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Free and pro sales and marketing courses

Free and pro sales and marketing courses
The struggle doesn't have to be real. Take the first step at improving your inbound marketing, starting with the most critical fundamentals that most other inbound courses ignore, with these free and pro courses from IMPACT+
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Free

They Ask, You Answer Fundamentals with Marcus Sheridan
So you’re investing in inbound marketing, but aren’t seeing the results you expected. You’re writing content, but your traffic, ...
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Free

Video Sales and Marketing Strategy
Video can be intimidating. From the production and technology to the idea of being on camera, there’s a lot to consider and ...
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Free

Assignment Selling: Content Is Your Greatest Sales Tool
Does your sales team not see the value in content? Do they think you’re wasting time? Are your sales not improving even though ...
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Free

The Revenue Team Approach to Sales Enablement Content
No matter how much we publish great traffic-driving, lead-generating content, many of us still have sales teams telling us, ...
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Pro

Fundamentals of Virtual Selling
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to ...
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Pro

6 Topics Subject Matter Experts Need to Address
Hey Subject Matter Experts, as you can guess by the title of this course, there are 6 topics your marketing team needs your help ...
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Pro

Inbound Lead Generation & Conversion Optimization
In this course, you’ll learn all about how to convert your incoming website visitors into leads, and how to make those conversion ...
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How to Write "The Big 5"
For a content marketer, nothing is more frustrating than churning out content and seeing nothing come of it. Maybe it’s getting ...
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Pro

How to Determine Your They Ask, You Answer Content KPIs
Creating great content is just one part of the They Ask, You Answer framework. How do you know if your content is performing? You ...
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Pro

Video Post-Production for They Ask, You Answer
When creating your business’ They Ask, You Answer video content, every stage is critical! Alex Winter, Creative Director & ...
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Pro

How to Get the Most Out of Your Content Team
Your content strategy is a full company initiative that places content at the center of your business. Did you know that ...
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Free

How to Use IMPACT+
Welcome to How to Use IMPACT+, where we will teach you how to use the platform to help you succeed with They Ask, you Answer! Are ...
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Pro

Leading Effective Meetings with Your They Ask, You Answer Team
As your team grows, more and more of your time is taken up by meetings and people management. How can you effectively manage your ...
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Pro

Video Production for They Ask, You Answer
Videographers know that the video production stage is important in their business’ They Ask, You Answer content process.  Alex ...
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How to Conduct and Master Content Interviews
Often, content managers come in with no knowledge of the industry or the company they’re joining. In order to produce content ...
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Using a CRM to Power They Ask, You Answer Success
Utilizing a CRM to track performance and apply the They Ask, You Answer framework, will help prove ROI from your inbound ...
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The Fundamentals of Content and Inbound Marketing
What’s the difference between content marketing, digital marketing, and inbound marketing?  In this marketing fundamentals ...
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Becoming the Trusted Voice in Your Space
The businesses that have the most success with They Ask, You Answer are those that become the trusted voice in their space. But ...
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Bringing They Ask, You Answer to Your Organization
They Ask, You Answer is a proven framework that has helped businesses all over the world! Join Marcus Sheridan, creator of the ...
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Video Pre-Production for They Ask, You Answer
You need to produce a lot of video content to educate buyers. But if it’s not planned successfully in the pre-production stage, ...
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Publishing, Promoting and Distributing Content
You understand the importance of creating great blog content, especially after reading They Ask, You Answer. You have developed a ...
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Your Role as a Subject Matter Expert
You're getting roped into the content creation process. Sure you know a lot about the topics the marketing team wants to cover, ...
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Fundamentals of Building a Scalable Business
Growing a business can be a challenge. As a business leader, you may feel stuck on how to scale your business, develop a strategy ...
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Your Role as a They Ask, You Answer Sales Leader
If you want They Ask, You Answer to succeed at your company, you need your sales team to be on board. When salespeople have a ...
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Business Blogging Best Practices
Imagine this: you’ve written a great blog post with the perfect keywords, you finally hit publish, and you get a message from a ...
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Mastering Assignment Selling
As a salesperson, you know about 80% of the questions you’ll be asked when you get on a sales call are the same ones. Enter: ...
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How to Set Up and Optimize Your Business YouTube Channel
Learn how to set up and grow your YouTube business channel by utilizing the They Ask, You Answer framework. Your business YouTube ...
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Getting Full Company Alignment and Buy-In
They Ask, You Answer is a proven framework that has helped thousands of businesses around the world. But the truly successful ...
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Your Role as a They Ask, You Answer Videographer
Being a They Ask, You Answer videographer is not as simple as knowing how to film and edit content. You must understand They Ask, ...
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How to Turn Your Website Into Your Best Sales Tool
If educating potential buyers is your goal, then you must stop viewing your company website as a marketing tool and start seeing ...
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Free

What a High Performing They Ask, You Answer Company Looks Like
They Ask, You Answer is a proven framework that has helped businesses all over the world. The coaches at IMPACT have provided ...
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Pro

How to Identify Blog Content Topics that Will Impact Sales
Have you ever published an article that didn’t get many views? Your buyers need relevant information at the right time during the ...
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Free

How to Write “The Big 5”
For a content marketer, nothing is more frustrating than churning out content and seeing nothing come of it. Maybe it’s getting ...
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Pro

Blog Optimization for User Experience
You’re ready to publish a blog article. Great! Now what? The next step is to optimize your blog for the users’ experience to help ...
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Free

Getting the Most Out of Vidyard
Your video messaging is more powerful than you think! Vidyard offers more than just an easy-to-use video platform. It also gives ...
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Free

Building a Scalable, Successful Agency
The Founder and CEO of IMPACT, Bob Ruffolo, will break down what every CEO and business leader needs to know when building a ...
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Technical SEO Basics for Inbound Marketing
Being an inbound marketer means you need to understand many concepts, including SEO. This starter lesson will help you learn the ...
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How to Create Amazing Case Study Videos
Creating case study videos is an effective way to showcase the success your clients have when using your products or services. ...
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The Visual Sale
Is video really important? Yes...yes, it is! You can’t ignore the need for all businesses to use video, especially as the world ...
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Free

Vidyard 101: Tool Basics, Tips, and Tricks
At IMPACT, we help you drive more sales from your inbound marketing by teaching you to execute a powerful framework, They Ask, ...
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How to Optimize a Blog Post for SEO
You can’t just create blog articles and not do any SEO to target your audience. As a content manager, you feel lost, confused, ...
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Essential Business Blog Topics Beyond The Big 5
Content marketing is not only about writing great blog articles, but also about making sure you're answering the questions your ...
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How to Implement a Live Chat Strategy
Your inbound business has read They Ask, You Answer, and now you want to level up your online marketing efforts by implementing ...
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Website Conversion Copywriting Secrets that Get Results (In Under 30 Minutes)
After a ton of internal collaboration, meetings, and research, you’ve nailed your messaging strategy. You also understand the ...
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Blog Article Publication Checklist
When is a business blog article ready to publish? Whether you’re a content manager, a business owner, or the person in charge of ...
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Sales Reporting and Dashboards in HubSpot
You're using the HubSpot CRM and Sales Hub tools, but are you leveraging them to your fullest potential, so you can rely on the ...
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HubSpotter's Guide to Cleaning Up a Messy HubSpot Portal
HubSpot is one of the most powerful marketing, sales, and service automation platforms on the market today. And, if you're the ...
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4 Content Guides to Convert Leads, Close Deals, and Delight Customers
Content managers, are you looking for ways to attract more visitors to your website, convert more leads, close more sales and ...
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Investing in Your Business Website's User Experience
Needing a website for your business is a given, but the same website from 2000 or even 2013 isn’t going to cut it. To succeed ...
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Free

How to Hire a Content Manager
It’s not enough to simply say you’re doing content marketing. You need to commit to it. That means hiring a comma-wrangling ...
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Free

Elements of a Great They Ask, You Answer Website
In this course, you’ll learn how to transform your website into a true buying tool for your prospects and customers. By looking ...
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19 Conversion and Content Offers that Generate Leads
Through SEO best practices and great content that answers your ideal buyers most pressing questions, you're driving traffic to ...
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Making the Most of a Virtual Event Sponsorship
Virtual sponsorships are a huge opportunity for your brand to get in front of a bigger audience AND to make a lasting impression ...
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How to Track Digital Sales and Marketing Mastery Metrics with a HubSpot Dashboard
You're implementing They Ask, You Answer, and you're currently on your journey toward achieving true digital sales and marketing ...
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How to Use HubSpot Sales Hub to Make Assignment Selling a Breeze
The sales technique of assignment selling – wherein you assign content as homework strategically throughout the sales process – ...
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Content and Cookies: Easy Content ROI Reporting in HubSpot (Without Revenue Attribution)
You're creating content at your company to drive measurable results – specifically, traffic, leads, and sales. But how do you ...
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Creating Pillar Content Your Buyers and Search Engines Will Love
So you hired a content manager, and you’re churning out high-quality, long-form articles on the reg, but still not seeing that ...
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Free

Assignment Prospecting
If you’re in sales, you know how challenging prospecting can be. You’re reaching out to ideal buyers who have never heard of you ...
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HubSpot Campaigns and Campaign Analytics
You're using HubSpot to drive the traffic, leads, and sales you need through landing pages, blog articles, email marketing, and ...
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How To Do HubSpot Lead Nurturing (That Isn't Terrible)
Nurturing your leads via email is absolutely critical to the success of your digital sales and marketing strategies – and HubSpot ...
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Free

Your Role as a Content Manager
Congratulations! You've been hired as a content manager to lead the charge of your company's content marketing efforts to drive ...
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Lead Scoring in HubSpot
Lead scoring is one of those HubSpot features that everyone loves to talk about... but is rarely ever used effectively or ...
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Managing Your Reputation and Reviews in Today's Marketplace
In this course, you’ll learn how to actively manage your online reputation, while leveraging the power of online reviews to drive ...
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Mastering On-Camera Performance
If you shudder at the thought of speaking on camera, you’re definitely not the only one. Whether it’s worrying about how your ...
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Fundamentals of Social Media Marketing
Facebook, Instagram, Twitter, LinkedIn, TikTok — the list of social media networks is ever-growing and their prevalence in our ...
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Inbounder’s Guide to Email Marketing
You might be surprised by this fact, but email marketing has been around since before the introduction of the internet. Yeah, in ...
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Getting Started with B2B LinkedIn Advertising
As a B2B marketer, you know how valuable a strong brand presence is on all social media channels. You constantly engage, comment, ...
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Inbounder's Guide to Google Suite Tools
In this course, you’ll learn how to effectively utilize Google Suite tools as you continue to master They Ask, You Answer and ...
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Free

How to Optimize Your Google My Business Listing
How important is it to you that your business shows up on Google for relevant search queries? Extremely important, right? That ...
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Creating Memorable, Money-Making Content for Beginners
You know you need to create persuasive, engaging, powerful content your audiences will adore, but frankly, for many, that process ...
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Marketing Automation Mastery (with HubSpot Workflows)
In this course, you’ll learn how to master marketing automation tools in HubSpot in order to improve contact communication, ...
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Scaling Up Your Digital Sales and Marketing
Your inbound marketing and sales efforts have been delivering awesome results, but are they really set up to take your business ...
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Free

The Visual Sale for Sales Professionals
In this course, you’ll learn how a highly-effective sales professional (and sales team) can unlock the power of video and visual ...
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Investing in Incredible Digital Sales and Marketing Results
If you look at the most successful inbound case studies, the companies who have experienced the most significant sales and ...
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Crafting "Selling 7" Videos that Convert
So you’ve bought the camera and lighting equipment, you’ve created the YouTube channel, and you’ve convinced your team to get ...
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Virtual Sales Appointment Strategies that Close Deals Faster
In this course, we’ll examine today’s virtual marketplace, its effect on the sales process, and how to master virtual sales ...
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Self-Selection and the Touchless Buying Experience
Is your website forcing visitors to fill out a form to get a quote? Does it make them have to talk to someone before making a ...
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How to Role Play Virtual Selling With Your Team
In this course, you’ll learn the importance of role-playing and how to execute effective role-play scenarios that actually help ...
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Fundamentals of Highly Effective Sales Communication
It is critical to establish trust during your sales calls but what does that look like?  IMPACT’s Chris Duprey will explain what ...
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Digital Communication Techniques for 1:1 Sales
Email marketing isn’t dead — it’s just much harder to make an impression these days,  especially if you’re trying to sell ...
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Getting Started With Sales Technology
Many of us have been there before: Everyone is excited about what’s possible and the promise of inbound marketing. You start ...
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Video Selling Strategy
How do you sell in a video-first, virtual workplace? Learn how to use video in every stage of the sales process to improve ...
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Fundamentals of ROI Reporting in HubSpot
You’re publishing great content and beautiful videos. People can’t say enough good things about the work you’re doing. That’s ...
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Fundamentals of Creating Sales & Marketing Videos
Get expert insights on laying the foundation for high-quality video content that drives revenue including how to crush it ...
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They Ask, You Answer Fundamentals with Marcus Sheridan

So you’re investing in inbound marketing, but aren’t seeing the results you expected. You’re writing content, but your traffic, leads, and sales growth has been slow or non-existent. You’re not alone. Inbound marketing works, but the fact is, too many people are doing it wrong. 

This course will change all that.

They Ask, You Answer is a revolutionary approach to inbound marketing that has empowered thousands of companies around the world to reach their most aggressive traffic, sales, and leads goals, and in this inspiring, high-energy course, the mind behind the framework, Marcus Sheridan, dives into what it is and how it works.  

By the end of this two-hour course, you will:
  • Understand how modern buyers and the buying process have changed and what that means for your business 
  • Know the right content to create to drive traffic, leads, and sales and how to get started
  • Learn how to use this content to speed up your sales process
  • Learn the elements of the perfect inbound marketing website 
  • Understand the importance of trust in all of your inbound marketing efforts

This course is for anyone who wants to stop wasting time and money on inbound marketing tactics and agencies that don’t work. Use the proven They Ask, You Answer to elevate your brand authority and make customers want to buy from you!

Note: When originally published, this course was titled “Digital Sales & Marketing Framework for Today's Modern Buyer.” This is still reflected in the graphics for this course.

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Video Sales and Marketing Strategy

Video can be intimidating. From the production and technology to the idea of being on camera, there’s a lot to consider and overcome when it comes to starting a video sales and marketing strategy. 

In this course, IMPACT They Ask, You Answer Coach and Inbound and Video Workshop Trainer Zachary Basner shares everything you need to know to ensure you start your video journey with confidence. 

You will learn everything Zach has taught hundreds of sales and marketing professionals first-hand, including:

  • How to align your teams around a common vision with video 
  • The different types of styles of marketing and sales videos
  • The 7 types of videos that have the biggest impact on your revenue
  • The 6 factors that make up an engaging and effective sales or marketing video

This course is perfect for anyone who is not sure of how to get started with video in their sales and marketing or looking to drive more views and sales from their existing efforts. 

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Assignment Selling: Content Is Your Greatest Sales Tool

Does your sales team not see the value in content? Do they think you’re wasting time? Are your sales not improving even though you’re publishing article after article, video after video? Assignment Selling might be the missing piece of your inbound marketing puzzle. 

When implemented, Assignment Selling, one of the fundamental pieces of They Ask, You Answer, puts the content you create into the hands of your sales team to help them address prospect questions, objections, and concerns head-on and close deals faster. 

We have helped hundreds of businesses across multiple industries improve their sales processes using Assignment Selling, and in this course, Marcus Sheridan teaches you everything you need to know to make it a success at your organization. 

In this course, you will learn:

  • The importance of leveraging content in the sales process
  • How to spend less time educating in sales meetings and ensuring you’re always working with qualified prospects
  • How Assignment Selling works
  • When you should be using Assignment Selling
  • What great Assignment Selling looks like
  • How to get started

This course is a great fit for sales reps, sales leaders, marketers, and leadership, as it talks about the fastest way to see ROI in your digital sales and marketing!

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The Revenue Team Approach to Sales Enablement Content

No matter how much we publish great traffic-driving, lead-generating content, many of us still have sales teams telling us, “You’re still not publishing what we need” or “Yeah, only maybe 1% of our content helps me close any deals.” 

In fact, B2B sales teams report that only 27% of the leads passed to them from marketing are even remotely qualified. Enter the revenue team and sales enablement content. 

As we’ve seen with businesses all over the world, when your marketing and sales teams join forces as a revenue team, you can start creating powerful content that actually helps close deals (also known as sales enablement content).

But how is it different from what you're already creating? And how do you go about creating a sustainable, scalable sales enablement content strategy that doesn't make you want to rip your hair out and also makes you look like a total money-making hero at your company?

By the end of this course with Liz Moorehead, IMPACT's editor-in-chief, you'll know:

  • What sales enablement content is (and isn't)
  • What a revenue team is and how the revenue team model is the key to your success
  • How to run powerful content brainstorms with your sales team
  • How to leverage Liz's custom-built revenue content brainstorm tool
  • How to report on the ROI of your content, so no one ever questions your value
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Fundamentals of Virtual Selling

When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect with potential customers, especially in a COVID-19 world where face-to-face interactions can be difficult to come by.

Video enables you to hear someone’s voice, see their face, and build the more human, trusting connection needed to help your customers feel comfortable buying from you. 

But how do you sell in a video-first, virtual workplace? In this essential course for any modern sales team, Myriah Anderson explains how to use video in every stage of the sales process to improve engagement and increase revenue. 

By the end, you will know: 
  • How to use video through different stages of the sales process
  • How to be successful with virtual selling 
  • How to measure your success with virtual selling 

This course is a must for anyone in sales looking to navigate the socially distant waters of COVID-19 or simply improve and scale their current sales efforts using video. 
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6 Topics Subject Matter Experts Need to Address

Hey Subject Matter Experts, as you can guess by the title of this course, there are 6 topics your marketing team needs your help in creating. But why do YOU need to help? Why can’t marketing just do this on their own?

In this course, we’ll answer that question and also:
  • Why these topics are important
  • Overcoming objections to answering these questions
  • Why SME participation is so important for each topic
  • How SMEs can help bring these topics to life
  • Important considerations to keep in mind while creating this content

This course is a great fit for salespeople, leadership teams, and of course, subject matter experts who care about producing high-quality content on your website to drive more traffic and give your sales team more qualified leads to convert into paying customers. We can all agree that’s important to everyone in your organization, right?

By the end of this course, you’ll have a much clearer understanding of the most critical pieces of content any business can create for their prospects, and how and WHY you, the SME, need to help create an amazing piece of content.
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Inbound Lead Generation & Conversion Optimization

In this course, you’ll learn all about how to convert your incoming website visitors into leads, and how to make those conversion points effective.

This course is a great fit for any marketing professional new to inbound marketing who is looking to learn how to bring in more prospects through their website, and ultimately provide new sales opportunities for their company.

By the end, you’ll know how to get started with inbound lead generation and conversion optimization - from the moment a visitor enters your site, to when they become a lead and beyond!
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How to Write "The Big 5"

For a content marketer, nothing is more frustrating than churning out content and seeing nothing come of it. Maybe it’s getting some likes on social media, maybe it’s pulling in some healthy traffic, but when it comes to leads and sales, if it’s leaving you high and dry, what’s the point? 

For most businesses, it takes a year or more for inbound marketing to start showing real results, but it doesn’t have to. Though inbound and content marketing are long-term plays that compound over time, there is content you can create that has been shown to drive sales immediately. We call these topics “The Big 5” and we have seen their power work with hundreds of clients and companies over the past decade. 

The Big 5 addresses the most urgent questions and concerns modern consumers have when making a purchase regardless of industry. They are the questions being searched online and, with the answers in hand, your sales team can tackle objections in their conversations head-on. 

In this course, IMPACT’s most tenured content trainer, Kevin Phillips, talks you through what comprises The Big 5, how to execute them for your organization, and examples of them done well. 

You will learn:
  • How to write a cost article
  • How to write a comparison article
  • How to write a “best of” article
  • How to write an honest problems article
  • How to write an unbiased review article 

This course is for anyone struggling to see bottomline results from their content marketing and ready to build trust with their buyers by answering their most burning questions honestly. 

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How to Determine Your They Ask, You Answer Content KPIs

Creating great content is just one part of the They Ask, You Answer framework. How do you know if your content is performing? You need to learn how to set the right key performance indicators, or KPIs, and track them on a regular basis as part of your content marketing optimization strategy. IMPACT’s Jen Barrell will teach you the importance of utilizing analytics tools to optimize your content and what to look for in the Google Search Console and HubSpot.


In this lesson you will learn:
  • What a key performance indicator is
  • Why you need to be tracking your KPIs on a regular basis
  • The 7 KPIs you need to start tracking your They Ask, You Answer content
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Video Post-Production for They Ask, You Answer

When creating your business’ They Ask, You Answer video content, every stage is critical! Alex Winter, Creative Director & Video Manager at IMPACT, will teach you the steps of the post-production workflow when doing video for They Ask, You Answer including technology resources, implementing a video calendar, professional visual storytelling tips, knowing when to reshoot, and more. 

In this course you will learn:

  • How to create and implement a video calendar that will keep you on track to create 2-3 pieces of video content every week
  • Exactly how you can develop and organize an efficient editing process that will set you and your team up for success
  • Where you can learn how to speed up the editing process with some tactics that we use every day here at IMPACT and deliver more videos in less time.

Prerequisite: 


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How to Get the Most Out of Your Content Team

Your content strategy is a full company initiative that places content at the center of your business. Did you know that oftentimes companies don’t realize they aren’t including everything needed in a content strategy? This can impact your business momentum and hurt your bottom line. Here at IMPACT, we have the tools and resources to make sure you succeed with content on your They Ask, You Answer journey. 

Learn from Jen Barrell, a content trainer with over 10 years of expertise in content strategy and teaching content teams to thrive with They Ask, You Answer. 

In this course you will learn
  • Why and how to create a full-team content strategy
  • How to define a content strategy and how it’s used to drive revenue
  • How to set expectations for your team so you’re aligned
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How to Use IMPACT+

Welcome to How to Use IMPACT+, where we will teach you how to use the platform to help you succeed with They Ask, you Answer!
  • Are you a new IMPACT+ for Teams member or IMPACT client? Learn how to navigate and use your team scorecard, join the right community mastermind group, and understand how to find the right content every time. 
  • Are you a new member and want to make sure you spend your time on the most important things in IMPACT+? Learn about the three tiers IMPACT+ offers to provide you with the best support on your They Ask, you Answer business journey.

Join IMPACT’s Connor DeLaney, as he guides you through how to use the platform and take advantage of all the features at your fingertips. Let’s make sure you are utilizing the right resources, courses, mastermind groups, events, and more in IMPACT+!

In this course you will learn how to:
  • Successfully navigate IMPACT+ and understand where certain content or resources live.
  • Facilitate a scoring round and planning period with your team using the IMPACT+ tools section.
  • Find the content and resources in IMPACT+ that you need to succeed with They Ask, You Answer. 
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Leading Effective Meetings with Your They Ask, You Answer Team

As your team grows, more and more of your time is taken up by meetings and people management. How can you effectively manage your team as it scales while getting valuable time back in your schedule for other responsibilities? 
As a business leader, knowing which meetings your team needs, how to create an effective agenda, how to facilitate a great meeting, and how to manage your direct reports are imperative to your They Ask, You Answer success. 

IMPACT’s VP of Membership Kristen Pecka, will teach you how to effectively manage your team as it scales and get time back for your other responsibilities. 

In this course you will learn:
  • The meetings you need to effectively implement They Ask, You Answer in your company
  • How to manage your time as your team grows
  • How to complete the They Ask, You Answer scorecard exercise as a team

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Video Production for They Ask, You Answer

Videographers know that the video production stage is important in their business’ They Ask, You Answer content process. 
Alex Winter, Creative Director & Video Manager at IMPACT, will teach you the steps of the production process when doing video for They Ask, You Answer including how to identify your subject matter experts, set them up for success, and capture the information you need to tell a genuine story that answers your audience's most pointed questions. 

Plus, learn how to uncover the skills and techniques to master your performance on-camera from Zach Basner, IMPACT's They Ask, You Answer Coach and Inbound and Video Workshop Trainer. 

In this course you will learn: 
  • How to conduct They Ask, You Answer interviews
  • How to identify and prepare your subject matter experts for interviews
  • How to master your on-camera performance
  • How to get the most out of your talent
  • How to produce world-class video content
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How to Conduct and Master Content Interviews

Often, content managers come in with no knowledge of the industry or the company they’re joining. In order to produce content that thoroughly answers buyer questions, they need to work with experts within the company to get information — then organize it and present it in a way that’s easy to read and digest. 
John Becker is IMPACT’s editorial content manager. He has over 15 years of experience writing and interviewing subject matter experts and will teach you how to produce successful They Ask, You Answer content for your organization!

In this course you will learn:
  • How to confidently identify SMEs at your company
  • To plan and conduct interviews that are efficient, productive, and enjoyable
  • How to turn those interviews into great content
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Using a CRM to Power They Ask, You Answer Success

Utilizing a CRM to track performance and apply the They Ask, You Answer framework, will help prove ROI from your inbound marketing and shorten the sales cycle. 

The marketing team should make sure all leads are sales-qualified by showing every piece of content a prospect has interacted with, while the sales team focuses on good fit leads and closing deals. All of this together will help shorten the sales cycle and allow leadership to make data-driven decisions to clearly demonstrate your They Ask, You Answer journey is successful!
Join Jessica Palmeri as she teaches the importance of having a CRM strategy to power your They Ask, You Answer success. 

In this course you will learn:
  • How to choose the right CRM for your business
  • How to establish the foundation for success
  • Why you need a CRM owner or admin
  • How to set expectations with your team
  • How to create a process for leads
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The Fundamentals of Content and Inbound Marketing

What’s the difference between content marketing, digital marketing, and inbound marketing? 
In this marketing fundamentals course, we will break down the different marketing strategies and how They Ask, You Answer sets the bar higher to ensure success. Stephanie Baiocchi will teach the different types of marketing strategies and how to map your content to your buyer personas. Have you heard words like HTML and meta description thrown around? Kevin Church, our Director of SEO, will teach you the key aspects of your content that must be optimized for search including how to write a meta description, how to properly format headlines for search, and more.
At the core of They Ask, You Answer is making sure all that great content you've written is found by your ideal buyers.

In this course you will learn:
  • How They Ask, You Answer can drive your content and inbound marketing strategy
  • The stages of the buyer's journey and what your buyers are asking along the way
  • How search engines, searchers, and your website work together
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Becoming the Trusted Voice in Your Space

The businesses that have the most success with They Ask, You Answer are those that become the trusted voice in their space. But trust can’t be built overnight. Becoming a trusted voice in your space requires consistently creating trust-building content over time. Marcus Sheridan, author of They Ask, You Answer, has helped thousands of businesses become the most trusted voice in their industry by teaching them how to do just that. And now you can learn from Marcus, too!

In this course you will learn:  
  • Why you must obsess over your customers’ questions
  • Exactly what trust-building content looks like
  • How to achieve and maintain company buy-in for creating content 
  • What will happen if you don't become that trusted voice 
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Bringing They Ask, You Answer to Your Organization

They Ask, You Answer is a proven framework that has helped businesses all over the world! Join Marcus Sheridan, creator of the prove framework They Ask, You Answer along with Founder and CEO of IMPACT, Bob Ruffolo, as they teach you: 
  • How to become a world-class They Ask, You Answer leader
  • How to embrace a question first mindset
  • How to communicate the vision of the organization and shape internal culture

Learn how to facilitate a successful 90-day planning session and the importance of setting clear priorities with your revenue team. 

In this course you will learn:
  • How to set and maintain standards for success with They Ask, You Answer at your organization
  • Problems you may encounter in bringing They Ask, You Answer to your organization and how to get ahead of them
  • What technology do your sales, marketing, and video teams need to be successful with They Ask, You Answer
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Video Pre-Production for They Ask, You Answer

You need to produce a lot of video content to educate buyers. But if it’s not planned successfully in the pre-production stage, it will fail before it starts. 
Videographers have a lot to think about when creating They Ask, You Answer content for their company. Alex Winter, Creative Director & Video Manager at IMPACT, will sit down with you in this course to break down the entire pre-production process so you can be set up for success. You will hear about the best times to publish your content, deciding on the message you want to tell your audience, types of CTAs, your role on the revenue team, and an overview of The Video 6. 

In this course you will learn:
  • How to set yourself up for success and best practices you can implement 
  • How to create a video content calendar that will ensure you’re creating 2-3 pieces of video content every week 
  • How to work the plan and leverage your team 

As well as a much deeper understanding of how They Ask, You Answer content can be implemented to strategically and effectively get you results!


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Publishing, Promoting and Distributing Content

You understand the importance of creating great blog content, especially after reading They Ask, You Answer. You have developed a list of topics with your sales team based on buyer questions and you’re creating content that answers those questions. Now it’s time to put those answers out there for the world to see! 

Nicole Cimo from IMPACT’s own content team will teach you how to publish, promote, and distribute your content to engage with your audience. Then learn from Stephanie Baiocchi on how to optimize your content to drive sales. 

In this course you will learn:
  • How to prepare your content for publishing to your website so it’s optimized for readers and search engines
  • How to create engaging nurturing workflows and social posts to promote your content
  • How to get new content into the hands of your sales team for use right away
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Your Role as a Subject Matter Expert

You're getting roped into the content creation process. Sure you know a lot about the topics the marketing team wants to cover, but you have a job to do. How can you drop everything to create content in addition to doing your job? Isn't that marketing’s job anyway?

The bottom line is content creation is the entire company’s responsibility. This course is designed to help you understand how you fit in, how to feel confident being a subject matter expert, and how to contribute so you can quickly get back to work. Regardless of your role, this course will show you exactly how to be a great subject matter expert and have your company raving about how great you are. 

In this course you will learn: 
  • Why and how creating content is a company-wide initiative 
  • What it means to be a great subject matter expert
  • How the content manager and videographer are here to support you
  • How to become a trusted voice in your space on LinkedIn
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Fundamentals of Building a Scalable Business

Growing a business can be a challenge. As a business leader, you may feel stuck on how to scale your business, develop a strategy to scale your internal processes, and keep everyone aligned on the big picture. 

Founder and CEO of IMPACT, Bob Ruffolo, will share valuable insights on how his business scaled up its content team, sales team, and the importance of having a coach. Then learn the 4 P’s of scaling forward: people, pivot, process, price with Scaling Up founder Verne Harnish and founder of Petra Coach, Andy Bailey.  

Plus, learn how IMPACT+ can connect you with a network of business executives and leaders to help guide you through any hurdle. 

In this course you will learn:
  • The 4 P’s of scaling forward: people, pivot, process, price
  • How to build a content program in your company
  • How to scale up your sales team 
  • What you should pay attention to as you scale 

Join these three remarkable leaders as they discuss the fundamentals of building a scalable business!


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Your Role as a They Ask, You Answer Sales Leader

If you want They Ask, You Answer to succeed at your company, you need your sales team to be on board. When salespeople have a tried and true method they’ve been using for years, they’re unlikely to try something new and less certain. The key to getting They Ask, You Answer buy-in from your sales reps is to show them how the methodology will make their lives easier. In this course you will learn how to get your sales team to fully embrace They Ask, You Answer, how to hold them accountable, and how to onboard new team members in the future. 

In this course you will learn:
  • How to get your team to fully embrace They Ask, You Answer
  • How to keep them sticking to the process and hold them accountable
  • How to quickly onboard any new sales reps who join your team in the future so your team never misses a beat
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Business Blogging Best Practices

Imagine this: you’ve written a great blog post with the perfect keywords, you finally hit publish, and you get a message from a coworker that says they found a typo in your post. We’ve all been there. However, with some proofreading and editing best practices, whether you’re a team of one or many, you can avoid these embarrassing slip-ups. 

This engaging (and entertaining) course will teach you how to write great blog copy, check content readability, and properly edit and proofread it before publishing. You’ll also learn about the best tools out there for proofing and optimizing your blog content to give you confidence when hitting that “publish” button.

In this course you will learn:
  • How to write engaging body copy
  • Copywriting tips for show-stopping conclusions
  • How to do an internal review of content 
  • Who should be involved in proofing your content
  • Tools to help you proof your content faster and more thoroughly
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Mastering Assignment Selling

As a salesperson, you know about 80% of the questions you’ll be asked when you get on a sales call are the same ones. Enter: Assignment Selling. By intentionally using educational content to answer the burning questions your prospects have ahead of the call, they’ll be more prepared for the conversation and you’ll close the deal faster. 

Assignment selling is….
  • Creating written or video content that is helpful for buyers
  • The content should educate prospects about your product and/or service
  • This will make them more prepared for a sales appointment

Now it’s time to master this proven method! 

In this course you will learn:
  • The importance of thinking like a teacher
  • Why and how to map out your buyer touchpoints
  • The three most important best practices of assignment selling
  • How to master your phone scripts to get a commitment
  • How to create 1:1 personalized videos to educate your buyer
  • The five things you must do to master your sales emails
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How to Set Up and Optimize Your Business YouTube Channel

Learn how to set up and grow your YouTube business channel by utilizing the They Ask, You Answer framework. Your business YouTube channel is an extension of your company website and this course will guide you through: 
  • Setting up a Google account for YouTube
  • Creating a channel description and video titles
  • Adding video content with principles of The Selling 7 
  • Creating enticing video thumbnails
  • How to drive engagement by using call to action features on your video
  • Monetizing your YouTube videos 
  • YouTube analytics and why they are important

We will take a deep dive into every feature and tab to provide you with an advanced level of knowledge to optimize your channel for success!

In this course you will learn:
  • Why YouTube is such an effective platform for video sales and marketing
  • Why thumbnails are so important and how to create them
  • How to make informed decisions about your videos based on reviewing analytics
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Getting Full Company Alignment and Buy-In

They Ask, You Answer is a proven framework that has helped thousands of businesses around the world. But the truly successful businesses all have one thing in common: full alignment and buy-in throughout your business. How can you achieve this? Everyone at the company must understand the what, why, and how of what you’re doing. Learn this proven framework for getting buy-in from two world-class They Ask, You Answer coaches, Chris Duprey and Chris Marr.


In this course you will learn:
  • What it means to have buy-in and a willingness to participate
  • Who needs to be aligned at your organization and why
  • Problems that will happen without buy-in
  • How to do ongoing team training and why it works
  • 5 other ways to make They Ask, You Answer stick at your organization
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Your Role as a They Ask, You Answer Videographer

Being a They Ask, You Answer videographer is not as simple as knowing how to film and edit content. You must understand They Ask, You Answer and know how to implement this unique approach into the video strategy. A They Ask, You Answer videographer is the bridge between the sales and marketing teams, knows how to give feedback, obsesses over metrics, and can clearly show the success of their content. A They Ask, You Answer videographer is a powerful addition to any team.

In this course you will learn:
  • The fundamental skills a They Ask, You Answer videographer must possess and continue to improve
  • The problems a videographer solves for a business doing They Ask, You Answer
  • How to own the video process for your organization from start to finish
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How to Turn Your Website Into Your Best Sales Tool

If educating potential buyers is your goal, then you must stop viewing your company website as a marketing tool and start seeing it as a sales tool. Buyers will never appreciate a beautiful site if they can’t find what they need. Your site needs to educate potential buyers to help your sales team close deals faster. Join Vin Gaeta, Managing Director at IMPACT, as he teaches about search engine optimization, UX-driven design, self-service tools, data and analytics, sales focus, website management, and all the key elements to making a website a lead generation machine.

In this course you will learn: 
  • The 10 core components of every great website
  • What it means to have a “great website”
  • How to leverage website data to increase your sales

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What a High Performing They Ask, You Answer Company Looks Like

They Ask, You Answer is a proven framework that has helped businesses all over the world. The coaches at IMPACT have provided support to teams implementing They Ask, You Answer at their organization, and businesses have seen exceptional results! What does success look like? Founder and CEO of IMPACT, Bob Ruffolo, will talk about the key areas that a business should focus on for success, including: 
  • The habits you have to create and maintain long-term at your organization
  • How to score yourself and see where you’re at right now
  • What high performing They Ask, You Answer businesses have in common

In this course, you will learn:
  1. What success looks like in each of the 10 core concepts of They Ask, You Answer
  2. Characteristics of the top people bringing They Ask, You Answer to life at their companies and how they’re maintaining their level of success
  3. Challenges businesses implementing They Ask, You Answer have faced and how they’ve overcome them 
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How to Identify Blog Content Topics that Will Impact Sales

Have you ever published an article that didn’t get many views? Your buyers need relevant information at the right time during the buyer's journey. Use the topic litmus test framework to discover what should be in an article.

In this lesson, you will learn:
  • What the topic litmus test is 
  • How to apply the framework
  • How to identify worthwhile topics
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How to Write “The Big 5”

For a content marketer, nothing is more frustrating than churning out content and seeing nothing come of it. Maybe it’s getting some likes on social media, maybe it’s pulling in some healthy traffic, but when it comes to leads and sales, if it’s leaving you high and dry, what’s the point? 

For most businesses, it takes a year or more for inbound marketing to start showing real results, but it doesn’t have to. Though inbound and content marketing are long-term plays that compound over time, there is content you can create that has been shown to drive sales immediately. We call these topics “The Big 5” and we have seen their power work with hundreds of clients and companies over the past decade. 

The Big 5 addresses the most urgent questions and concerns modern consumers have when making a purchase regardless of industry. They are the questions being searched online and, with the answers in hand, your sales team can tackle objections in their conversations head-on. 

In this course, IMPACT+ Content Trainer, Kevin Phillips, talks you through what comprises The Big 5, how to execute them for your organization, and examples of them done well. 

In this course, you will learn:
  • Why each of the Big 5 is critical to content marketing success
  • Specific nuances for writing each of the Big 5
  • Examples of high-performing Big 5 articles in action

This course is for anyone struggling to see bottom line results from their content marketing and ready to build trust with their buyers by answering their most burning questions honestly. 
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Blog Optimization for User Experience

You’re ready to publish a blog article. Great! Now what?
The next step is to optimize your blog for the users’ experience to help your content rank higher on search engines and reach your target audience. Kevin Phillips, the IMPACT+ Content Trainer, will teach you about the 80/20 rule, UX vs SEO, how to talk to your reader, adding visual appeal …and sure, ranking higher on Google too. 

In this lesson, you will learn…
  • Copywriting tips for engaging content
  • When, where, and how to talk about your brand’s offerings
  • How to add visual appeal to your content
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Getting the Most Out of Vidyard

Your video messaging is more powerful than you think!
Vidyard offers more than just an easy-to-use video platform. It also gives you powerful analytics that will empower your teams to excel. 

This course will explain how to get the most from the advanced features of Vidyard including how analytics can help your team be more successful, how to integrate Vidyard into your CRM and marketing automation platforms, how to use video view data for lead scoring, and so much more!

In this course, you will learn:
  • How to integrate Vidyard into your CRM and marketing automation platforms to prove your videos have a direct impact on deals 
  • Analytics that will help your marketing and sales teams make data-driven decisions
  • How to create different dashboard views with the Vidyard + HubSpot integration
  • Ways to use video view data for lead scoring 
  • How to prove your digital marketing ROI
  • How to build in-video CTA actions
  • Vidyard Video data custom attributes and how to use them
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Building a Scalable, Successful Agency

The Founder and CEO of IMPACT, Bob Ruffolo, will break down what every CEO and business leader needs to know when building a scalable, successful agency. This course gets vulnerable and honest as Bob discusses the journey that IMPACT has taken, what has worked, and what has been learned along the way. Join Bob Ruffolo, Shandi Drummond-Butt, and Brie Rangel as they discuss how to implement a business strategy, sales, how to grow the business from 2 to over 70 employees, finances, and more!
 
In this course, you will learn: 
  • How to implement a business strategy
  • About the IMPACT Certified Partner Program
  • How using the proven method They Ask, You Answer can increase sales
  • Valuable advice for business owners on how to grow a marketing agency
  • Business software and books every CEO should know
  • To scale your business from 2 to over 70 employees
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Technical SEO Basics for Inbound Marketing

Being an inbound marketer means you need to understand many concepts, including SEO. This starter lesson will help you learn the terms used such as HTML basics, meta descriptions, top navigation, breadcrumbs, H1, H2, and much more. 

Our knowledgeable Director of SEO, Kevin Church, has a passion for all things search engine optimization (and collectible Blu-ray DVDs) and will teach you everything you need to know to answer questions like
  • What is semantic HTML is and how does it play a role in getting your pages ranked?
  • What factors does Google consider when looking at a page? (Hint: it’s not just looking at the words!)
  • How does SEO go beyond the words on a page to the structure of your site?

In this lesson you will learn:
  • How to make it easy for Google to understand your site’s structure
  • The importance of mobile friendliness & responsive design 
  • HTML basics to get you started


Resources:


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How to Create Amazing Case Study Videos

Creating case study videos is an effective way to showcase the success your clients have when using your products or services. They provide proof that you can deliver on your promise while showing the benefits your business provides and allows your audience to build trust for your company.

Lights, camera,....wait, how do you know when you're ready to film? 

Creating case study videos is a great way to integrate multiple marketing strategies into one cohesive campaign, but it can be overwhelming to make happen successfully. There are many things to consider when creating case study videos, and having an industry expert guide you through the process will help set you up for success!

Alex Winter is the Creative Director & Video Manager at IMPACT who has over ten years of industry experience and will be your instructor for this incredibly valuable course. 

In this course, you will learn…
  • The importance of proper planning during the pre-production stage. 
  • Supporting the client throughout the production process. 
  • The importance of understanding The Selling 7 and They Ask, You Answer when creating case studies videos. 
  • The production stage including what a filming day could look like. 
  • Industry-proven director tips to make your filming day successful.
  • The post-production stage including transferring your footage and editing.

After completing this course, you will be ready to say “lights, camera, action”!
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The Visual Sale

Is video really important? Yes...yes, it is! You can’t ignore the need for all businesses to use video, especially as the world has rapidly changed to need video throughout business channels. 

The Visual Sale will show you how to create a successful sales and marketing culture within your organization to get dramatic results! Learn how to harness the power of video across all aspects of your business channels in a growing virtual world. 
  • Generate more leads
  • Boost engagement on social media
  • Improve the performance of your website

This goes beyond the marketing team and into your sales team having the resources needed to provide answers for prospective customers. Your business can use video to reach new customers, gain their trust, and answer their questions before you even get to know them. 

The Visual Sale is IMPACT’s video course based on the revolutionary book of the same name, written by Marcus Sheridan and Tyler Lessard.
In this course, you will learn cover to cover these lessons:
  • An overview of The Visual Sale
  • Welcome to the visual age
  • The art of video for sales
  • The evolution of buyer behavior
  • Using video marketing in the awareness stage
  • Using video marketing in the post-sale stage
  •  Creating a culture of video...in-house 
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Vidyard 101: Tool Basics, Tips, and Tricks

At IMPACT, we help you drive more sales from your inbound marketing by teaching you to execute a powerful framework, They Ask, You Answer. 
But, why is video so important for sales and marketing? It’s simple. Using video for sales can help you break through inboxes and can earn 3x more responses. It allows sellers to build relationships at a distance, explain topics simply, and help accelerate deal cycles. Some companies who have used Vidyard have even cut their deal cycles in half with video! 


Video is an incredibly powerful medium that makes it easier than ever to evoke emotion and forge human connections at scale. For organizations that sell primarily to other businesses, B2B video marketing has emerged as an incredibly effective tactic for reaching, educating, and nurturing potential customers. Use video to get more views on content, more attendees at webinars and virtual events, and to move accounts forward in the sales cycle. 

How to Use Marketing for Video:
  • Drive registration and attendance at webinars and virtual events with promo videos
  • Get more people to view content with a promo video
  • Show the value of your product to help close deals and encourage adoption
  • Create personalized videos for ABM
  • Increase open and CTR for emails by using video


You can benefit from using Vidyard with HubSpot to help supercharge your video for marketing and sales efforts. With the Vidyard for HubSpot integration, you can unlock capabilities to visibly showcase how video is helping move the business needle and drive key results; in HubSpot’s case, Vidyard helped their sales team achieve 4x booked meetings, 77% click-through rate on video, and a 94% retention rate for their top sales rep. Whether it’s through list building and segmentation, or workflow creation and lead scoring, Vidyard will showcase a broad view of data that’s necessary for you to see if your video efforts are valuable right inside of the HubSpot platform.


In this course, you will learn:
  • How to get started with your Vidyard account
  • Using Vidyard with Sales and what best practices you need to know
  • How to use Vidyard to supercharge your most important sales and marketing videos (The Selling 7)
  • Building client relationships
  • Setting up your branded Vidyard page
  • How to empower your sales team with the sales enablement videos they need with Vidyard
  • Understanding the power you have in using Vidyard with your marketing
  • How you can leverage Vidyard for your educational content videos
  • How to optimize the execution of your content strategy, start to finish, with Vidyard
  • The benefits from using Vidyard with HubSpot to help supercharge your marketing and sales efforts with video.
  • Other best practices, client stories, and words for the Vidyard and IMPACT Plus team!
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How to Optimize a Blog Post for SEO

You can’t just create blog articles and not do any SEO to target your audience. As a content manager, you feel lost, confused, and you might be thinking…

“I’m not an SEO person. How am I supposed to learn everything I need to optimize my content?”

“How do my articles get found by the right people?”

You ARE the right person. You CAN get your content to perform better by doing proven SEO steps to increase the quantity and quality of your traffic. 

By the end of this course, you will have a step-by-step guide to fully understanding and executing what it takes for written content to be found by the right audience, including:

  • Knowing the right keywords to target
  • Structuring and writing copy to make both humans and robots (search engines) happy
  • Creating URLs, tags, and other mildly technical stuff content folks never thought they’d have to touch
  • Using SEO to beat the competition


This course is essential for content managers and digital marketers who publish content and wants their content seen by search engines. It’s time to rank higher to reach your audience!
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Essential Business Blog Topics Beyond The Big 5

Content marketing is not only about writing great blog articles, but also about making sure you're answering the questions your audience is asking. Producing blog articles are essential to building your authority in your industry, help people make purchasing decisions, and develop trust with you. 

How much do things cost?
What are some of the problems associated with your solutions?
Who are some of your competitors?

In this lesson, taught by Senior Trainer (and Lord of the Rings superfan) Kevin Phillips, you’ll:

  • Review The Big 5 you learned from They Ask, You Answer and gain greater insights into the types of questions all buyers ask
  • Taking a closer look at the buyer’s journey
  • Help leadership feel at ease knowing that you, the content manager, will be able to provide content long-term

After this lesson, you will be able to immediately brainstorm over 100 blog topics to add to your content calendar.
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How to Implement a Live Chat Strategy

Your inbound business has read They Ask, You Answer, and now you want to level up your online marketing efforts by implementing live chat to your website. Being able to answer your website visitor questions in real-time is powerful! 
Whether you’re implementing live chat for the first time or looking to expand your live chat strategy, the course will guide you through how live chat strategy can help your website visitors at every step of their buyer’s journey. 

In this course, you will learn:
  • “Conversational Marketing” and embracing that in your business culture.
  • How to shift the organizational mindset to embrace live chat.
  • Discover how to create a live chat playbook to roll out your strategy.
  • 5 Rules for starting your first conversation and advanced techniques to improve the end-user experience. 
  • The importance of measuring and the key metrics to monitor with your live chat.
  • Learn about the advanced features that you can do and understand when you are ready to implement them. 
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Website Conversion Copywriting Secrets that Get Results (In Under 30 Minutes)

After a ton of internal collaboration, meetings, and research, you’ve nailed your messaging strategy. You also understand the broad strokes of what you need to write on your website pages to hook your ideal customers in and make them excited about buying from you. 

Still, something isn’t right. For some reason, your website is failing to close the deal by attracting and converting those perfect-fit prospects. 

Often, the culprit for this is your website copy. Instead of bringing those customers to you, the well-intentioned words you’ve chosen are letting you down by scaring off, confusing, or otherwise repelling the people you’re trying to reach.

If website copywriting for your company is stumping you, you’ve come to the right place. In this lesson, you will:

  • Establish a deep understanding of the role of your website and precisely what it is that your buyers are seeking from you.
  • Discover the four essential things every single one of your ideal-fit prospects is looking for from your website, no matter what it is that you do or sell.
  • Unlock seven simple, yet powerful website copywriting techniques that will empower you to deliver your well-researched messages and value propositions with greater clarity.
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Blog Article Publication Checklist

When is a business blog article ready to publish?

Whether you’re a content manager, a business owner, or the person in charge of creating content for your business’s website, you’ve most likely wrestled with this question several times before.

As if researching, interviewing, outlining, drafting, and revising content wasn’t challenging enough, knowing when a piece of content is ready to publish can be difficult to answer.

If only there was some sort of a checklist you could use to confirm your content was ready for the world.

If you’re queued up to watch this lesson, you’re in luck because that’s exactly what we’ll cover in this series of videos.

This lesson will break down three critical areas for you to review before hitting publish:

  1. You’ll learn how to review the copy of your article for SEO and user experience
  2. You’ll learn how to inspect your multimedia for best practices
  3. You’ll learn what technical SEO elements you’ll want to analyze

By the end of this course, you’ll have the tools (and confidence) you need to ensure your content is always ready for publishing. 

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Sales Reporting and Dashboards in HubSpot

You're using the HubSpot CRM and Sales Hub tools, but are you leveraging them to your fullest potential, so you can rely on the platform to help you maximize your revenue growth potential? If you're a sales manager or professional asking yourself this question, you're in the right place. 

In this lesson, you'll learn:

  • How to approach HubSpot reporting for sales 
  • The basics of HubSpot dashboards for sales
  • How to create your own dashboard as a sales rep
  • How to create your own dashboard as a sales manager

By the end of this short lesson, you'll feel 100% confident and comfortable navigating HubSpot's sales reporting tools, as well as how to use your dashboards to fuel real growth and help you close more deals faster.
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HubSpotter's Guide to Cleaning Up a Messy HubSpot Portal

HubSpot is one of the most powerful marketing, sales, and service automation platforms on the market today. And, if you're the owner of your company's HubSpot portal (no matter your role), you know its potential. You also likely know that, without regular maintenance, proper organization, and structure from the outset, your HubSpot portal can quickly devolve into a mess that does more harm than good.

"Every day I log into HubSpot, I have no idea what's going on in there and I don't know how to find anything. It's making it impossible to leverage HubSpot for contact segmentation, marketing and sales automation, and database management. On top of that, it's so disorganized, I'm not sure I can trust the reporting and analytics."

If this sounds like you, you're in the right place. 

In this course you'll learn:

  • The most common reasons why chaotic, messy HubSpot portals happen to good, well-meaning HubSpotter's
  • The step-by-step process you need to follow to clean out your old, unwanted contacts and how to clean up our data
  • Long-term strategies to keep your HubSpot portal data pristine, clean, and always reliable and up-to-date
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4 Content Guides to Convert Leads, Close Deals, and Delight Customers

Content managers, are you looking for ways to attract more visitors to your website, convert more leads, close more sales and turn more customers into brand evangelists? We thought you might be – in this course, we’re going to talk about four different types of guides you can create to help you achieve those very goals.
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Investing in Your Business Website's User Experience

Needing a website for your business is a given, but the same website from 2000 or even 2013 isn’t going to cut it. To succeed with inbound marketing and They Ask, You Answer, your business website needs a specific user experience and unique features you may not have considered before. 

Your business website can be your No. 1 salesperson, driving traffic, leads, and sales every single day of the year, after hours, without ever needing to take a day off. Unfortunately, too many businesses are missing out on this opportunity by investing in the wrong areas. 

We’ve built hundreds of websites over the years that have helped businesses get set up for success and, in this course, we share everything you need to know to do it yourself. By the end of this quick, 35-minute course, you'll have a clear understanding of:

  • The role your business website needs to play to see the results you're looking for
  • What makes your business website great to your ideal buyers 
  • The consequences of not investing in your business website's user experience
  • The 10 key areas of what we call the Website Mastery Scorecard
 
This course is ideally suited for business, marketing, and sales leaders who want to drive more growth through their business website.

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How to Hire a Content Manager

It’s not enough to simply say you’re doing content marketing. You need to commit to it. That means hiring a comma-wrangling storytelling boss of a content manager to own your content creation effort and make sure it not only gets done, but that it accomplishes your goals. 

In just one hour, Liz Moorehead, IMPACT's editor-in-chief, shares everything you need to know to find the powerhouse content manager who will truly own your strategy, tell your story, and start driving the traffic, leads, and sales results you’re looking for. You’ll learn the same expertise and proven playbook we’ve helped all of our clients implement to successfully find their dream content managers  — and Liz will make you laugh out loud while doing it.

This course teaches you:

  • What should be in your content manager job description
  • How to screen applicants so you only spend time with the best fits 
  • The questions you should ask in an interview and what to look for in answers
  • How to run a situational activity in the hiring process that shows which candidates can "walk the walk" and "talk the talk"
  • How to set your new content manager up for success before they walk in the door
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Elements of a Great They Ask, You Answer Website

In this course, you’ll learn how to transform your website into a true buying tool for your prospects and customers. By looking at the ways that digital consumers have changed, we’ll pull out some basic principles that you can apply to your website to make it perform better in search results, convert more visitors and sales, and ultimately get ever-closer to creating an online experience fit to be regarded as the WebMD of your industry.

This course is a great fit for leaders passionate about how they communicate online, sales and marketing managers and teams, and of course anyone who is responsible for making updates to any part of your website.

By the end, you’ll know how to look at any page of your website and find gaps and missed opportunities, how to gradually make improvements or redesign entire elements of the website, and ultimately ensure that any experience buyers have with you online transitions perfectly into actually doing business with you.

Before we get started, I want to clarify that this is not a course about visual web design or development. In fact, you might find after taking this course, that changing the visual layout of your site is the least of your concerns. Instead, we’re focusing exclusively on user experience as it relates to the information and functionality of your website.

If you’re down with that, let’s get started.
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19 Conversion and Content Offers that Generate Leads

Through SEO best practices and great content that answers your ideal buyers most pressing questions, you're driving traffic to your website. Yet even with all of that, your ideal buyers aren't converting on your website into qualified leads that can either be nurtured or worked by your sales team. 

What do you do? What can you offer besides the usual "contact us" page to transform your website visitors into the qualified leads that will drive measurable revenue growth for your company?

If these are the questions you're wrestling with, you've come to the right place! In this lesson, you'll walk away with a deep understanding of:

  • Why you need conversion and content offers on your website, no matter what it is that you do or sell at your company
  • From checklists to sales appointments, what are the best types of conversion and content offers for businesses
  • Specifically what conversion and content offers are most effective at various stages of the buyer's journey

By the end of this lesson, you'll have a ton of ideas for different types of conversion and content offers you can create for your company that will get the biggest results – based on your goals and the unique journey of your buyers – and you'll understand how to tie them to your pre-existing content on your website.
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Making the Most of a Virtual Event Sponsorship

Virtual sponsorships are a huge opportunity for your brand to get in front of a bigger audience AND to make a lasting impression on the virtual stage. Whatever your title might be, if you want to learn how to deliver maximum value as a sponsor for a virtual audience, then this is exactly where you need to be.

Discover why virtual event sponsorships are worth investing in, the types of virtual event sponsorships that are available, how to work effectively with event producers (from an event producer), and how to wow attendees and turn them into leads for your business.
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How to Track Digital Sales and Marketing Mastery Metrics with a HubSpot Dashboard

You're implementing They Ask, You Answer, and you're currently on your journey toward achieving true digital sales and marketing mastery at your company. But how do you leverage HubSpot to help you keep track of all the key performance metrics and data you need? 

In this lesson with IMPACT Director of HubSpot Training Carina Duffy, you'll discover how to build a powerful HubSpot reporting dashboard that gives you a full, real-time picture of your digital sales and marketing mastery progress, anytime and anywhere.
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How to Use HubSpot Sales Hub to Make Assignment Selling a Breeze

The sales technique of assignment selling – wherein you assign content as homework strategically throughout the sales process – is proven to close more deals fasters across all industries. But how can you leverage technology (like HubSpot Sales Hub) to make your assignment selling more efficient and effective? 

That's what this lesson is all about. In this lesson, you'll learn how to use HubSpot templates and snippets for assignment selling, as well as documents and analytics. 

Note: You’ll need at least Sales Starter to get the most out of templates, snippets, and documents for assignment selling, and you’ll need Sales Pro or above to use sales content analytics.
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Content and Cookies: Easy Content ROI Reporting in HubSpot (Without Revenue Attribution)

You're creating content at your company to drive measurable results – specifically, traffic, leads, and sales. But how do you prove to your bosses, sales, and the rest of your company that the content you're creating is making a difference? How do you showcase beyond the shadow of a doubt that your strategy is delivering ROI if you're using HubSpot?

In this lesson, you'll learn:

  1. How to prove your content makes money
  2. How to report on content ROI like Marcus Sheridan
  3. How to create custom ROI reports in HubSpot
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Creating Pillar Content Your Buyers and Search Engines Will Love

So you hired a content manager, and you’re churning out high-quality, long-form articles on the reg, but still not seeing that killer organic traffic you need. With one of the only constants in life being Google’s algorithm updates, this is an all too common challenge. 

As much as it pains us, the way we marketers used to “do SEO” no longer cuts it. How search engines map our content today is very different (and much more human) than it was when we all first started creating content marketing strategies or our companies and we need to cater to this. Enter topic clusters and pillar pages.

Organizing your content in a topic cluster and pillar page model will help:
  • Your website be more organized, structured, and easier for users to navigate
  • You spot new content priorities, opportunities, and gaps with ease
  • Search engines like Google map your content more efficiently
  • Your search rankings go up due to better visibility
 
But what is the topic cluster and pillar content model? How does it work and why? What do great pillar pages look like across different industries? How do you select your own topic cluster and pillar content topics? How do you develop an out-of-this-world, revenue-generating strategy for a pillar page? And how do you track the success of your topic clusters and pillar pages?

You'll find the answers to these questions (and much more) in this IMPACT+ Pro course with the mind behind IMPACT’s traffic and lead-generating pillar strategy, Liz Moorehead. 

This course is ideally suited for content managers and digital marketers who are tasked with developing and executing robust content strategies that drive results for their company.

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Assignment Prospecting

If you’re in sales, you know how challenging prospecting can be. You’re reaching out to ideal buyers who have never heard of you before, and (in a single communication) you need to get them to like you, trust you, and take action. Too often, however, your messages go unopened and unanswered.Until now, that is. 

In this new course, you’ll unlock the powerful tactics, strategies, and secrets to creating prospecting emails that are guaranteed to get higher open rates and leave your prospects genuinely excited to learn more from you.
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HubSpot Campaigns and Campaign Analytics

You're using HubSpot to drive the traffic, leads, and sales you need through landing pages, blog articles, email marketing, and much, much more. But do you know how they're performing? That's exactly what the HubSpot Campaigns tool is for, but so many business leaders and digital marketers don't realize how powerful it can be.

In this lesson we’ll break down what HubSpot Campaigns actually are – how they function, and what you can do with the HubSpot Campaigns Analytics tools
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How To Do HubSpot Lead Nurturing (That Isn't Terrible)

Nurturing your leads via email is absolutely critical to the success of your digital sales and marketing strategies – and HubSpot is a fantastic platform for lead nurturing automation. Unfortunately, many digital marketers just like you know you need to be running automated email lead nurturing campaigns.... but often the results are lackluster, at best, no matter what you do.

If that sounds like you. You're in the right place. In this lesson, we’ll break down why most email nurturing campaigns are so stinking bad, how to avoid those things and do email nurturing for your company that’s NOT so stinking bad (and maybe actually is effective). We'll also get into some tips and tricks for doing your email nurturing with HubSpot’s automation tools.
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Your Role as a Content Manager

Congratulations! You've been hired as a content manager to lead the charge of your company's content marketing efforts to drive traffic, leads, and (most of all) sales. Still, as a newcomer to your role, you likely have a few questions:

  1.  What does a content manager do?
  2.  What problems does a content manager solve?
  3.  How can I get the results needed to prove myself in my new role?
  4.  What should I be doing on a daily, weekly, and monthly basis?

If this sounds familiar, you have come to the right place. IMPACT Principal Content Marketing Trainer Kevin Phillips is here to empower you with the knowledge and tactical direction you need to feel comfortable in your new role. Also, you'll discover exactly how you fit in at your company as a key player in driving big results.

By the end of this course, you'll feel confident in your new role as content manager and will have a clear roadmap of how to establish yourself as a results-driving hero at your organization.
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Lead Scoring in HubSpot

Lead scoring is one of those HubSpot features that everyone loves to talk about... but is rarely ever used effectively or consistently. In this lesson, we'll dive into how to set up, validate, and actually use your scoring properties in HubSpot.
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Managing Your Reputation and Reviews in Today's Marketplace

In this course, you’ll learn how to actively manage your online reputation, while leveraging the power of online reviews to drive qualified leads into the sales process. A great reputation will attract new business, but a bad reputation will ensure that your potential leads have the wrong impression of you from the very start. 

This course is a great fit for marketing professionals or business owners who need to understand the fundamentals of an online reputation and how to harness the power of online reviews to attract new customers and drive revenue.

By the end of this course, you’ll have a full understanding of where your online reputation currently stands. You’ll be able to set up a repeatable process to drive new customer reviews to high-target external sites (such as Google My Business, Facebook, Angie’s List, or Home Advisor). And finally, you’ll learn how to properly address negative public feedback so that you can win back trust. 
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Mastering On-Camera Performance

If you shudder at the thought of speaking on camera, you’re definitely not the only one. Whether it’s worrying about how your hair or makeup looks or your tone of voice, it’s common to feel self-conscious when the camera starts rolling — but you can overcome it! 

IMPACT They Ask, You Answer Coach and Inbound and Video Workshop Trainer Zachary Basner firmly believes that anyone can be good on-camera with practice and the right guidance, so he’s here to walk you through all of it. 

In this course, Zach helps you uncover the skills and techniques to master your performance on-camera, whether it’s for a Zoom meeting, a 1:1 sales video, a YouTube tutorial, or full-scale production. This includes: 
  • How to overcome self-doubt and fear 
  • On-camera tips to bring out your best performance
  • How to look your best on camera with effective facial expressions and gestures
  • How to sound your best on camera with the right tone, pacing, etc.
  • Knowing when to use a script

These are all things Zach learned first-hand from public speaking and countless teachers and mentors he’s had. So, if you’re ready to stop being intimidated by the camera and learn how to become a master communicator, let’s jump right into it.

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Fundamentals of Social Media Marketing

Facebook, Instagram, Twitter, LinkedIn, TikTok — the list of social media networks is ever-growing and their prevalence in our society and everyday lives is undeniable, but how do you really use them for business successfully? How can your business and brand use them toactually drive real awareness and engagement? 

IMPACT’s director of membership & events, Stephanie Baiocchi, is here to show you the way!

By understanding the fundamentals of social media for business, you’ll be able to drive traffic, leads, and revenue to your business, foster engagement with your content, and create a positive representation of your brand online. If you neglect it or simply put it on auto-pilot, however, you could be actively turning leads away. 

In this just over one-hour-long course, you’ll learn:

  • How to choose the right social platforms for your business
  • When and how often to post on those platforms
  • Basic best practices for different social media channels
  • B2B vs. B2C practices on social media
  • How to run social media contests successfully and legally online
  • When and how to hire a social media manager
  • How to monitor and measure the success of your social media strategy

This course is a great fit for anyone who doesn’t feel very comfortable on social media or has used it for personal use but wants to understand how to best use social for business.

By the end of it, you will be well-prepared to tackle social media for your business head-on and see long-term success!


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Inbounder’s Guide to Email Marketing

You might be surprised by this fact, but email marketing has been around since before the introduction of the internet. Yeah, in fact, the very first marketing email was sent in 1978 by none other than Gary “The Father of Spam” Thuerk, Marketing Manager of Digital Equipment Corp. Gary used email via Arpanet (basically the forerunner to the internet) to promote their new DEC machines to 400 recipients. The email blast resulted in $13 million in sales. And email marketing has been a critical tool in every marketer’s tool bag ever since.

But just like with any medium of marketing, there will be marketers who exploit it and abuse it. Those who care more about open rates and click-through rates than they do about the actual people receiving their emails. And when they do this, they make the rest of us look bad.

Ultimately, the purpose of this course is to teach you how to use email marketing appropriately and responsibly so that you’re only sending emails to people who want your emails, who sign up to receive them. 

This course is a great fit for beginners just getting started and intermediate marketers tired of sending emails that don’t get opened, don’t get clicked on, or get recipients to unsubscribe or mark them as spam.

Here you’ll learn the inbound approach to email marketing. We’ll cover what email marketing is, how to keep it inboundy, benefits of email marketing, how to grow your email contact database, and the different types of emails you can send to recipients (that they actually want to open).

By the end of this course, you’ll be an inbound email marketing padawan. Not quite a Jedi master (that’s for a later course), but well on your way to saving the universe from awful emails nobody ever wants to open or read.
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Getting Started with B2B LinkedIn Advertising

As a B2B marketer, you know how valuable a strong brand presence is on all social media channels. You constantly engage, comment, post, share - all the things every blog or article has told you to do to make it on social.

But these platforms have a secret - they want to make money.

Okay, maybe it’s not a secret. But it’s true. And because they’ve spent billions of dollars developing complex AI and algorithms to provide users the best experience possible, they want to be reimbursed. I don’t blame them.

This is why channels such as Facebook and LinkedIn make getting your brand’s posts and content to be seen organically within their user’s feeds almost impossible and why they want you to have to pay for that kind of invaluable exposure.

Maybe you are no stranger to the paid media advertising game - you’ve developed strategies around Google search and maybe even Facebook. But there is one platform that tends to scare people when it comes time to whip out that credit card. And that’s LinkedIn.

That’s where this course comes in. 

Upon completion of the Introduction to LinkedIn Advertising course, you’ll learn just how powerful LinkedIn ads can be for your B2B brand, how to make the most of your budget within the platform, and what to look for when managing these campaigns.

You’ll also learn how to best use LinkedIn’s most valuable feature - Audience Targeting. Say hello to the most popular ABM strategy tool you’ve probably never even thought of.

This course is a great fit for digital marketers who are ready to invest in social advertising in a way that is guaranteed to drive the most qualified B2B traffic to your site and explore a brand new profit center.
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Inbounder's Guide to Google Suite Tools

In this course, you’ll learn how to effectively utilize Google Suite tools as you continue to master They Ask, You Answer and Inbound Marketing.

Google offers a range of free tools businesses can use to learn more about how search engines and real buyers view and use their websites and assets. 

This course does not teach you how to set these tools up, troubleshoot problems, or certify you in their use. Tutorials such as those can easily be found at support.google.com.

Here you’ll learn:
  • How to use Google Search Console 
  • How to use Google Analytics

By the end of this course, you’ll have a fuller understanding of how to use Google’s suite of tools to measure and improve your They Ask, You Answer, and Inbound Marketing efforts.

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How to Optimize Your Google My Business Listing

How important is it to you that your business shows up on Google for relevant search queries?

Extremely important, right? That question is a no-brainer.

And to make it happen, you dedicate a lot of your time optimizing your website’s SEO, improving your social media and email campaigns, and even paying for Google Ads to appear at the tippy-top of search results.

But there’s a tool, a FREE tool, that can help prospects find your business more frequently in Google Search and Google Maps (especially if you’re a local business).

Many organizations are familiar with Google My Business. They know they have to create an account, enter their physical address, and maybe upload their logo. And by doing so, prospects wanting to visit their location can get there using Google Maps.

But that is not all this tool is useful for. Far from it. Google is continuously rolling out new tools and features with Google My Business making it an extremely valuable tool in any business’s marketing arsenal.

In fact, by optimizing your Google My Business listing, you’ll increase your visibility in search, give prospects a better shopping experience, and drive more traffic to your website and social channels in addition to your front door.

And that’s what this course is all about.

In this course, you’ll learn:
  • What Google My Business is
  • Why Google My Business is important
  • How to optimize your listing
  • How to review and add images
  • How to audit and respond to reviews
  • How to create google posts
  • How to add videos
  • How to measure success using insights

By the end of this course, you’ll know how to optimize and maintain your Google My Business listing to appear more frequently in relevant search queries, provide amazing experiences for your visitors, and turn more prospects into customers.

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Creating Memorable, Money-Making Content for Beginners

You know you need to create persuasive, engaging, powerful content your audiences will adore, but frankly, for many, that process — well, sucks. It’s painful trying to get information out of your team, and it takes time to write, edit, and publish. On top of that, so much of the content doesn’t show any return in traffic, leads, or sales. 

What’s a marketer to do to make creating memorable, money-making content easier?

Believe it or not, creating great content can be broken down into surprisingly easy (and repeatable) writing formulas, techniques, and processes that anyone can put into action — and that’s what this lesson is focused on. 

By the end of it, IMPACT’s Liz Moorehead will help you master:

  • The simple processes you need to produce the highest quality content possible every single time. 
  • How to make sure you’re answering your ideal buyer’s questions through your content.
  • How to craft insanely memorable blog introductions that hook your audience.
  • How to craft conclusions that excite your ideal buyers and make them ready to take immediate action. 
  • Why adding personality into your content is mission-critical to your success as a content creator today.
  • The dos and don'ts of adding personality to content.
  • The best tools to help you optimize your content and production.
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Marketing Automation Mastery (with HubSpot Workflows)

In this course, you’ll learn how to master marketing automation tools in HubSpot in order to improve contact communication, nurturing, internal processes, and more for your marketing team.

This course is a great fit for any marketing professional who uses (or is starting to use) HubSpot and is looking to leverage the platform to both improve their overall buyer’s experience and save their team time and effort.

By the end, you’ll have a full understanding of how you can utilize HubSpot’s workflows tool to make your marketing process more seamless.
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Scaling Up Your Digital Sales and Marketing

Your inbound marketing and sales efforts have been delivering awesome results, but are they really set up to take your business to the next level?

It’s a common misconception that inbound marketing is only suited for small businesses.  Inbound efforts are effective and affordable for small to medium-sized businesses, but that doesn’t mean they can’t be as valuable as an organization grows as well. 

In this course, IMPACT’s Chief Learning Officer Chris Duprey shares what it takes to scale up your digital sales and marketing into an indispensable asset that will actually grow with the company. You’ll learn:

  • Key areas that you should invest in next (i.e., video, communication training, etc.)
  • What to do after you’re successfully producing content
  • How to start sharing industry thought leadership
  • How to start exploring paid media
  • How to start building a brand community

This course is a great fit for seasoned IMPACT+ Pro members who identify as business owners, senior leaders, and leadership and are on the verge of stage 4 or beyond.

By the end of this course, you’ll know what it takes to turn your digital sales and marketing from good to great, an actual asset that continues to provide opportunities for you, your team, and your community.

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The Visual Sale for Sales Professionals

In this course, you’ll learn how a highly-effective sales professional (and sales team) can unlock the power of video and visual communication. By understanding and applying the philosophies of “The Visual Sale”, you’ll see dramatic improvements in buyer engagement, shorten the sales cycle, and build more trust with your prospects and customers.

This course is a great fit for any sales professional whether you’re beginning your journey with virtual sales or are looking for new ways to continue adapting to today's changing buyer. 

By the end, you’ll have a full understanding of why video is important for all sales teams, where to focus your time and energy, and an introduction to the strategies used by some of the best “video-first” sales teams around the world.

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Investing in Incredible Digital Sales and Marketing Results

If you look at the most successful inbound case studies, the companies who have experienced the most significant sales and revenue growth with inbound, there is one common theme amongst them: They weren’t reliant on an agency or outsourced vendor to dictate what they did. Instead, they owned it. They made the investments, and because of that, revolutionized their businesses and in many cases, their industries.

In this course, you’ll learn what it means to take ownership of your digital sales and marketing, how you can do it, and the long term value it provides.

This course is a great fit for business owners, senior leaders, and leadership team members.

By the end of this course, you’ll know what it takes to transition from a position of reliance on others to a position of ownership for your digital sales and marketing.

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Crafting "Selling 7" Videos that Convert

So you’ve bought the camera and lighting equipment, you’ve created the YouTube channel, and you’ve convinced your team to get ready for their close-ups — but you’re still not seeing traffic, leads, or sales from your video investment. You’re not alone. 

Many marketers and businesses struggle to see real results from their video marketing for one big reason: They’re focused on creating the wrong content. 

They need to be creating what we call The Selling 7, or the seven videos that will have the biggest impact on your business’ website conversions and sales.  

From video ideation and prioritization to publishing and hosting best practices, this course from They Ask, You Answer Coach Will Schulz will teach you how to master your own Selling 7 video strategy, top to bottom. You will learn:

  • What videos are included in The Selling 7
  • The most common mistakes made when producing Selling 7 videos
  • How to create a framework for producing Selling 7 videos
  • How to make effective, high quality Selling 7 videos

This course is a great fit for videographers and content marketing managers who are already familiar with video marketing and the concept of The Selling 7 and are ready to start planning the production of their own videos. For anyone in sales or service who will be participating in these types of videos, this is critical information as well.

By the end, you will have a shared understanding of the purpose of The Selling 7. You will also know how to execute each video’s pre-production in a way that avoids common mistakes. Finally, you’ll know how to go about scheduling the shoots and hosting the content to track the viewer analytics behind your website videos.
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Virtual Sales Appointment Strategies that Close Deals Faster

In this course, we’ll examine today’s virtual marketplace, its effect on the sales process, and how to master virtual sales appointments that take less time and move more buyers to action.

This course is a great fit for any sales or service team that is either beginning the transition to virtual appointments or is experiencing a much longer sales cycle and lackluster results since making this shift.

By the end, you’ll know how to set up the appointments, how to leverage tools to help conduct meetings, how to ease your prospects’ concerns, and how to ensure you are not losing valuable sales opportunities when moving to a virtual environment.
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Self-Selection and the Touchless Buying Experience

Is your website forcing visitors to fill out a form to get a quote? Does it make them have to talk to someone before making a purchase?

Fact: Modern buyers don’t want to be sold to. They want to take ownership of their buying decision and know they’re making the best choice for themselves. Why do you think so many hide behind their computer screens rather than browsing (or braving) the aisles of their local stores? 

Self-selection tools (think product match quizzes) transform your website experience to help buyers sell themselves. They help personalize a buyer’s experience on your website, making it not only easier but more enjoyable for them to make a purchase without needing to talk to someone on your team. 

In this course, taught by IMPACT’s Chief Learning Officer Chris Duprey, you’ll learn everything you need to create this experience on your website, including:

  • What exactly a self-selection tool is
  • The different types of self-selection tools
  • How self-selection tools can help shorten the sales cycle and improve website conversion rates by guiding buyers to their best options
  • How to go about building your own self-selection tool
 
This course is a must-see for anyone in marketing, but especially those in sales, marketing, design, and user experience.
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How to Role Play Virtual Selling With Your Team

In this course, you’ll learn the importance of role-playing and how to execute effective role-play scenarios that actually help grow the confidence of your team, help them master the right communication techniques in a private environment (rather than in front of buyers), and ultimately improve your sales process and customer experience.

This course is a great fit for sales reps, sales leaders, and leadership, as it addresses a key skill that leaders and sales reps need to understand.

By the end of this course, you’ll be able to prepare for, conduct, and follow-up on a successful sales role-play.
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Fundamentals of Highly Effective Sales Communication

It is critical to establish trust during your sales calls but what does that look like?  IMPACT’s Chris Duprey will explain what effective communication is, how to gain commitment to the next steps in the sales process, and how to use content, video, and social media as a tool to educate your buyer along the way. Then, IMPACT’s Chris Marr will teach you how significant it is to remove weak language to ensure you maintain your customer's confidence and trust. 

In this course you will learn:
  • What effective communication really looks and sounds like for both the buyer and seller
  • How to establish trust with buyers before you ever talk to them
  • How to remove weak language and establish authority
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Digital Communication Techniques for 1:1 Sales

Email marketing isn’t dead — it’s just much harder to make an impression these days,  especially if you’re trying to sell something! 

Are you looking to boost the open and response rates to your sales emails?

In this course, Myriah Anderson dives into the fundamentals of crafting engaging emails that we use to successfully help move prospects along in the buying journey more quickly and with more confidence.

You will learn:
  • How to write irresistible subject lines
  • How to craft engaging personalized, 1:1 email copy
  • How to use your email signature as a sales tool
  • What content to include in every sales email
  • How to move recipients to action in your email

This course is a great fit for sales professionals and sales leaders who want to increase their team’s effectiveness with email communication and video in the sales process.

By the end of this course, you’ll be confident in how to create clickable subject lines, engaging email copy that includes 1:1 video, calls-to-action, interactive signatures, and the types of content that will help you move deals along faster. 
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Getting Started With Sales Technology

Many of us have been there before: Everyone is excited about what’s possible and the promise of inbound marketing. You start creating content, sending emails, creating offers, optimizing your website — but then, as the weeks and months roll by, the questions start, and doubt creeps in… 
“I don’t know how to clearly prove the ROI of our inbound marketing.”

“We know our content is driving traffic, but we don’t know if it’s impacting revenue.”

“Our leadership and sales teams don’t see the value of the content we’re producing.”

It doesn’t have to be like this. 

In this course, Carina Duffy will teach you how we’ve seen sales organizations at hundreds of companies utilize CRMs and other sales technology to sell better and track performance. You’ll learn:

  • What a CRM is and what it should be doing for your team
  • How to be more efficient and productive using sales technology
  • How to improve your sales enablement using sales technology
  • How to optimize your sales process using sales technology
  • How to choose the right CRM for you
  • How to get started with sales technology

This course is a great fit for both sales managers and sales reps who either have not adopted a CRM platform or are in the process of vetting platforms and who want to improve their sales processes and performance.

By the end, you’ll know exactly what a CRM and other sales technology can and should do for you and your team, and have the knowledge to get started vetting and adopting these tools confidently!

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Video Selling Strategy

How do you sell in a video-first, virtual workplace? Learn how to use video in every stage of the sales process to improve engagement and increase revenue.
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Fundamentals of ROI Reporting in HubSpot

You’re publishing great content and beautiful videos. People can’t say enough good things about the work you’re doing. That’s awesome — but is any of it actually working? Inbound marketing isn’t easy. To make it worth the time and effort, especially to skeptical decision-makers, it needs to show return. IMPACT’s Carina Duffy is here to show you the way!

In this course, IMPACT’s resident HubSpot nerd dives into how your organization can use HubSpot to prove the ROI of its inbound marketing efforts. By the end, you will fully understand:

  • The different ways to define return on investment (ROI) at your organization
  • The tools HubSpot has to track your ROI (even if you’re not using HubSpot Sales) and how to use them
  • How to manage your data properly in HubSpot
  • How to create effective ROI reports in HubSpot

Chock-full of insights we’ve previously only shared with our clients, this course is a great fit for any marketing and sales professionals looking to show the fruits of their labor to their decision-makers and organization in a reliable, easy-to-understand way. 

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Fundamentals of Creating Sales & Marketing Videos

Get expert insights on laying the foundation for high-quality video content that drives revenue including how to crush it on-camera and other production secrets.
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