Digital Sales & Marketing
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Free digital sales and marketing courses

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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

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

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Case studies

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
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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 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.

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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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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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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+.

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How to Get the Most Out of Your Next Sales Meeting Blog Feature

April 17th, 2014 min read

how_to_get_the_most_out_of_your_next_sales_meeting_This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here.

There are many components to a sales conversation: Discovery Questions, Buyer Needs, Value Drivers, Differentiators, but in order to ready yourself to command your sales conversation, you need to do the work up front to make sure the meeting is a successful one.

Here are three ways you can prepare for success and ensure a great outcome for your next prospect meeting.

1. Send an Agenda 

We know why you don’t want to send an agenda. You’re afraid if you remind someone that he or she has a meeting with you – they’ll cancel.

That’s flawed thinking. 

You’ve already earned the right to have the meeting. To get the meeting, you most likely articulated the value you can provide your customer. Sending an agenda isn’t going to make or break the opportunity. “Oh I was going to choose that vendor, but can you believe what their seller did? SENT AN AGENDA!” (See? It’s not logical. Send an agenda.)

Any executive that’s been given authority to make a large B2B buying decision should take the meeting seriously. An agenda will demonstrate your business acumen, help your prospect prepare for the meeting, and positions you to have a successful meeting
When you send an agenda, make sure you also include the "3P's": 

  • The Purposethe goal of the meeting
  • The Processdefine how the time will be spent
  • The Payoffthe relevant and tangible benefits that will pique the prospect’s interest

2. Define the Outcomes

At Force Management, our leadership team often starts meetings by asking everyone in the room or on the call, “What would be a good outcome for you?” This simple question accomplishes several things:

  • It ensures everyone is focused on the goals of the meeting. 
  • It allows you, as a seller, to make sure you are aligning the. conversation with the needs and goals of the prospects in the room. 
  • It creates a benchmark for a good meeting. Did you achieve the outcomes everyone was looking for? (If not, you know where you need to follow up)

3. Be Audible-Ready

If you want to command your message, you have to be audible-ready, no matter where you are in the sales process.

When you call a meeting, make sure you’re prepared to ask the right questions, listen for customer problems, and guide the conversation in a way that demonstrates your ability to solve them. You never know who is going to be in the room, or where their mindset is going to be when you show up for the meeting. Always be audible-ready to articulate your value and differentiation in ways that speak to your customer’s biggest business problems.

Rachel Clapp Miller is the Assistant Marketing Director at Force Management. Force Management specializes in sales transformations that help B2B sales organizations increase revenue, improve sales margins and gain market share. Follow them on Twitter: @ForceMGMT and on LinkedIn.

Photo Credit: Eugenio Marongiu / Shutterstock

Become the #1 sales professional in your industry

Join us LIVE on Tuesday, May 4th for The Virtual Selling Summit and learn how to stand out as a salesperson in today’s virtual world alongside 1,200 other sales professionals. Learn how to create emails that captivate your target buyers, improve your use of sales technology, and have faster sales cycles. In just one day, walk away armed and ready to close more deals digitally.

Presented by IMPACT and Vidyard, join some of the best virtual selling experts in the world like: Marcus Sheridan, Liz Moorehead, Tyler Lessard, Dr. Devan Kronisch, Anita Nielsen, Myriah Anderson, Chris Duprey, and more!

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May 4, 2021 | 10:00am - 5:00pm EDT

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YOUR ONE-DAY VIRTUAL SELLING CRASH COURSE
In today's world, sales reps are struggling to sell remotely. Join 1,200 sales professionals and learn how to create emails that captivate your target buyers, improve your use of sales technology, and have faster sales cycles. In just one day, walk away armed and ready to close more deals digitally.
Hurry! Get your ticket for only $59 through April 23rd.
Early bird pricing ends in:
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Learn how to stand out as a salesperson in today’s remote world at the Virtual Selling Summit on May 4th.