Weekend Reading: “Exactly What to Say” by Phil M. Jones

By on December 29th, 2017

For the 155th episode of The Marketing Book Podcast, I interviewed Phil M. Jones, author of Exactly What to Say: The Magic Words for Influence and Impact.

Weekend Reading: “Selling Your Value Proposition” by Cindy Barnes

By on December 8th, 2017

For the 152nd episode of The Marketing Book Podcast, I interviewed Cindy Barnes, co-author with Helen Blake and Tamara Howard of Selling Your Value Proposition: How to Transform Your Business into a Selling Organization.

The Need for Leads

By on November 29th, 2017

Determining the Right Leads for Sales & Marketing Sales needs more leads, marketing provides more leads. Sales flies through those leads only to determine the majority won’t be a good fit. So sales needs more leads, marketing provides more leads, again. Sales flies through those leads only to determine the majority won’t be a good fit … again. And the cycle continues. Sound familiar?   The issue here is not…

What Channels Are You Using For B2B Lead Generation?

By on November 28th, 2017

It’s crucial for marketers nowadays to adopt multichannel strategies and be where their customers are. However, not all lead generation channels are created equally, and businesses need to focus on what works specifically for them to increase efficiency and maximize returns. Every business has specific dynamics and unique requirements in terms of their sales and marketing processes. In reality, you can’t just duplicate a strategy that works for another brand…

Weekend Reading: “The Perfect Close” by James Muir

By on November 17th, 2017

For the 149th episode of The Marketing Book Podcast, I interviewed James Muir, author of The Perfect Close: The Secret To Closing Sales.

Weekend Reading: “The Sales Survival Handbook” by Ken Kupchik

By on September 15th, 2017

For the 140th episode of The Marketing Book Podcast, I interviewed Ken Kupchik, author of The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction--The Real Truth About Life in Sales.

Weekend Reading: “The Lost Art of Closing” by Anthony Iannarino

By on August 11th, 2017

For the 135th episode of The Marketing Book Podcast, I interviewed Anthony Iannarino, author of The Lost Art of Closing: Winning the Ten Commitments That Drive Sales.

Helping Hesitant Customers Make the Purchase On Your Site

By on July 13th, 2017

It happens all too often: a person is shopping on your site. They’ve picked out a product or two, added them to their cart, created an account, and might have even put in their credit card information, but all of a sudden just stopped. They don’t finish the purchase, never come back, and you don’t know what happened. Does that scenario sound familiar for your eCommerce business? Do potential customers…

Weekend Reading: “Value-ology” by Simon Kelly

By on May 26th, 2017

For the 124th episode of The Marketing Book Podcast, I interviewed Simon Kelly , co-author of Value-ology: Aligning Sales And Marketing To Shape And Deliver Profitable Customer Value Propositions.

How to Obtain Better B2B Marketing Leads Without Wasting Money

By on May 17th, 2017

When it comes to obtaining qualified B2B marketing leads, many B2Bs face an all-too-common challenge: their sales and marketing teams fail to jive. One major area of discord between the two groups stems from their disagreement about who (or what) makes the “ideal” B2B marketing lead. Sales teams often blame marketing for providing them with “lousy” leads lists, while marketing blames the sales teams for not providing them with the right…