They Ask, You Answer

If you're not talking about your competition in your content, you're losing out on business. The reality is: Your buyers are already comparing you to the competition. That conversation exists whether you join it or not—because when’s the last time someone evaluated just one option before making a purchase decision? So, if you know potential customers are looking at other options, the question is, do you want to be the one who guides that conversation? That doesn’t mean being bias or misleading, but providing factual information and positioning yourself as the trusted source that helps navigate the buyer's journey. When you do this, you earn more trust with your buyers. And people buy from businesses they trust. 👊 Learn how to discuss your competition the right way on the latest episode of Endless Customers with head sales and marketing coach Brian Casey. Out now on Spotify, YouTube, Apple Podcasts and more. #TheyAskYouAnswer #endlesscustomers #marketingtraining #marketingcoach

The reality is, They Ask, You Answer isn’t a magic button you can push to instantly flood your site with qualified leads. And it's not a pay-to-play strategy either. It’s about doing the right things, building the right habits, and staying consistent over time. That’s how you see sustainable success. On the latest episode of the Endless Customers podcast, sales and marketing coach Brian Casey discusses how to scale your business, put in the work, and get the results you deserve. 🔥 #theyaskyouanswer #businessgrowth #marketingtraining #salestraining #trainwithimpact

Marcus Sheridan dropping knowledge live from IMPACT Live in Hartford CT! 🙌 Business leaders, if you’re not leaning in to the way today’s buyer wants to buy, you’re going to fall behind the competition. Today at IMPACT Live, we’re diving into five types of self service tools that are going to be table stakes for businesses to have on their websites going forward: 1. Self-Assessment Tools: Let your prospects discover exactly where they stand with questionnaires that address common questions about your product/service. 2. Self-Selection Tools: Help your site visitors choose the best solution for them by guiding them with simple, intuitive questions. 3. Self-Configurator Tools: Turn the abstract into the tangible. Whether it’s designing a custom product or visualizing a service, these tools make it real for your buyers. 4. Self-Scheduling Tools: Allow your prospects to book appointments at their convenience. 5. Self-Pricing Tools: EVERY buyer wants to know, “How much is it?” before buying your product/service. With pricing calculators, you can at least give them an idea or range. #impactlive #trainwithimpact #endlesscustomers #theyaskyouanswer

Is "better SEO" really what you need? Oftentimes, businesses struggling with lead generation or low conversion rates think it's due to an SEO problem — when really, that's not the cause at all. On today's episode of Endless Customers, Sales Consultant Connor DeLaney discusses the real reason your site visitors aren't converting. 💡 Watch or listen to the full episode on YouTube, Spotify, Apple Podcasts and more! #endlesscustomers #theyaskyouanswer #seo #searchengineoptimization #leadgen #leadgeneration #marketingstrategy

More educated leads = better quality leads. Yes... but how? When you leverage Assignment Selling. 🔥 On today's episode of the Endless Customers Podcast, marketing and sales coach Chris Duprey is diving into all things Assignment Selling - a content-driven sales approach. Watch the full episode as Chris dives into: 👉 How to get your sales team to adopt this new initiative and overcome resistance 👉 How to use content effectively in the sales process 👉 How to get more quality leads and close deals faster with Assignment Selling Watch or listen now on Apple Podcasts, Spotify, YouTube, and more! #endlesscustomers #theyaskyouanswer #salesprocess #salestips #salesstrategy #leadership #businesspodcast #marketingpodcast #salespodcast

Just starting out in Digital Marketing & Sales? These two books were GAME CHANGERS for me 📚🚀: -They Ask, You Answer by Marcus Sheridan 🗣️ This book completely changed the way I think about content and how to build trust with your audience. It's all about being transparent and answering the questions your customers are actually asking. -Zero to 100 Million Sales Blueprint by Gary Garth 📈 Looking for a clear roadmap to scaling your sales? This book is it. Gary breaks down the entire process, from building your sales team to closing those big deals. It's packed with practical advice and strategies you can start implementing right away. I wouldn't be where I am today without these two gems. Trust me, they're worth the read! #digitalmarketing #sales

Are you a CEO or business owner looking to build trust and solve customer problems? 🤔 Here are 3 books that helped our company make the Inc. 5000 list for 5 years straight: 1️⃣ "They Ask, You Answer" by Marcus Sheridan Learn how to educate customers and become their trusted expert. 2️⃣ "Building a StoryBrand" by Donald Miller Create a clear message that focuses on solving customer problems. 3️⃣ "Marketing Made Simple" by Donald Miller Get easy steps to market your solutions effectively. These books taught us to put customers first, answer their questions, and focus on their needs. Which one would you pick up first? #CustomerTrust #ProblemSolving #BusinessGrowth #Theyaskyouanswer

Oftentimes new business strategies fail to gain traction in organizations because of one thing: Lack of buy-in. Head sales and marketing coach Chris Duprey shares his experience with what strong leadership looks like and how the most successful businesses get their entire organization aligned on executing one unified vision. Watch this full interview on what an Alignment Day is and why its so critical to success, out now on the Endless Customers podcast. #endlesscustomers #marketingpodcast #businesspodcast #leadership #businessgrowth

As I recruit a content marketing specialist to join my fantastic team at Egis in Canada (formerly McIntosh Perry), I’ve been thinking about “They Ask, You Answer” - a solid guide for professional services, as Marcus Sheridan: 💡 Advises us to start by knowing our clients well. Stick close to them and understand their habits, problems and needs. When the content development process is marketing-driven like the A/E/C industry, this means: we need great relationships with our seller-doer consultants to understand questions they are getting from clients and how they are responding (which requires extra deliberateness in a hybrid/ remote world), and to conduct regular primary research with clients (ex. Client satisfaction surveys). 💡 Reminds us to create thought leadership content that speaks to our clients’ needs.  Focus on what they are asking, thinking and searching for.  This can simplify things tremendously when we are striving to identify topics!  💡 Tells us to leverage the content well throughout the marketing and business development funnels. For us, this means making sure stakeholders in our firms are aware of the content, and when and how it can be used (ex. Sending direct links to clients with established relationships). 💡 Prompts us to measure the results and demonstrate ROI. In our industry, this starts when planning the content and defining the distribution plan, including specifying goals. Since its easy to move on to the next thing and forget, consider defining the evaluation period and setting yourself calendar reminders. Plenty more great takeaways – whether you read the 2017 edition from your local library (like me), or the latest version!

Too many businesses avoid addressing the cost/price of their product/service on their website. We're still seeing things like "call for quote." And Mary Paoletti Brown, Website Strategist at IMPACT says it's for all the wrong reasons. Oftentimes we hear that businesses don't want to scare potential buyers away by putting a price tag on their site prior to speaking to sales. The irony is that NOT putting cost/price on your website will actually scare your buyer away more. Why? Because they're in the research phase. They're not ready to talk to sales yet. So what happens? They leave your site and they find someone else's site who WILL give them the answer... like your competitor. At that point, who do you think is more likely to win their business? Watch the full episode with Mary on the Endless Customers Podcast as she dives into the 4 Elements of a Website that Converts — out now on Spotify, Apple Podcasts, YouTube and more! #endlesscustomers #marketingpodcast #salespodcast #websiteoptimization #websitedesign