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The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads (Que Biz-Tech) Paperback – October 4, 2013


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Editorial Reviews

About the Author

Tom Martin has spent more than half of his career selling advertising agencies’ professional services. His innovative business development programs have generated tens of millions of dollars in new client billings, including an impressive 35% growth rate over four years for Peter Mayer Advertising of New Orleans. As founder of Converse Digital, he has built a debt-free digital agency with a 25% year-over-year growth rate, without a single cold call or competitive pitch presentation. His painless approach to new business prospecting has resulted in a successful speaking career, an ongoing writing position with Advertising Age as a contributor to the “Small Agency Diary,” and numerous guest-posting roles with influential digital- and social media-focused blogs.

Tom lives in New Orleans with his wife and four children.

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Product Details

  • Series: Que Biz-Tech
  • Paperback: 250 pages
  • Publisher: Que Publishing; 1 edition (October 4, 2013)
  • Language: English
  • ISBN-10: 0789751356
  • ISBN-13: 978-0789751355
  • Product Dimensions: 6 x 0.6 x 9 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (23 customer reviews)
  • Amazon Best Sellers Rank: #152,623 in Books (See Top 100 in Books)

More About the Author

Tom is a no nonsense, straight-talking 20-year veteran of the advertising and marketing business who favors stiff drinks, good debates and helping companies grow their businesses.

Tom has spent more than half of his career selling advertising agencies' professional services. His innovative business development programs have generated tens of millions of dollars in new client billings, including an impressive 35% growth rate over four years for one regional ad agency. As founder of Converse Digital, he has built a debt-free digital agency with a 25% year-over-year growth rate, without a single cold call or competitive pitch presentation. His painless approach to prospecting has resulted in a successful speaking career and an ongoing writing position with Advertising Age. He was honored as AAF Advertising Agency Executive of the Year in 2008, and as IABC Communicator of the Year in 2010.

You can find Tom's marketing missives on his blog at ConverseDigital.com, Ad Age, where he is a regular contributor, as well as many of the top social and digital marketing blogs like Social Media Examiner, Social Fresh and MarketingProfs, and Copyblogger to name a few.

Customer Reviews

4.8 out of 5 stars
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See all 23 customer reviews
Well written and straightforward "how to" book.
Howard Maestri
In his book, Tom does a very good job explaining the selling process and how to leverage your network using his social media, content and email marketing tips.
Rick
I read a lot of business, marketing and sales books and this is one of the few that I highly recommended to my sales team.
Tabledweller

Most Helpful Customer Reviews

8 of 8 people found the following review helpful By Jan Schlösser on November 5, 2013
Format: Paperback
There's a funny story behind this review. I rarely write reviews, but in this case, I just have to, because of the impact this book has had on my own business. But let's start at the beginning:

Tom Martin begins his book by really bringing home the message that the playing field of sales has changed due to the internet. No longer need potential buyers rely on sales people to educate themselves about your or your competitors' products. In contrast, they are educating themselves via the web. Today, when one of your sales guys gets a call, that person calling is likely to be near the end of the sales funnel already. But he has been invisible so far (hence the title "The Invisible Sale").

Tom Martin's book offers a way to take advantage of these developments. First of all, you should stop thinking about the sales funnel as a funnel. Today, that funnel is rather like a sales radar where potential buyers pop up, enter and exit constantly. The remainder of the book is devoted to showing you exactly how to set up that sales radar and use it to make those invisible prospects visible.

A key concept to this end is "propinquity" - for the purpose of the book, that concept means that people are most likely to buy from people or companies they repeatedly bumped into while doing their own research online - ideally in the context of helpful and educational content. Here's where a lot of people - myself included - start to lose track. There are so many social networks, so many websites. How do you identify where you should have a presence? Tom Martin provides a solid step-by-step process to help you make that decision.

And when I say step-by-step, I mean step-by-step.
Read more ›
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3 of 3 people found the following review helpful By Erik on October 11, 2013
Format: Paperback Verified Purchase
Excellent book. I own a marketing company and some of trends and events that Tom talks about, I have experienced, but I thought they were anomalies. I'm realizing now that Tom has officially labeled this new type of marketing as the invisible sale. The radar is a great resource. I couldn't put the book down. Being very involved with social media, I contacted Tom on Twitter half way into the book and he responded to me right away. He asked if I was at the conference he was speaking at currently so he can meet me and sign my book. Excellent social media skills. ;)

Tom confirmed what my suspicion that educating the buyer earns trust and yes it may lead them to your competitor but if you provided the best solution, they will stick with you and eventually lead to being a client.
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3 of 3 people found the following review helpful By Jeremy Martin on October 15, 2013
Format: Paperback
Just finished The Invisible Sale. As a former professional sales person (enterprise software) and now a small business owner (residential construction), I found the book to be incredibly helpful. We've struggled with exactly how to nurture prospects through our sales process and have lacked an overall framework. Not only does The Invisible Sale offer up a compelling and complete framework, but also tons of tactical information about creating right size content in various formats (video, audio, text, etc). I read a ton of business books, but rarely do I find so many concrete changes I can make (immediately) in my day-to-day business. If you sell for a living or own a small business (which means you sell for a living), get this book, read it and get to work.
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3 of 3 people found the following review helpful By Suzanne on October 9, 2013
Format: Paperback Verified Purchase
The Invisible Sale is excellent. Tom has written an incredible book honing in on how to painlessly sell understanding and incorporating the propinquity effect. Leveraging a digital selling technique can be very rewarding when done properly. Tom has mastered it and shares his expertise. This is not just about selling, it is about building relationships to be top of mind even if the person will never be a customer. I loved the book as with each chapter you walk away thinking differently and sparking some ideas on how you can master the invisible sale.
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3 of 3 people found the following review helpful By Rick on October 2, 2013
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Excellent read!! In his book, Tom does a very good job explaining the selling process and how to leverage your network using his social media, content and email marketing tips. If you're looking to build or increase your sales + marketing efforts, GET THIS BOOK.
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1 of 1 people found the following review helpful By Tabledweller on December 28, 2013
Format: Paperback Verified Purchase
I read a lot of business, marketing and sales books and this is one of the few that I highly recommended to my sales team. Many books are theoretical or they are full of examples that have nothing to do with my business. This book is different. He leads you through his thought process and the premise of the book in clear and easy to follow steps. Then, and this is my favorite part, he gives practical advice/tools to use in each area of The Invisible Sale. I went straight to the chapter on Blogs since that is my main interest but went back and read the other chapters on improving video etc as well. Repeat-this book contains useful information that you can implement immediately to improve your social media marketing.
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1 of 1 people found the following review helpful By Randy Bowden on December 18, 2013
Format: Paperback
Once in a while, a book arrives that seems to speak the right message at the perfect time. The Invisible Sale is one of those books, and one that will prove to be a go-to on many marketers shelf. I hadn't finished the first few pages before I knew beyond doubt that I was reading something that would be extremely significant for my business. Tom Martin shares how you can use the digital space for not just selling but how the importance of building relationships keeps you at the top of mind of your customer, potential customer and even those who may never be a customer! Educate and cultivate trust, Tom does a great job in explaining how leveraging this will build to your bottom line.
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