1. The Digital Consumer and the Way Sales Have Changed

2. 70% (zero moment of truth)

3. “Great Website”

4. Content Marketing

5. I used to be a pool guy..

8. Who here is the exception?

9. How Search Works

10. The Most Prolific Marketing Model in the World…

11. A “culture” of listeners and teachers…

12. They ask. You answer.

13. THE BIG 5: HOW TO PRODUCE CONTENT THAT PEOPLE *AND* SEARCH ENGINES LOVE

14. Cost Problems Versus Reviews Best

19. $3,000,000.00 Off one-single article

22. Vs. & Compare

24. Reviews/The Best

26. /

28. Using Your Content to Sell (and NOT sell)

29. How many pages of the your website would a potential client/customer be willing to read?

30. 30

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

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

35. Our Task: Ever- Flowing Content

38. “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

39. 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

43. What will prevent this from working?

44. 4 Keys to Success 1.Buy In From Top to Bottom 2.Initial Workshop and Long Term Training 3.Content Manager 4.Required Participation

45. If you do this… Your Company Brand and Voice will Grow Sales Cycles Will Go Down Clients Will Get Less Quotes Stronger Relationships with Clients/Customers Certain Individuals and Talents will Shine You’ll make a difference The Team will Grow Stronger

47. www.TheSalesLion.com Email me at: Marcus1@TheSalesLion.com