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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 lives in New Orleans with his wife and four children.
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.
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.
|Length: 1:31 Mins|
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
Most Recent Customer Reviews
Great book. If your looking for prospecting philosophy in the 21st century pick this book up.Published 1 month ago by Amazon Customer
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 6 months 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 13 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 16 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