Digital Sales & Marketing
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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+.

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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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They Ask, You Answer
They Ask, You Answer
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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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Case studies

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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
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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

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.

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Video
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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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HubSpot
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Free HubSpot sales and marketing courses

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

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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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Everything You Need to Know About Workflows

Everything You Need to Know About Workflows Blog Feature

June 15th, 2013 min read

 

What You Should Know About WorkflowsThe days of sending mass emails to everyone in your contact list are long gone. It was pretty clear that this method wasn't working. That's why HubSpot created Workflows.


Workflows were made to take a more effective approach to moving your leads through your sales funnel to ensure that you're leads are sales ready.


It's the right way to nurture your leads and convert them into a customer.


Workflows takes everything you know about a lead into context to put your leads into the most relevant campaign for them right from the start.  No one wants to see a qualified lead lose interest. Especially when they are sales-ready and still receiving introductory content and offers.


With Workflows, you can prevent this scenario from happening.


How Do Workflows Work?


Instead of spamming your contacts with email after email, you can set up your workflows to remove contacts  when they achieve your goal and move them to a new workflow or let you know that they are ready for a sales call.


Workflows can be set up based on your lead's site behavior, or their contact information. For example, you can set up a workflow for someone who downloaded your introductory ebook. Their behavior will be recorded in their contact information and you can make a workflow that will send them an email with another relevant offer in 2 or 3 days.


Workflows is not only for marketing automation.


With workflows you can:



    • Send emails

    • Update contact information


    • Trigger email notifications


Workflows makes it simple, and if you aren't using them yet, there are plenty of reasons why you should.


The Benefits of Workflows


1. Workflows Helps You Convert Leads Into Customers


The days of sending all of your contacts the same email and  hoping that it’s relevant enough for someone to click through or engage with it are over.


Workflows will help you segment your leads and make them feel important by sending them relevant offers geared to their behavior and interests, instead of spamming them with emails.


Workflows can help you increase the quality of your leads and their sales readiness by educating and nurturing your leads.


2. Everything is Customizable


You can customize each email that will be sent to your contacts, which also means all of your content will be customized to their interests, too. That's not all though. You can also customize the days and times that your workflows will be sent. If someone only opens their emails at night, you can set it up to send to them only at night.


How to customize your workflows:



    • Set up notifications for your sales team

    • Develop workflows for each lifecycle stage, interests, and behavior just to name a few

    • Able to customize the content that each lead in your contact database is seeing


3. Time is Money


According to Market2Leadleads that go through automated workflows have a 23% shorter sales cycle. That's a lot of extra time that you will be getting back that you can use to create new content. If you haven't started using workflows yet, you're wasting valuable time that you can't get back.


Ways to tell if it's time to start utilizing workflows:



    • You’re generating leads but ignoring the ones who are not yet ready to buy.

    • Your sales team is unhappy with the quality of the leads you’re sending them.

    • You’re sending the same emails to your entire list.

    • Not using list segmentation.

    • You’re not targeting your offers based on your leads’ needs.

    • You’re sending or following up to all of your emails manually.

    • You’re mass updating contact information manually.
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