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How to Give Incredible Inbound Marketing Workshops

Marcus Sheridan

www.TheSalesLion.com

@TheSalesLion

…To dramatically close more retainers and increase retainer success

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What are the main reasons we have bad

retainer engagements?

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What are the main reasons we can’t finish

the close?

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YOU MarketingThe Actual

Decision Makers

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WRONG@TheSalesLion

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YOU MarketingThe Actual

Decision Maker

This is the Goal

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“I don’t care if you’re the Michael Jordan of Inbound Marketing. If you don’t have buy-in from management and sales, you’ve got nothing.”

-some really smart person

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7 “Principles” Taught in a Successful Inbound Workshop

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This transparent color box is a useful option for some larger images.Part 1: Consumer Expectations and Buying Habits have Changed

(zero moment of truth)

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This transparent color box is a useful option for some larger images.Part 2: The Way Google and Other Search Engines Work

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This transparent color box is a useful option for some larger images.Part 3: The Way Consumers Search Online (Specificity)

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This transparent color box is a useful option for some larger images.Part 4: The Impact Inbound/Content can have on the Sales Process

and Closing Rates

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This transparent color box is a useful option for some larger images.Part 5: The Need for Everyone’s Voice (Brainstorm)

(writers, actors, talkers, questioners)

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This transparent color box is a useful option for some larger images.Part 6: The Editorial Process

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This transparent color box is a useful option for some larger images.Part 7: Long Term Impact: For the Company

and the Employee

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The Two Most Essential, and Difficult, Skills to Great Workshops

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The Columbus Principle

Everyone wants to feel like they discovered America…

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“The Columbus Principle. I’ve called this concept “Inception” in my own moniker for awhile, so the importance of self discovery has always been important to me. Yet, the process to unlock self discovery in a crowd or one to one, has always escaped me. This concept is game changing for me, in all walks of life.”-Beau Haralson

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Yes….AndThe two most important words of great workshops and communication…

@TheSalesLion

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A Few Other Tips• Name tags- First name, write big, always required• Always respond using the person’s name in the response• Don’t ask questions without a purpose• Use workshops as a closing tool…but still charge money• Make it a required part of retainers with all decision makers in the room• 3 hours is the ideal time for a sales/marketing team• Spend an extra hour after discussing implementation• Never give a workshop to a company for free• The average cost should be more than a monthly retainer fee

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Clodagh HigginsSenior Channel Consultant

HubSpot

Panel Discussion: Room 108

Greg WilliamsonDirector

Concentrate

12:45 PM – 1:30 PM

Hello Mr. Sheridan,

My name is Vicki McDermott and I am the owner of Optimum Technologies, Inc. in Atlanta Georgia.My company was interested in moving forward into the 21st-century, but we did not know how to accomplish this. It was at this time that Erin Carpenter, CEO and Chief Marketing Strategist for Hidden Peak Interactive suggested Hubspot. She then created a wonderful new website for us.

However, we had a BIG problem. We had no ”buy in” to use the new software. As a matter of fact, we had actual fear. No one likes change, and everyone in my company resisted change even though we were facing stagnation.

Erin suggested that she visit us and BINGO! In a day and a half, (in under 36 hours), she turned us around.After her workshop, we had full “buy in” from the Founder of the company to the receptionist. Erin had even convinced the head of the sales department - (a self-proclaimed “dinosaur” who had shouted from the mountaintop that he would never be willing to even consider change) to come on board. She trained all of us how to use the Hubspot software and she set up all of our equipment.Our website is now a lead generating machine and we all understand the beauty of inbound. This is all due to Erin and Hidden Peak. We were lost, but now we are found! We now have faith that our company will flourish. We have hired her to lead us and we look forward to a huge ROI. Erin is our hero. She has even persuaded 5 members of my team to come to the Inbound Conference in Boston this week. Including me!

Hope to see you there. I will be personally attending your talk! Erin has spoken very highly of you.

Sincerely,

Vicki L. McDermottOwnerOptimum Technologies, Inc

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If you could be a dramatically better teacher and communicator, why wouldn’t you be?

And how many more lives would you change in the process??

@TheSalesLion

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WOW2: A Workshop on Giving World Class Inbound Marketing Workshops

Nov. 17th 2015, Richmond Virginia (limited to the first 30 attendees)

www.TheSalesLion.com/wowevent2

marcus1@thesaleslion.com