Yes, inbound marketing and transparency are still important in 2024. This is why I'm sharing a special rerun of 'The Sales Evangelist Podcast' episode 078.

In this episode, I have the privilege of chatting with Marcus Sheridan, aka 'The Sales Lion,' on how to make inbound leads more effective for a sales pipeline. And here's the kicker: The secret to generating leads has nothing to do with meeting quotas. 

Click play to gain invaluable insights and improve your inbound marketing skills. I promise, it's a listen you won't regret!

Marcus Sheridan’s Background

• Marcus helps businesses embrace the power of content and inbound marketing through his personal experiences. 
• He and his team offer content marketing consulting & workshops, HubSpot consulting, speaking opportunities, and blogging services. 
• Marcus is passionate about selling and the power that comes to an organization and sales professional when they learn to incorporate inbound marketing and transparency concepts.

Assignment Selling (17:16 - 21:12)

• Through an engaging example, my guest Marcus introduces the concept of “assignment selling.”
• Tune into his story at 17:16 and hear why providing prospective clients with valuable content should happen before direct sales engagement.
• Marcus also shares why this method helps build trust and transparency with potential clients. 
• Discover how to streamline your sales efforts, reduce repetitive interactions, and close more deals with well-prepared and serious buyers in this episode.

The Impact of Online Content on Sales (24:11 - 28:35)

• Did you know that consumers now read an average of 105 pages of a website before making a purchase decision? We didn’t either. 
• This is why my guest dived deep into how online content impacts sales. He also explains the differences in buying behavior from ten to fifteen years ago.
• Listen to this episode and learn why businesses must adapt by integrating sales and marketing efforts to create a seamless experience for potential customers.

Transparency in Business: Why It’s Important? (31:17 - 33:09)

• Marcus is passionate about honesty and transparency in modern business practices.
• He shares his core philosophy of "they ask, you answer," emphasizing why companies should address customer questions on their websites.
• But how does his philosophy empower potential clients before any direct engagement occurs? How does honest content help businesses filter out unsuitable prospects?
• By listening to this episode, discover how his approach enhances the sales process and fosters stronger, more transparent relationships between businesses and their customers.

“People need to be consuming your junk before you meet with them face-to-face. Otherwise, you're setting yourself up for failure.” - Marcus Sheridan.

Resources

Marcus Sheridan on LinkedIn

Marcus Sheridan International  

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.