By answering the most common questions Bryan is asked in the sales process through video, he’s able to have more decision-focused conversations with potential customers – resulting in him becoming the first rep to bring in more than $2 million in sales and reducing the sales cycle by 10%.
It’s natural to think a company that sells folder-glue packaging equipment would want to do just that… sell folder-glue packaging equipment. But Hani and his team at IMPACK are on a mission to educate first and foremost, even if that means explaining to prospects when purchasing the equipment isn’t in their best interest.
In 2021, writing about the price of steel wasn’t just addressing cost for Western States Metal Roofing – it also was addressing a huge problem their industry was facing due to supply chain issues. By tackling the topic head-on, Lauren was able to answer several of the more frustrating questions their prospective customers had, resulting in the article receiving the most single-day views and more than $16k in attributed revenue.
Jim made a strategic business decision that took his $10 million company to $0 in sales virtually overnight. Over the course of the next ten years, Jim and his team have adopted the They Ask, You Answer philosophy in all aspects of the business - resulting in $27 million in sales, 141,771 organic leads and being name Inc’s Top 5000 Fastest Growing Companies list 4 years in a row.