rushes past you or mows you down.

In The Interaction Field, management expert, and professor Erich Joachimsthaler explains that the only way to thrive in this environment is through the Interaction Field model. Companies that embrace this model generate, facilitate, and benefit from data exchanges among multiple people and groups -- from customers and stakeholders, but also from those you wouldn't expect to be in the mix, like suppliers, software developers, regulators, and even competitors. And everyone in the field works together to solve big, industry-wide, or complex and unpredictable societal problems.

The future is going to be about creating value for everyone. Businesses that solve the immediate challenges of people today and also the major social and economic challenges of the future are the ones that will survive and grow.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/interaction-field-erich-joachimsthaler

Nov 20 2020

53mins

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305 Revenue Growth Engine by Darrell Amy

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Revenue Growth Engine: How to Align Sales & Marketing to Accelerate Growth by Darrell Amy

Need to grow revenue faster?

In Revenue Growth Engine, Darrell Amy presents a strategy to accelerate growth.

Whether you own a company, lead a sales team, or work in marketing, you share the same goal: revenue growth.

In today’s economy, companies need to accelerate revenue growth. Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth!

In this book, you will quickly see which parts of your company’s growth engine are not performing. You will discover the law of exponential growth and how to accelerate growth with ideal clients. You will find a big picture model for aligning marketing and sales to drive growth. Darrell walks you step by step through how to improve each component of your growth engine.

Anyone who shares responsibility for revenue will appreciate this book. 

Here’s some of what you’ll learn:

Business Owners

  • Discover a model to set aggressive and achievable growth goals
  • Achieve cross-sell goals to drive more revenue per client
  • Align sales and marketing to drive revenue growth
  • Enhance your buyer and client experiences to build loyalty

Chief Revenue Officers

  • Create scorecards to measure success
  • Get a framework to make better marketing decisions
  • Implement a periodic business review process

Sales Leaders

  • Create a target account program with 10X prospects
  • Drive multi-touch prospecting campaigns that are measurable
  • Win more deals with strategies to influence buying teams

Marketing Managers

  • Build effective messages based on the business outcomes ideal clients desire
  • Create lead management strategies to qualify sales leads
  • Develop client loyalty programs that increase cross-sell revenue

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/revenue-growth-engine-darrell-amy

Nov 13 2020

1hr 31mins

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304 The Practice by Seth Godin

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The Practice: Shipping Creative Work by Seth Godin

From the bestselling author of Linchpin, Tribes, Purple Cow and The Dip comes an elegant little book that will inspire artists, writers, and entrepreneurs to stretch and commit to putting their best work out into the world.

Creative work doesn't come with a guarantee. But there is a pattern to who succeeds and who doesn't. And engaging in the consistent practice of its pursuit is the best way forward.

Based on the breakthrough Akimbo workshop pioneered by legendary author Seth Godin, The Practice will help you get unstuck and find the courage to make and share creative work.

Godin insists that writer's block is a myth, that consistency is far more important than authenticity, and that experiencing the imposter syndrome is a sign that you're a well-adjusted human.

Most of all, he shows you what it takes to turn your passion from a private distraction to a productive contribution, the one you've been seeking to share all along.

With this book as your guide, you'll learn to dance with your fear. To take the risks worth taking. And to embrace the empathy required to make work that contributes with authenticity and joy.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/practice-seth-godin

Nov 06 2020

50mins

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303 Mastering Marketing Agility by Andrea Fryrear

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Mastering Marketing Agility: Transform Your Marketing Teams and Evolve Your Organization by Andrea Fryrear

The leading authority on agile marketing shows how to build marketing operations that can pivot freely and yet remain committed to priorities.

As a marketer, are you tired of chasing marketing fads and algorithm rumors that seem to change every couple of months? This guide to building the perfect marketing department will help you achieve the latest and greatest without having to rebuild your operations from scratch every time the wind shifts.

Agile strategies have been the accepted modus operandi for software development for two decades, and marketing is poised to follow in its footsteps. As the audiences we market to become ever more digital, agile frameworks are emerging as the best and only way to manage marketing.

This book is a signpost showing the way toward the agile future of marketing operations, explaining how every role, from social media intern up to chief marketing officer, can work in unison, responding to the market's demanding challenges without losing focus on the big picture.

You will learn what it takes for marketing agility to thrive--customer focus, transparency, continuous improvement, adaptability, trust, bias for action, and courage--along with the anti-patterns that can drag you down. Most important, you will learn how to implement the systems, strategies, and practices that will truly transform your marketing operations.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/mastering-marketing-agility-andrea-fryrear

Oct 30 2020

1hr 16mins

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302 Unleash Your Primal Brain by Tim Ash

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Unleash Your Primal Brain: Demystifying How We Think and Why We Act by Tim Ash

Understand what makes you human!

This book is about the commonalities all 8,000,000,000 people on Earth share.

Drop a rock. It falls and hits the ground.

Once you understand brain evolution, many of our behaviors will become more predictable. To a scary degree, we are reactive animals ruled by passions and not the rational geniuses with free will that we like to imagine.

First the bad news: The notion that people make decisions and choices to maximize objective self-interest has been demolished. People are not rational — far from it.

Now the good news: We are finding out exactly how and why we act in these seemingly irrational ways. In other words, there is a method to our seeming madness.

We evolved for a particular environment, but our rapid social advances and mushrooming populations have created a bewildering new world. On the timescale of this dizzying change, evolution has effectively stopped, and we must rely on what has gotten us this far. By retracing the path that our distant ancestors took to get here, we can understand the stunning abilities and glaring weaknesses which we have inherited.

Sometimes our reactions and responses are appropriate and uncannily helpful. In the blink of an eye, we can assess complex situations and reach critical life-or-death decisions. At other times, we are seemingly our own worst enemies — repeating the same mistakes, even when we know the results will be counterproductive, or even deadly.

Unlocking the true nature of the human brain is the last frontier. Recent work in fields such as biology, neuroscience, evolutionary psychology, medical imaging, social science, and behavioral economics is combining to show us the inner workings of this evolutionary marvel.

This book is designed for you — the curious and intelligent searcher for truth.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/unleash-primal-brain-tim-ash

Oct 23 2020

1hr 11mins

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301 Standout Virtual Events by David Meerman Scott

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Standout Virtual Events: How to Create an Experience That Your Audience Will Love by David Meerman Scott and Michelle Manafy

Everyone wonders what the future holds for events if people are unable to travel or gather in large groups in the short term, and how the industry may be impacted in the long term. One thing we know for sure: Whether you are an event organizer or speaker, your business is changing.

Unfortunately, when experienced events folks move into the virtual setting, they often try to replicate what works for in-person events. However, what works on a stage rarely translates well to digital. To succeed in virtual events we need to reimagine what is possible.

In this essential guide, David Meerman Scott and Michelle Manafy share newly emerging best practices in virtual events. As speakers at, and organizers of, virtual events, they have unique opportunities to speak with people in many different aspects of the events business to learn what works.

Here, they offer concise, practical guidance you can quickly put into practice, including:

  • Making Connections in a Socially Distant World
  • Understanding the Purpose of Running a Virtual Event
  • Critical Differences Between In-Person and Virtual Events
  • Building Audience Interaction
  • Six Key Benefits of Hosting Virtual Events
  • Format, Features, and Platform Considerations
  • Speaker Preparation for Virtual Events
  • The Business of Virtual Events
  • The Cost of Producing a Virtual Event
  • How To Run A Great Virtual Event

Whether you are a seasoned event organizer, a speaker making the transition to virtual events, or just getting your first event off the ground, this guide will equip you with everything you need to run a great virtual event.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/standout-virtual-events-david-meerman-scott

Oct 16 2020

1hr 10mins

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300 Virtual Selling by Jeb Blount

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Virtual Selling: A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast by Jeb Blount

And, just like that, everything changed.

A global pandemic. Panic. Social distancing. Working from home.

Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave.

Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back.

Virtual Selling can be challenging. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction. It’s natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast.

Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you.

Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You’ll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation.

Jeb teaches you:

  • How to choose the right technology stack for your unique situation
  • The five elements of effective virtual sales calls
  • The seven keys to making a lasting impression on video
  • How to make the camera your best friend
  • Why you must be video ready (BVR) all the time
  • How to leverage virtual tools to get more done, in less time, with better outcomes
  • Seven virtual communication strategies you must never forget
  • How to conduct multi-stakeholder virtual sales calls
  • The B.O.N.D. virtual engagement framework
  • How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call
  • How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor
  • The five questions stakeholders are always asking on every virtual call
  • The S.C.O.R.E. Discovery Method for virtual sales calls
  • How to deliver effective virtual demos and presentations that grab attention and seal the deal
  • Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity
  • How to ask for what you want, get past objections, and close the deal on virtual sales calls
  • How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey
  • Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge

Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. And, with this newfound confidence, your success and income will soar.

Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients¯a who's who of the world's most prestigious organizations¯right into your hands.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/virtual-selling-jeb-blount

Oct 09 2020

2hr 14mins

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299 The Sticking Point Solution by Jay Abraham

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The Sticking Point Solution: 9 Ways to Move Your Business from Stagnation to Stunning Growth by Jay Abraham

Businesses can plateau, stall, or stagnate...without the owners or key executives even realizing it. A business might be achieving incremental year-on-year growth and yet still be in a situation of stagnation or stall. Why? Because entrepreneurs and executives often focus on the wrong things and don't know how to solve the problems that get their businesses stuck.

The purpose of The Sticking Point Solution is to help entrepreneurs and executives recognize the ways in which their businesses may be stuck, and to then give them tools for getting unstuck and enjoying exponential growth.

To achieve this, Jay will help you to identify the nine "sticking points." They are:

  1. stuck losing out to competitors instead of taking the lead in their marketplaces
  2. stuck at low levels of sales instead of selling wisely and selling more
  3. stuck with erratic sales volume instead of thinking strategically and systematically about their businesses
  4. stuck failing to strategize instead of managing their efforts wisely
  5. stuck with high overhead and costs instead of leveraging the assets of other companies, including the competition
  6. stuck with doing more of what doesn't work instead of innovating and trying new approaches
  7. stuck by getting marginalized and commoditized in the marketplace instead of becoming distinctive in their fields
  8. stuck with antiquated, mediocre marketing instead of using what works today
  9. stuck trying to do everything themselves instead of leveraging the talents of other individuals and organizations

Whether businesses are afflicted by one, two, or all nine of these sticking points listed above, the result is the same: the owners, executives, or entrepreneurs are not achieving all of the growth, success, and prosperity they deserve. Unlocking that true potential is the impetus for The Sticking Point Solution.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/sticking-point-solution-jay-abraham

Oct 02 2020

55mins

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298 The Hype Machine by Sinan Aral

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The Hype Machine: How Social Media Disrupts Our Elections, Our Economy, and Our Health--and How We Must Adapt by Sinan Aral

MIT professor Sinan Aral isn’t only one of the world’s leading experts on social media—he’s also an entrepreneur and investor, giving him an unparalleled 360-degree view of the technology’s great promise as well as its outsize capacity to damage our politics, our economy, and even our personal health. 

Drawing on two decades of his own research and business experience, Aral goes under the hood of the biggest, most powerful social networks to tackle the critical question of just how much social media actually shapes our choices, for better or worse. 

Aral shows how the tech behind social media offers the same set of behavior-influencing levers to both Russian hackers and brand marketers—to everyone who hopes to change the way we think and act—which is why its consequences affect everything from elections to business, dating to health. 

Along the way, he covers a wide array of topics, including how network effects fuel Twitter’s and Facebook’s massive growth to the neuroscience of how social media affects our brains, the real consequences of fake news, the power of social ratings, and the impact of social media on our kids.

In mapping out strategies for being more thoughtful consumers of social media, The Hype Machine offers the definitive guide to understanding and harnessing for good the technology that has redefined our world overnight.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/hype-machine-sinan-aral

Sep 25 2020

1hr 6mins

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297 Purple Goldfish 2.0 by Stan Phelps

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Purple Goldfish 2.0: 10 Ways to Attract Raving Customers by Stan Phelps and Evan Carroll

Are you looking to stand out from your competition?

Of course, you are. Unfortunately, nearly every other marketer is, too... So, how can your brand stand out in a sea of sameness?

Purple Goldfish 2.0 is not your ordinary business book. It fundamentally aims to change the paradigm of what we do in business and how we do it. It offers 10 ways to attract raving customers. 

A Purple Goldfish is defined as any time a business purposely goes above and beyond to provide a little something extra to differentiate the experience and honor the relationship.

It’s a marketing investment back into your customer base. It’s that unexpected surprise that’s thrown in for good measure to achieve product differentiation, drive retention, and promote word of mouth.

Why is this book needed?

We’ve lost focus in marketing. We’ve been so laser-focused on automating our marketing to prospects that we’ve forgotten to deliver an exceptional experience once they’ve become customers.

Advertising is no longer the answer. Traditional media is expensive, fragmented, and for the most part ineffective. Customer support is non-existent. We’re too busy outsourcing it. We’ve developed complex loyalty programs that confuse customers and only promise future benefits.

What we really need is a concept that differentiates our brand, promotes retention, and generates word of mouth at the time of purchase. That concept is a Purple Goldfish.

Your brand today is no longer just what you tell people it is. It’s what your customer experiences, how they feel, and, most importantly—what they tell others about that experience.

The entire premise of Purple Goldfish 2.0 is that the customer must come first. Customer experience should be the biggest priority. Stop focusing on “the two in the bush” (prospects) and take care of “the one in your hand” (your customer). Take care of the customers you have. When you provide them with a memorable experience, they’ll bring you the customers you want.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/purple-goldfish-stan-phelps

Sep 18 2020

1hr 21mins

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296 Content Marketing Engineered by Wendy Covey

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Content Marketing, Engineered: Build Trust and Convert Buyers with Technical Content by Wendy Covey

Research shows that this analytical, skeptical buyer conducts a great deal of independent research before engaging with vendors.

Companies that share expertise through high-quality content on a consistent basis are not only seen as trusted resources, they also spend less per lead and achieve greater pipeline efficiency.

Content Marketing, Engineered guides you through the key steps in creating content to inform, educate, and help your technical buyers on their journey to purchase and beyond.

By the time you reach the last page, you’ll be familiar with the entire end-to-end content marketing process, from planning and writing to publishing, promoting, and measuring the performance of your content.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/content-marketing-engineered-wendy-covey

Sep 11 2020

1hr 14mins

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295 Myths of Marketing by Grant Leboff

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Myths of Marketing: Banish the Misconceptions and Become a Great Marketer by Grant Leboff

It's common knowledge that marketing is nothing but advertising, and if your business comes through word of mouth then you don't need marketing anyway. Besides, everyone knows that social media is the best form of free marketing there is... don't they?

The world of marketing is abound with a staggering number of misconceptions, fallacies, and falsehoods. In Myths of Marketing, recognized industry expert Grant Leboff takes readers on a fascinating and entertaining journey through some of the most deeply entrenched stereotypes that exist in the industry, from the idea that sales and marketing are basically the same and that getting people's attention costs a lot of money, to the notion that demography is the best way to segment your market and 'content is king'.

Using a combination of academic research, amusing examples and industry case studies, Myths of Marketing effectively debunks many of the most pervasive myths and assumptions, leaving readers with a clearer, more perceptive understanding of marketing as a whole, to improve their own practice and marketing strategy.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/myths-marketing-grant-leboff

Sep 04 2020

1hr 11mins

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294 Life After The Death of Selling by Tom Searcy

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Life After The Death of Selling: How to Thrive in the new Era of Sales by Tom Searcy and Carajane Moore

It is estimated that almost 1 million jobs will be eliminated in the traditional role of “salesperson” in the next 5 years in the United States.

The signs of change are all around us. Buying processes have been altered in very specific and critical ways. The natural implications are that we must change the way we sell when our buyers change the way they buy from us. The sea change for what has been traditionally called selling has already started and momentum is building.

If sales is the engine that drives revenue and subsequently business growth, how are sales leaders and their people to react to the changes driven by technology, regulation, and governance in the marketplace? We are entering a new era of sales, and adaption is imperative for reps, managers, and executives.

In Life After the Death of Selling: How to Thrive in the New Era of Sales, Tom Searcy and Carajane Moore lay out for the senior executive, front line sales leader and the salesperson what their roles will be and how to leverage new techniques to not only survive this dramatic change but to thrive and grow.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/life-after-death-selling-tom-searcy

Aug 28 2020

1hr 5mins

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293 The Creator Mindset by Nir Bashan

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The Creator Mindset: 92 Tools to Unlock the Secrets to Innovation, Growth, and Sustainability by Nir Bashan

Creativity isn’t a “nice to have” leadership trait. It’s the key to success in every workplace and all industries. Learn to access yours, now―even if you don’t think you’re a “creative” person

From B-school through the big leagues, the business world often places value on logic and analysis. But on creativity? Not so much. And this, according to Nir Bashan, is a recipe for disaster. What gets the ball rolling when we’re feeling stuck in our careers? Why is my company not growing or reaching higher levels of profitability? What’s the difference between a workable plan and a stroke of genius?

The answer is creativity―and it’s the missing ingredient for far too many of us who feel we’re not reaching our creative potential (or doubt we have it in the first place). In The Creator Mindset, Bashan draws from years of experience in advertising, entertainment, consulting, keynote speaking, and teaching to show you how to use creativity as a decision-making tool, and do so every bit as confidently as you use spreadsheets and data analysis.

Bashan demystifies the process of sharpening this ability by breaking it down into four essential sections. Discover what is meant by a “creator mindset,” why it’s crucial in business, how to see the world with this mindset, and how to sustain it.

Written in plain language with real-world examples, chapters include:

  • Creativity for non-creative people
  • Training your mind to think in a creative way
  • When nothing else works―creativity will
  • Envisioning a world that can be, not the world that is
  • The virtues of listening―and the value of making mistakes
  • The “Creator Mindset” guide to crisis
  • Beating the complacency conundrum

If you’ve ever felt overwhelmed by vague advice to “think outside the box,” The Creator Mindset can help put you on a proven track to harnessing your best, most creative ideas, and feel confident you’re performing to your fullest potential―analytically and creatively.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/creator-mindset-nir-bashan

Aug 21 2020

1hr 15mins

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292 The Age of Influence by Neal Schaffer

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The Age of Influence: The Power of Influencers to Elevate Your Brand by Neal Schaffer

If today’s brands want to succeed, they have to be in the conversation, and influencers make that happen. The Age of Influence is an essential guide for marketing professionals and business owners who want to create and implement a highly effective and sustainable influencer marketing plan.

We are in the midst of an unprecedented digital transformation and tapping into this change is vital to any brand in today’s climate. Social media has democratized authority and influence, and information is created and consumed in ways that are constantly evolving.

In The Age of Influence, Neal Schaffer, an internationally recognized social media marketing expert, explains how that shift plays a significant role in online marketing in the Influencer Era.

Influencer marketing is about establishing relationships, turning fans into influencers, and leveraging that influence to share your message in a more credible and authentic way. This is a handbook for anyone who wants to successfully spread a message in the age of social media.

Schaffer teaches entrepreneurs, marketing executives, and cutting-edge agencies how to:

  • Identify, approach, and engage the right influencers for their brand or product.
  • Determine what resources to put behind influencer campaigns.
  • Manage the business side of influencer marketing, including tools that will help measure ROI.
  • Develop their brand’s social media voice to become an influencer in its own right.

This book is the definitive guide to addressing the issues disrupting marketing trends, including declining television viewership, growing social media audiences, and increasing usage of ad-blocking technology.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/age-influence-neal-schaffer

Aug 14 2020

1hr 13mins

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291 Myths of Social Media by Michelle Carvill

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Myths of Social Media: Dismiss the Misconceptions and Use Social Media Effectively in Business by Michelle Carvill and Ian MacRae

Everyone knows that social media is free, millennials are all adept social media experts, that businesses always have to be available 24/7 and ultimately none of it really matters, as the digital space is full of fake news and online messaging is seen as inauthentic.

Don't they?

The use of social media as a business tool is dominated by falsehoods, fictions, and fabrications.

In Myths of Social Media, digital consultant Michelle Carvill and workplace psychologist Ian MacRae dismiss many of the most keenly-held misconceptions and instead, present the reality of social media best practice.

Using helpful and instructive, sometimes entertaining, and occasionally eye-watering examples of what you should and should not do, Myths of Social Media debunks the most commonly held myths and shows you how to use social media effectively for work and at work.

Click here for this episode's website page with the links mentioned during the interview...

https://www.salesartillery.com/marketing-book-podcast/myths-social-media-michelle-carvill

Aug 07 2020

1hr 4mins

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290 Brand Bewitchery by Park Howell

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Brand Bewitchery: How to Wield the Story Cycle System to Craft Spellbinding Stories for Your Brand by Park Howell

Brand Bewitchery is for leaders of purpose-driven brands who seek a proven system to clarify their brand story, amplify their impact, and simplify their life. The book guides readers through the Story Cycle System™ to craft their overarching brand narrative, a process that has grown business by as much as 600 percent.

But how you tell your story is critical to success. Brand Bewitchery also includes two dynamic story structures. Readers will learn the And, But & Therefore foundational narrative framework to focus all of their messaging for more compelling communications. Plus, they will apply the Five Primal Elements of a short story to create a big impact.

Brand Bewitchery features 12 precise story quests: individual and team-building exercises that help the brand creator find, craft, and tell true stories that sell. These real-life stories not only support their new brand narrative crafted within these pages but ensure their content hacks through the noise to hook the hearts of their customers.

When finished with this guide book, readers will have revealed their most powerful stories for their personal brand to grow their influence and their business brand to generate a measurable increase in sales while increasing the productivity of their people and enhancing lives in the communities they serve.

The storytelling structures in Brand Bewitchery, tested over more than a decade through hundreds of businesses and the thousands of people, simply help leaders excel through the stories they tell.

Click here for this episode's website page with links mentioned in the interview...

https://www.salesartillery.com/marketing-book-podcast/brand-bewitchery-park-howell

Jul 31 2020

1hr 13mins

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289 People Powered by Jono Bacon

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"People Powered: How Communities Can Supercharge Your Business, Brand, and Teams" by Jono Bacon

Harness the power of communities, both inside and outside of your organization, to drive value and revenue, activate your employees’ and customers’ talents, and create a highly engaged, loyal customer base.

What if you discovered a blueprint that could grow your brand’s reputation and loyalty, dramatically reduce customer service issues, produce content and technology, and cement a powerful, lasting relationship between you and your customers?

Communities have been a popular topic since the rise of the Internet and social media, but few companies have consistently harnessed their power, driven tangible value, and effectively measured their return on investment (ROI) like:

  • Salesforce.com has seen tremendous results with their community network of over 2 million members advocating for, supporting, and integrating Salesforce.com products
  • Star Citizen used Kickstarter to raise over $150 million to build its new video game and a community of over 2 million players.
  • Red Hat collaborated with their community to build industry-leading technology, which led to a $34 billion acquisition by IBM
  • Companies such as PayPal, Facebook, Bosch, Microsoft, CapitalOne, and Google, have also built communities inside their organizations, which have fostered innovation, broken down silos, and helped their organizations to operate more efficiently and collaboratively.

People Powered helps C-suite leaders, founders, marketers, customer advocates, and community leaders gain a competitive advantage by answering the following questions:

  • What is the key value proposition of building a community?
  • What kind of community do we need and how do we build and integrate it into our organization?
  • How do we incentivize and encourage people to get involved, build reliable growth, and keep community members engaged?
  • How do we develop authentic, productive relationships with community members both online and in-person?
  • How do we get departmental buy-in, hire effectively, and create consistent, reliable community engagement skills in our organization?
  • What are the strategic and tactical pitfalls and roadblocks we need to avoid?
  • How do we make sure that our community continues to grow with us—and more importantly, how do we make sure that we continue to grow with them?
  • People Powered pulls together over 20 years of pragmatic experience into a clear, simple methodology and blueprint to not just answer these questions, but deliver results.
  • It also includes contributions from industry leaders including Joseph Gordon-Levitt (Emmy-award winning actor), Peter H. Diamandis (Founder of XPRIZE, Singularity University), Jim Zemlin (Executive Director, The Linux Foundation), Mike Shinoda (Co-Founder, Linkin Park), Jim Whitehurst (CEO, Red Hat), and more.

Don’t get left behind—become an industry trailblazer and ensure your company’s longevity by tapping into the most dynamic force both outside and inside your organization: the people.

Click here for this episode's website page with links...

https://www.salesartillery.com/marketing-book-podcast/people-powered-jono-bacon

Jul 24 2020

1hr 7mins

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iTunes Ratings

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Timely find!

By Reed Stiles - May 01 2020
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Was looking for additional marketing book resources and overviews. Love it!

Great!

By cwallace1029 - Jan 31 2020
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Douglas has a great interview style that keeps your interest. Very highly recommended.