- Series: Que Biz-Tech
- Paperback: 272 pages
- Publisher: Que Publishing; 1 edition (October 4, 2013)
- Language: English
- ISBN-10: 0789751356
- ISBN-13: 978-0789751355
- Product Dimensions: 6 x 0.8 x 8.9 inches
- Shipping Weight: 12.8 ounces (View shipping rates and policies)
- Average Customer Review: 33 customer reviews
- Amazon Best Sellers Rank: #1,374,510 in Books (See Top 100 in Books)
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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.
Top customer reviews
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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.
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.
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.
Why do I love it?
I've read a lot of marketing and online marketing books and often they're full of a lot of theories and fluff with no real practical guidelines of how to actually implement the steps.
In The Invisible Sale Tom firstly carefully introduces you to the world of online and inbound marketing in a totally logical and very simple manner that opens up your eyes to the reality and possibilities of internet and inbound marketing.
He then covers all the necessary elements of the online marketing landscape and how they all fit together and complement one another. Essentially looking at the cogs in the online marketing machine and explaining how to assemble the machine. Once again, in such a logical and clear manner that absolutely anybody can understand - which is another huge difference between this book and a lot of others I have read.
He then goes that extra step that most authors of similar books fail to take, and he explains in detail - with tips and (most importantly) the tools of how anybody can create and assemble their own inbound marketing system for their business.
I really loved his logical and simplistic approach - it's almost like he's taking you by the hand and leading you through the maze of online and inbound marketing one simple step at a time.
By the time you finish the book you not only understand all the different aspects of online marketing, but also how they fit together and how they compliment one another.
Congratulations on a brilliantly written guide, Tom! I know I'll be reading it a few more times - every time I read it I 'get it' more and more . . .
Most recent customer reviews
The author is an expert, has a great message, and is clearly practicing what he preaches. Worth every penny and more.Read more