Digital Sales & Marketing
Digital Sales & Marketing
Close

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+.

View all free coursesView all free courses

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.

Learn moreLearn more Watch past events on demandWatch past events on demand

Digital sales and marketing services

Discover the full array of IMPACT services, including inbound marketing training, web design, paid media management, and more.

Learn moreLearn more
They Ask, You Answer
They Ask, You Answer
Close

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.

Take the course nowTake the course now

Hire a coach

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

Learn moreLearn more

Case studies

See dozens of examples of companies succeeding with Digital Sales and Marketing Mastery and They Ask, You Answer.

View case studiesView case studies

They Ask, You Answer, the book

“One of the 11 Marketing Books every CMO should read.” — Forbes

Learn moreLearn more Buy the bookBuy the book
Virtual Selling
Virtual Selling
Close

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.

Learn moreLearn more

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.

Register NowRegister Now
Video
Video
Close

Free video sales and marketing strategy course

Zach Basner teaches you the fundamentals of making video for sales and marketing work inside your organization.

Take the course nowTake the course now

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.

Watch past events on demandWatch past events on demand

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.

Learn moreLearn more Buy the bookBuy the book

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.

Learn moreLearn more
HubSpot
HubSpot
Close

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.

Watch on-demandWatch on-demand

HubSpot training and implementation

Maximize your investment in HubSpot's marketing, sales, or service platforms with guided training and implementation services.

Learn moreLearn more
Web Design
Web Design
Close

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+.

Watch on-demandWatch on-demand

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.

Learn moreLearn more

To Be a Truly "Fearless" Leader We Must Be Authentic & Human

To Be a Truly "Fearless" Leader We Must Be Authentic & Human Blog Feature

Chris Duprey

Chief Learning Officer and Coach, 10+ Years in Business Development & Leadership, Former Infantry Officer

April 8th, 2019 min read

Back in February, my teammate, friend, and IMPACT VP of Services, Brie Rangel, wrote The Toxic Myth of “Fearless” Leadership. I wasn’t aware that she was writing on this topic, although it didn’t surprise me…

But as I read her article, I was overcome with emotion.

My heart sped up a bit, I felt my chest expand, and tears welled in my eyes and eventually ran down my face. Through those initial emotions, I also felt happiness and compassion. Her article hit home.

Brie isn’t just a teammate at IMPACT, with whom I interact once in a while. We meet almost daily for many different reasons. Additionally, I have been coaching Brie on leadership and communication for the last year and a half.

What Brie didn’t say in her article is that I was sitting next to her on the patio of that Whole Foods, when we discussed flattening the organization. So, when she retold that story, it all came back to me.

To me, Brie displayed real fearless leadership and courage in writing her article.

Now, you may be thinking, “I'm confused. Brie’s article talked about the 'myth' of fearless leadership…”

While that is true -- it's the title of her article -- I don’t believe fearless leadership is a myth. I believe that the way we immediately think of fearlessness in the context of leadership is the actual myth.

"There Is No Spoon..."

In Brie’s article, she talks about fearlessness as holding back her feelings and masking her true thoughts with platitudes to her team about how "everything was great."

As she put it, "fearlessness" meant always putting on a positive face, so as not to alarm anyone. 

How many of us do this every day when we are asked questions?

How was that meeting?

"Good. Lots of moving pieces, but it was good."

How’s business?

"Great. You know, busy, busy, busy…"

Why do we answer in this way?

I think a lot of leaders would probably respond:

  • "I have to keep morale up. If I’m not upbeat or positive, people will be worried."
  • "I’m worried if I tell people how I’m actually feeling it will scare them."
  • "I would have to educate the team before they could understand…"

While I’m sure there are a ton of other reasons leaders would give for always putting on their positive "everything is super great!" face, all of these reasons are rooted in fear.

Fear that their teams won’t understand, they’ll be alarmed. That leaders will communicate: "I’m weak, that I don’t have all the answers…"

It's Time for Some Truth

You are human. Of course you don't have all the answers. 

Your team or company is made up of humans, too. Of course they’re going to be scared, alarmed, and so on. Of course they need to be educated.

We have to agree that these are truths.

We’re all human, which makes us imperfect beings. We’re going to make mistakes, we’re going to have more feelings, emotions, and thoughts arise in us than we can't even fathom.

But can you imagine living in a world where we believe fearlessness is what we think it means? To be superhuman?

After I processed my initial emotions upon reading Brie's article, I had to laugh. Brie had just taken down fearless leadership with an act of fearless leadership.

Her definition and what she did are obviously at odds -- but let's live in a world where fearless leadership means what it should:

Being authentic about how we’re feeling and having the courage to be OK with that. To bring it to the way we lead. To be open with our teams about what’s happening, and how we feel about it. A place where we don’t apply judgments to how we’re feeling -- we simply acknowledge them and face them head-on.

As Brie highlighted, if she had done this with her team, it would have helped them move forward with how they were dealing with the same problem.

Tragically, I Have Not Always Been So Wise

I would love to say that I’ve known this always… but alas, I am also human.

I spent much of my time as an army officer living in the fearless leadership world that Brie described. I kept my emotions tight, I tried to be the “proper leader,” whatever that meant.

I took this with me in my civilian career as well, much to my own detriment.  

I was seen as someone without emotion, which -- for anyone who knows me -- is completely false. I am living in a glass case of emotion at all times.

glass-case

Fig. 1: Me, yesterday morning. 

At this point in my career, I had commanded an infantry heavy weapons company in the 82nd Airborne Division, received my masters in organizational leadership, helped one company become more efficient and another double in size.

So, how could I be a flawed leader?

This is when I began my journey of continued development and when I began dabbling in meditation.

The End of the Robot

While I’d love to say that as soon as I became aware of how people saw me -- a robot without emotion -- I was able to change.

I refer you again back to the fact that I’m human.

So, let's say it took some work.

As I said above, this is when my self-development and learning drive took off. I began reading as I had on deployment. I was going through a book every couple of weeks, all focused on different aspects of leadership.

I began meditating and journaling daily. I would get to the office, meditate for 10 to 15 minutes, then write in my journal about the previous day and what I expected in the coming day. I put my feelings and emotions on paper, actually being open to them.

I kept this going for a time, ultimately, having them change drastically as I moved into my role at IMPACT.

So, What Happened?

As I took on my role, I found myself making tough decisions, interacting with a ton of people, and being looked at to have all the answers -- or so I thought.

I did what Brie talked about for a while at IMPACT. Then, slowly but surely, I realized the more open I was with the team, the more they responded. The more I talked about my personal journey, my struggles, my fears, worries, and concerns, the more the team came to life.

I found that I was being me -- not some fantasy version of me as a leader -- just me. The dude who had jumped out of airplanes, who cries watching Luke Skywalker and Han Solo get awarded medal by Princess Leia, who has gone on a silent meditation retreat.

luke

I was simply being authentic and vulnerable. I’d share my experiences, good and bad. But still, on a scale of one to 10, I was at about a five, in terms of being truly authentic and fearless about my emotions.

Again, I’m human. So, this took a while to realize.

There are still times when fear sneaks in. Liz called me on this a couple of weeks ago. She wanted me to start talking more about my meditation practice and how it has become a really huge part of who I am.

I responded with fear-based language -- "I don't know enough, I don't want to sound too preachy about it," etc. -- rather than being fearless and saying, "I’m not an expert, but I have a ton to share anyway."

She then told me to think about whether or not fear was the only thing holding me back from discussing that part of my life. And if it was, I needed to understand fear was not a valid excuse. Because it was just that -- fear.

What Does This All Mean?

As leaders, we need to set the tone for what fearless leadership means. We can continue to drive a narrative that we shouldn’t show worry or weakness, or we can accept that this is wrong.

We need to lead by positioning ourselves at forefront of being real, being human, being vulnerable. Or, more simply, being in our authentic selves.

Making this shift for yourself will not be easy, of course. True fearless leadership manifests differently in everyone, and it may take some time to become comfortable taking off the "fearless masks" we've been trained to wear.

But trust me on this -- when we are who we are, our people are more prone to trust in us.

Want to learn more about digital sales and marketing?

Master digital sales and marketing when you join IMPACT+ for FREE. Gain instant access to exclusive courses and keynotes taught by Marcus Sheridan, Brian Halligan, Liz Moorehead, Ann Handley, David Cancel, Carina Duffy, Zach Basner, and more.

Sign up for free
Take a peek

Access hundreds of FREE courses and keynotes

Free Course
Digital Sales & Marketing Framework for Today’s Buyers
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
A New Way to Compete & Win
By: Brian Halligan
View Course Preview View Course Preview
Free Virtual Keynote
How To Genuinely Feel Confident, Be Likable, And Build Trust On Camera
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
The Future of Marketing is Conversational​
By: David Cancel
View Course Preview View Course Preview
Free Deep Dive
HubSpot On a Budget: Getting Started with HubSpot Starter Hubs
By: Courtney Caldwell
View Course Preview View Course Preview
Free Course
Assignment Selling: Content is Your Greatest Sales Tool
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
The Big, Bold, Brave New World of Marketing​
By: Ann Handley
View Course Preview View Course Preview
Free Course
Investing in Incredible Digital Sales and Marketing Results
By: Chris Duprey
View Course Preview View Course Preview
Free Course
How To Show Your Content Makes Money With HubSpot Marketing and Sales Hubs
By: Liz Moorehead
View Course Preview View Course Preview
Free Virtual Keynote
The Visual Sale
By: Marcus Sheridan & Tyler Lessard
View Course Preview View Course Preview
Free Keynote
Marketing Tech: What’s Now, What’s Near and What’s Not Anytime Soon?​
By: Dharmesh Shah
View Course Preview View Course Preview
Free Course
Inbound Lead Generation & Conversion Optimization
By: Carina Duffy
View Course Preview View Course Preview
Free Virtual Keynote
Fundamentals of Videography: You Can Be a Great Videographer Too
By: Zach Basner
View Course Preview View Course Preview
Free Deep Dive
The Ultimate Customer Service Toolkit for Any Budget
By: Andriti Gulati
View Course Preview View Course Preview
Free Course
6 Topics Subject Matter Experts Need to Address
By: Kevin Phillips
View Course Preview View Course Preview
Free Keynote
Fanocracy: The Power of Making Business Personal​
By: David Meerman Scott
View Course Preview View Course Preview
Free Keynote
The Power of Pillar Content
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
SEO for the Future
By: Franco Valentino
View Course Preview View Course Preview
Free Course
Fundamentals of Social Media Marketing
By: Stephanie Baiocchi
View Course Preview View Course Preview
Free Deep Dive
A Practical Guide To Video Graphics
By: Colton Trcic
View Course Preview View Course Preview
Free Session
How To Get Your Community To Know, Like, And Trust You With Video
By: Marki Lemons Rhyal
View Course Preview View Course Preview
Free Course
Video Sales and Marketing Strategy
By: Zach Basner
View Course Preview View Course Preview
Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out
Hundreds of courses and recorded keynotes, completely FREE
Check it out
Access hundreds of digital sales and marketing courses and recorded keynotes, completely FREE