The Invisible Sale ─ How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads

If you sell, prospecting is one of the most important things you do — and it’s probably one of the most frustrating and painful things you do, too. But it doesn’t have to be! Using new social media, content, and email marketing tools, you can build a supercharged, highly-automated digital sales prospecting system that attracts more qualified leads, shortens your sales cycle, and increases your conversion rates — painlessly! In The Invisible Sale, Tom Martin shows you how. This guide reveals techniques Martin has refined over 20 years… techniques he’s used to drive consistent double-digit growth in his own company through good times and bad, without doing any cold-calling or paid advertising. Martin boils complex ideas and approaches down to simple, straightforward, and understandable language — and actionable solutions! Features include:

• Reaching “self-educated buyers” who are more than halfway through the buying decision process before they even contact you
• Leveraging the power of “propinquity” in your sales funnel system
• Making every call count: creating behaviorally targeted digital prospecting campaigns that integrate email and web content to segment sales leads into hot/warm/cold
• Social prospecting: tips, tricks and strategies for prospecting directly via Twitter, Facebook and LinkedIn
• Rightsizing content: saving money by matching production quality to your specific marketing and sales needs
• Choosing devices, apps, software, and accessories for quickly creating high-quality DIY content
• Real-life B2B and B2C case studies showing how others have applied Martin’s techniques
• Downloadable worksheets, diagrams, and other resources to help you build your own digital prospecting system

Tom Martin has spent more than half of his career selling advertising agencies’ professional services. His innovative business development programs have generated tens of millions of dollars in new client billings, including an impressive 35% growth rate over four years for Peter Mayer Advertising of New Orleans. As founder of Converse Digital, he has built a debt-free digital agency with a 25% year-over-year growth rate, without a single cold call or competitive pitch presentation. His painless approach to new business prospecting has resulted in a successful speaking career, an ongoing writing position with Advertising Age as a contributor to the “Small Agency Diary,” and numerous guest-posting roles with influential digital- and social media-focused blogs.

Tom lives in New Orleans with his wife and four children.