How to Sell to a Prospect You Can't Even See

How to Sell to a Prospect You Can’t Even See

How to Sell to a Prospect You Can’t Even See

By John Jantsch

Marketing Podcast with Tom Martin

For the last few years I’ve been telling business owners that sales and marketing has changed so much because buying has changed so much.

Invisible Sale

photo credit: andres.thor via photopin cc

Today’s buyer doesn’t not call up a company and ask for a brochure or salesperson to come calling. Today’s buyer does their homework online, asks their network for suggestions and essentially creates their own brochure.

So much of what we have to do to attract and be found by that buyer is now what we call inbound marketing and sales and it applies across the business in audience development, sales and even service.

That buyer is constantly adding inputs from our creation, their experience and collective experience of our customers and community.

I cover this idea extensively in Duct Tape Selling and for this week’s episode of the Duct Tape Marketing Podcast I visit with Tom Martin, author of The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads to add even more color to the notion.

Martin’s book reinforces many once novel ideas, such as content creation, teaching vs selling and platform building as the foundational sales and marketing tactics they have become.

Any organization, from solopreneur to marketing and sales department, that is not focused on guiding a customer journey through content and personal connection is bound to be left behind in the buyer driven environment we live in today.

Free eBook 
7 Steps to Scale Your Consulting Practice Without Adding Overhead

"This training from Duct Tape Marketing has exceeded my expectations and I couldn't be happier" ~ Brooke Patterson, VanderMedia


Podcast
How to Be a Better You
Apple Podcasts | Android | RSSMarketing Podcast with Brant Menswar In this episode of the Duct Tape Marketing Podcast, I interview Brant Menswar, one of the country’s top motivational speakers, a critically acclaimed author, award-winning musician, podcast host, and the CEO and founder of Rock Star Impact, a boutique agency that teaches people and […]
Podcast
How to Improve Your PR Content Online
Apple Podcasts | Android | RSSMarketing Podcast with Farzad Rashidi In this episode of the Duct Tape Marketing Podcast, I interview Farzad Rashidi Co-founder of Respona, the all-in-one digital PR and link building software that combines personalization with productivity. Farzad Rashidi is also the Director of Marketing at Visme. At Visme his marketing efforts […]

Subscribe to the Duct Tape Marketing Podcast

If you know your small business needs marketing, but don’t have the time or resources, look no further. The Duct Tape Marketing podcast covers everything from earning referrals to managing time and being more productive.

close

Get the guide to growing your small business

In the 7 Steps to small business marketing success you'll learn:

  • check
    Why strategy must come before tactics
  • check
    Why and what customers really buy
  • How to make Google your new best friend
  • How to install an integrated marketing system