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Marcus Sheridan (Partner at Impact, Author of They Ask, You Answer) gives an incredible breakdown of how B2B companies can create content that answers prospective customers’ objections, questions, and concerns, in order to build trust and increase sales.
Marcus preaches a simple message. 70% of sales decisions (or more) are made before the prospect ever talks to a salesperson. The biggest way to effect those decisions is by creating content to address questions, concerns and objections your prospective customers have. And when you do that, you build trust, increase sales, and improve retention.
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