Contents
-
1. How to be the most trusted voice in your space
10 Videos • 49m 22sBecoming the trusted voice in your space
3m 43s -
2. How to achieve and maintain company buy-in
7 Videos • 23m 15s
Becoming the Trusted Voice in Your Space
Get this course and dozens more
Watch the rest of this course and unlock more with IMPACT+ Pro.
Unlock this course nowCourse Details
- Why you must obsess over your customers’ questions
- Exactly what trust-building content looks like
- How to achieve and maintain company buy-in for creating content
- What will happen if you don't become that trusted voice
Course Transcripts:
Topics Covered In This Course
This Course Includes
Meet Your Instructor

In late 2009, Sheridan started his sales, marketing, and personal development blog—The Sales Lion. Before merging with IMPACT, he grew its brand to be synonymous with Inbound and Content Marketing excellence. Today, Marcus is an international keynote speaker known for his unique ability to excite, engage and motivate live audiences. He also works with hundreds of businesses, helping them to become the most trusted voice in their industry. Marcus has also been featured in multiple industry publications, including the New York Times where he was referred to as a “web Marketing guru.” His book “They Ask, You Answer” has inspired thousands to achieve their potential but has given them the tools they need to get there. Today, when Sheridan isn’t giving riveting and passion-filled keynotes, he generally finds himself on an adventure with his wife and 4 children.
- Why you must obsess over your customers’ questions
- Exactly what trust-building content looks like
- How to achieve and maintain company buy-in for creating content
- What will happen if you don't become that trusted voice
-
1. How to be the most trusted voice in your space
10 Videos • 49m 22sBecoming the trusted voice in your space
3m 43s -
2. How to achieve and maintain company buy-in
7 Videos • 23m 15s
Log in to leave a comment or
Unlock access with IMPACT+ Pro

More From This Instructor
- Understand how modern buyers and the buying process have changed and what that means for your business
- Know the right content to create to drive traffic, leads, and sales and how to get started
- Learn how to use this content to speed up your sales process
- Learn the elements of the perfect inbound marketing website
- Understand the importance of trust in all of your inbound marketing efforts
Course Transcripts:
- Understand how modern buyers and the buying process have changed and what that means for your business
- Know the right content to create to drive traffic, leads, and sales and how to get started
- Learn how to use this content to speed up your sales process
- Learn the elements of the perfect inbound marketing website
- Understand the importance of trust in all of your inbound marketing efforts
Course Transcripts:
- The importance of leveraging content in the sales process
- How to spend less time educating in sales meetings and ensuring you’re always working with qualified prospects
- How Assignment Selling works
- When you should be using Assignment Selling
- What great Assignment Selling looks like
- How to get started
Course Transcripts:
- The importance of leveraging content in the sales process
- How to spend less time educating in sales meetings and ensuring you’re always working with qualified prospects
- How Assignment Selling works
- When you should be using Assignment Selling
- What great Assignment Selling looks like
- How to get started
Course Transcripts:
- How to use video through different stages of the sales process
- How to be successful with virtual selling
- How to measure your success with virtual selling
Course Transcripts:
- How to use video through different stages of the sales process
- How to be successful with virtual selling
- How to measure your success with virtual selling
Course Transcripts:
Related Courses
- La importancia de aprovechar el contenido en el proceso de ventas
- Cómo dedicar menos tiempo a educar en las reuniones de ventas y asegurarse de que siempre estás trabajando con los prospectos cualificados
- Cómo funciona Assignment Selling
- Cuándo deberías usar Assignment Selling
- Cómo luce Assignment Selling cuando se hace bien
- Cómo empezar
- La importancia de aprovechar el contenido en el proceso de ventas
- Cómo dedicar menos tiempo a educar en las reuniones de ventas y asegurarse de que siempre estás trabajando con los prospectos cualificados
- Cómo funciona Assignment Selling
- Cuándo deberías usar Assignment Selling
- Cómo luce Assignment Selling cuando se hace bien
- Cómo empezar
Because buying habits have changed so the way in which we sell must adapt, and not all sales reps are willing to do that. By following this tried-and-true hiring process, you’ll attract the right candidates, save time and effort when interviewing them and be more inclined to hire a better culture fit than ever before.
- How to create a job description that draws in excellent applicants
- How to run your interview process to do less work
- How to score your interviews to get a picture-perfect fit
Because buying habits have changed so the way in which we sell must adapt, and not all sales reps are willing to do that. By following this tried-and-true hiring process, you’ll attract the right candidates, save time and effort when interviewing them and be more inclined to hire a better culture fit than ever before.
- How to create a job description that draws in excellent applicants
- How to run your interview process to do less work
- How to score your interviews to get a picture-perfect fit
- Comprender cómo han cambiado los compradores modernos y el proceso de compra y lo que eso significa para tu negocio.
- Conocer el contenido correcto que debes crear para impulsar el tráfico, los clientes potenciales y las ventas.
- Comenzar a aprender a usar este contenido para acelerar su proceso de ventas.
- Conocer los elementos de una página web de inbound marketing perfecta.
- Comprender la importancia de la confianza en todos tus esfuerzos relacionados con el inbound marketing.
- Comprender cómo han cambiado los compradores modernos y el proceso de compra y lo que eso significa para tu negocio.
- Conocer el contenido correcto que debes crear para impulsar el tráfico, los clientes potenciales y las ventas.
- Comenzar a aprender a usar este contenido para acelerar su proceso de ventas.
- Conocer los elementos de una página web de inbound marketing perfecta.
- Comprender la importancia de la confianza en todos tus esfuerzos relacionados con el inbound marketing.
- The habits you have to create and maintain long-term at your organization
- How to score yourself and see where you’re at right now
- What high performing They Ask, You Answer businesses have in common
- What success looks like in each of the 10 core concepts of They Ask, You Answer
- Characteristics of the top people bringing They Ask, You Answer to life at their companies and how they’re maintaining their level of success
- Challenges businesses implementing They Ask, You Answer have faced and how they’ve overcome them
Course Transcripts:
- The habits you have to create and maintain long-term at your organization
- How to score yourself and see where you’re at right now
- What high performing They Ask, You Answer businesses have in common
- What success looks like in each of the 10 core concepts of They Ask, You Answer
- Characteristics of the top people bringing They Ask, You Answer to life at their companies and how they’re maintaining their level of success
- Challenges businesses implementing They Ask, You Answer have faced and how they’ve overcome them
Course Transcripts:
- How to get your team to fully embrace They Ask, You Answer
- How to keep them sticking to the process and hold them accountable
- How to quickly onboard any new sales reps who join your team in the future so your team never misses a beat
Course Transcripts:
- How to get your team to fully embrace They Ask, You Answer
- How to keep them sticking to the process and hold them accountable
- How to quickly onboard any new sales reps who join your team in the future so your team never misses a beat
Course Transcripts:
- What should be in your content manager job description
- How to screen applicants so you only spend time with the best fits
- The questions you should ask in an interview and what to look for in answers
- How to run a situational activity in the hiring process that shows which candidates can "walk the walk" and "talk the talk"
- How to set your new content manager up for success before they walk in the door
- What should be in your content manager job description
- How to screen applicants so you only spend time with the best fits
- The questions you should ask in an interview and what to look for in answers
- How to run a situational activity in the hiring process that shows which candidates can "walk the walk" and "talk the talk"
- How to set your new content manager up for success before they walk in the door
- How to become a world-class They Ask, You Answer leader
- How to embrace a question first mindset
- How to communicate the vision of the organization and shape internal culture
- How to set and maintain standards for success with They Ask, You Answer at your organization
- Problems you may encounter in bringing They Ask, You Answer to your organization and how to get ahead of them
- What technology do your sales, marketing, and video teams need to be successful with They Ask, You Answer
- How to become a world-class They Ask, You Answer leader
- How to embrace a question first mindset
- How to communicate the vision of the organization and shape internal culture
- How to set and maintain standards for success with They Ask, You Answer at your organization
- Problems you may encounter in bringing They Ask, You Answer to your organization and how to get ahead of them
- What technology do your sales, marketing, and video teams need to be successful with They Ask, You Answer
- How to choose the right CRM for your business
- How to establish the foundation for success
- Why you need a CRM owner or admin
- How to set expectations with your team
- How to create a process for leads
- How to choose the right CRM for your business
- How to establish the foundation for success
- Why you need a CRM owner or admin
- How to set expectations with your team
- How to create a process for leads
- Key areas that you should invest in next (i.e., video, communication training, etc.)
- What to do after you’re successfully producing content
- How to start sharing industry thought leadership
- How to start exploring paid media
- How to start building a brand community
Course Transcripts:
- Key areas that you should invest in next (i.e., video, communication training, etc.)
- What to do after you’re successfully producing content
- How to start sharing industry thought leadership
- How to start exploring paid media
- How to start building a brand community
Course Transcripts:
- Understand how modern buyers and the buying process have changed and what that means for your business
- Know the right content to create to drive traffic, leads, and sales and how to get started
- Learn how to use this content to speed up your sales process
- Learn the elements of the perfect inbound marketing website
- Understand the importance of trust in all of your inbound marketing efforts
Course Transcripts:
- Understand how modern buyers and the buying process have changed and what that means for your business
- Know the right content to create to drive traffic, leads, and sales and how to get started
- Learn how to use this content to speed up your sales process
- Learn the elements of the perfect inbound marketing website
- Understand the importance of trust in all of your inbound marketing efforts
Course Transcripts:
- The meetings you need to effectively implement They Ask, You Answer in your company
- How to manage your time as your team grows
- How to complete the They Ask, You Answer scorecard exercise as a team
Course Transcripts:
- The meetings you need to effectively implement They Ask, You Answer in your company
- How to manage your time as your team grows
- How to complete the They Ask, You Answer scorecard exercise as a team
Course Transcripts:
- Why and how to create a full-team content strategy
- How to define a content strategy and how it’s used to drive revenue
- How to set expectations for your team so you’re aligned
Course Transcripts:
- Why and how to create a full-team content strategy
- How to define a content strategy and how it’s used to drive revenue
- How to set expectations for your team so you’re aligned
Course Transcripts:
Course Transcripts:
Course Transcripts:
- Why these topics are important
- Overcoming objections to answering these questions
- Why SME participation is so important for each topic
- How SMEs can help bring these topics to life
- Important considerations to keep in mind while creating this content
Course Transcripts:
Intro
- Why these topics are important
- Overcoming objections to answering these questions
- Why SME participation is so important for each topic
- How SMEs can help bring these topics to life
- Important considerations to keep in mind while creating this content
Course Transcripts:
Intro
- How to guarantee your data allows for clear ROI reporting
- The importance of regularly sharing wins and ROI with key stakeholders
- How to predict spending for They Ask, You Answer activities
- What success looks like for each of the key roles on a They Ask, You Answer team
Course Transcripts:
- How to guarantee your data allows for clear ROI reporting
- The importance of regularly sharing wins and ROI with key stakeholders
- How to predict spending for They Ask, You Answer activities
- What success looks like for each of the key roles on a They Ask, You Answer team
Course Transcripts:
Course Transcripts:
Course Transcripts:
- What effective communication really looks and sounds like for both the buyer and seller
- How to establish trust with buyers before you ever talk to them
- How to remove weak language and establish authority
Course Transcripts:
- What effective communication really looks and sounds like for both the buyer and seller
- How to establish trust with buyers before you ever talk to them
- How to remove weak language and establish authority
Course Transcripts:
- What sales enablement content is (and isn't)
- What a revenue team is and how the revenue team model is the key to your success
- How to run powerful content brainstorms with your sales team
- How to leverage Liz's custom-built revenue content brainstorm tool
- How to report on the ROI of your content, so no one ever questions your value
Course Transcripts:
- What sales enablement content is (and isn't)
- What a revenue team is and how the revenue team model is the key to your success
- How to run powerful content brainstorms with your sales team
- How to leverage Liz's custom-built revenue content brainstorm tool
- How to report on the ROI of your content, so no one ever questions your value
Course Transcripts:
- How to implement a business strategy
- About the IMPACT Certified Coaching Program
- How using the proven method They Ask, You Answer can increase sales
- Valuable advice for business owners on how to grow a marketing agency
- Business software and books every CEO should know
- To scale your business from 2 to over 70 employees
- How to implement a business strategy
- About the IMPACT Certified Coaching Program
- How using the proven method They Ask, You Answer can increase sales
- Valuable advice for business owners on how to grow a marketing agency
- Business software and books every CEO should know
- To scale your business from 2 to over 70 employees
- What it means to have buy-in and a willingness to participate
- Who needs to be aligned at your organization and why
- Problems that will happen without buy-in
- How to do ongoing team training and why it works
- 5 other ways to make They Ask, You Answer stick at your organization
Course Transcripts:
- What it means to have buy-in and a willingness to participate
- Who needs to be aligned at your organization and why
- Problems that will happen without buy-in
- How to do ongoing team training and why it works
- 5 other ways to make They Ask, You Answer stick at your organization
Course Transcripts:
- The 4 P’s of scaling forward: people, pivot, process, price
- How to build a content program in your company
- How to scale up your sales team
- What you should pay attention to as you scale
Course Transcripts:
- The 4 P’s of scaling forward: people, pivot, process, price
- How to build a content program in your company
- How to scale up your sales team
- What you should pay attention to as you scale
Course Transcripts:
- How to use video through different stages of the sales process
- How to be successful with virtual selling
- How to measure your success with virtual selling
Course Transcripts:
- How to use video through different stages of the sales process
- How to be successful with virtual selling
- How to measure your success with virtual selling
Course Transcripts: