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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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
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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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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
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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
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
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

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
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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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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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HubSpot 2021 sales enablement report shows clear COVID-19 trends

The COVID-19 wreaked havoc with all of our sales strategies. However, HubSpot's new 2021 sales enablement report showcases clear trends of how some sales teams thrived and others did not.

HubSpot 2021 sales enablement report shows clear COVID-19 trends Blog Feature

Jessica Palmeri

HubSpot Trainer, 8+ Years Of Digital Marketing Strategy & Project Management Experience

December 9th, 2020 min read

To say that 2020 was a tough year for sales teams is a massive understatement.

As companies slashed operating budgets, closed offices, and adjusted to working from home, sales teams were asked to transform their entire sales process and embrace virtual selling. The concept of “throwing out the playbook” doesn’t even begin to cover it.

🔎 Related: 8 virtual sales call best practices you need to know

Which is why HubSpot (in partnership with LinkedIn, Sandler Training, and Gong) recently released the 2021 Sales Enablement Report — a survey of more than 500 sales leaders across eight countries to analyze how sales teams have adapted to this new virtual selling environment to hit (and in some cases exceed) revenue targets.

What we learned from the report

The top-line takeaway from the 2021 Sales Enablement Report is that 40% of businesses surveyed expect to miss revenue targets in 2020 which, given the current economic climate, is not exactly surprising.

How did your organization perform against its revenue goal this year?

However, the key findings also include sales enablement strategies that helped 60% of businesses surveyed meet or exceed their targets.

  • The biggest “winners” were sales leaders who quickly embraced a hybrid or fully remote sales model — “64% of those who transitioned to remote sales this year met or exceeded revenue targets, compared to 50% of the leaders who did not make the transition.”
  • Having a dedicated sales enablement team proved to be a critical component of success — “65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team.”
  • Embracing automation gave the highest-performing sales a competitive edge — “61% of over-performing leaders use their CRM to automate parts of their sales process, vs. 46% of underperforming leaders.”

🔎 Related: The ultimate getting started guide for video in the sales process

What does this mean for sales teams?

The report goes on to demonstrate that 2020 has essentially created two distinct categories of sales teams — those that are ahead of the curve going into 2021 and those that are forced to play catch-up.

Sales teams who are lucky enough to find themselves in the first category are looking for new markets, new product offerings, and new services to sell to hit aggressive targets in the year to come.

🎓 Related IMPACT+ courses: 

Those in the second category need to regroup and reassess what mindset is needed as we enter the new year.

These underperforming teams are focused on getting the right technology stack in place, updating processes with a virtual-first approach, and redefining what sales enablement looks like at their organizations. The right technology might mean adopting a new CRM that is intuitive and easy to use and leveraging that CRM to make data-driven decisions.

🎓 Free IMPACT+ course: Getting started with sales technology

By focusing on a virtual-first approach, sales teams need to define a video selling strategy and find new ways to connect with potential customers via virtual channels (i.e. video sales calls or conversational marketing).

Finally, investing in sales enablement means going beyond creating new sales PDFs or writing cold outreach email templates. To successfully enable your sales team to hit their targets, someone needs to own the process end-to-end to ensure that the right tools are supported with the right overarching strategy.

The bottom line

As sales leaders look ahead to 2021, they need to make honest assessments of where they stand — are they ahead of the curve or struggling to catch up to competition?

🔎 Related: 6 mistakes you can't afford to make on a video sales call

For better or worse, virtual selling and our video-first world are here to stay. Sales leaders can no longer afford to “ride out the storm” and wait for a return to the good old days. It’s time to adapt to the change, or continue to fall further and further behind the competition.

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!

Get your ticket for only $59 now through April 23rd!

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

Presented by:

Vidyard IMPACT
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:
0: 22 : 17 : 9
View Agenda and Register
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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.
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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.