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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

4.7 out of 5 stars 33 customer reviews

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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: 4.7 out of 5 stars  See all reviews (33 customer reviews)
  • Amazon Best Sellers Rank: #643,446 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

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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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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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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Format: Kindle Edition Verified Purchase
“The Invisible Sale” by Tom Martin has the potential to transform your business. If you have an interest in content marketing and building a strong digital marketing presence for your business, this is the book for you. It outlines the arguments for increasing your online presence and reducing your reliance on “old-fashioned” sales and marketing. It goes on to provide just about everything you'll need to know to move forward with implementing that idea.

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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Format: Paperback Verified Purchase
Length: 1:31 Mins
Hi I’m Douglas Burdett, host of The Marketing Book Podcast and I’d like to tell you about "The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads" by Tom Martin.

If you love cold calling prospects. You’re not going to like this book. But if you feel that cold calling on unqualified prospects is both painful and highly inefficient, then this book is definitely for you.

Marketing and sales have changed a lot because the way people want to buy has changed. Buyers want to educate and inform themselves and find the seller instead of the seller finding the buyer. Because of that buyers seem invisible until they’ve done their research and have contacted the seller.

That’s where the invisible sales comes in.

Tom Martin shows you how to get found while the buyer is doing their research. What you publish online is what is doing the selling as the buyer is doing their research.

The book has a lot of detail about exactly what to do.

Now, I read a lot of marketing books and I read them pretty fast. But I’m also a business person who needs to make sale and found myself slowing down when I read The Invisible Sale because I didn’t want to miss anything.

It is that good!

And, to listen to an interview with Tom Martin about "The Invisible Sale" visit MakretingBookPodcast.com
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