By John Jantsch
The words marketing and selling get tossed around a lot. People from either discipline often think of them separately. As a business owner (and actually long before that), I consider them joined at the hip – in fact, in my company, the line between them is pretty blurred.
This book written by the bestselling author, renowned blogger and marketing expert, John Jantsch, blurs the line completely. Written for professional sales people, Jantsch encourages the reader to think like a marketer and work with the marketing people in their companies. Beyond that he describes how individual sales people can create thought leadership, attract their perfect customer and much more.
This book is broken into three logical components:
Part 1: Mind-set of the New Sales Guide
Part 2: Practices of the New Sales Guide
Part 3: Practices of the New Sales Coach
As the language of the sections shows, Jantsch provides a new model for the sales person focusing on the word guide. He outlines his premise in the first part, then gets tactical in the following two parts.
One of the book’s strengths is that the author practices what he preaches, so the book is relevant to the reader and filled with his real world examples. The book also gets specific in terms of online tools to use. This true strength may make the book of less use in the future as tools change, but that doesn’t matter for the salesperson, sales leader, business owner or savvy person building their career now.
If you want to build your career, your client list or your business, this book, written by a true expert, is a great place to start. My sales team will be reading, studying and implementing some of the ideas in this book in the coming weeks.