how to embrace today's buyer, stand out, and build an amazing business in the digital age

The Shift:

How to Embrace Today's Buyer, Stand Out, and Build an Amazing

Business in the Digital AgeBy Marcus Sheridan,

www.TheSalesLion.com

@TheSalesLion

What is the business you’re

in?@thesaleslion

When all is said and done, the

business we’re all in is “Trust”

I used to be a pool guy..

They ask.You

answer.

6 QUALITIES OF COMPANIES BUILT FOR THE FUTURE

OF DIGITAL

#1: Do we really understand the difference?

PrinciplesVs.

Platforms

“When prospects visit our website, do we

help solve their problems better than

anyone else in the world?” @TheSalesLion

#2: Does your organization get it?

70%and Zero Moment of Truth

Nobody cares about your high closing rates if

you’re going out of business.@thesaleslion

This transparent color box is a useful option for some larger images.

#3: Management and Employee Buy In

@TheSalesLion

“Because of Insourcing and Content Marketing, we can account for at least 20 million in sales we otherwise would never have gotten.”

-Krista Kotrla, Block Imaging

Guys,Y’all may be sick of hearing these stories but I still get a kick out of it. I just had a conference call with a pain management center in Arkansas. Come to find out before we even spoke, the purchaser had printed off several of my blogs to bring to her board meeting. It enabled her to answer questions on comparison models, budgets, what equipment they needed etc. She had read and seen so much of our content she said she couldn’t wait to talk to me. She told me who my competitors were and how much they were quoting. Even when I told her we would likely charge more, she said “but I trust you guys, I’d rather work with you”. I realize they don’t all line up like this, but when our funnel is working at its best it’s so so so sweet…I’m sure I could still find a way to screw up the deal but the point is, I couldn’t be better set up to succeed. The effort to produce the content is WORTH IT! Thank you to the stellar efforts of the marketing team for really setting us apart. Best Regards, Chris SharrockProduct Manager – C-Arms

This transparent color box is a useful option for some larger images.#4: They don’t treat digital like a beta test

Steve Sheinkopf

Yale Appliance

“Why aren’t we seeing

results?”@TheSalesLion

@TheSalesLion

Today, Yale’s Sales Team is *required* to participate in the company’s Content Marketing Efforts.

@TheSalesLion

GutsConsistencyTransparency

Steve Sheinkopf Yale Appliance

@TheSalesLion

Real Numbers. Real ROI.

@TheSalesLion

“You want to talk ROI? What is my ROI? It’s my time, it’s my team’s time, you put our salaries together and it’s still way under what we could have spent for advertising, and we still would have needed someone to maintain that anyways. Just by looking at a customer’s email address and connecting it to a purchase (without considering that the person buying may have given a different email address while researching online, or if the wife did the online research and the husband came into the store and bought the appliance), we can say that it’s at least 10 million dollars in sales a year. And that’s with zero advertising.

-Steve Sheinkopf

#5: They understand we’re all media companies, whether we like

it or not.

Never let personal opinions screw up smart business.

@thesaleslion

The companies obsessing over video today will

be ready for virtual tomorrow.@thesaleslion

This transparent color box is a useful option for some larger images.

#6. They understand this is a *Sales*, and not a marketing, conversation.

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For 7 years, we’d been selling the wrong way...

Honest and Transparent Content is the greatest sales and trust-building tool in the world. Period.

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