of the areas that today’s salespeople struggle with have long been the domain
of marketers, according to bestselling author John Jantsch. The traditional
business model dictates that marketers own the message while sellers own the
relationships. But now, Jantsch flips the usual sales approach on its head.
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.
Duct Tape Selling, Jantsch shows how to tackle a 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 critical relationships within your company and
among your clients;
build and utilize your Sales Hourglass;
finish the sale and stay connected;
make referrals an automatic part of your process.
Jantsch writes, “Most people already know that the days of knocking on doors
and hard-selling are over. But as I travel around the world speaking to groups
of business owners, marketers, and sales professionals, the number one question
I’m asked is, ‘What do we do now?’
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.” Download and start listening now!