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 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
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
Web Design
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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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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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The 5 Habits Your Sales Team Needs to Be Successful Blog Feature

July 1st, 2014 min read

the_5_habits_your_sales_team_needs_to_be_successfulHow outdated is your sales team's approach?

If your marketing has gone inbound, and your sales hasn't gone anywhere, it's likely that you're running into some troubles. 

After all, in order to be truly successful, both departments must take the plunge together. 

With your marketing team working to create remarkable content designed to attract your ideal customers, sales has to stop talking at prospects and start talking with them

If your salespeople lack an understanding of what it takes to close inbound leads, we've detailed some suggestions worth making note of. Below are 5 habits every inbound salesperson needs to adopt if you want to ensure that your prospects are being properly handled.

They understand the buyer

By the time one of your salespeople gets on the phone with a prospect, it's likely that they know more about you, your team, and your product or service than you'd imagine.

The key to sales success is to not only recognize that the prospect has done their research, but to prove that you have done the same.

By making it your sales team's mission to learn the ins and outs of your ideal prospect's behavior and expectations in terms of a buying experience, you can plan for a more buyer-centric connect. 

They understand effective copy

While in the past sales outreach relied heavily on cold calling, inbound sales require salespeople to write a lot more than they're used to. 

With that being said, your team must be well-versed in the basic fundamentals of effective copywriting in order to succeed with their engagements. This means understanding what type of approach is going to be persuasive, as well as what type of approach is going to scare prospects away. 

In order to put forth copy that is going to convince recipients to take the action you want them to take, they must keep in mind that less is more. When trying to convey a message, we suggest that they call upon bullet points and simple sentences to ease readability.

In order to be effective, sales copy must be clear, concise, and free of errors. 

(Quick Tip: Looking for some email templates to help your team get started? Your wish is our command. We're giving them away for free here.)

They're active on social media

Social selling shouldn't be taken lightly.

If your salespeople aren't participating on social media, your business is missing out on a valuable opportunity to engage with prospects in an online setting.

This doesn't boil down to them sharing a few articles and calling it a day, but rather using their social presense as a platform to answer prospect's questions and display their expertise. 

If you're a HubSpot user, your salespeople have the ability to set up a custom stream that sends out a notification to a designated group of recipients every time a qualified lead from you database mentions you on Twitter, or tweets a link from your website. This allows for a more timely, relevant follow up. 

They build rapport

Simply put, one-sided conversations aren't stimulating.

In order to convince a prospect that your company is one that they want to do business with, your salespeople must be able to establish a personal connection right off the bat. 

Why?

People are more willing to open up when they feel comfortable. By building rapport before diving into a call, prospects will be more likely to open up about their aspirations and tribulations. With this information in tow, your team can more easily establish common ground, and guide the conversation in the right direction. 

(Quick tip: Check out the Refresh App. This free app provides users with the type of insight they need to uncover real connection points with prospects, which ultimately will lead to deeper conversations.)

They communicate with marketing

In order for your salespeople to be truly successful, it's imperative that they open up a line of communication with the marketing department. 

While sales and marketing are known for their finger pointing, there is a lot that the two can learn from one another. 

Through frequent communication, sales can inform marketing of reoccurring questions and conversations that they are running into with prospects so that marketing can create more relevant content for them to call upon in terms of resources. 

Essentially, the less time the two teams spend arguing, the more time they'll have to attract and close business. 

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.