Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your email address or mobile phone number.
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
|New from||Used from|
See the Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.
Frequently Bought Together
Customers Who Bought This Item Also Bought
About the Author
Tom lives in New Orleans with his wife and four children.
More About the Author
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.
Top Customer Reviews
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 ›
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.
Tom Martin rips down the communication barrier between sales and marketing teams in this easy-to-digest look at how both teams can work together to attract, measure, and close prospects in today's online landscape.
I was familiar with most of the tactics Tom covers, but I'd struggled with clearly explaining these concepts to non-marketers. Tom gives you a blueprint for getting buy-in not just from your sales team, but your entire organization and clients.
I highlighted more sections and took more notes in this book than I ever have on my Kindle. The Invisible Sale will serve as a resource I come back to time and time again.
If you feel overwhelmed trying to map your marketing efforts against your sales process, I cannot recommend this book enough. It will all not only magically "click" after reading this, but you'll be full of ideas and have a roadmap for implementation.
Most Recent Customer Reviews
This is a really good book for people who just don't know where to start with digital marketing. For those of you in the B2B world who want to stop cold-calling and start getting... Read morePublished 15 days ago by Amazon Customer
Found the writing style a little cumbersome but there is some very good information in it for people just starting out. Worth buying.Published 8 months ago by Stephen McGill
Traditional paradigms die hard. Tom Martin gives the philosophy and tools to not only make believers in your organization, but to make strides in implementation.Published 10 months ago by Luke A. Wissmann
A step-by-step guide to create a painless prospecting system.
Many agencies have historically struggled with prospecting for clients. Read more
I absolutely loved this book! So far I have read it twice - once front to back and then once in the other direction.
Why do I love it? Read more
Very good read.
The author is an expert, has a great message, and is clearly practicing what he preaches. Worth every penny and more. Read more