Digital Sales & Marketing
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.

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
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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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Should Your Inbound Leads Be Treated Any Differently?

Should Your Inbound Leads Be Treated Any Differently? Blog Feature

July 3rd, 2014 min read

"Consumers have changed the way they buy."should-inbound-leads-be-treated-differently

Unless this is the first marketing blog you've ever read, it's likely you've heard this line as many times as just about any Katy Perry single ever released.

We all know this. 

But let me ask you this: while you may have changed the way you market to the modern consumer, have you also changed the way you sell to them? 

Inbound marketing isn't just a means for generating business online, but rather a holistic methodology for building and nurturing relationships. 

So if you have a ton of inbound leads in your system...great. But what are your plans post-conversion? Business as usual? 

Not quite. Instead, try this. 

Drop the pitch.

Inbound leads already have an idea of what you're all about. They've entrusted you with their contact information, the holy grail of online currency. No one wants to be spammed, so the fact that they've converted on your content means they don't expect to be. There's a certain level of trust already built in to the relationship. 

Don't ruin it. Spam can take on many forms, including an in-person or over-the-phone sales pitch that's more infomercial than it is helpful.  

Inbound leads are more educated by default. They don't need to hear a salesperson drone on about specs and features. Instead, prove the value of your product or service and help them understand the benefits. 

In order to do this, you need an open, genuine dialogue that gets to the heart of a prospect's challenges. It's hard to do this when you're too busy delivering your well-rehearsed pitch. 

Listen more. Talk less.

Inbound leads are self-educated, so chances are they know most of what you already have to tell them. 

Let them dictate the conversation, and you'll hear much more about what they need rather than what you'd like to sell them on. 

Remember, this isn't about you. It's about learning more about what challenges people are having, what their goals and aspirations are, and most importantly, whether or not you can help them. 

This is only achieved by active listening. Rather than listening passively, active listeners analyze what they're hearing and respond by teaching. 

Ask questions. 

Most traditional sales processes execute a barrage of aggressive word vomit in order to close a deal. If talking doesn't work, they simply talk more. And then some more.

This is the practice of a self-serving salesperson looking to cash in on commission.

What about the prospect? Are they even a good fit for your company? Can you actually help them in any way? 

Any business partnership should be a great fit for all parties involved, not just the one cashing the check. 

Obviously there's plenty more that goes into nurturing an inbound lead. Fill out the form below to access our free kit. 

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
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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.