The Marketing Book Podcast

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

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

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

Join Jay Abraham, Founder and CEO of the Abraham Group, as he reveals transformative strategies for business growth. He identifies nine critical 'sticking points' that entrepreneurs face, from lagging sales to outdated marketing tactics. Jay emphasizes the importance of a proactive mindset and the art of consultative selling to build lasting customer relationships. Learn how empathy can enhance marketing effectiveness and why understanding customer lifetime value is crucial. With actionable insights, he guides listeners toward overcoming stagnation and achieving spectacular growth.

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  

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

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

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

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

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