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.

Transcript of podcast below from Pro Transcript:


Podcast
How to Perfect Your Lead Generation Follow-up
In this post – 5 Steps to Restart, Recharge and Revive Your Marketing Right Now! – I introduced an aggressive initiative to help any business owner struggling to stay on plan with their marketing for the year. The idea is to take the mid-point of the year and get a fresh restart. In post #3 of 5, […]
Podcast
How to Use Events for Evergreen Content Creation
Conferences, workshops, and events are a big investment. Many marketers treat them as a one-and-done affair – but what if you could make them work harder for you? When treated properly, events can be a great source of content. The challenge is capturing that content in a meaningful and effective way. In this article, I’ll […]

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.