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Publisher's Summary

Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to best-selling 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."

©2014 John Jantsch (P)2014 Gildan Media LLC

Critic Reviews

" 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)

What listeners say about Duct Tape Selling

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  • Overall
    4 out of 5 stars
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    4 out of 5 stars

A sound insight into thinking differently

enjoyed John's perspective and it opened my mind to new ways to approach sales situations. I also enjoyed the tips and product suggestions.

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overall a great audiobook.

this was a great audiobook for some fantastic information. Beware of being firehose with quite a bit of platforms, software, sale strategies, and other ideas that may apply to your business. Be sure not to get shiny object disease and make sure that you write everything down process it and then decide what makes sense for your company. Many of the ideas are very good but they have to be good timing as well.

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not quite for audible

the book has goof content but it's difficult to follow in this format for me

1 person found this helpful