Nobody Knows You by Humblet, Michael -- Read -- Imperial Library of Trantor

Index

Couverture Page de titre Introduction I – You are your biggest problem

Nobody cares It’s not about the loudest voice Start with who: the company or you Why you are your biggest problem Get over yourself

II – Your prospects have changed, but have you?

Eric’s schedule is a mess Yeah, but no Always be closing (ABC)? Why care about the number 2? Make it about them The Why Now Model, or ‘Burning Down the House’ To each prospect his problem

III – What is true value?

Inspire Educate Experience Deliver

IV – The Value Ladder

The value journey vs. willingness to buy Freedom of choice, or the vegetable dilemma Connecting the dots Looking beyond the 25%

V – Turning your expertise into thought leadership

Four stages to becoming a thought leader The Holy Trinity Moving up: going from mere expert to thought leader Creating a movement

VI – Everything you want is on the other side of production

Why producing content is so hard Two solutions to solve your every problem Making the right content choices Everything needs to be geared towards production Going multichannel Schedule your distribution flow What if video is not your thing? Language, please! Quality vs. quantity: let the fighting begin

VII – Formats

Surveys Use cases Use cases done right Mini-guides, whitepapers and other devils Canvas Webinars Events Video and podcast formats Wait, what about newsletters and emails? How soon can you expect results? Pick your format(s) and start planning

VIII – Getting ready for the Content Olympics

Build your content team Sprint your way to scale

IX – So what? Epilogue Thank you The Rules Resources Other books from Die Keure Copyright