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

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.

Transcript of podcast below from Pro Transcript:

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John Jantsch

John Jantsch is a marketing consultant, speaker and author of Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine and the founder of the Duct Tape Marketing Consultant Network.
  • Tom Martin


    Thanks again for having me on the show. Really enjoyed the conversation and hope all your listeners feel like they pick up a tip or two from the podcast.


    • ducttape

      Thanks Tom – great book!

      • andy4104

        John… is there a way to link to Barnes and Noble as well as Amazon to get you credit for sharing great stuff… My Mom (and I’m sure lots and lots of others) gives me B&N gift certificates.

    • andy4104

      just ordered your book from Barnes and Noble… can’t wait to read it.l

      • Tom Martin

        Thanks Andy! Please be sure to let me know what you think of it when you finish it.