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Dramatically increase trust. Explode traffic, leads, and sales. They Ask, You Answer is the most proven sales and marketing framework in the world for achieving online dominance in any space.
“Why are we not doing this?” This was likely the thought that kept coming to mind when you read They Ask, You Answer or heard Marcus Sheridan speak. Simply put: it just makes sense.
But now, of course, you’re asking yourself the next logical questions: What comes next? How do we get started? Do we need help, or can we do this alone? All good questions. Let’s take an honest look.
At IMPACT, we’ve seen exactly what does and does not work. We know the patterns of the most successful TAYA organizations versus the ones that can’t seem to get out of their own way.
This is exactly why we developed our wildly successful They Ask, You Answer Mastery program.
Simply put, we don’t want you to fail.
In the program, a seasoned They Ask, You Answer coach and expert trainers will guide you to:
Develop the perfect TAYA strategy for your unique business
Build and train your marketing team to act as an “in-house agency”
Create world-class content (text, audio, video) that generates massive results
Leverage the latest AI to become more efficient and productive while staying ahead of the competition
Align sales and marketing (eliminating the silos that hold so many organizations back)
Master the tools for success (like the HubSpot sales & marketing suite)
All this will be done while avoiding common mistakes and holding you accountable for executing high-quality work to reach your goals.
As you’re likely aware, many businesses around the world have reached the top of their industry because of They Ask, You Answer, making them literal household names within their space.
If you work with our team at IMPACT, this is the level of success we expect. It’s our job to help you formulate a specific plan of action while dramatically lessening the learning curve. It’s your job to follow the plan. Done right, it’s an incredibly powerful system.
Service or product-based, B2B or B2C, local, national, or international, we have helped companies of all shapes, sizes, and industries worldwide. Simply put, if you’re in the business of “TRUST,” then TAYA — done properly — will work for you.
When your business graduates from They Ask, You Answer Mastery, you’ll have all the skills, experience, and competencies in-house to attract great customers and grow your business, eliminating the need to rely on an outside marketing agency ever again. Here’s what you can expect:
Once you learn the skills to openly and honestly address your customers’ questions and concerns, you’ll be able to position your company as the most trusted and authoritative source within your industry, thus increasing the amount of generated traffic and leads.
Through implementing They Ask, You Answer, your company will not only demonstrate your expertise, but you’ll also build a sense of credibility and reliability amongst your potential buyers. You’ll be able to establish yourself as the go-to resource in your industry, fostering a deeper connection and creating a reputation for being customer-centric.
Too often, businesses are trapped in a never-ending cycle of dependency, paying an agency or third party to complete marketing tasks they could do themselves. When you invest in TAYA Mastery, you control your sales and marketing destiny, no longer depending on an outside source to get you the results you expect.
The leads you generate will come to you more informed than ever. Because you’re providing them with content that answers all their questions and concerns, your salespeople won’t have to spend time doing this during the sales process. What’s more, your sales team will also be able to have more effective sales conversations, focusing on the prospect’s needs and issues. All of this results in less time spent on educating, and more time spent on qualifying and moving the opportunity forward.
Of course, the skills you learn will help you close more deals and generate more business, but it doesn’t stop there. You’ll also be able to apply your customer-centric approach to focusing on your current customers, making them happier, more satisfied, and willing to become evangelists for your brand.
The key to creating content that stands out from your competitors, truly captures the soul of your business, and gets results is “insourcing” your content production with an in-house content manager. By doing this, you’ll find the sky’s the limit in your ability to achieve your most aggressive traffic, leads, and sales goals with inbound marketing.
With Mastery, you’ll be equipped with the guidance and resources to realize all the benefits and promises of They Ask, You Answer as fast as possible. Trained under Marcus Sheridan himself, our coaches leave no stone unturned.
Senior leaders at your organization will receive personal coaching to master everything they need to establish a team and culture where They Ask, You Answer can thrive. This includes role-playing conversations, understanding and tracking metrics, and enabling cross-department communication.
How can you drive your team to their highest potential? In They Ask, You Answer Mastery, leaders will learn how to hire as well as evaluate and improve team performance, deliver feedback and facilitate practice, as well as foster alignment.
They Ask, You Answer success means new culture, processes, habits, and commitments, and our coaches will hold you and your team to them. With regular role play, training, and feedback, we will keep you on track and consistently moving toward your goals.
In today's digital landscape, customers are bombarded with countless marketing messages, making it increasingly difficult for your business to stand out. They Ask, You Answer Mastery will dive deep into all of the framework’s principles, as well as fundamental elements of inbound marketing and sales to break free from the crowd.
Build your content marketing competency in-house, and learn how to use The Big 5 approach to create content that attracts potential customers, empowers your sales team, and generates revenue. Our program teaches you essential skills such as conducting effective keyword research, optimizing your website copy, and creating a long-term content strategy. When your company is willing to address The Big 5, and it’s done the right way, you won’t be waiting a year or more to see results. Businesses willing to address these questions see an immediate rise in qualified traffic, a steady stream of qualified leads, and a dramatic increase in sales, in less time.
The program covers video strategy and on-camera performance to help your team produce high-quality marketing and sales videos that engage your audience and drive revenue. We call these videos The Selling 7. When your company commits fully to creating The Selling 7, it won’t be long before you see dramatically increased website traffic and engagement with your content, accelerated conversions of qualified leads, and an empowered sales team that can close deals faster with more educated prospects.
The program also includes training for your sales team on assignment selling, 1-1 video, and virtual selling best practices. This comprehensive program will transform your salespeople into master communicators, resulting in increased confidence, trust, and faster deal closures, while also empowering your sales leaders to drive dramatic improvements in your organization.
The program includes HubSpot training to help your sales & marketing teams master the platform and use it effectively to grow your business. Once you understand how to harness the power of HubSpot in-house, you can expect benefits and outcomes such as long-term cost savings, self-sufficiency, adoption of the tool across all departments, better communication and collaboration, better data to make better-informed decisions, and ultimately, a healthier business.
We believe that StoryBrand and They Ask, You Answer are the perfect complementary frameworks when it comes to mastering sales and marketing within an organization. As a certified StoryBrand trainer, we’ll help you craft your website copy so as to make your customer the “hero” while you act as the perfect “guide,” resulting in a more effective way of helping your potential customers understand that what you offer can help them overcome a particular pain or challenge they’re experiencing and see a positive change.
At IMPACT, instead of having you talk to a commissioned salesperson (who may or may not have your best interest at heart), we immediately have you speak with one of our certified TAYA coaches. This way, you can quickly get a sense as to whether or not this is the type of person you’d like to work with to grow your business. At the same time, it allows the coach to see if you’re a good fit for TAYA and IMPACT, and that you’re ready to do what it takes to become the most trusted voice in your space.
**Please note, about 50% of the potential customers we talk to on this call are NOT a good fit for our services, and we will be very honest with you during this period if we feel this is the case. Our coaches have been instructed if there is any doubt the client will be a world-class case study, then we should not move forward together.**
If both parties agree there is a clear fit after expectations have been set, your TAYA mastery engagement will then begin. It will start with your coach working with your leadership team to evaluate the current state of your organization, establish coaching and training schedules, and get you looped into all the tools (we provide) needed to be successful (IMPACT+).
Depending on your specific needs, we will help you hire and onboard essential team members like a content manager and videographer. Once these positions are filled, individual training sessions begin focusing on content, video, HubSpot, and sales training as needed, before transitioning to group training. Leadership will also meet for bi-weekly coaching calls focused on accountability, checking on priorities, strategy, and organizational topics.
We use a mix of virtual, in-person, independent, and collaborative mediums to coach and train your team. This includes:
Virtual Coaching & Training
We deliver most coaching and training virtually in hour-long bi-weekly sessions, with in-person options as needed. This is where we role-play scenarios, teach fundamental communication principles that will help them position your team as trusted advisors, and discuss opportunities to improve from reviewing sales calls.
Group Training
This is where knowledge becomes application. Once you’ve mastered the skills in 1-1 training, members of your team will join groups with 3-4 individuals in similar roles at other organizations to discuss projects, troubleshoot issues, and give and receive feedback.
Leadership Coaching Sessions
Your leadership coaching sessions will involve detailed strategic work with your IMPACT coach. You can expect to review progress on quarterly priorities, initiatives, and learning objectives. This will also be a time to address impediments and decisions your company has made.
Subject Matter Expert (SME) Training Sessions
These highly tactical training sessions will help your internal team develop mastery of core skills related to all aspects of digital sales and marketing. Your SME coaches will review your team’s progress and task completion, and assign lessons to ensure further skill development.
Quarterly Planning Sessions
Your quarterly planning sessions will utilize both scorecard and priority review to help you plan for achieving your upcoming goals. You will also brainstorm priorities as you develop your quarterly plan.
Workshops
Virtually, or in-person when needed, we offer hands-on, immersive training that is tailored to the specific needs and challenges of each client.
Online Learning
Our training programs are supported by online learning modules, tools, and assessments that reinforce key concepts.
Customized Engagement
We work closely with our clients to develop a customized engagement plan that meets their unique needs and budget.
In your journey with us, you'll work with a coach who is fully versed in the challenges you confront daily. Just like you and your team, they too are responsible for creating content, closing deals, and managing their own book of business; they don't merely instruct, but they also 'walk the walk.'
Most importantly, all IMPACT coaches are proficiently trained in They Ask, You Answer, as well as the art of coaching professionals. They know exactly how to press the right levers to help you and your team unlock and unleash your utmost potential.
(< $2.5m in revenue)
($2.5m to $50m in revenue)
(> $50m in revenue)
Free Initial Coaching Sessions: At IMPACT, we believe in starting strong, which is why we offer a few free coaching sessions. This allows you to become comfortable with your coach, and it gives us a chance to understand your business's unique needs. We'll delve into your sales and marketing challenges and map out your current standing and future goals, providing valuable, actionable advice you can implement right away.
Tailored Coaching & Training Programs: After gaining a clear understanding of your business, we'll work on creating a coaching and training program custom-designed for your needs. The typical cost range for most small businesses is between $2,000 and $10,000 per month (with a one-month setup fee), though it can sometimes be less and sometimes it could be more.
At IMPACT, we’re committed to offering world-class sales and marketing coaching to businesses of all sizes. We know that small businesses often operate with leaner teams and quicker decision-making processes, and our coaching and training programs are designed to accommodate this agility. Even though our approach with smaller businesses might differ from larger ones, we believe in the potential of all businesses to achieve greatness with the right guidance and support.
Price Determining Factors: You might ask, "Why the range?" Well, two primary factors influence the final pricing:
Additional Considerations: To achieve optimum sales and marketing results with the "They Ask, You Answer" framework, you need to have the right personnel, software, and/or equipment. These are crucial factors to consider when setting your budget.
IMPACT+ Included in Your Program: Every program includes an IMPACT+ for Business subscription in the initial setup fee. This provides access to our online community, a variety of enriching courses, progress scorecards, and passes to in-person events such as the "They Ask, You Answer" Summit and IMPACT Live.
In the initial sessions, we'll discuss your budget and work together to create a program that both fits your financial capabilities and drives you toward your goals. Let's get started on this journey towards success!
Free Initial Coaching Sessions: At IMPACT, we believe in starting strong, which is why we offer a few free coaching sessions. This allows you to become comfortable with your coach, and it gives us a chance to understand your business's unique needs. We'll delve into your sales and marketing challenges and map out your current standing and future goals, providing valuable, actionable advice you can implement right away.
Tailored Coaching & Training Programs: After gaining a clear understanding of your business, we'll work on creating a coaching and training program custom-designed for your needs. The typical cost range for most mid-sized businesses is between $10,000 and $15,000 per month (with a one-month setup fee), though it can sometimes be less and sometimes it could be more.
At IMPACT, we’re committed to offering world-class sales and marketing coaching to businesses of all sizes. We know that mid-sized businesses often operate differently than smaller or larger businesses, and our coaching and training programs are designed to accommodate this. Even though our approach with mid-sized businesses might differ from that of smaller or larger ones, we believe in the potential of all businesses to achieve greatness with the right guidance and support.
Price Determining Factors: You might ask, "Why the range?" Well, two primary factors influence the final pricing:
Additional Considerations: To achieve optimum sales and marketing results with the "They Ask, You Answer" framework, you need to have the right personnel, software, and/or equipment. These are crucial factors to consider when setting your budget.
IMPACT+ Included in Your Program: Every program includes an IMPACT+ for Business subscription in the initial setup fee. This provides access to our online community, a variety of enriching courses, progress scorecards, and passes to in-person events such as the "They Ask, You Answer" Summit and IMPACT Live.
In the initial sessions, we'll discuss your budget and work together to create a program that both fits your financial capabilities and drives you toward your goals. Let's get started on this journey towards success!
Free Initial Coaching Sessions: At IMPACT, we believe in starting strong, which is why we offer a few free coaching sessions. This allows you to become comfortable with your coach, and it gives us a chance to understand your business's unique needs. We'll delve into your sales and marketing challenges and map out your current standing and future goals, providing valuable, actionable advice you can implement right away.
Tailored Coaching & Training Programs: After gaining a clear understanding of your business, we'll work on creating a coaching and training program custom-designed for your needs. The typical cost range for most small businesses is between $15,000 and $25,000 per month (with a one-month setup fee), though it can sometimes be less and sometimes it could be more.
At IMPACT, we’re committed to offering world-class sales and marketing coaching to businesses of all sizes. We know that large businesses often require a broader scope and more in-depth training, and our coaching and training programs are designed to accommodate this. Even though our approach with larger businesses might differ from smaller ones, we believe in the potential of all businesses to achieve greatness with the right guidance and support.
Price Determining Factors: You might ask, "Why the range?" Well, two primary factors influence the final pricing:
Additional Considerations: To achieve optimum sales and marketing results with the "They Ask, You Answer" framework, you need to have the right personnel, software, and/or equipment. These are crucial factors to consider when setting your budget.
IMPACT+ Included in Your Program: Every program includes an IMPACT+ for Business subscription in the initial setup fee. This provides access to our online community, a variety of enriching courses, progress scorecards, and passes to in-person events such as the "They Ask, You Answer" Summit and IMPACT Live.
In the initial sessions, we'll discuss your budget and work together to create a program that both fits your financial capabilities and drives you toward your goals. Let's get started on this journey towards success!
“Initially, we saw an increase of about 3 points in our close rate, and an increase of about $3,000 in our average sale size.”
“That's where we attribute some of the ROI back to the program that we've been through and the implementation of it. I can truly say we've increased our revenue by probably 10-15% just by taking up this program.”
“We have seen our traffic almost triple at this point. It's a sales initiative with marketing behind it. It's a business philosophy, and it really does touch all sides of your business.”
Why?
Truth is, some businesses don’t like feedback. They don’t want to work with a coach. And they don’t want very honest assessments of performance.
Others thrive in that type of environment.
They want honesty, transparency, and accountability. They want a framework to follow. They want to be pushed outside of their comfort zone.
If you feel like you’re the former and not the latter, then it’s very important to note we will not be a good working fit, and that’s okay.
In terms of specific challenges, our program may be a good fit for you if you’re facing any of the following:
Ultimately, our best and most successful clients are life-long learners. They aren’t satisfied with the status quo. Rather, they’re looking to push the envelope, personally and professionally.
This is also why many of our best clients have already worked with some type of coach or business group (like Vistage, EOS, ActionCoach, YPO, etc.) in the past.
Leadership Expectations
Finally, it’s critical to note our best clients have the most aware and engaged CEOs. Although we don’t expect your CEO to be at every meeting, we do expect them to attend our quarterly planning sessions. They should be aware, engaged, and invested in the entire TAYA initiative. If you are unable to make this commitment, then we won’t be a good long-term partner and fit.
Results & Success Stories
Southwest Exteriors is a home services company focused on windows and siding.
Challenge
Southwest Exteriors exists in a highly competitive market, going up against national brands and cost-cutting local outfits. But despite the competition in the home improvement industry, no one seemed to be putting buyers first. The hard-sell approach created a trust deficit that kept buyers on edge.
Solution
The folks at Southwest partnered with IMPACT to go against the grain. They embraced They Ask, You Answer, committing to answering buyer questions and repairing the trust the industry had broken. IMPACT offered the guidance to help Southwest become the most trusted voice in their industry.
Result
With IMPACT and They Ask, You Answer, Southwest had a proven framework that they knew would bring results, even in a crowded field. At first, it was a modest improvement in close rates. Then it was a steady increase in website traffic (from 3,500 organic visitors per month to over 35,000). But biggest of all was the increased trust in the marketplace. Customers reached out after consuming Southwest’s content, with the foundation of a trusting relationship already established.
MoveMobility sells wheelchair vans and accessibility equipment.
Challenge
MoveMobility had a marketing problem that many companies are familiar with: They knew where they wanted to go, but they didn’t know how to get there. In the words of CEO Richard Jones, their marketing department was like a ship with no steering mechanism. They were looking for direction so they’d know how to apply their efforts.
Solution
At the first meeting with their IMPACT coach, the MoveMobility team could see that this would be different. Their coach offered direction and structure, with a clear framework and measurable steps to help the company move forward. This, at last, was the course-setting the team had been looking for.
Result
Like a lot of companies, MoveMobility had long seen marketing as an expense. Something that was nice to have, but hard to prove ROI from. No more. Now, they’ve got a marketing team that’s aligned with the rest of the company — and vital to their future success. They’re producing content that actually impacts sales. And with IMPACT’s training, the team is building the skills for long-term success.
Custom Built Design & Remodeling is a Michigan-based custom home remodeling contractor.
Challenge
Custom Built Design and Remodeling didn’t know exactly how to put its ideals into practice. In the hectic day-to-day of running a home improvement business, there wasn’t much time to focus on the big questions: How do we make our processes more client-centered? They knew they wanted to, they just didn’t know how.
Solution
A customer heading into a big remodel project has a ton of questions. The more answers they get ahead of time, the smoother the sales process will be. Our They Ask, You Answer framework focused on customer education. With the right training, the team at Custom Built could help their customers feel more well-informed.
Result
Today, wherever a customer is in the buying process, they have answers to any question they can think of. There are videos, buyer’s guides, product comparisons, and articles. And by producing this content, Custom Built’s sales reps and marketers have come together. The company is all pulling in the same direction, and the customers are getting exactly what they’re asking for.
How To Get Started
Okay, it’s go time. If you feel like you’re ready to take the next step, let’s schedule a call with one of our certified TAYA coaches. This is a very “safe” call, and as mentioned above, there is no hard selling. Rather, we’ll have a productive conversation where we’ll start to understand you and your business while you get a sense for how we work. Remember, the worst thing that can come from this call is you get free business advice from a highly qualified business coach.
Not ready to talk just yet? Then we suggest you go ahead and take the free They Ask, You Answer assessment to see where your organization currently stands.
Courses & Additional Insights
At our core, IMPACT is a business coaching and consulting company. Our obsession is that of helping organizations learn to become world-class internally with their sales, marketing, and overall business skills. We believe deeply in the motto of, “Give a person a fish, feed them for a day. Teach them how to fish, feed them for a lifetime.”
With this belief, we empower companies to reach their greatest potential by teaching them how to implement proven frameworks (like They Ask, You Answer, StoryBrand, Question First, etc.), ultimately helping them become self-reliant and fully in charge of their own destinies.
In order to “teach a person to fish,” we knew education, training, and community had to be at our core. For this reason, we started IMPACT+, a world-class learning platform that is loaded with educational video courses, a variety of tools, and a large community of sales, marketing, and business leaders — all sharing the philosophies and frameworks (like They Ask, You Answer) we teach and preach here at IMPACT.
IMPACT+ has FREE and paid portions of the platform, designed for individuals and teams alike.
IMPACT has worked with companies literally all over the world. With team members spread throughout the US, Europe, and Oceania — we’re prepared to engage our clients wherever they may be. At the time of this writing, IMPACT has worked with clients in over 17 different countries.
Our belief is that if you’re in an engagement with IMPACT, then you must be receiving clear, measurable value. And if that value stops, then you have the right to stop the engagement.
It’s really that simple.
So although we go into every client engagement with the mindset that we will be working together for an extended period of time, you are not “locked in” to said commitment.
We’ve always believed in the mindset of “there’s room on top for everyone” when it comes to the agency space. Therefore, we absolutely work with marketing agencies in a variety of ways — whether it’s They Ask, You Answer Mastery, sales training, web work, etc.
Just ask us. There’s actually a very good chance we’ve worked with someone either in your space or in a similar industry.
That being said, at IMPACT, our focus is that of teaching organizations *principles* of sales, marketing, and leadership. With this approach, the key becomes that of understanding HOW to apply said principles to your unique niche, business, etc. — something that we clearly know how to do.
So whether you’re B2B, B2C, B2G, etc., let’s have a conversation to figure out together as to whether or not our services are truly right for your business.
Yes, you can absolutely help your clients do TAYA. In fact, for years we’ve had organizations reach out to us to let us know their current or previous agency had been working with them to implement TAYA within their business.
That being said, as you might imagine, if the goal is to achieve world-class results for your clients, as an agency you’ll want to prevent as many mistakes as possible. It is for this reason we offer a TAYA certification program for individual consultants and agencies, something that has been very well received since its inception in 2021. Today, IMPACT has certified TAYA partners in 11 countries worldwide.
Have there been successful TAYA case studies where the company didn’t use IMPACT (or one of our certified partners)? Absolutely.
But we’ve also witnessed many, many companies attempt to do TAYA on their own and fall flat on their face in the process.
So how can you truly know if you should try this on your own or hire a guide like IMPACT?
The easiest way to know for certain is to talk with one of our coaches. This person will ask you all the right questions (many of which you haven’t thought about) and then give you a frank and honest assessment as to what route you should take.
And if you’re thinking that our coaches will automatically suggest you hire us, think again. In fact, roughly 50% of the companies that reach out to us for assistance are told our services are not a good fit for their operation.
Again, we take pride in extreme candor when speaking to anyone that works with us or reaches out to our team.