Duct Tape Selling: Think Like a Marketer--Sell Like a Superstar

Duct Tape Selling: Think Like a Marketer--Sell Like a Superstar

by John Jantsch


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Many of the areas that salespeople struggle with these days 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.
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 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
As 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?’
“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.”

Product Details

ISBN-13: 9781591846338
Publisher: Penguin Publishing Group
Publication date: 05/15/2014
Pages: 256
Product dimensions: 6.40(w) x 9.30(h) x 1.10(d)
Age Range: 18 Years

About the Author

JOHN JANTSCH is a marketing consultant, speaker, and the acclaimed author of Duct Tape Marketing, The Commitment Engine and The Referral Engine. He is the founder of the Duct Tape Marketing Consultant Network.  He lives in Kansas City.

Visit www.DuctTapeSelling.com

Table of Contents

Introduction: Changing the Context of Selling 1

Part I Mind-set of the New Sates Guide 7

Chapter 1 Listen Perceptively 13

Chapter 2 Connect the Community 25

Chapter 3 Define Leads 34

Chapter 4 Find Your Value Proposition 44

Chapter 5 Build a Reputation 53

Chapter 6 Guide the Sales Journey 64

Chapter 7 Teaching Sells 71

Part II Practices of the New Sales Guide 91

Chapter 8 Create an Expert Platform 95

Chapter 9 Become an Authority 117

Chapter 10 Mine Networks 137

Chapter 11 Build Your Sales Hourglass 158

Chapter 12 Finish the Sale 170

Part III The World of the New Sales Coach 181

Chapter 13 Change the Channel 185

Chapter 14 Swallow the Whistle 190

Chapter 15 Bridge the Gap 199

Chapter 16 Find Your Method 209

Chapter 17 Rethink Hiring 217

Chapter 18 Manage Automation 227

Conclusion 233

Acknowledgments 235

Let's Collaborate 237

Index 239

What People are Saying About This

From the Publisher

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

Customer Reviews