Digital Sales & Marketing
Digital Sales & Marketing
Close

Free digital sales and marketing courses

Immediately start seeing better digital sales and marketing results with dozens (and counting) of free online courses inside IMPACT+.

View all free coursesView all free courses

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.

Learn moreLearn more Watch past events on demandWatch past events on demand

Digital sales and marketing services

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

Learn moreLearn more
They Ask, You Answer
They Ask, You Answer
Close

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.

Take the course nowTake the course now

Hire a coach

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

Learn moreLearn more

Case studies

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

View case studiesView case studies

They Ask, You Answer, the book

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

Learn moreLearn more Buy the bookBuy the book
Virtual Selling
Virtual Selling
Close

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.

Learn moreLearn more

Virtual Selling Summit 2021

Your one-day virtual selling crash course! Today, sales reps are struggling to sell remotely. Learn how to close more deals in a virtual world.

Register NowRegister Now
Video
Video
Close

Free video sales and marketing strategy course

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

Take the course nowTake the course now

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.

Watch past events on demandWatch past events on demand

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.

Learn moreLearn more Buy the bookBuy the book

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.

Learn moreLearn more
HubSpot
HubSpot
Close

Free HubSpot sales and marketing courses

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

Marketing automation mastery (with HubSpot workflows)Marketing automation mastery (with HubSpot workflows) Inbound lead generation and conversion optimizationInbound lead generation and conversion optimization Getting started with sales technologyGetting started with sales technology

HubSpot Training Day

Following INBOUND 2020, IMPACT and HubSpot co-hosted a full-day of deep dive sessions to help HubSpot users get the most out of the new features fast! On-demand access is free for IMPACT+ Pro Members.

Watch on-demandWatch on-demand

HubSpot training and implementation

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

Learn moreLearn more
Web Design
Web Design
Close

Website Optimization Summit

Learn how you may be unwittingly undermining the money-making potential of your website and how to fix it! Watch the opening keynote for free on-demand inside IMPACT+.

Watch on-demandWatch on-demand

Website design and strategy services

Get a beautiful, user-friendly HubSpot or Wordpress website that is easy to update, consistently generates leads and revenue, and grows with you.

Learn moreLearn more

Dealing with the end of the year lull, original source drill-downs, and product updates galore [Hubcast 254]

Dealing with the end of the year lull, original source drill-downs, and product updates galore [Hubcast 254] Blog Feature

Carina Duffy

HubSpot Trainer, Co-Host of the Hubcast, IMPACT+ Instructor, INBOUND Speaker, Retains 12 HubSpot Certifications

December 12th, 2019 min read

This episode of the Hubcast is brought to you by the audio version of They Ask, You Answer Revised and Updated available December 24, and available for pre-order right now!

The holiday-lull is upon us.

It seems like by this time of year, everyone has completely checked out. Everyone just assumes that nothing will get done in December! How are you coping?

 

 

Property of the Week

Original Source Drill-down Properties

HubSpot has some groups of properties (like the Meetings Tool Submission properties we looked at last episode) that can be used together to get a deeper understanding of individual contacts. 

One of our favorite groups is the Original Source properties.

Most people know about the property Original Source - it’s what populates the Traffic Analytics Sources report and shows where your contact originated from - Organic Search, Paid Search, Social, Paid Social, Email, Referral, etc.

But did you know that there are two original source drill-down properties that tell you even more about where that contact came from?

  • Original source: the first known source through which the contact found your website. This is automatically set by HubSpot. The property options are not editable, but an individual's Original source value can be manually changed to any of the options.
  • Original source drill-down 1: additional information about the source through which the contact first found your website; view some example values. This is automatically set by HubSpot and cannot be manually changed for a contact. Formerly labeled as Original source data 1.
  • Original source drill-down 2: additional information about the source through which the contact first found your website; view some example values. This is automatically set by HubSpot and cannot be changed for a contact. Formerly labeled as Original source data 2. Note: The Original source drill-down 2 property value you see in HubSpot is not the value to use when filtering on this property in lists or saved filters. The internal value must be used to filter on this property instead.

Here’s a handy-dandy chart that breaks down what you get with each:

Original Source Drill-down Examples

Think about the filtering you can do for your lists, reporting, workflows, etc. based on these! 

HubSpot’s Default Contact Properties

More on Original Source Drill-down Properties

What’s on Marcus’ mind

Three time-tested things to focus on for growing your business in 2020!

HubSpot wishlist: Export List of Forms to Excel

“Currently, you can export a list of all your CTAs. This is great.  There is no similar capability for Forms. I think this is needed.”

Vote it Up

From Stephanie Baiocchi: “doing our annual "do we really  need all this stuff in our portal" and again, realizing you can't just export a list of forms. seems so simple.”

Amen!

HubSpot updates

From the December 2019 HubSpot Updates in Less Time Than a Coffee Break video!

Export data from 4 key Analytics Tools 

You can now export data from Contact Analytics, Sales Content Analytics, Sales Team Productivity and Service Team Productivity tools.

See cumulative and next step conversion percentages in Funnel Reports

These are only for funnel reports that show contacts or deals that have been through all stages of the funnel. Next step conversion shows the percentage of contacts or deals moving from that stage to the next stage. Cumulative conversion shows the percentage of contacts or deals moving from the first stage to the next.

Learn More About Funnel Reports

Updates to Revenue Analytics for SHE

You can now see projected recurring revenue in future time ranges and drill down to see the deals that comprise each revenue category.

Updated admin access

Admins have the ability to see user’s last login activity, as well as to access all private dashboards (especially valuable if you’ve had turnover on your team!).

Priority Tasks

When creating new tasks, reps can now mark individual tasks as high priority - then sort and view tasks based on priority.

Add comments to Notes, Calls, and Meetings logged in the CRM

This is a great one! Now if you get tagged in a note, you actually have a way to respond to it right from within that note, rather than having to create a new note, or connect with that person outside of HubSpot.

[In Beta] Custom targeting for Popup Forms & Conversations

You can now also apply filters not just for the page someone’s on, but the characteristics of the visitor - what pages they’ve browsed, what country they’re in, are they a new or returning visitor, have they clicked on a CTA, and many more. You can combine multiple rules and create exclusion rules.

This is live now for Popup Forms and in beta for Conversations. Talk to your CSM to get access!

More updates to come next episode on these!

Until next time

Interested in sponsoring the Hubcast? Head on over to the Advertise with IMPACT page to learn more!

Join the HubSpot User Slack and hang out with us! 

If you’re listening on iTunes - head on over and leave us a review! We love hearing your feedback, so feel free to leave some in the comments, or shoot me an email at cduffy@impactplus.com!

Until next time. This is Carina Duffy & Marcus Sheridan saying to you, get out there and get after it!

Want to learn more about digital sales and marketing?

Master digital sales and marketing when you join IMPACT+ for FREE. Gain instant access to exclusive courses and keynotes taught by Marcus Sheridan, Brian Halligan, Liz Moorehead, Ann Handley, David Cancel, Carina Duffy, Zach Basner, and more.

Sign up for free
Take a peek

Access hundreds of FREE courses and keynotes

Free Course
Digital Sales & Marketing Framework for Today’s Buyers
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
A New Way to Compete & Win
By: Brian Halligan
View Course Preview View Course Preview
Free Virtual Keynote
How To Genuinely Feel Confident, Be Likable, And Build Trust On Camera
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
The Future of Marketing is Conversational​
By: David Cancel
View Course Preview View Course Preview
Free Deep Dive
HubSpot On a Budget: Getting Started with HubSpot Starter Hubs
By: Courtney Caldwell
View Course Preview View Course Preview
Free Course
Assignment Selling: Content is Your Greatest Sales Tool
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
The Big, Bold, Brave New World of Marketing​
By: Ann Handley
View Course Preview View Course Preview
Free Course
Investing in Incredible Digital Sales and Marketing Results
By: Chris Duprey
View Course Preview View Course Preview
Free Course
How To Show Your Content Makes Money With HubSpot Marketing and Sales Hubs
By: Liz Moorehead
View Course Preview View Course Preview
Free Virtual Keynote
The Visual Sale
By: Marcus Sheridan & Tyler Lessard
View Course Preview View Course Preview
Free Keynote
Marketing Tech: What’s Now, What’s Near and What’s Not Anytime Soon?​
By: Dharmesh Shah
View Course Preview View Course Preview
Free Course
Inbound Lead Generation & Conversion Optimization
By: Carina Duffy
View Course Preview View Course Preview
Free Virtual Keynote
Fundamentals of Videography: You Can Be a Great Videographer Too
By: Zach Basner
View Course Preview View Course Preview
Free Deep Dive
The Ultimate Customer Service Toolkit for Any Budget
By: Andriti Gulati
View Course Preview View Course Preview
Free Course
6 Topics Subject Matter Experts Need to Address
By: Kevin Phillips
View Course Preview View Course Preview
Free Keynote
Fanocracy: The Power of Making Business Personal​
By: David Meerman Scott
View Course Preview View Course Preview
Free Keynote
The Power of Pillar Content
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
SEO for the Future
By: Franco Valentino
View Course Preview View Course Preview
Free Course
Fundamentals of Social Media Marketing
By: Stephanie Baiocchi
View Course Preview View Course Preview
Free Deep Dive
A Practical Guide To Video Graphics
By: Colton Trcic
View Course Preview View Course Preview
Free Session
How To Get Your Community To Know, Like, And Trust You With Video
By: Marki Lemons Rhyal
View Course Preview View Course Preview
Free Course
Video Sales and Marketing Strategy
By: Zach Basner
View Course Preview View Course Preview
Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out
Hundreds of courses and recorded keynotes, completely FREE
Check it out
Access hundreds of digital sales and marketing courses and recorded keynotes, completely FREE