Buy my book: Mindshare to Marketshare
I wrote this book (buy it on Amazon) for entrepreneurs building Unicorns – those high velocity software-driven businesses that break into the big time.
The book is about Sales & Marketing and will be most useful for:
- technical founders who need to understand enough to “do the things that don’t scale” in the really early days and then to be able to hire, and lead the people who will run sales & marketing.
- veteran sales leaders who know that the Internet changes everything (including sales) and need to adapt to the digital-first reality.
- young sales people who were “born-digital” and want to learn the human relationship building and selling techniques of the old masters.
First you win Mindshare.
Convincing complex enterprises to do big-ticket deals during times of disruptive change requires a lot of intelligence. You need to define your market before you can lead it and then you need thought-leadership selling to execute on that. Marketing is no longer cute jingles and selling is no longer the foot in the door.
Then you win hearts – all sales are emotional.
Then you can win budgets.
Then you can win MarketShare.
I have published a couple of chapters free on this blog. I have also published a few “bonus chapterettes”. These are short chapters that I created after the book was published. To get both, just click on the Mindshare to MarketShare category on the right of this blog.
You can buy the book on Amazon for $28 (“a screaming bargain for a lifetime of experience and a year of writing”).