By: Marcus Sheridan

1. The Shift:
How to Embrace Today's Buyer, Stand
Out, and Build an Amazing Business in
the Digital Age
By Marcus
Sheridan,
www.TheSalesLion.co
m

2. What is the business
you’re in?
@thesaleslion

4. When all is said and
done, the business
we’re all in is “Trust”

5. I used to be a pool
guy..

8. They ask.
You answer.

11. 6 QUALITIES OF
COMPANIES BUILT FOR
THE FUTURE OF DIGITAL

12. #1: Do we really understand the difference?
Principles
Vs.
Platforms

14. “When prospects visit our
website, do we help
solve their problems
better than anyone else
in the world?” @TheSalesLion

15. #2: Does your organization get it?
70%and Zero Moment of Truth

16. Nobody cares about
your high closing
rates if you’re going
out of business.
@thesaleslion

17. This transparent color box is a useful
option for some larger images.#3: Management and Employee Buy In
@TheSalesLion

20. “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

21. 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,

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

23. Steve
Sheinkopf
Yale Appliance
“Why aren’t we
seeing results?”
@TheSalesLion

24. @TheSalesLion

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

26. Guts
Consistency
Transparency
Steve
Sheinkopf
Yale Appliance

27. @TheSalesLion

29. Real Numbers. Real
ROI.
@TheSalesLion

30. “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

31. #5: They understand we’re all media
companies, whether we like it or not.

32. Never let personal
opinions screw up
smart business.
@thesaleslion

33. The companies
obsessing over
video today will be
ready for virtual
@thesaleslion

34. This transparent color box is a useful
option for some larger images.
#6. They understand this is a *Sales*, and
not a marketing, conversation.

35. 30

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

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