Book description
Build a High-Impact, Low-Hassle Digital Sales Prospecting System That Works!
Hate cold calling? Stop doing it! Build a supercharged, highly automated digital sales prospecting system that attracts more qualified leads, shortens sales cycles, and increases conversion rates—painlessly! In The Invisible Sale, Tom Martin reveals techniques he’s used to drive consistent double-digit growth through good times and bad, with no cold calling. Martin’s simple, repeatable process helps you laser-target all your marketing activities, sales messages, and sales calls based on what your prospects are actually telling you. Martin boils complex ideas down to simple, straightforward language…real-life case studies…easy-to-understand templates…and actionable solutions!
Discover the “invisible funnel,” where self-educated buyers are making decisions before you know they exist
Leverage Funnel Optimized website design to identify your prospects’ key challenges before you ever speak to them
Integrate social media, content, and email to optimize the entire prospecting process
Make every sales call count with behaviorally targeted email prospecting
Leverage Twitter, Facebook, and LinkedIn to efficiently “prospect at scale”
Use the science of propinquity to choose “outposts,” strategize social networking, and drive offline campaigns
Save money by rightsizing production quality to each marketing requirement
Rapidly create keyword-rich text content, and use it widely to promote self-qualification
Create webinars and tutorials more easily and painlessly than you ever thought possible
Choose low-cost devices, apps, software, and accessories for quickly creating high-quality DIY media content
Learn how to apply Aikido Selling Techniques to close self-educated buyers
Table of contents
- About This eBook
- Title Page
- Copyright Page
- Contents at a Glance
- Table of Contents
- About the Author
- Dedication
- Acknowledgments
- We Want to Hear from You!
- Reader Services
- Introduction
- Section 1: Selling the Premise
-
Section 2: Capturing the Invisible Sale
- Helping to Create Sales
- The Social Sales Force
- The Power of Proximity
- The Painless Prospecting Platform
- Making Every Call Count
- Social Prospecting
- 5. Selling Versus Helping
- 6. Social Agents
- 7. Propinquity
-
8. Creating Your Painless Prospecting Platform
- Creating Your Home Base
- Designing a Funnel-Optimized Home Base
- Defining the Obvious Propinquity Points
- Defining the Not-So-Obvious Propinquity Points
- Step 1: Social Listening
- Step 2: Geographic Social Listening
- Step 3: Using Primary Research
- Step 4: Classifying Your Propinquity Points
- Closed Versus Open Outposts
- Manning Your Embassies
- Developing Your Propinquity Map
- Creating a Breadcrumb Strategy
- 9. Making Every Call Count
- 10. Social Selling
-
Section 3: Creating Your Content
- Creating Right-Sized Content
- Content Creation Types
- A Disciplined Content Creation Framework
- 11. Creating Video
- 12. Creating Photography
- 13. Creating Audio
- 14. Creating Text-Based Content
- 15. Creating Live and Recorded Webinars and Product Tutorials
- 16. Cornerstones and Cobblestones: The Content Creation Framework
- Section 4: Closing the Deal
- In Closing
- Index
Product information
- Title: The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads
- Author(s):
- Release date: September 2013
- Publisher(s): Que
- ISBN: 9780133431308
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