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Free digital sales and marketing courses

Immediately start seeing better digital sales and marketing results with dozens (and counting) of free online courses inside IMPACT+.

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Digital Sales & Marketing World 2021

The premier, hybrid event for growth-focused business leaders, digital marketers, and sales pros. Virtual passes are free for IMPACT+ Pro members. In-person passes on sale soon.

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Digital sales and marketing services

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

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They Ask, You Answer
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Free They Ask, You Answer course

Learn the principles of the They Ask, You Answer by taking our most popular course, taught by Marcus Sheridan himself.

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Hire a coach

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

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Case studies

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

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They Ask, You Answer, the book

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

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Virtual Selling
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Virtual Selling Mastery

Equip your sales team with proven methods to connect with today’s buyer, shorten the sales cycle, and close more deals, faster.

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Virtual Selling Summit 2021

Your one-day virtual selling crash course! Today, sales reps are struggling to sell remotely. Learn how to close more deals in a virtual world.

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Free video sales and marketing strategy course

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

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Video Sales and Marketing World 2021

Video Sales & Marketing World 2021 is in the works. In the meantime, enjoy the 2020 event on-demand - free for IMPACT+ Pro Members.

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The Visual Sale, the book

Learn how to use video to ignite sales, accelerate marketing, and grow your business in a virtual world in this book from Marcus Sheridan and Vidyard’s Tyler Lessard.

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Master video inside your organization

Video is a critical component of any high-performing digital sales and marketing program, and is a key part of Digital Sales and Marketing Mastery.

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Free HubSpot sales and marketing courses

Taught by Carina Duffy, IMPACT’s lead HubSpot trainer.

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HubSpot Training Day

Following INBOUND 2020, IMPACT and HubSpot co-hosted a full-day of deep dive sessions to help HubSpot users get the most out of the new features fast! On-demand access is free for IMPACT+ Pro Members.

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Website Optimization Summit

Learn how you may be unwittingly undermining the money-making potential of your website and how to fix it! Watch the opening keynote for free on-demand inside IMPACT+.

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The Latest Digital Marketing News by IMPACT
December 31, 2020

The one thing 2020 can't take from you ...this is THE LATEST!

I've read a lot of hot takes recently about how we should all be thinking about New Year's Eve in 2020. Some say we should cancel it all together, forever:

"Obviously, we can’t stop the Earth from taking three hundred and sixty-five days to go around the sun. Nor can we date our checks 'June 3, ?lol?.' But what if our acknowledgment of every new year was merely clerical, like with most any other day?"

I've also seen others lament (with an unrelenting, firm grip on their gallows humor) how, phonetically, next year sounds like "twenty twenty won." 

Of course, even with a rather vocal "New Year's Eve sucks!" constituency bellowing from the peanut gallery, there are those hopeful few who are still trying to make the most of today's festivities:

"This year, holidays are even more important than ever. The past few months have been challenging for many of us, and New Year's Eve is the perfect day to reflect and reset. Seriously, what better time is there to look back on all you've accomplished and overcome than the last day of the year? Before the clock strikes 12, grab a favorite bottle of bubbly and get ready to celebrate with these festive quarantine New Year's Eve ideas."

As for me... well, I'm not sure how I feel. 

On the one hand, I am always irked by those who seem as if they've been waiting their entire lives to share their now-validated misanthropic points of view. (We get it, you've spent years hating humanity and all of your suspicions have been confirmed — what else is new?)

On the other hand, I'm also prone to emotionally dry-heaving around people whose "sunny side of life" outlook seems completely out of step with the grave realities of what is happening around them.

I think I expected to feel something negative going into 2021. Whether that be anger over what was seemingly lost or acute loneliness after many months of prolonged, periodic sprints of quarantined isolation.

Instead, as I packed up my Jeep this morning (preparing to be reunited with someone special), I felt a surprising sense of accomplishment for all of us. 

Why? Well, we made it.

It doesn't matter how stressed you are — hi, I am still very stressed and have many significant unanswered questions about the future — if you are reading this email right now, you have made it to the end of this hope-extinguishing, gut-punching, stress-testing, norm-shredding, money-burning, anxiety-inducing, Zoom-encased "growth experience" marathon that has been 2020.

Through the endless number of sleepless nights, pivots, and emergency meetings, you made it here, to this very moment, in one piece.

Whether it feels like it or not, that is worthy of celebration.

You are more resilient than you probably ever imagined. And the creativity and innovation you have undoubtedly displayed throughout the past 12 months, in the face of unprecedented adversity, is (I'm going to guess) far beyond what you thought possible.

Even if you are still trying to put the pieces back together, think about how many things you did this year (both great and small) that you would have quickly labeled "absolutely and unequivocally impossible" in 2019. 

I would be willing to bet you $1 million you'd need more fingers than you have hands to complete that list.

No matter who you are — whether you think New Year's Eve is an evil holiday, or you're ready toast to another year gone by — remember that. This year may have taken a lot from all of us, but it can never rob you of your resilience and your ability to surprise yourself with what you're truly capable of.

With that, I wish you all, my LATEST family, the happiest New Year. May we all enjoy this one final celebratory moment... before I remember how much work I put off until after the holidays, because "That will be 2021 Liz's problem. She can handle it."

final-signature

🏆 Execute the right strategy (with the right people)

Our best reads and online courses for business leaders from 2020:

✍️ Create content and videos that make money

And here are the 2020 resources you'll need as a content manager, digital marketer, or video strategy all-star to do just that:

💰 Empower your sales team to close more deals faster

Finally, here are my favorite 2020 resources that will bring your marketing and sales teams together in true alignment, so they can crush their collective goals:

☝️ Oh, and don't forget your business website

Your website is kind of a big deal... it owns many leather-bound books:

🍾 One last laugh for the road

Once more with feeling, with *gestures at everything* going on, you now get a little levity (what we call "nonsense") in every issue of THE LATEST:

Image from iOS-Dec-31-2020-03-49-49-97-PM

Talk to you all in 2021! Be safe tonight.❤️

December 29, 2020

Deadly business website problems, why it's a bad idea to outsource content creation, and the biggest digital marketing news stories of 2020 ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎉 Make it your New Year's resolution to invest in your digital success! Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more.Sign up today! (Fun fact, a pro subscription also gets you access to our virtual peer groups - yay friends.)

Hey, it's me, Stephanie, filling in for Liz again. She deserves a day off every once in awhile, right?

This morning, as I went to get my laptop from what was once my office but has since been transformed into my sewing and crafting room that happens to hold my computer, I stopped and looked at all the things I've created over the holidays. 

It brings me an unquantifiable amount of joy to create something out of nearly nothing and have it not involve a screen. 

I've sewn Christmas presents for friends, masks for family, and even a botched attempt at a coat for my dog. (I'll get there eventually.) I'm currently working on a pair of flannel pajama pants for my wife. 

sewing room

I hope you take time to do something screen-free that brings you joy in the last few days of the dumpster fire that was 2020. Learn a new game, wrap up a book you've been meaning to finish, bake something tasty, or even just take your dog for a walk.

Give your brain a chance to recharge and reset before we dive head-first into 2021. After all, we know now more than ever we truly can't predict what will come next. But hopefully we can take it on with a clear head and creative spirit. 

Now, here's THE LATEST... 

👉6 deadly business website problems and how to fix them (+video) (12-minute read)

Your business website should be your #1 sales rep, driving qualified traffic, leads, and sales for your company. But what if your website isn’t doing that? What do you do if you can feel something is wrong with your company website, but you don’t know what specifically?  In this in-depth article with a video, IMPACT Editorial Director Liz Moorehead walks you through six deadly business website problems and how to fix them.

📚 Related reads and resources:

👉 Why is it a bad idea to outsource content creation? (+ video) (5-minute read)

Creating content for your business in the form of blog articles, case studies, videos, and more is an incredibly powerful way to grow your business in the digital age. But if you’re outsourcing your content creation entirely to an agency or a freelancer (or thinking about doing so), that’s a big no-no if you want to see big results. IMPACT Partner and Author of "They Ask You Answer” Marcus Sheridan is here to explain how bringing your content production in-house is how you will free yourself from the restrictions that have been holding you back with content marketing.

📚 Related reads and resources:

👉 6 biggest digital marketing news stories of 2020 to plan for 2021 (8-minute read)

In a nutshell, 2020 was the year of adaptation and survival — even when it came to digital marketing. Budgets got slashed, doors closed, and businesses struggled to stay afloat. Beautiful plans became mad dashes to stay above water. The beauty of this, however, is that it accelerated trends we already knew were beginning to form as well as formed new trends, all of which we can plan to run into as we turn towards 2021. In this round up, IMPACT Community and Events Manager Connor DeLaney compiled the major news digital marketing news stories in 2020 that you need to remember and account for as you plan for 2021.

📚 Related reads and resources:

👀 ICYMI (the totally self-centered Stephanie edition!)

Normally Liz shares a random assortment of things we've published that she thinks you totally need to check out. But since I'm here today I run the show!

I've spent pretty much all of 2020 planning virtual events. I've learned so much so I want to share a few of my biggest lessons with you all in case you find yourself planning your own virtual event in 2021.

🎧 Fresh episode for ya

How Brandon Fong gets 90% open rates and 60% reply rates on emails (Inbound Success, Ep. 175)

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🍾 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

soften cheese with mayo

In preparing some fun recipes for New Year's Eve, my friend found this epic recipe in her vintage Slovak-American cookbook. I know what I'll be ringing in the new year with...Pepto Bismol. 

December 26, 2020

Poorly optimized noindexed pages can hurt your rankings, 7 tips for effective virtual event speaker guidelines, and how to drive traffic and leads with a podcast ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎉 Make it your New Year's resolution to invest in your digital success!Now through December 31, you canget an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more.Sign up today! (Fun fact, a pro subscription also gets youaccess to our virtual peer groups.)

On the clock, I'm a big fan of having rules and guidelines to follow, because they keep me in check.

I mean, can you even imagine how much further I would have gone off the reservation with "Video Gangsta" had Stephanie not had firm virtual event speaker guidelines in place for Video Sales & Marketing World?

In the kitchen, however, I like a little bit of flexibility.

Image from iOS (7)-Dec-26-2020-11-02-52-83-PM

I call this one "Cat Lady Christmas."

For instance, I will not be judged for using parpadelle instead of fettuccine for my Christmas alfredo last night. Nor will I accept any slanderous comments against my sterling character for the downright aggressive amount of extra cheese I added to the sauce.  

I did what I did. And I stand by it.

This is probably why I'm such a trash heap when it comes to baking. In cooking, you can get overzealous with your seasonings, adjust ingredients on the fly, and put your own personal, wacky spin on every recipe.

In baking... everything is so rigid.

Just thinking about the precision required to make something like a pie crust gives me a panic attack:

"Add the water to your dough with an eye-dropper a half-drop at a time. Any faster than this and your dough will start screaming obscenities at you. Additionally, the water must be precisely 39.75433465666543323 degrees. A single half-degree warmer or colder will result in your pie dough falling apart, the global economy collapsing, and all societal norms disintegrating into ash." 

There's just too much pressure, you know?

Now, here's THE LATEST... 

👉 Poorly optimized noindexed pages can negatively impact your site rankings, says Google (3-minute read)

There are a few reasons for noindexing, but many marketers noindex pages that house content they don’t want to give away without something in return. For example, a page that includes a recording of a webinar may be noindexed so that someone needs to fill out a landing page form to access it versus simply searching and finding it without giving their information. While nonindexed pages remain an important part of a website strategy, they can also actually harm your search rankings if not correctly optimized — and IMPACT Director of Operations Kaitlyn Petro has the full story.

📚 Related reads and resources:

👉 7 essential tips for managing your virtual event speakers with air-tight guidelines (8-minute read)

After months of producing virtual events and learning a lot each time, we’ve refined our speaker guidelines to set the right expectations and hold our presenters accountable for delivering on what we all agreed upon. Without this, you could wind up with tech issues like glitchy video, poor audio, slides that are too small to read, among other common issues. Which, in turn, can result in your attendees thinking negatively of you for a poor-quality event. The solution? Well, IMPACT Director of Community and Events Stephanie Baiocchi is here to share with you her seven tips for setting the right expectations with virtual event speakers with clear guidelines.

📚 Related reads and resources:

👉 How to drive qualified traffic and leads with your business podcast (38-minute audio podcast + transcript)

How do the podcasting pros get the most mileage out of their podcast guest appearances? This week on The Inbound Success Podcast, Command Your Brand CEO Jeremy Slate shares his strategies for podcast public relations. Jeremy is a podcasting pro who hosts the Create Your Own Life podcast and is an active podcast guest himself. In this episode, he talks about the specific tactics he uses to market his own podcast guest appearances and help his clients get the most mileage out of theirs

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel


Screen Shot 2020-12-22 at 8.49.40 PM

7 ways They Ask, You Answer benefits sales teams

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

👀 ICYMI (the totally self-centered Liz edition!)

Normally I share a random assortment of stuff we've published that I think is worthy of an extra gander by your peepers.

This time, however, having realized that I personally wrote 50+ long-form articles for IMPACT this year, I'd show off a few of my own favorites from 2020, as the year comes to a close.

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🎄 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

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All I wanted for Christmas was a nap, personally. Just sayin'... 

December 24, 2020

13 memorable and useful out of office message examples, 12 essential ways to improve your website design, and the mistakes you're likely making with subject matter expert content interviews ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎄 Make it your New Year's resolution to invest in your digital success! Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more. Sign up today! (Fun fact, a pro subscription also gets you access to our virtual peer groups.)

Merry Christmas Eve from Connecticut, everyone!

Image from iOS (5)-Dec-25-2020-02-56-05-28-AM

Earlier this week, when I put up my out of office message, I was really stinkin' excited. Yes, I knew I was going to be spending the Christmas holidays with only Pumpkin as my trusty sidekick in Yuletide tomfoolery.

But, as I mentioned earlier this week, I had thrilling plans! 

Specifically, thrilling food-based plans including Peking duck... stuffed shells (which is a recipe out of my now most beloved possession)... it was going to be a grand ol' festive, New England affair.

Until I made two disturbing discoveries:

  • The Chinese food restaurants that serve my area do not, for some reason, carry any Peking duck. At all. It's completely baffling, because the restaurants outside of my service area carry it. It's a conspiracy. 
  • After going to five different stores to find the jumbo pasta shells I needed — including an out-of-the-way Target in Ansonia — I realized EVERYONE ELSE HAD THE SAME IDEA, because every store was sold out of jumbo pasta shells, which I didn't even know could happen! 😡

Sigh. It looks as though 2020 will continue to be a lesson in adaptation... even when I'm not on the clock.

Oh well, at least I have my cannolis. And Die Hard 2.

Those who celebrate, I wish you and yours a safe and happy holiday. I know this year may seem like a grim shadow of what we all had anticipated, so be kind to yourselves. And if you're eating stuffed shells this Christmas, know that I am genuinely happy for you and am definitely in no way pettily plotting revenge. 

Now, here's THE LATEST...

🎄 13 memorable out of office message examples and templates to steal for your next vacation... or right now! (9-minute read)

Going on vacation as an adult with a full-time job is no easy task. Often, you're burdened with the knowledge that you need to double, triple, or quadruple up on whatever work you need to get done ahead of your absence. But the moment I flip the switch on my out of office reply, I know all of that extra effort was absolutely 100% worth it. Because I'm a total drama queen, however, I just love when I'm able to come up with some fantastic, memorable out of office reply message people will receive while I'm gone. Which is why I created this perfectly-timed list of 13 stellar out of office message examples and templates you can steal for yourself.

🎄 Related reads and resources:

🎄 12 essential tips for dramatically improving your business website design in 2021 (18-minute read)

Within five seconds of landing on your website, can your visitors determine what your company does? Could users easily navigate to the blog if they need to? Is the layout of your pricing easy to understand? Does your website have a low bounce rate? If you're finding yourself answering "no" to these questions, it might be time to take a hard look at the way you’ve been designing and optimizing your website. So, in this super comprehensive article from IMPACT website wizard Christine Austin, you'll learn 12 critical ways you positively must improve your business website going into the new year.

🎄 Related reads and resources:

🎄 If you're a content manager, here are the most common ways you're bungling your content interviews with subject matter experts (8-minute read)

Sometimes in our work as content managers, we can feel like middlemen, that platform for the experts at our companies. We’re office pen-pushers, putting the cover sheets on TPS reports so they can look pretty and get out the door. For instance, if sales says our ideal buyers have a specific question about our paid media services, IMPACT Revenue and Features Editor John Becker will go and check in with someone on that team to make sure we get the right answers. And, in this insightful article, John shares what content managers most often get wrong with the content they created from their subject matter expert interviews.

🎄 Related reads and resources:

🎄 What's new on the Digital Sales & Marketing Channel


Screen Shot 2020-12-22 at 8.49.40 PM

7 ways They Ask, You Answer benefits sales teams

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

🎄 In case you missed it...

Here are a few of my favorite recent reads you may have missed:

🎄 Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🎄 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

Screen Shot 2020-12-24 at 9.33.27 PM

You better watch out...

December 22, 2020

Off-beat content marketer gift guide, 6 powerful ways to repurpose your 'wasted' trade show budget, and 6 outstanding business YouTube videos you'll want to copy ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎁 Give yourself the gift of digital sales and marketing education. Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more. Sign up today! (Fun fact, a pro subscription also gets you access to our virtual peer groups.)

Originally, I had intended to Eat Pray Love™ my way across the country when I began a new chapter of my life at the start of this year. Unfortunately, I write to you today, almost at the end of the great pandemic year of 2020, having reached an unexpected and embarrassing milestone.

Today, I opened up a package, thinking it was a creative gift from a friend...

Image from iOS (15)-1

Instead, it was... ugh, it was the 14th pair of athletic leggings I've ordered for myself this year — and I am currently wearing the 15th, its companion that arrived in the same package. 

In some niche circles, one could argue that walking back and forth between my living room and my tiny kitchen qualifies as "leg day." 

Truthfully, however, I could have done something way, way smarter with that seemingly wasted budget for traveling.

Literally anything else — penny stocks, 17 copies of the entire Fast and Furious collection on Blu Ray, Beanie Babies — would have been better than me blowing money outfitting myself as the world's laziest athleisure-wear model (slash hermit cat lady).

Oh well. At least I've guaranteed that I'll always have breathable flexibility in my legwear when I'm squatting to grab a New England IPA out of my refrigerator.

Now, here's THE LATEST.

👉 15 unique, helpful, and memorable gifts for content marketers and word nerds (5-minute read)

If you're like me, and you're still trying to find the perfect Christmas gift — or heck, any end-of-year gift, for that matter — for the word-loving digital content nerds in your life, look no further than this hand-curated list. Because, whether you're shopping for your content manager, your content strategy-driving digital marketer, or maybe your comma-wielding self (no judgment!), I guarantee you'll find the perfect gift you've been looking for. Now, without further festive ado, here are my 15 unique, hand-selected, totally not boring gift picks for the content marketing all-star in your life.

📚 Related reads and resources:

👉 What are the smartest and most profitable ways to repurpose your 2021 trade show budget? (7-minute read)

Quarantine-induced retail therapy is OK in our personal lives, we can't take the same approach at work. So, if you're a business leader who is sitting atop a pile of trade show budget you now have no idea how to use, you might be wondering what the heck you should be doing with it. You know, when leggings, air fryers, and weighted blankets are no longer an option. Well, in this article from (once again) yours truly, get the inside scoop on six specific ways you can repurpose your trade show budget, so you can make the most of your dollars in the new year.

📚 Related reads and resources:

👉 Here are 6 outstanding brand videos from YouTube you'll want to copy in 2021 (4-minute read)

The horror show of 2020 is coming to an end. As we move forward into the next year, it’s clear that producing video will still be at the top of everyone’s list — maybe even more so than in the past. It’s estimated people will spend 100 minutes a day watching online videos in 2021. YouTube, as ever, remains the most popular site for viewing videos, with over two billion users and 500 hours of video uploaded each minute. So, what should you be publishing on your YouTube channel? Well, IMPACT Video Editor Megan Lang has got your back with her six top-tier picks for best business YouTube videos that will definitely inspire your video strategy for 2021.

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel


Screen Shot 2020-12-22 at 8.49.40 PM

7 ways They Ask, You Answer benefits sales teams

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

⚠️ In case you missed it...

Here are a few of my favorite recent reads you may have missed:

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🎄 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

IMG_9696 3

Talk to you all later this week!

December 19, 2020

New research shows how small businesses responded to COVID-19, what are the benefits of inbound marketing (really), and what to do if your best sales reps still aren't hitting their goals ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎁 Give yourself the gift of digital sales and marketing education. Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more. Sign up today!

Look, this year has been all about adaptation, right? Small and medium-sized businesses have had to completely pivot their strategies in the wake of COVID-19, as have sales teams

And I... well, my big dream is to one day own a house with a fireplace.

But I currently live in an apartment in East Haven, Connecticut — a town with its own "unique" Christmas song (which I respect) — so I made due today with reading by my own "virtual fireplace":

Image from iOS (4)-Dec-20-2020-01-10-07-45-AM

Look, you go to battle with the army you've got.

Oh, on a completely unrelated note, I learned today that a grouping of owls is called a parliament

parliament of owls

From Scott Gustafson

Talk about a branding and positioning slam dunk. I wonder what a grouping of Lizzes should be called... 🤔

Now, here's THE LATEST.

👉 How did small businesses respond to pandemic challenges? New research says... (5-minute read)

A lot has happened this year and, in response to the pandemic, many small and medium-sized businesses have been left scrambling throughout 2020 to determine the best course of action when seemingly everything considered stable had fallen apart. So, as we look ahead to the new year, what can new research tell us about how these SMBs adapted, survived, and (in some cases) thrived in this new reality? IMPACT Revenue and Features Editor John Becker sat down with Zyro CMO Gytis Labašuaskas for an exclusive interview on new data that shows how exactly SMBs approached the COVID-19, as well as what were the biggest trends we need to be aware of.

📚 Related reads and resources:

👉 With so much having changed in recent years, what are the real benefits of inbound marketing today? (5-minute read)

Inbound marketing is a digital marketing strategy in which a business organically earns the attention of their ideal buyers at different stages of their purchasing journey — awareness, consideration, and decision — rather than having to seek them out and competing for attention with traditional outbound marketing and advertising campaigns. In short, the promise of inbound marketing is that you no longer need to chase after your ideal buyers. Sounds amazing, right? Well, in this article from yours truly, I illuminate that yes, there are still numerous quantifiable, research-backed benefits to inbound marketing... but you still need to put in the work.

📚 Related reads and resources:

👉 What do you do if your best sales reps are still not hitting their numbers after COVID-19? (3-minute read)

There’s no question that the pandemic has upended business as we know it. Often sales reps are on the front lines of these disruptions — and their experiences can be the bellwether for how a company, industry, or entire economy is doing. If you’re a sales leader and you’ve found that even your best sales reps are not hitting their numbers, it’s easy to be discouraged and uncertain about what to do next. However, in this candid analysis from Marcus Sheridan, he shares that now is the time to live in the solution, with his precise recommendations on how to approach under-performing sales reps.

📚 Related reads and resources:

🎬 What's new on the Digital Sales and Marketing Channel


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6 most costly YouTube SEO mistakes you can't afford to make

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

⚠️ In case you missed it...

Here are a few of my favorite recent reads you may have missed:

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

📺 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

20s-confusing

Have a great weekend! Stay safe and warm!

December 17, 2020

7 totally inspired virtual holiday company party tips, Pinterest continues diversity and inclusion efforts, 5 ways to ace your YouTube SEO strategy, and a 2-minute business website survey ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎁 Give yourself the gift of digital sales and marketing education. Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more. Sign up today!

I'd like to take a break from my panicked dry-heaving about all the stuff I still haven't done on my holiday to do list — including the eight loaves of my famous cranberry, orange, walnut bread that aren't going to bake and send themselves — to share something.

Tomorrow, we're throwing our first-ever completely virtual company holiday party

How is it the end of the year already? How did this happen?

I'm going to save all of my usual annual reflections for the upcoming New Year's issue, but for now I'll just say that I'm floored. The year the world stood still is finally coming to a close. 

Of course, knowing our luck, something like this might happen:

haha

But, until December 32nd, here's what I'm going to do:

  • Focus like a laser on only the tasks and projects that will really make a difference going into these last couple of weeks.
  • Give myself the grace to set aside other "nice to have" tasks and projects until the New Year, because the world will not end if they wait.
  • Prepare Pumpkin for the arrival of her old snuggle pal, Nugget — my little weirdo puppy who will be joining the Moorehead household in January. 
  • Send out my Christmas cards before Groundhog Day 2021. (This would be a huge win.)

It's all too easy to get consumed by the annual end-of-year stress rollercoaster, where we obsess over all we haven't done instead of reflecting on how much we've been able to accomplish. Tonight, I urge you to take a moment and slow down. And breathe. 

Then, make your own list.

Fill it only with things that really count. Cut out all of the distraction and noise. Give yourself permission to punt projects and tasks so you can stay on track with the objectives that will genuinely make the most difference in this final countdown. I guarantee everything in front of you right now in this moment does not fall into that category.

Oh, and uh, if any of you want to add "Bake bread loaves for Liz" to your list, I wouldn't complain.

Now, here's THE LATEST.

👉 If you're planning a virtual company party, these 7 tips will totally inspire you (6-minute read + examples)

When planning for our first remote holiday party, we quickly realized that we had to rethink ways to make it fun without most of our usual in-person traditions. We worried that it wouldn’t feel like a party, that it would be boring, and that it wouldn’t bring people closer together like our traditional holiday parties had done in the past. Since the start of the pandemic, we’ve hosted all types of remote-friendly parties and learned a lot about what makes a great remote event in general. So, in this totally fun and inspiring article from IMPACT VP of Talent Natalie Davis, discover seven rockstar ideas for your next virtual team event.

📚 Related reads and resources:

👉 We can all learn from Pinterest's continued efforts around diversity and inclusion (3-minute read)

Now more than ever, brands are seeing the impact of showcasing under-represented communities within their marketing efforts. This should come as no surprise given that this is what consumers are looking for — more inclusive brand experiences. For example, 61% of Americans find diversity in advertising important. Still, true and diverse representation should be much more than a symbolic or social gesture. And in this article from IMPACT IMPACT AR Manager Shandia Drummond-Butt, you'll learn how Pinterest is making meaningful strides toward greater representation, as well as what business leaders and marketers in all industries need to know about diversity and representation.

📚 Related reads and resources:

👉 5 crazy simple ways to knock your YouTube SEO strategy out of the park (6-minute read)

You don’t need to be an expert in YouTube SEO to grow your channel, and to increase traffic, leads, and sales for your company with video. But if you make SEO mistakes on YouTube, you are downgrading your potential to show your videos to the right audience who need to watch your content because it’s an answer to a question they have. By nailing down the basics of YouTube SEO, your strategy has the potential to soar and create an audience of raving fans who can’t wait to watch your next video. And by the end of this examples-packed article from IMPACT Video Trainer Lindsey Schmidt, you'll be armed with all of the know-you need to become YouTube SEO rockstar.

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel


Screen Shot 2020-12-17 at 7.00.53 PM

6 most costly YouTube SEO mistakes you can't afford to make

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

⚠️ In case you missed it...

Here are a few of my favorite recent reads you may have missed:

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🎄 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

visible-happiness

Later, squares!

December 15, 2020

Google teases featured snippets with multiple links, what a business website really costs in 2021, and yes, virtual selling can work in any industry ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎁 Give yourself the gift of digital sales and marketing education. Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more. Sign up today!

There are few things in life one might consider truly essential. For example, if you run a business, you need to invest in a swoonworthy business website without cutting corners. 

Or, if you're like me and you're within 24 hours of your first blizzard as an official New Englander, you need to invest in a consumer good that out ranks cleanliness in its proximity to Godliness:

Image from iOS (1)-Dec-16-2020-01-39-52-09-AM

If I'm being perfectly honest, this is one of four bottles I purchased of this divine hot sauce tonight at my local Target... in addition to an ice scraper for my car. Could one say that my approach to hot sauce is a little "aggressive" given that it is highly unlikely I will be snowed in for nine months?

Possibly. 

But that sounds like quitter talk, and I'm no quitter. I'm a big-picture thinker, you see. More than that, I'm not afraid of commitment. I'm not afraid of investing in my future, planning for life's unknowns and its endless possibilities. 

In unrelated news, next week, I will be hosting a socially-distanced taco soirée, and all guests will receive a mandatory to-go shot glass (or three) of hot sauce as a party favor.

And now, here's THE LATEST.

👉 Google is testing out featured snippets with multiple links, and we're not thrilled about it (2-minute read)

At this point, it should come as no surprise to anyone when the contents of a search engine results page (SERP) changes from one search to the next. Recently, Australia-based SEO consultant Brodie Clark noticed Google added multiple links within a single featured snippet. You read that right. Multiple links. One snippet. Is this a bad thing? Very much so. But before you start panicking, take a quick read of this rundown of Google's testing of this multi-link featured snippet in SERPs from IMPACT Account Executive Nick Bennett.

📚 Related reads and resources:

👉 How much does a peak-performing, lead-generating business website cost in 2021? (9-minute read)

Your website is the most important sales and marketing tool you have. It's the hub of your inbound marketing strategy and it's the number one thing your prospects want to explore before making a purchase, or even talking to a human. Now that most businesses understand the value of inbound marketing, business websites overall are getting better. But how much should you be spending on your website as you plan for the new year? IMPACT Director of Web Services Vin Gaeta weighs in with this comprehensive, detailed look at how much business websites cost (really) going into 2021, as well as what factors drive that cost up and down.

📚 Related reads and resources:

👉 Yes, any business sales team (regardless of industry) can embrace virtual selling, and here's why (4-minute read)

Marcus Sheridan wants to clear something up: It’s not virtual sales or face-to-face sales. Virtual selling is face-to-face selling. Sure, your sales team would benefit from training on best practices and technology, but they need not be wary of jumping into selling online — no matter your industry, service or product, or sales process. And in this interview with Marcus from IMPACT Revenue and Features Editor John Becker, get the inside scoop on why, even with promising COVID-19 vaccines on the horizon, virtual selling is here to stay... for every industry

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel

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Why you 100% need a content manager on your marketing team

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

⚠️ In case you missed it...

Here are a few of my favorite recent reads you may have missed:

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

👽 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

nice-try-aliens-1

Toodles, noodles!🍝

December 12, 2020

15 content marketing tactics to abandon in 2021, the pros and cons of writing your own website copy, and HubSpot's new 2021 sales enablement report highlights surprising COVID-19 trends ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎁 Give yourself the gift of digital sales and marketing education. Now through December 31, you can get an IMPACT+ PRO account for 50% off! You'll get access to 15+ marketing and sales courses, all of the on-demand recordings from our virtual events and more. Sign up today!

For those who celebrate, we are a mere 13 days away from Christmas, which is absolutely mind-boggling.

So, 'tis the season for frantically refreshing tracking information on packages that haven't arrived yet... and for watching the timeless breaking-and-entering classic, Home Alone.

IMG_1120

...yes, my Christmas "mantle" (booze bar/entertainment center) is adorable.

Typically, this yuletide tradition is one punctuated with joy and cursing the fact that I clearly missed out on the critical childhood milestone of physically abusing cat burglars after being abandoned by my parents for Europe.

But this year is an entirely different story. 

You see, I was today-years-old when I learned of the virtually bulletproof theory that Kevin's dad was in the mob

godfather

"Leave the child. Take the cannoli."

Think about it! When it comes to Kevin's dad, Peter — or should we say Don McAllister? 🤔 — they never talk about what he does for a living. He gets very defensive when Joe Pesci (dressed as a cop) asks if he owns his very expensive house. "The Wet Bandits" refer to the McAllister house as the "Silver Tuna," the big score in the neighborhood to rob.

Also, the fake Angels with Filthy Souls movie-within-a-movie is a little too on-the-nose with its tidy allusion to the nefarious mafia-related skeletons in the McAllister closet. And when Marv overheard what he thought was a shooting (which was just a scene from the movie), he thought a killing actually happened without a second thought. Like it was totally expected, albeit scary! 

Oh, then there's the fact that somehow Kevin's totally slimy uncle (who has also got to be "in the family") is able to afford to send... how many people to Paris for Christmas?

It doesn't add up! The mob is the only answer that makes sense!

What does this have to do with digital sales and marketing? Absolutely nothing. I'm sure I could find some way to loosely tie my "living under an internet rock" moment with the surprise of discovering you shouldn't rely on keyword research alone for your content strategy, but eh. It's the weekend. 

Now, if you'll excuse me, I have some more holiday film detective work to complete before the night is out.

👉 What are the 15 "tried-and-true" content marketing tactics you need to abandon in the new year? (15-minute read)

Think about the first time you heard about content marketing and how it was going to be the answer to all of our revenue and lead generation problems. How’s that working out for you? Has growth in your traffic, leads, and sales got you quoting Mean Girls, saying “the limit does not exist”? Have you been able to jump onto an initial sales call and close a big deal in a matter of minutes? Were you able to solve world hunger? Here's the thing. Content marketing is still absolutely effective, but a lot has changed since it first hit the scene. In this article from IMPACT Content Trainer Brian Casey, learn precisely which solid gold content marketing strategies you need to retire in 2021.

📚 Related reads and resources:

👉 What are the pros and cons of writing your own business website copy? (7-minute read)

At IMPACT, we’re huge proponents of our customers taking the reins on their own marketing website and their future by producing and writing their articles, videos, you name it. That's because your content will always be more powerful and in-line with your goals, voice, and culture when it's created under your roof. Still, we realize it’s not an easy task. Moreover, there are definitely pros and cons to writing your own website versus having a professional writer do it. So, in this article from IMPACT Senior Front-end Developer Daniel Escardo, you'll discover exactly what the pros and cons are of writing your own website copy.

📚 Related reads and resources:

👉 HubSpot's new 2021 sales enablement report highlights clear trends around who's thriving and who's struggling (2-minute read)

To say that 2020 was a tough year for sales teams is a massive understatement. As companies slashed operating budgets, closed offices, and adjusted to working from home, sales teams were asked to transform their entire sales process and embrace virtual selling. The concept of “throwing out the playbook” doesn’t even begin to cover it. But what were the real tolls of the pandemic? And what did sales teams that were still able to thrive have in common? In this down-and-dirty summary from IMPACT HubSpot trainer Jess Palmeri, get the inside scoop on the trends of sales in the age of coronavirus, thanks to HubSpot's new data from 500 sales pros and leaders.

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel


Screen Shot 2020-12-12 at 9.16.24 PM

Why you 100% need a content manager on your marketing team

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

⚠️ In case you missed it...

Here are a few of my favorite recent reads you may have missed:

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🔎 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

Screen Shot 2020-12-12 at 9.21.43 PM

It's a valid question. 🤔

December 8, 2020

11 business pricing page examples you'll want to copy ASAP, YouTube audio ads now in beta, and the 7 most common HubSpot lead scoring mistakes ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

🎉 ONLY ONE DAY OF Video Sales & Marketing World IS LEFT EVERYBODY! There is still time to get in on the action. Use promo code "DAYTWO" to get your one-day pass for only $29 — plus you'll have access to all of the day one content on-demand for 30 days in our events platform!

"Holy balloons!" 🎈 as my digital sales and marketing coach pal, Will Schultz, likes to say. I am going to sleep like a baby tonight. Why? Well, today was day one of Video Sales & Marketing World — and my brain is totally fried after an all-day explosion of intense learning and fun. 

For instance, after having to keep everything under wraps, I was able to unveil my very first music video for IMPACT (in collaboration with my partner in crime, Alex Winter), as the opener to my talk:

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And the crowd seemed to dig it:

Liz_Music

On top of that, I had a blast doing small-group networking (slash miniature virtual dance parties) in our virtual events platform... 

virtual-event-mingling

You know, when I don't have to change out of my gingerbread man pajama pants, networking with people is actually fun!

I also got to learn from video all-stars like Zach Basner, Marcus Sheridan, the team over at Design Pickle, and Vidyard mastermind and The Visual Sale co-author Tyler Lessard:

Tyler_VSMW

And the best part is I get to do it all over again tomorrow when day two of the #VSMW2020 kicks off at 9 a.m. Eastern! If you want to join in on the fun, you can still grab a one-day pass for VSMW for only $29 using code "DAYTWO," which will give you live access to tomorrow's festivities, as well as on-demand access for 30 days to the stuff you missed on day one. 

I hope to see you there! But for now... I nap.😴

👉 What are the absolute best pricing page examples all businesses should look at? (8-minute read)

It doesn't matter how "complicated" you think your pricing is, your ideal buyers (no matter what your industry) have an expectation that they will be able to find pricing information about your products and services on your website without having to talk to someone. But what does a great pricing page look like? And how can you have a great pricing page if you have a product or service with variable or complex pricing factors? Learn the answers to those questions in this article from yours truly, in which I showcase 11 of my absolute favorite pricing pages from across all industry types.

📚 Related reads and resources:

👉 YouTube has rolled out audio ads in beta (2-minute read)

With more people turning to online services as a result of the COVID-19 pandemic, there is an increase in competition for attention, and YouTube is finding new ways to help businesses cut through the noise to expand market reach. Recently, the video and music streaming giant released the beta version of YouTube audio ads, advertisements in an audio format that display a static image or simple animation instead of a video. And in this article from IMPACT Website Strategist Magdalena Day, get the full skinny on everything you need to know about YouTube audio ads and best practices.

📚 Related reads and resources:

👉 Here are the 7 most common HubSpot lead scoring mistakes digital marketers make (8-minute read)

Lead scoring was supposed to be the HubSpot feature that solved all of our digital sales and marketing problems. A simple system of checks and balances. Cold-hard math to help your marketing and sales teams focus their collective efforts on the most qualified business opportunities. If you’ve tried to implement lead scoring at your organization, you might have come across a very common problem:Setting up a lead scoring system that actually works is hard. Thankfully, IMPACT HubSpot Trainer Jess Palmeri is here to save the day with this myth-busting, tactics-driven article that covers the seven most common lead scoring mistakes you can make in HubSpot and how to fix them.

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel

Screen Shot 2020-12-05 at 6.59.55 PM

5 reasons why you're not hitting your sales goals (with me and Tupac)

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

🗓️ Virtual events calendar

Stay up-to-date with our virtual events in 2021 by signing up today for our event updates! But for now, here's what we've got... 

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

😊 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

Screen Shot 2020-12-08 at 7.56.48 PM

I understand this owl. And I appreciate its utter disregard for things like gravity and physics in its pursuit of comfort.

December 5, 2020

What a great inbound marketing website looks like in 2021, 74 new digital marketing statistics that will blow your mind, and 5 virtual event software options (updated for the new year) ...this is THE LATEST!

🗞️  Extra, extra! Read all about it!

⚠️  Our can't-miss, two-day virtual event Video Sales & Marketing World is happening next week! Do you have your tickets yet? Use promo code "VIDEOS" to get your ticket for only $45 (more than 50% off the standard ticket price)!

Much like these ducks...

changing-my-mind

...I reserve the right to change my mind at any time, for any reason, without having to explain myself to anyone.

For example, I spent 35 years hating cherries with an inexplicable, fiery passion. Now, I will engage in fisticuffs if some monster dares to besmirch the honor of that noble little fruit — especially if we're talking about the Luxardo Maraschino variety, which are straight up biblical in their decadence.

Why? No clue.

I also spent more than two years of my IMPACT career avoiding being on video. (For instance, I rescheduled a shoot with Alex six times over the course of a month last year, before finally being cornered.) Now, filming days are my favorite days of the week, and I'm teaching a whole session at Video Sales & Marketing World on how to be likable, confident, and trustworthy on camera. 

Why? ¯\_(ツ)_/¯

Apparently, however, I'm not the only one in the business of changing my mind the way Puff Daddy changes his name. (Now, it's Sean LOVE Combs... legally.)

According to new digital marketing data, email marketing engagement is way up this year, consumers watch 52% more video online than two years ago, and mobile searches that begin with "can I" have also shot up 85%. 

Look, change is inevitable, both in our personal lives and in business. I know years like this one make many of us long for anything stable and constant. But our heightened fear and uncertainty can't distract us from the fact that change has been (and always will be) a constant all on its own, in our lives. 

And that's a very good thing. Because no one ever "won big" by playing it safe or clinging to the status quo like a life raft. Keep that in mind as you look ahead to next year. 

Now, here's THE LATEST... 

👉 What does a great inbound marketing website look like for a lead-generating business in 2021? (10-minute read + examples)

Everyone is looking for a company with a product or service they can trust will actually solve their problems. Especially, during the COVID-19 pandemic — when budgets are tight and so many people are feeling helpless — this trust is more important than ever. When it comes to your website, there are a number of ways of establishing and reinforcing this trust for 2021 — and no it doesn’t involve animated GIFs. In this hot-off-the-presses, must-read from IMPACT Managing Editor Ramona Sukhraj, get the inside scoop in the nine critical elements your business website must possess going into the new year.

📚 Related reads and resources:

👉 74 must-know digital marketing statistics to help you develop the results-driving strategy you need for 2021 (9-minute read)

I think we can all agree that, in 2020, all of our digital marketing strategies have been put to the test. But while not everything works the way it used to, can we all agree that isn’t that the case literally every year? Every day even? Sure, this year may have been a little more extreme than most. But, right now, the most important question we must ask ourselves is, “Where do we go from here?” Constantly asking this question, of course, is what makes us great marketers and leaders to begin with. To help you answer this question effectively, IMPACT Director of Inbound Training and Video Strategy Zach Basner curated this outstanding, thought-provoking list of 74 must-know digital marketing statistics you must read through before you finalize next year's strategy.

📚 Related reads and resources:

👉 Totally revised and updated, here's our list of the 5 best virtual event software options for businesses (11-minute read)

When we wrote our first version of this article back at the end of March, we had no idea that nearly everyone would pivot their in-person events to virtual ones due to COVID-19There are now more virtual event software options than ever before as many organizations have added virtual or hybrid event capabilities in the past few months or improved on what they already had. That means there are literally hundreds of options to choose from and it can be hard to even know where to begin. Good news for you, though! Having run five virtual events this year (with two more on the way) IMPACT Director of Community and Events Stephanie Baiocchi is here with her totally revised list of her five favorite virtual event software options for companies.

📚 Related reads and resources:

🎬 What's new on the Digital Sales & Marketing Channel


Screen Shot 2020-12-05 at 6.59.55 PM

5 reasons why you're not hitting your sales goals (with me and Tupac)

We're releasing new educational content for digital marketers, business leaders, and sales pros every single week on our YouTube Channel. Don't miss out and subscribe to our channel today

🗓️ Virtual events calendar

Stay up-to-date with our virtual events in 2021 by signing up today for our event updates! But for now, here's what we've got... 

🌶️ Hot topics in Elite

IMPACT Elite is our exclusive Facebook group for the brightest minds in digital sales and marketing. Here's a recent discussion that caught my eye for those who work in non-profits:

🚗 Weeklong nonsense

With everything going on in the world, you now get nonsense in every single issue of THE LATEST...

Image from iOS-Dec-06-2020-12-10-49-43-AM

Earlier this week, someone who understands me texted me to let me know that Fast and Furious 6 was playing on TNT. I've never felt more loved.