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They ask you answer : a revolutionary approach to inbound sales, content marketing, and today's digital consumer

Author: Marcus Sheridan
Publisher: Hoboken : Wiley, 2017.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"This book will not just tell the incredibly practical and extraordinarily simple story of River Pools and Spas, but it will also dissect how other companies of various industries have managed to find exceptional results applying these same principles, making it relatable to all industries, businesses, and entrepreneurs alike"--
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Sheridan, Marcus.
They ask you answer.
Hoboken : Wiley, 2017
(DLC) 2016042783
(OCoLC)952388017
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Marcus Sheridan
ISBN: 9781119314493 1119314496 9781119314516 1119314518
OCLC Number: 967655908
Notes: Includes index.
Description: 1 online resource.
Contents: Foreword ixPART I A Very Different Way of Looking at Business, Marketing, and Trust 1Chapter 1 The Fall 3Chapter 2 A Massive Buying Shift and the Blur between Sales and Marketing 9Chapter 3 This Book Won't Work for You If . . . 13Chapter 4 The Discovery of They Ask, You Answer 17Chapter 5 "They Ask, You Answer" Defined 21Chapter 6 Brainstorming the Questions You Are Asked Every Day 23Chapter 7 The Ostrich Marketing Strategy 27Chapter 8 The CarMax Effect 29Chapter 9 The Discovery of the Big 5 37Chapter 10 Content Subject 1 Pricing and Costs: Why We Must Talk about Money 39Chapter 11 How One Article about Money Generated More Than $3,000,000 in Sales 43Chapter 12 Case Study 1: High-End B2B Technology Company Generates More Than $8,000,000 in Additional Revenue 51Chapter 13 Content Subject 2: Problems: How to Turn Weaknesses into Strengths 59Chapter 14 Addressing the Elephant in the Room 61Chapter 15 How Talking about Our Problems Generated More Than $500,000 in Revenue 63Chapter 16 Case Study 2: An Equipment Financing Company Becomes a Digital David and Conquers the Industry Goliaths 65Chapter 17 Content Subject 3: Versus and Comparisons 73Chapter 18 The Critical Need for Unbiased Content 77Chapter 19 Content Subjects 4 and 5: Reviews and Best in Class 81Chapter 20 Using Reviews to Establish Yourself as an Expert 85Chapter 21 The Impact of Discussing the Competition 89Chapter 22 Case Study 3: Small Retail Appliance Store Dominates Online and Makes Millions 93Chapter 23 The Competition 101Chapter 24 How They Ask, You Answer Saved River Pools and Spas 107PART II The Impact of They Ask, You Answer on Sales Teams 111Chapter 25 How Great Content Is a Total Game-Changer for Sales Teams 113Chapter 26 A Dramatic Discovery 117Chapter 27 Assignment Selling 121Chapter 28 How One Remarkable Couple Changed My Perspective on the Power of Content to Sell 127Chapter 29 Content Never Sleeps 131Chapter 30 Using Assignment Selling to Avoid Common Sales Pitfalls 135Chapter 31 Using Assignment Selling to Determine Compatibility 139Chapter 32 Case Study 4: How a Start-Up Company in the Health Care Space Became the Thought Leaders of an Entirely New Industry 143PART III Implementation and Making It a Culture 151Chapter 33 The Power of Insourcing and Using Your Team to Create Incredible Content 153Chapter 34 How Block Imaging Embraced a Culture of Insourcing 157Chapter 35 Starting Off They Ask, You Answer with a Bang: Company Workshops 161Chapter 36 The Content Manager Qualities, Hiring, and More 167Chapter 37 On the Importance of Tools: Measuring Return on Investment, the Power of HubSpot, and More 175PART IV Your Questions Answered 183Chapter 38 How Do I Find More Time to Make This Work within My Organization? 185Chapter 39 Just How Important Is Video to Inbound and Content Marketing? How Does It Relate to They Ask, You Answer? 191Chapter 40 How Long Will It Take They Ask, You Answer to Work? 197Chapter 41 Is Content Marketing and They Ask, You Answer Just a Fad? 203Chapter 42 How Can I Keep My Team Engaged in the Content Production Process? 205Chapter 43 "I've Been Told If We're Not Adding Anything New to the Conversation, Then We Shouldn't Be Talking about It" 211Chapter 44 A Revolutionary Marketing Strategy 215Index 219
Responsibility: Marcus Sheridan ; foreword by Krista Kotrla.

Abstract:

A revolutionary marketing strategy proven to drive sales and growth They Ask You Answer is a straightforward guide to fixing your current marketing strategy.  Read more...

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