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.com @TheSalesLion

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, Chris Sharrock Product Manager – C-Arms

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

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. 37 million in 2011 85 million in 2016……while spending $700,000 less in advertising annually 2 stores, 2 warehouses Vs 1 Margins up 5% in a brutal industry Average of 3700 leads monthly

31. “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

32. #5: They understand we’re all media companies, whether we like it or not.

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

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

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

36. 30

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

40. Honest and Transparent Content is the greatest sales and trust-building tool in the world. Period. 105

41. Marcus@TheSalesLion.com Want these slides? Email me at: