Marcus Sheridan is the founder and president of one of the country’s most successful digital sales and marketing agencies, The Sales Lion, which just merged with IMPACT in 2018. A keynote speaker who delivers talks and inspirational speeches worldwide, Marcus was named one of 20 “Speakers You Don’t Want to Miss” by Forbes in 2017. He is also the author of the hit book “They Ask, You Answer,” Mashable’s “#1 Marketing Book” to read in 2017, and one of Forbes’ “11 Marketing Books Every CMO Should Read.”

In this episode, we talked about content marketing, SEO, marketing strategy…

Show notes

  • Introducing Marcus Sheridan. [2:32]
  • Some information on Marcus’ entrepreneurial journey. [3:52]
  • The best way to start the sales process, and the five subjects buyers are obsessed about in any industry. [6:27]
  • How being upfront with correct and useful information can help build customer confidence and improve your relationship. [8:59]
  • Which way of content delivery is best: Email, video, text messages, PDFs… [14:35]
  • Understanding how to have the financing conversation. [20:44]
  • Taking price sensitivity into consideration, when to talk about pricing, and how to set up your sales team for a successful deal. [25:01]
  • Why being the cheapest in the market isn’t always the best strategy. [28:37]
  • Where a lot of sales calls fail, based on Marcus’ experience. [32:15]
  • Why it’s important to develop the right communication skills and ask the right questions. [37:22]
  • How to present your product or service in a compelling way without being manipulative. [42:29]
  • What Marcus would recommend to businesses to really get their brand and marketing dollars to work for them, even with a limited budget. [4:25]
  • Understanding the importance of search engine optimization, and why it matters to keep your customers informed. [51:13]
  • Three books on Marcus’ reading list. [56:40]
  • How to get more information about Marcus. [57:36]
  • Marcus’ most important piece of advice to home service business owners. [58:15]

Resources And People Mentioned:


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