Summaries of books about Marketing & Sales:
Sell with a Story
How to Capture Attention, Build Trust, and Close the Sale
Paul Smith
The book provides insights into the power of storytelling in the sales process, offering techniques for crafting compelling narratives that engage potential customers and foster trust. It includes a variety of case studies and practical tips to help salespeople leverage stories to effectively communicate value and close deals.
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The Forever Transaction
How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave
Robbie Kellman Baxter
The book provides a comprehensive guide on creating and maintaining a successful subscription-based business model, focusing on strategies to attract and retain customers by offering continuous value. It covers the principles of the "Membership Economy," including best practices for pricing, community building, and service design to foster long-term customer relationships.
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Everybody Writes
Your New and Improved Go-To Guide to Creating Ridiculously Good Content
Ann Handley
The book serves as a comprehensive guide to writing high-quality digital content, offering practical tips and strategies for crafting compelling, engaging, and effective online communication. It emphasizes the importance of good writing in marketing and provides readers with tools and insights to improve their writing skills across various platforms and formats.
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The Referral Engine
Teaching Your Business to Market Itself
John Jantsch
The book provides strategies for businesses to harness the power of referrals, emphasizing the importance of building a company culture that encourages customers to share their positive experiences. It offers practical advice on creating products and services that are inherently referable and outlines steps to develop a systematic approach to generating consistent referrals.
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Fascinate
Your 7 Triggers to Persuasion and Captivation
Sally Hogshead
The book explores seven psychological triggers (passion, mystique, prestige, power, alarm, rebellion, and trust) that can be leveraged to capture attention and influence behavior. It provides insights and strategies for individuals and businesses to use these triggers effectively in marketing, branding, and personal interactions to engage and persuade others.
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We Are All Weird
The Rise of Tribes and the End of Normal
Seth Godin
The book challenges the traditional notion of "mass" by arguing that the era of mass markets is ending, giving rise to an economy based on choice and distinctiveness. It explores how individuals find identity and community through unique interests and the implications this has for businesses and marketers in a world where the "normal" is less relevant.
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Smart Calling
Eliminate the Fear, Failure, and Rejection from Cold Calling
Art Sobczak
The book provides strategies for sales professionals to improve their cold calling techniques by focusing on preparation, creating tailored pitches, and engaging prospects with relevant conversations. It emphasizes the importance of research, developing a positive mindset, and using a systematic approach to minimize rejection and increase success rates in sales calls.
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How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services
Tom McMakin|Doug Fletcher
The book provides insights into the client's perspective on purchasing professional services, outlining the buying process and the factors that influence decision-making. It offers practical strategies and tools for service providers to effectively engage with potential clients, build trust, and secure business in a competitive market.
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Predictable Prospecting
How to Radically Increase Your B2B Sales Pipeline
Marylou Tyler|Jeremey Donovan
The book provides a systematic approach to B2B sales prospecting, offering strategies and techniques for generating a consistent pipeline of high-quality leads. It emphasizes the importance of targeting the right prospects, crafting compelling messaging, and utilizing a multi-touch, multi-channel outreach plan to maximize engagement and conversion rates.
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From Impossible to Inevitable
How SaaS and Other Hyper-Growth Companies Create Predictable Revenue
Aaron Ross|Jason Lemkin
The book details strategies for scaling a business rapidly and sustainably, focusing on the challenges faced by Software as a Service (SaaS) companies. It provides insights into creating a predictable sales pipeline, accelerating growth through customer success, and the importance of nailing a niche before going big.
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