Rank #1: 233 The Art and Skill of Sales Psychology by Brad McDonald
The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do by 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
Rank #2: 251 3 Big Ideas from 250 Books For Every Marketer
3 Big Ideas from 250 Books For 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
Rank #3: 010 Buyer Personas by Adele Revella
Buyer Personas: How to Gain Insight into Your Customer’s Expectations, Align Your Marketing Strategies, and Win More Business by Adele Revella
Mar 20 2015
Rank #4: 003 Epic Content Marketing by Joe Pulizzi
Epic Content Marketing: How to Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less by Joe Pulizzi
Jan 30 2015
Rank #5: 096 No B.S. Guide to Direct Response Social Media Marketing by Kim Walsh-Phillips
"No B.S. Guide to Direct Response Social Media Marketing: The Ultimate No Holds Barred Guide to Producing Measurable, Monetizable Results with Social Media Marketing" by Dan S. Kennedy and Kim Walsh-Phillips
Nov 11 2016
Rank #6: 002 Youtility by Jay Baer
Jan 27 2015
Rank #7: Joe Calloway: Authors in Quarantine Getting Cocktails
Most recently on The Marketing Book Podcast to discuss his book, Magnetic: The Art of Attracting Business, leadership, strategy and marketing visionary, international keynote speaker and bestselling author Joe Calloway joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Nashville, Tennessee with his wife and daughters, what companies are getting right (and wrong) with their Coronavirus messaging and what's ahead for businesses and the economic recovery. Cheers!
Apr 27 2020
Rank #8: 200 This is Marketing by Seth Godin
This Is Marketing: You Can't Be Seen Until You Learn to See by 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
Rank #9: 100 Marketing 4.0 by Philip Kotler
"Marketing 4.0: Moving from Traditional to Digital" by Philip Kotler, Hermawan Kartajaya, and Iwan Setiawan
Dec 09 2016
Rank #10: 186 The 1-Page Marketing Plan by Allan Dib
"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!
Aug 03 2018
Rank #11: 155 Exactly What to Say by Phil M. Jones
Dec 29 2017
Rank #12: 087 Sell with a Story by Paul Smith
"Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale" by Paul Smith
Sep 09 2016
Rank #13: 053 The Content Formula by Michael Brenner
"The Content Formula: Calculate the ROI of Content Marketing & Never Waste Money Again" by Michael Brenner and Liz Bedor
Jan 15 2016
Rank #14: 223 Smash the Funnel by Mike Lieberman
Smash the Funnel: The Cyclonic Buyer Journey--A New Map for Sustainable, Repeatable, Predictable Revenue Generation by Mike Lieberman
Your Sales Funnel Has a Fatal Flaw
The sales funnel was invented over a century ago. No wonder it’s not working like it used to! How can you drive company revenue in an age when customers hold all the power, the lines between sales and marketing have blurred, and business disruption is the norm?
From the authors of Fire Your Sales Team Today! comes another industry redefining guide to business success in the 21st century: Smash the Funnel. Discover how to create an entirely new revenue strategy, whether your buyer is a corporation or consumer, an enterprise or entrepreneur.
Apr 19 2019
Rank #15: 215 Wise Guy by Guy Kawasaki
Wise Guy: Lessons From A Life by Guy Kawasaki
Silicon Valley icon and bestselling author Guy Kawasaki shares the unlikely stories of his life and the lessons we can draw from them.
Guy Kawasaki has been a fixture in the tech world since he was part of Apple's original Macintosh team in the 1980s. He's widely respected as a source of wisdom about entrepreneurship, venture capital, marketing, and business evangelism, which he's shared in bestselling books such as The Art of the Start and Enchantment. But before all that, he was just a middle-class kid in Hawaii, a grandson of Japanese immigrants, who loved football and got a C+ in 9th grade English.
Wise Guy, his most personal book, is about his surprising journey. It's not a traditional memoir but a series of vignettes. He toyed with calling it Miso Soup for the Soul, because these stories (like those in the Chicken Soup series) reflect a wide range of experiences that have enlightened and inspired him.
For instance, you'll follow Guy as he:
* Gets his first real job in the jewelry business--which turned out to be surprisingly useful training for the tech world.
* Disparages one of Apple's potential partners in front of that company's CEO, at the sneaky instigation of Steve Jobs.
* Blows up his Apple career with a single sentence, after Jobs withholds a pre-release copy of the Think Different ad campaign: "That's okay, Steve, I don't trust you either."
* Reevaluates his self-importance after being mistaken for Jackie Chan by four young women.
* Takes up surfing at age 62--which teaches him that you can discover a new passion at any age, but younger is easier!
Guy covers everything from moral values to business skills to parenting. As he writes, "I hope my stories help you live a more joyous, productive, and meaningful life. If Wise Guy succeeds at this, then that's the best story of all."
Feb 22 2019
Rank #16: 275 Owning Game-Changing Subcategories by David Aaker
"Owning Game-Changing Subcategories: Uncommon Growth in the Digital Age" by 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
Rank #17: 259 Social Media Success for Every Brand by Claire Diaz-Ortiz
Social Media Success for Every Brand: The Five StoryBrand Pillars That Turn Posts Into Profits by Claire Diaz-Ortiz
Most business owners are blindly guessing at their social media strategy, and it’s costing them time and money. Based on Donald Miller’s bestselling book Building a StoryBrand, Claire Diaz-Ortiz applies the seven principles of the StoryBrand Framework to help you build an effective, long-lasting social media plan for your brand.
Social Media Success for Every Brand teaches readers how to incorporate the StoryBrand 7-Part Framework into their social media channels to increase engagement and see better results. Readers will understand exactly what they need to do with their social media to drive growth to their organization through the practical guidance of the five-point SHARE model:
Social Media Success for Every Brand does not require the reader to be familiar with Building a StoryBrand but provides enough foundation to prepare the reader for practical success with their social media content. Together with the StoryBrand Framework, Claire’s SHARE model will help boost customer engagement and grow the organization’s brand awareness and revenues.
Dec 27 2019
Rank #18: 097 The Science of Selling by David Hoffeld
"The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal" by David Hoffeld
Nov 18 2016
Rank #19: 257 The 3-Minute Rule by Brant Pinvidic
The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation by Brant Pinvidic
Want to deliver a pitch or presentation that grabs your audience’s ever-shrinking attention span? Ditch the colorful slides and catchy language. And follow one simple rule: Convey only what needs to be said, clearly and concisely, in three minutes or less. That’s the 3-Minute Rule. Hollywood producer and pitch master Brant Pinvidic has sold more than three hundred TV shows and movies, run a TV network, and helmed one of the largest production companies in the world with smash hits like The Biggest Loser and Bar Rescue. In his nearly twenty years of experience, he’s developed a simple, straightforward system that’shelped hundreds—from Fortune 100 CEOs to PTA presidents—use top-level Hollywood storytelling techniques to simplify their messages and say less to get more. Pinvidic proves that anyone can deliver a great pitch, for any idea, in any situation, so your audience not only remembers your message but can pass it on to their friends and colleagues. You’ll see how his methods work in a wide range of situations—from presenting investment opportunities in a biotech startup to pitching sponsorship deals for major sports stadiums, and more. Now it’s your turn. The 3-Minute Rule will equip you with an easy, foolproof method to boil down any idea to its essential elements and structure it for maximum impact. Simplify. Say less. Get More.
Dec 13 2019
Rank #20: 049 The Challenger Customer by Pat Spenner
"The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results" by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman
Dec 18 2015