Digital Sales & Marketing
Digital Sales & Marketing

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Digital Sales & Marketing World 2021

The premier, hybrid event for growth-focused business leaders, digital marketers, and sales pros. Virtual passes are free for IMPACT+ Pro members. In-person passes on sale soon.

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Digital sales and marketing services

Discover the full array of IMPACT services, including inbound marketing training, web design, paid media management, and more.

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They Ask, You Answer
They Ask, You Answer

Free They Ask, You Answer course

Learn the principles of the They Ask, You Answer by taking our most popular course, taught by Marcus Sheridan himself.

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Turn your company into a high-performing digital organization with our flagship coaching program, Digital Sales and Marketing Mastery.

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See dozens of examples of companies succeeding with Digital Sales and Marketing Mastery and They Ask, You Answer.

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They Ask, You Answer, the book

“One of the 11 Marketing Books every CMO should read.” — Forbes

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Virtual Selling
Virtual Selling

Virtual Selling Mastery

Equip your sales team with proven methods to connect with today’s buyer, shorten the sales cycle, and close more deals, faster.

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Virtual Selling Summit

Virtual Selling Summit 2021 is in the works. In the meantime, enjoy the entire 2020 event on-demand, free for IMPACT+ Pro Members.

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Free video sales and marketing strategy course

Zach Basner teaches you the fundamentals of making video for sales and marketing work inside your organization.

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Video Sales and Marketing World 2021

Video Sales & Marketing World 2021 is in the works. In the meantime, enjoy the 2020 event on-demand - free for IMPACT+ Pro Members.

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The Visual Sale, the book

Learn how to use video to ignite sales, accelerate marketing, and grow your business in a virtual world in this book from Marcus Sheridan and Vidyard’s Tyler Lessard.

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Master video inside your organization

Video is a critical component of any high-performing digital sales and marketing program, and is a key part of Digital Sales and Marketing Mastery.

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Free HubSpot sales and marketing courses

Taught by Carina Duffy, IMPACT’s lead HubSpot trainer.

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HubSpot Training Day

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Maximize your investment in HubSpot's marketing, sales, or service platforms with guided training and implementation services.

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Web Design
Web Design

Website Optimization Summit 2021

March 23, 2021, 25+ Speakers/Sessions, Free for IMPACT+ Pro Members or $59 for a day pass.

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8 Ways Content Marketing Helps Shorten Your Sales Cycle

8 Ways Content Marketing Helps Shorten Your Sales Cycle Blog Feature

June 11th, 2013 min read

8 Ways Content Marketing Helps Shorten Your Sales CycleYour website is the greatest educational tool that your business has at its disposal, so use it effectively.

Allow your prospects to easily find the information that will be the most useful in driving them through your sales funnel as quickly as possible.

You don’t want your sales department to contact an unqualified lead just to spend hours educating that prospect about what your company does.

Present your prospects with as much information as possible on your website, so that your sales team can effectively use their time to convert leads into customers, and shorten your sales cycle.

Content That Helps Shorten Your Sales Cycle

1. Frequently Asked Questions Page

Gather your most frequently asked sales process questions, and answer them on your company’s FAQ page.  Prospects want to know that they can trust the company, and your FAQ page provides assurance that you want to be open with your buyers.  Use effective keywords to drive your prospects to your FAQ page to ensure that your sales team is receiving leads that has already found answers to some of their most pressing questions.

2. Pricing Page

At some point you are going to have to talk to your potential customers about price.  It’s better to get it out of the way up front, rather than have your sales professional spend hours talking up your company just to be shot down on a dollar amount.  Presenting your pricing information on your website also makes your company seem more transparent and trustworthy.  Pricing is always a pain point for a customer so, rather than putting your salesperson on the spot, address the elephant in the room on your website.

IMPACT pricing page

3. On-Boarding Process

If your company provides a service, let your visitors know what they can expect from working with you.  Customers don’t like surprises.  Give them a step by step breakdown from day one of what will be happening with your company.  Include as many details as possible so that your customer has a frame of reference prior to any sales discussions.  You should also place call to action buttons throughout the page to drive interested customers deeper into your sales funnel.

4. Products/Services Page

Let customers know everything that your company brings to the table.  This is your chance to really showcase your company and sell yourself.  Be detailed, but don’t sacrifice on layout and drive customers away.  Keep in mind that you are not limited to a single page here.  Consider having an overview page with links or tabs that elaborate on your specific product or service offerings.  These pages should also include CTA’s to help visitors convert into leads, and ultimately customers.

IMPACT inbound marketing services

5. Case Studies and Testimonials

Back up what you say.  You can claim that you are the greatest at what you do, but without proof you are just as credible as the newest player in the industry.  Let your potential customers know that they will be working with a proven winner.  Place positive testimonials throughout your website, especially on pages that are considered middle of the sales funnel. If you are a service company, you can go one step further and include case studies that document the success of companies that you have served in the past.  Any positive feedback or proven results will help assure visitors that they can be confident choosing your business.

IMPACT testimonials

6. Portfolio

If you are limited in the number of case studies or testimonials that your company has, let your work speak for itself.  If you are in an industry where your work can be visually documented include images of your results on your website.  If you are selling a product this may include before and after images that show your product does what it claims.  For a service business, your portfolio can include any images of finished products.  If you can visually show that your company is producing high quality results, you should have an easier time attracting customers.

7. Showcase the People of Your Organization

Just as including pictures of real people that you have worked with on your homepage will help increase conversions, including pictures of your employees can also help bring in more customers.  People like to be able to put a face to the name of the person or people that they will be working with.  Let your company be personable and show a little of its personality by including pictures of your team on your website.  Any comfort and trust that you can build prior to business discussions will benefit your sales team.

IMPACT Culture - Team

8. Premium Content

All of the premium content that you place on your website will help to educate the customer and reduce your sales cycle.  If you are developing content that your prospects want to read you will be educating them about your business and guiding them deeper into your sales funnel at the same time.  This interaction with your premium content should be affecting your lead scoring system so that you can identify the quality of your leads.  By doing this correctly, you will minimize the amount of time your sales rep will need to spend educating the customer, and increase the time spent converting that lead into a customer.

Converting leads into customers is an essential part of your business activities, but you do not want to it be more of a time commitment than it needs to be.  Help out your sales team and create content on your website that will help to reduce the amount of time that it takes to drive your customer through your sales funnel.

Considering a Website Redesign?

If your site isn’t fully optimized for lead generation with dynamic content, attractive calls-to-action and landing pages, you’re not effectively engaging your audience. For more about redesigning your website, check out our newest ebook!

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