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Hardcover
218 pages
ISBN 9780071458979 Published June 2006
McGraw-Hill Companies
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Posted Sept. 4, 2006 10:55 a.m. by todd-sattersten
In Audio - 800 CEO Read Blog
This is the first of three podcasts we will be doing on B2B sales and marketing. This is a great and evergreen topic for so many. I also think I have found two people who can do the subject justice.
In this podcast, I talk with Brian Carroll, author of Lead Generation for The Complex Sale. Next week, I interview Jill Konrath, author of Selling to Big Companies. In week three, I bring Jill and Brian together to talk about the interface between marketing and sales.
So, back to Brian. The first thing I ask in the interview is "How many companies deal with complex sales?" His answer: 250,000. That means this applies to a whole lot of you.
Complex sales are getting more complicated because more people are involved (25% more), the stakes are higher for buyers (their careers), and buyers have more information than ever. We talk about events, blogs, filtering as a way to help customers through the process.
mp3, 43:47, 30.1MB
More Authors Blogging
Posted Sept. 2006 6:53 a.m. by todd-sattersten
In Lists - 800 CEO Read Blog
Add Tim Sanders (Love is The Killer App) to the list of authors who have taken up blogging. I like his post yesterday on the ever present Barticle, articles that got turned into book and should not have. You'll see he mentions 800ceoread as a means to avoiding bad books. :)
In another great post, Tim also quotes a survey that shows there is a big reading gap between the average business person and Fortune 1000 executives (hint: you probably need to read more).
I thought I would compile a decent list of other authors who are also wisely getting their message out through blogging:
- Frans Johansson (The Medici Effect)
- Seth Godin (Small is the New Big, Purple Cow)
- Tom Peters (Re-Imagine)
- Ben McConnell and Jack Huba (Creating Customer Evangelists)
- Laura Ries (The Origin of Brands)
- Bob Sutton (Hard Facts, Weird Ideas That Work)
- Guy Kawasaki (The Art of The Start)
- Malcolm Galdwell (blink)
- Andrea Learned (Don't Think Pink)
- Jill Konrath (Selling To Big Companies)
- Steve Farber (The Radical Edge)
- Lisa Haneberg (Focus Like a Laser Beam)
- Brian Carroll (Lead Generation for The Complex Sale)
- John Hagel (The Only Sustainable Edge)
- Joe Jaffe (Life After The 30-Second Spot)
- Greg Stielstra (Pyromarketing)
- Dan Pink (A Whole New Mind)
- Chris Anderson (The Long Tail)
This list is in no way complete. Please leave others I have missed in the comments.
BtoB Recommends...
Posted Aug. 15, 2006 4:19 a.m. by kate
In Marketing - 800 CEO Read Blog
- Naked Conversations
- The Corporate Blogging Book
- Waiting for Your Cat to Bark?
- Marketing Metrics
- Lead Generation for the Complex Sale
Due out this fall:
