The biggest frustration for marketers today is the lack of support and shared vision they receive from the rest of their organization when attempting to embrace the power of Inbound. Management often times isn't fully supportive. Sales Departments resist change and new methodologies. The list goes on and on. In this session, popular speaker Marcus Sheridan will bring his enthusiastic style to the Inbound stage and give organizations a definitive plan for not just getting Inbound Marketing buy-in from your entire time, but also key ways you can get them excited, engaged, and eventually -- your strongest advocates.

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HOW TO GET INBOUND
MARKETING BUY-IN AND
PARTICIPATION FROM
YOUR ENTIRE
ORGANIZATION
Marcus Sheridan
www.TheSalesLion.com
@TheSalesLion

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Why does
Inbound
fail?
@@TheSalesLion

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1. Management Buy In
2. Employee Buy In
3. Lack of Content
4. Too Many Silos (Sales
Departments!!)
5. Strategy
6. Lack of Tools (can’t show ROI)
Why Companies Fail at Inbound
@TheSalesLion

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Everything in this
business comes
down to buy-in.
@TheSalesLion

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“I want you to come out
and convince everyone
that they want to be a
part of marketing…”

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The Incredible Growth of Block Imaging

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“Because of Insourcing and Content
Marketing, we can account for at
least 20 million in sales we otherwise
would never have gotten.
Furthermore, today we can say it
constitutes 40% of our revenue.”
-Krista Kotrla, Block Imaging
@TheSalesLion

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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.
Chris…Product Manager – C-Arms

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The 9 Keys of Making
Inbound a Culture
and Getting Buy In
@TheSalesLion

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This transparent color box is a useful
option for some larger images.#1. What is Inbound(and HubSpot)?
(words matter)
@TheSalesLion

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This transparent color box is a useful
option for some larger images.#2. Start with WHY
@TheSalesLion

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#3. The Inbound Workshop (and Ongoing
Training)

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This transparent color box is a useful
option for some larger images.#4: The Content Manager (Who Owns This?)
@TheSalesLion

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This transparent color box is a useful
option for some larger images.#5: Insourcing (Engaged Employees)
(writers, actors, talkers, questioners)
@TheSalesLion

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This transparent color box is a useful
option for some larger images.#6: It’s About SALES…(not Marketing)
@TheSalesLion

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option for some larger images.
#7: Make it Required (Treat it like Payroll)

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#8:Master the Tool (to show ROI)
@TheSalesLion

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#9:The CEO Really…Really…CARES
@TheSalesLion

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Steve
Sheinkopf
Yale Appliance
“Why aren’t we
seeing results?”
@TheSalesLion

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Today, Yale’s Sales
Team is *required* to
participate in the
company’s Inbound
Marketing Efforts.
@TheSalesLion

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Guts
Consistency
Transparency
Steve
Sheinkopf
Yale Appliance

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Real Numbers. Real
ROI.
@TheSalesLion

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Why?
@TheSalesLion

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www.TravelingWithDad.com
@TheSalesLion

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Marcus1@TheSalesLion.com
www.TheSalesLion.com
Sales, Marketing, & HubSpot
Workshops, Keynotes, and
Coaching
@TheSalesLion