Duct Tape Selling (Hardcover)
Think Like a Marketer-Sell Like a Superstar
Portfolio, 9781591846338, 256pp.
Publication Date: May 15, 2014
It's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
In Duct Tape Selling, Jantsch shows how to tacklea changing sales environment, whether you re an individual or charged with leading a sales team. You will learn to think like a marketer as you:
- Create an expert platform
- Become an authority in your field
- Mine networks to create criticalrelationships within your company andamong your clients
- Build and utilize your Sales Hourglass
- Finish the sale and stay connected
- Make referrals an automatic part of yourprocess
I ve written this book specifically to answer that question. At the heart of it, marketing and sales have become activities that no longer simply support each other so much as feed off of each other's activity. Sales professionals must think and act like marketers in order to completely reframe their role in the mind of the customer.
About the Author
Praise For Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar…
“Duct Tape Selling explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others—with our ideas, our products, our services, or even ourselves—we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you’ll learn the attitudes and abilities required to master the new world of sales.” —Daniel H. Pink, author, To Sell Is Human and Drive
“Duct Tape Selling totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.” —Jill Konrath, author, Agile Selling and SNAP Selling
“In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.” —Seth Godin, author, The Icarus Deception
“Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John’s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.” —Brian Halligan, HubSpot CEO and co-author, Inbound Marketing
“Duct Tape Selling holds answers for how real-world salespeople can connect and stick with real-world customers. If you’re tired of seeing your sales fall apart, John Jantsch has the real-world answers.” —Jeffrey Gitomer, author, Little Red Book of Selling and 21.5 Unbreakable Laws of Selling
“Duct Tape Selling does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modern sales professional.” —Jill Rowley, social selling evangelist, Oracle