Digital Sales & Marketing
Digital Sales & Marketing

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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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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Hire a coach

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
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 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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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.

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.

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HubSpot training and implementation

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

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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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.

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How can we determine if IMPACT is not the right agency for our company?

Sometimes, even when everything looks great on paper, or the results an agency has helped their clients achieve are truly remarkable, the feeling of it being the right fit for your company just isn’t there. 

How can we determine if IMPACT is not the right agency for our company? Blog Feature

Melanie Collins

Managing Director, Mastery Division, 15+ Years of Sales and Marketing Expertise, HubSpot Alumni

August 6th, 2020 min read

Is IMPACT not the right fit for your company?

impact bad fit v3

Now, let's dive deeper into the details

At IMPACT, we believe that the way customers buy has changed, and we focus on helping businesses adapt. Throughout their journey with us, our clients learn how to transform their digital sales and marketing to become a trusted educational resource for buyers.

Using the They Ask, You Answer methodology, businesses take control of their own success and grow their traffic, leads, and sales — all without forming a long-term dependency on us as an agency partner.

🔎 Related: What is They Ask, You Answer?

We have worked with hundreds of businesses in dozens of industries in the U.S. and beyond. While our experience and our application has been broad, there are some businesses who are not a good fit for IMPACT’s services. 

Here’s how we would describe our core customer:

  • An empowered business leader who desires to grow their business and be the best in their industry at what they do
  • A perpetual, active learner in group settings, attending executive groups and conferences
  • Highly engaged with their company
  • Willing to build and train their team
  • Ready to trust the process and commit to the work of shepherding their business through sustained growth

That core customer is a leader at a business that:

  • Is a disciplined and stable company with a culture that focuses on growth, professional development, and open-mindedness
  • Approaches growth and learning in a structured way — perhaps running EOS or Scaling Up
  • Is financially viable and in a position to grow (we typically look for a least $3 million in annual revenue, but we have worked with smaller clients too)
  • Is values-based and vision-driven

We believe that when the right leadership is setting course for the right company, amazing growth is possible. Indeed, we’ve seen it time and time again

But in order for IMPACT to teach our clients how to achieve the growth they are after, we need to be philosophically aligned.

If you or your business don’t believe the following, it is likely that IMPACT will be a bad fit to help direct your digital sales and marketing.

What IMPACT believes

We believe buying has changed

Today, up to 80% of a purchase decision is made before a prospect ever talks with your sales team. Consumers are hungry for information, and they find it online, on demand. They are using the internet to compare prices, look at products side by side, read reviews, and come to their own conclusions. 

🔎 Related: The Big 5 business blog topics that drive traffic, leads, and sales

IMPACT believes that you must further empower customers to become educated about your products and services. 

We believe sales and marketing need to work together

If customers are learning about products and services online, much of what used to be part of the sales process now falls under marketing.

As such, sales and marketing need to work together to produce content that directly answers customer questions.

When you commit to answering the questions of your customers on your website, you’ll be giving the customers the information they need to make a purchasing decision.

We believe each business should strive to be the most trusted voice in its industry

If customers are coming to your site to find the answers to their questions, they will get to know your business, your philosophy, and your people. When this happens, you will begin to develop trust with your site visitors, making them more likely to buy from you when they decide to make a purchase.

🔎 Related: Why trust is the true currency for every business

We believe businesses need to insource their marketing

Your online content is the very soul of your business. When you outsource its production, you will have a hard time getting it right.

The fact is, no one knows your business and your industry like you do.

Having someone on your team who can produce content can help turn your subject matter experts into industry thought leaders, and can turn your customers’ questions into content that helps shorten the sales cycle.

We believe businesses need to staff the right internal resources

Your business needs to build a marketing team that includes a content producer and a videographer. This way, you can make frequent, insourced written and video content a part of your company culture. An internal team will allow you to produce the best strategic content at the proper cadence.

🔎 Related: The benefits of insourced vs outsourced content creation

We believe businesses need to invest in the right technology

Data is crucial to making the best business decisions. With sales and marketing automation tools (like HubSpot) at your disposal, you can truly measure ROI, track traffic, and automate marketing and outreach efforts. Moreover, you can concentrate your resources to get the best results by evaluating the data at your fingertips.

In short, the right technology can (and will) empower you to make smarter decisions for your company's growth strategy much, much faster. 

Do you believe it’s time for a change?

Have you seen the tried and true sales and marketing tactics you’ve used for decades slowly stop working?

Maybe you’ve hired an inbound agency to produce your content and it never drove the traffic you were hoping for. Or, perhaps you’ve been seeing your salespeople spend their time answering the same questions over and over for bad-fit prospects. If that sounds like you, maybe what you’ve read here really makes a lot of sense. 

🔎 Related: How do we know if it's time to break up with our current agency?

If you find that our philosophy resonates with you, it’s possible you would be a perfect fit for IMPACT, and a perfect candidate to implement They Ask, You Answer — our guiding philosophy. 

If you believe what we believe, and you’re ready to embark on an exciting journey together, give us a call. 

Let’s do this. Together.

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Hear from the most successful business leaders in the world, including entrepreneur and international keynote speaker Marcus Sheridan, business coach Andy Bailey, CEO Daniel Marcos and more!

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