Build a High-Impact, Low-Hassle Digital Sales Prospecting System That Works! Hate cold calling? Stop doing it! Build a supercharged, highly automated digital sales prospecting system that attracts more qualified leads, shortens sales cycles, and increases conversion rates—painlessly! In The Invisible Sale, Tom Martin reveals techniques he’s used to drive consistent double-digit growth through good times and bad, with no cold calling. Martin’s simple, repeatable process helps you laser-target all your marketing activities, sales messages, and sales calls based on what your prospects are actually telling you. Martin boils complex ideas down to simple, straightforward language...real-life case studies...easy-to-understand templates...and actionable solutions! • Discover the “invisible funnel,” where self-educated buyers are making decisions before you know they exist • Leverage Funnel Optimized website design to identify your prospects’ key challenges before you ever speak to them • Integrate social media, content, and email to optimize the entire prospecting process • Make every sales call count with behaviorally targeted email prospecting • Leverage Twitter, Facebook, and LinkedIn to efficiently “prospect at scale” • Use the science of propinquity to choose “outposts,” strategize social networking, and drive offline campaigns • Save money by rightsizing production quality to each marketing requirement • Rapidly create keyword-rich text content, and use it widely to promote self-qualification • Create webinars and tutorials more easily and painlessly than you ever thought possible • Choose low-cost devices, apps, software, and accessories for quickly creating high-quality DIY media content • Learn how to apply Aikido Selling Techniques to close self-educated buyers

This volume explores the customer care aspect of e-business. Based on practical experience, it advises on how to make customer service count in environments where staff are often transitory and under-motivated, and where less contact time is better.

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.

It's the quality, not the quantity, of a business's customers that fuels growth. Learning how to identify the right customers and nurture the right relationships with them yields spectacular results.

THE INVISIBLE CUSTOMER is a no-excuses intervention for salespeople, enabling good choices in the face of sales risk. This book lays out a behavioral approach centered on the unique concept of harnessing one's own urgency and puts the responsibility for success solely in the hands of the salesperson.

Most businesses don't know how to identify the customers that are most important to them, they confuse quantity with quality, and don't properly understand where their future growth is going to come from. The classic idea that last year's top customers must be your most important customers is simply wrong: at best, it's a stay-where-you-are strategy. Understanding how to strategically target the right customers for the business's objectives and to build the right relationships with them leads to spectacular growth and long-term predictable business instead of the boom and bust cycles all too familiar to Sales Directors. Most books about sales focus on sales training and soft skills, yet in many companies their biggest problems come from sales people being too good at selling - to the wrong customers. The wrong customers cost you money instead of making you money. If you don't recognise that, and direct your sales team accordingly, you will work harder and harder for the same returns. The Invisible Customer is for the CEO, National Sales Director/VP and the heads of support departments who want to understand how to align their organisation's resources and business objectives with the market opportunity, target the right customers, and build new business based on quality relations. CQM puts you in control: manage the sales process and the orders take care of themselves. The Invisible Customer sets forth the principles of Customer Quality Management (CQM), an approach to sales strategy that focuses on identifying and developing customers with the greatest potential and then working on realising that potential. Well-known concepts like the 80/20 principle, and the simple truth that business is still about people and relationships, are framed as clear strategic guidelines with copious practical examples and case histories.

A cloth bag containing eight copies of the title, that may also include a folder.