3 years ago, a simple request changed Marcus Sheridan's life. A CMO (chief marketing officer) from a manufacturing company said to him, "Marcus, I believe in inbound marketing. I believe in HubSpot. But I just can't get buy-in from everyone in management and sales to help me in this process. So I need you to come out to our company and convince everyone that they want to be a part of this." That statement led to Marcus Sheridan giving what was his first Inbound Marketing Workshop, something he has done many, many times since then to organizations of all sizes. In this passionate and interactive session, Sheridan will show: 1. The steps to giving an effective workshop so that everyone is engaged, illuminated, and bought-in to the essence of inbound marketing. 2. How to use the workshop to turn everyone on the team into a content producer 3. How add workshops to your service offerings so as to lead to stronger client relations and better profits for Inbound Agencies

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Inbound Marketing
Workshops
A guide to understanding “what” they
are, “why” to give them, and “how” to
give them.
Marcus Sheridan
President, The Sales Lion
@TheSalesLion

2. Program vs Culture
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“Inbound” is a shift in the way we do businesses.
It’s a way of thinking, believing, and acting. It’s a
matter of looking in the mirror and saying
“This is who we are…”
@TheSalesLion

3. Assuming a CMO wants to do Inbound and
understands how to do it, what are the
reasons they often still end up failing?
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Key Question #1
@TheSalesLion

4. Key Question #2
Assuming you do your part as an agency,
what’s the main reason organization still
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fail at Inbound Marketing?
@TheSalesLion

5. Why Companies Fail at Inbound
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1. Management Buy In
2. Employee Buy In
3. Lack of Content
4. Too Many Silos
5. Poor Strategy
@TheSalesLion

6. Everything in this
business comes
down to buy-in.
**And unless you address this, it will reflect poorly upon YOU and YOUR agency**
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@TheSalesLion

7. 4 Requirement for creating
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an Inbound Culture:
1. Management Buy In
2. Employee Buy In
3. Inbound/Content Marketing Leader
4. Workshop

8. #inbound12

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

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Why should a HubSpot
Partner consider a Workshop
as standard for any
engagement?
@TheSalesLion

11. 1. Everyone starts on the same page and realizes “this is important.”
2. There’s no quicker way to establish relationships and build rapport.
3. There’s no quicker way to truly get to know someone’s business.
4. More delighted clients
5. You’ll start quicker with a major victory
6. It’s profitable.
7. Most agencies aren’t doing it.
8. You can offer further workshops in the future to continue to build
the relationship.
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The Workshop Advantage:
@TheSalesLion

12. The best teachers and presenters
understand their entire goal is to help the
audience discover what they already know.
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@TheSalesLion

13. 7 “Principles” of a Successful
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Inbound Workshop
@TheSalesLion

14. This transparent color box is a useful
option f Part 1: Consourm seor mExep elactragteiorn ism aangde Bsu. ying Habits have Changed
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(zero moment of truth)
@TheSalesLion

15. This transparent color box is a useful
option f Part 2: Theo rW saoym Geo loagrlgee ar nimd aOgtehse.r Search Engines Work
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@TheSalesLion

16. This transparent color box is a useful
option f Part 3:o Trh se oWmaye Claonrgseumr iemrsa Sgeeasr.c h Online (Specificity)
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@TheSalesLion

17. This transparent color box is a useful
option f Part 4: The Imopra scot mInbeo luanrdg/eCro inmteangt ecasn. have on the Sales Process
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and Closing Rates

18. This transparent color box is a useful
option f Part 5: Tohr es oNmeeed l aforgr eErv iemryaognees’.s Voice (Brainstorm)
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(writers, actors, talkers, questioners)
@TheSalesLion

19. #INBOUND14
This transparent color box is a useful
option fPoar srot m6e: lTahrgee rE imdaitgoersi.a l Process
@TheSalesLion

20. This transparent color box is a useful
option f Part 7: Loor nsogm Tee larmrge Irm impaagecst.: For the Company
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and the Employee
@TheSalesLion

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22. “Because of Insourcing and Content Marketing,
we can account for at least 9 million in sales
we otherwise would never have gotten.”
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-Krista Kotrla, Block Imaging, HubSpot user
@TheSalesLion

23. #inbound12

24. #inbound12

25. You guys are really making a lot of big companies
nervous. I got a call last night from a top exec at
Competitor X. His opening salvo: “Who the he** is
Health Catalyst? They're everywhere and that’s all
hospitals want to talk about these days!“
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-An email sent to Health Catalyst
@TheSalesLion

26. Go out and create a new type of business
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culture…Inbound.
@TheSalesLion

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QUESTIONS ?

28. If you’re not listening to the
Hubcast, you should be. J
Marcus1@thesaleslion.com
www.TheSalesLion.com
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