Duct Tape Selling: Q&A with John Jantsch

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DuctTapeSellingJohn probably doesn’t know this, but he was one of my inspirations when I decided to step out and start my own business.  I greatly admired his conversational approach, his pragmatic recommendations, and clear grasp for content marketing and building a following of prospects, customers and partners alike.

His first book Duct Tape Marketing should be required reading for marketers of all types, levels and company types/sizes.  A couple years ago he wrote The Referral Engine, and this spring he’s released Duct Tape Selling, bringing his signature approach to helping sales & marketing professionals, as well as business owners, up their game and close more deals.

Just before taking off on a book launch tour recently, I had a chance to sit down with John and talk a bit about the book, his approach, and how marketing has changed since his first book was published.

Is there really that big of a difference between sales & marketing in today’s world?  How do you think about those roles separately, or at least distinctly working in concert with each other?

I think there is a very big difference in terms of how they function, but more than ever they need to work in concert. Where marketing used to own the message and sales used to own the relationship, they need to take a more blended approach today. Sales professionals need to take charge of creating a more personalized message and marketing needs to help sales teams create deeper engagement via tools like social networks.

What’s the biggest challenge small businesses face when developing a sales strategy?

I think one of the biggest is to think strategically in the first place. It’s difficult to develop a sales strategy when you don’t have a crystal clear picture of a narrowly defined ideal customer.

Who are some of the best salespeople you know and/or work with, and why?

The best salespeople I know rarely try to sell me anything. They show up in my life and help me discover what I need before I need it.

You’re everywhere, extremely busy but get a ton done.  What are a couple of your secrets to productivity and efficiency that you’d be willing to share?

I look to create systems and routines everywhere I can. Once I figure out that something can benefit my clients or my business I try to create a process so I can effectively delegate it so I can stay focused on the highest payoff priorities.

In what ways has small business marketing changed the most since you first published Duct Tape Marketing?

Certainly the online presence has grown in scope and importance. Social networks, for example, were barely on the radar for most then and now they are a part of just about every conversation regarding marketing.

Republished with author's permission from original post.

Matt Heinz
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only for his keen insight and humor, but his actionable and motivating takeaways.Matt’s career focuses on consistently delivering measurable results with greater sales, revenue growth, product success and customer loyalty.

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