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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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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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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.
Many agencies have historically struggled with prospecting for clients. Their struggles have been intensified due to the rise of social media, content and inbound marketing. Today’s prospects are more in control of the agency selection process than ever before. Instead of chasing new business, it’s now more important to be found.
Tom Martin has written a helpful guide-book on social selling, it’s called The Invisible Sale: How to build a digitally powered marketing and sales system to better prospect, qualify and close leads. This is a great read for agency owners trying to replace their ineffective, interruptive tactics such as cold calling and email blasts with a more effective inbound marketing strategy.
Tom has spent over 20 years in the advertising business and over half that time in business development. As an agency owner, he was an early adopter of social media and practices what he preaches. During this dramatic paradigm shift for new business, Tom shares what he has learned that has produced a 25% year-over-year growth rate for his agency, without cold calls, pitching and self-promotional tactics.
Martin shows you how to create a high performance and efficient system that creates a positioning of expertise, attracts more qualified leads, shortens the sales process and boosts your agency’s growth. I highly recommend it.
In fact, the only negative about the book is that it is so heavy with real-world actionable suggestions you'll find yourself highlighting a large percentage of the book. It's a treat to read, but maddening at times as you want to scurry off to take action on it's suggestions. I'm already referring back to the book to implement ideas into my own online marketing.
This book gets my absolute highest recommendation. It is worth much than the price. Martin has delivered an amazing value. The only regret you'll have is if your competition reads it first.
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