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Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar Hardcover – May 15, 2014
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—Daniel H. Pink, author, To Sell Is Human and Drive
“Duct Tape Selling totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.”
—Jill Konrath, author, Agile Selling and SNAP Selling
“In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.”
—Seth Godin, author, The Icarus Deception
“Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John’s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.”
—Brian Halligan, HubSpot CEO and co-author, Inbound Marketing
“Duct Tape Selling holds answers for how real-world salespeople can connect and stick with real-world customers. If you’re tired of seeing your sales fall apart, John Jantsch has the real-world answers.”
—Jeffrey Gitomer, author, Little Red Book of Selling and 21.5 Unbreakable Laws of Selling
“Duct Tape Selling does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modern sales professional.”
—Jill Rowley, social selling evangelist, Oracle
About the Author
More About the Author
John Jantsch is a marketing consultant, speaker and best selling author Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine.
He is the creator of the Duct Tape Marketing System and Duct Tape Marketing Consulting Network that trains and licenses small business marketing consultants around the world.
He frequently consults with small and mid-sized businesses helping them create marketing plans and organized marketing systems that smooth the way for steady growth.
Top Customer Reviews
I think this book is timely and appropriate given I’ve received several cold calls this month from sales people who should read this book. As a former salesperson, it boggles my mind that someone would pick up the phone without spending some time to at least find out a little bit about the company before making the pitch. And as John says, with the tools that are available today, it’s very easy to take signals from social data and online information to help your prospecting efforts. Listening with your ears and your eyes really has to be part of the sales process.
In the book, Jantsch also talks about creating sales insight and follow-up consulting “that’s so valuable people would be willing to pay for it”. That’s really just the sales extension of the inbound marketing model.
Sure, this is a different mind-set, but I’m really not sure how any sales person will be successful in the future without it.
Whether you own your own company, are a sales person, or someone who manages a sales team, this book will give you incredible insights into how to gain expert status, establish authority in your market, and win the business of your prospects/clients. You're not going to find many other books on selling that provide this approach. You can actually feel comfortable selling using this approach, rather than cringing at the idea of every cold-call.
His hourglass model opened my eyes to the role a salesperson should be playing throughout the entire cutsomer lifecycle.
I think this book will be really helpful for small businesses and 'one man shops' who do it all in their business. It'll help them to identify when they're marketing, when they're selling, and how to make it all work together.
It's definitely the best book I've read on selling in the past few years. I highly recommend it.
While this book does provide action steps and some basic how-to’s, its real value is the emphasis on building expertise, authority, and trust. These personal brand elements are essential to success in the world of sales today.
Small business owners will find a blueprint for sales success in the pages of Duct Tape Selling. Implementing the processes of this book can forever change your business.
The book is also exceptionally beneficial for high performing sales professionals and their marketing partners who will quickly see the message and the step-by-step process as a way to connect and unite internally. I can imagine companies building and strengthening the processes of their sales and marketing teams by working through the book in chapter by chapter method and using the action steps as a master plan for gaining new customers and growing their revenue.
I personally like the prominent role given to the Marketing Hourglass™. This concept, introduced in John Jantsch's book Duct Tape Marketing, provides a detailed and progression-based view of the buyers’ journey. It provides a brilliant context for the alignment of everyone within a business. One of the most relevant aspects of the Hourglass is the reinforcement that the sale does not end with the execution of a contract or commercial transaction. The sale ends with the customer receives value and moves into the role of Referrer.
This will be another John Jantsch book that has a permanent spot on my desk and will be often referenced, written in, and dog-eared as the other books he has delivered. Well Done Mr. Jantsch.
Most Recent Customer Reviews
Great book chocked full of useful information. A must have for anyone starting a business. These guys have a great podcast as well.Published 8 months ago by rainbowbrite
This book is excellent. Each chapter is packed full with helpful advice and step-by-step measures you can take to achieve your sales/marketing goals. Read morePublished 10 months ago by Barbara Dawson
This book is so chock full of good info., I'd recommend it to all business owners. It has given me so many great ideas to put into action for my business. Read morePublished 13 months ago by Hometahn Photos, Pittsburgh Photographer
I have been a fan of John's work since Duct Tape Marketing first came to market. Now John has built up a substantial sales and marketing consultancy based on his work helping... Read morePublished 14 months ago by Reg Nordman
reading from a Kindle just doesent cut it for me. the book is ok, nothing groundbreaking to take from it, but the more you read the better person you becomePublished 16 months ago by Dolguin
I've read countless books about sales, marketing and business, and this is the Top book for this year. Read morePublished 17 months ago by BrandonR