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Christmas Gift Books for Marketing and Sales People

IStock-475183184 (1)Give a Book for Christmas to a Sales or Marketing Person 

I recommend these books as gifts for Christmas.  I have read these and found them to be useful, insightful and a help to any sales and marketing professional.  Some of the authors I have come to know, some have been interviewed on SLMA Radio or CRM.    Business books are not written because of royalties, they are written because the author can't keep their knowledge inside.  It takes hundreds and hundreds of hours to write a book, a lot of self-searching, some ego bruising, many late nights and weekends without the family.

These books are a gift of knowledge which is so much better than a tie or a bottle of perfume.

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1. Full Funnel Marketing   Authored by Matt Heinz and the Heinz Marketing Team.    Subtitle:  How to Embrace Revenue Responsibility & Increase Marketing's Influence on Pipeline Growth & Close More Deals.  This is all about pipeline growth and marketing’s ability to make it happen.  Revenue accountability by marketing is strong here. Heinz is the host of the popular Sales Pipeline Radio/Podcast weekly program.

2. Close Deals Faster by John Asher from Asher Strategies.  This originates from a pioneering sales approach developed by John Asher and used by 80,000 elite salespeople he and his group have trained.  This is a sales strategy book, also great for sales managers.   260 Pages   Hard Cover    

3. Read Jill Konrath’s book, More Sales-Less time. Subtitle: Surprising Simple Strategies for Today's Crazy-Busy Seller.    Fast, easy to understand. Results immediately.    Konrath's books are always a breath for fresh air.  241 Pages   Hard Cover    

4.  Zero-Time Selling by Andy Paul Love this book to accelerate sales.  Subtitle: Ten Essential Steps to Accelerate Every Company's Sales.  168 pages  Soft Cover.   Probably the easiest tactics to implement and see an immediate return.  I have used Andy’s ideas to great success.    Andy is the host of the widely popular, daily podcast about sales:  Accelerate   607 episodes and counting as of this date.

5. From Tim Sanders, Deal Storming.   Subtitle: The Secret Weapon  that can Solve Your Toughest Sales Challenges.  Seven steps for the sales manager and sales representative.  Combines the art and the science of the deal.  Lots of talk about a team approach to high potential Sales that have gotten bogged down.  234 Pages  Soft Cover.  

6. From Rhoan Morgan and Eric Hollebone of DemandLab, Change Agents.   Subtitle: The Radical Role of tomorrow's CMOs.  Hard Copy or download a copy.   This is the CMO book that discusses how to create a digital transformation and blueprint for the current marketing team.   Soft Cover 106 pages.  Brand new this fall.

7. Chris Smith’s book The Conversion Code, about capturing internet leads, creating quality appointments, and closing more sales.    Smith is a well known speaker and evangelist.

8. Inside Content Marketing by Theresa Cramer.   Subtitle: EContent Magazine's Guide to Roles, Tolls and Strategies for Thriving in the Age of Brand Journalism. Today’s marketing starts and ends with content and Theresa Cramer nails it in this book for the marketer.       172 Pages   Soft Cover  

9. Rise of the Revenue Marketer Subtitle: An Executive Playbook, by Debbie Qaqish of the Pedowitz Group.  This is the definitive, life changing book for the Chief Marketing Officer.  Backed by interviews from her podcast series,  RMR, Revenue Marketing Radio this is  what started the serious marketing to revenue discussion.  2013  Softcover 228 pages.

 


Funnel Radio Line-up Nov 9, 2017

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9:30am DemanGen Radio with host, David Lewis @demandgendave

Guest: #33 Interview with Jeff Rummer, Director of Global Marketing Operations, Medtronic

https://goo.gl/XkSRw5

Jeff Rummer has been instrumental in helping Medtronic transform from a primarily sales driven culture to a balanced (and aligned) marketing and sales driven business. Jeff’s and his team’s responsibilities include the planning, execution and measurement of all integrated marketing campaigns and digital experiences along with managing and optimizing their marketing technology stack. In this episode, Jeff and I talk about what it takes to be an agent of change and several other insightful topics for you including:

  • Jeff's quick rundown of his favorite DemandGen Radio podcasts and why
  • What does it mean to be a marketing hero? Does Jeff feel like one given all the transformation that’s taken place at Medtronic?
  • What advice would Jeff give his former self knowing what he knows now in marketing operations and change management?
  • What is the reason for Medtronic’s expansion into ABM centric demand generation?

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10:30 am SLMA Radio with host, James Obermayer @funnelradiolive

Guest: Justin Gray @jgraymatter @myleadmd

5 Most Important Things Justin Gray of LeadMD has Learned in Business and Life

https://goo.gl/1SpQXM


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11:00 am CRM Radio with host, James Obermayer @funnelradiolive

Guest: John Golden @johngoldenfrr

5 Most Important Things that John Golden of Pipeliner CRM has Learned in Business & Life

https://goo.gl/sR9P7b


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11:30 am Sales Pipeline Radio with host, Matt Heinz @heinzmarketing

Guest: Scott Salkin, Founder & CEO Allbound, Inc.  @scottsalkin

Topic: Sales Enablement

http://goo.gl/lcTphG


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12 pm P.I.C.N.I.C. Podcast with host, Greg Mooney @gregmooney

Guest: Aran Vishwanath, Faculty Associate, Berkman Klein Center, Harvard University

Has your company turned you into a social engineering lab rat?

https://goo.gl/tMvRnp


Funnel Radio Lineup Nov 2, 2017

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Great line up from start to finish. Peter Gillett and Hector Garcia discus how How Verizon changed gears to turbocharge its tradeshow lead gen, then Marc Pierce talking about With the STAMP Program the Voice of the Customer is Real. Matt Heinz & Jeremy Korst cover points driving home Your experiences are your brand. Greg Mooney ends the day with an impressive panel discussion including Adam Bertram, Chief Automator at Adam the Automator, LLC, Michael Greene, Principal Program Manager at Microsoft, Jeffrey Hicks, IT Veteran on the topic of PowerShell - what and why. Join us live starting at 10:30 am Pacific.

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10:30 SLMA Radio, with host Peter Gillett @GillettPeter

Guest: Hector Garcia, Experiential Marketing Manager, Verizon Telematics, Inc. @hector_garcia _h

Topic: How Verizon changed gears to turbocharge its tradeshow lead gen

https://goo.gl/AxW2G5

 

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11:00 am CRM Radio with host, James Obermayer

Guest: Marc E. Pierce, CEO/Founder, Stonegate @marc_pierce

Topic: With the STAMP Program the Voice of the Customer is Real

https://goo.gl/mTpmpT

 

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11:30 Sales Pipeline Radio with host, Matt Heinz @heinzmarketing

Guest: Jeremy Korst, Executive VP & CMO, Avalara @KorstJ

Topic: Your experiences are your brand

https://goo.gl/ep9Tge

 

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12 Noon PICNIC Podcast by Ipswitch with host, Greg Mooney and a panel of experts:

Adam Bertram, Chief Automator at Adam the Automator, LLC, Michael Greene, Principal Program Manager at Microsoft, Jeffrey Hicks, IT Veteran

Topic: PowerShell, what and why?

https://goo.gl/zgMU5N


Funnel Radio Line-up Oct 26, 2017

 Full schedule today. David Lewis kicks us off at 9:30 am Pacific with his guest, Daniel Day.

  • How ABM fosters tighter alignment between Sales and Marketing
  • The process for establishing targets for sales teams
  • Why ABM can be easier for driving growth than traditional demand generation

Some of these topics covered on the other shows include: It’s Budget Time and this year may be different for many marketers as expectations of “marketing revenue management” have increased. The 5 Step Model for Operationalizing an SPB&M. Also, Why is marketing automation important to any (IT) organization? Jim has a candid conversation with Lars Helgeson CEO of GreenRope. He discusses what he learned from rejection, over-coming resistance, and why he needed to build partnership with employees as well as the external partnerships so important in building a business. Matt's guest is Maureen Ezekwugo getting you on track to take your sales career to the next level. Points include: Four traits or skills needed to make it in sales management AND How to position yourself for the next opportunity to advance your sales career.

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Funnel Radio Line Up Sept 21

This week we have a full schedule: David Lewis explains the benefits of analytics. Then Jim Obermayer welcomes Patrick Renvoise to continue the conversation started last week with David Lewis about Neuromarketing. John Bruno of Forrester goes over a recent study of CRM systems, Liz Pearce of Liquid Planner joins Matt Heinz and we wind the day up with Kevin Conklin interviewing Jeff Kaplan of Ipswitch. Listen live staring at 9:30am Pacific:Tweet-todays-funnelradio-lineup-20170921

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