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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, ...
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.
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
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!
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!
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
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.
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.
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
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.
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.
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.
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.
More than ever before, consumers are demanding more video. Reading about a product, service, or company is no longer enough. Today, buyers want to see it and most organizations have struggled to show it. In fact, many have no idea as to how or where to get started.
Enter: The Visual Sale.
This session based on the book, will show you, in simple, clear, and actionable terms, exactly how you can build a culture of video and start "showing it" moving forward, ultimately leading to a dramatic improvement to your sales numbers, marketing strategy, and overall customer experience.
Join authors of The Visual Sale, award winning marketer and author Marcus Sheridan and marketing leader and video strategist Tyler Lessard, to learn practical advice and step by step instructions to selling over video - no matter how much you hate watching yourself on the screen (we promise) and how to integrate video into your content strategy.
How to Show Your Content Makes Money with HubSpot Marketing and Sales Hubs
Day in and day out, you're busting your little booty to get revenue-generating content produced and published. As the days, weeks, and months roll by, you see the numbers tick up. You see how content is being used throughout the sales process to close deals. But you still struggle to get the rest of your company to see those wins and be excited about content. If this sounds familiar, this session is for you. In this tactics-packed session from IMPACT Editorial Director Liz Moorehead, you'll get a behind-the-scenes look at her favorite hacks, tips, and tricks for using HubSpot Marketing and Sales Hubs to measure content marketing ROI. You'll also learn her time-tested processes for reporting on those wins so that everyone in your company — including sales — catches the vision of how content makes money for your company.
The Monthly Activity Your Business Can't Afford to Go Without
After 29 years of working intimately with CEO Peer Groups (also known as Forums), Mo Fathelbab has learned and taught the power of empathy and vulnerability to accelerate relationship building. In 2019 he was approached by Google to create an internal peer group process as part of their Diversity, Equity and Inclusivity initiative. His work with Google has been transformative for the members of those peer groups and for Mo himself. Mo will share his journey, his epiphany and how to employ Corporate Diversity Forums as a leadership and development tool while providing meaningful cross-race relationships.
Why is it some companies are radically successful with video, while others aren’t? More often than not, it’s not because of poor quality content, but lackluster delivery -- but don’t be intimidated. In this session, we’ll share a simple, but essential video marketing formula that will grab your viewer, keep them watching, and most importantly, convert views into leads. Presented by: Zach Basner
How to Genuinely Feel Confident, Be Likable, and Build Trust On Camera
One year ago, Liz was someone who viewed being asked to film as a form of severe punishment. She preferred to be considered a writer first, felt awkward on camera, and often joked she had “a face for radio.”
Flash forward to today, Liz now leads IMPACT’s video program, which includes filming up to three videos every single week for use on our website, on YouTube, and in the sales process. Not only do these videos get big results, she loves filming now. So, what changed?
In this brutally honest, secret sauce-filled talk, learn the real story of how Liz overcame her crippling fear of being on camera, her favorite battle-tested techniques for creating super engaging educational videos, and her behind-the-scenes strategies for being more confident AND likable on camera.
A supportive community to assist your journey to mastery
With 7,500+ members implementing They Ask, You Answer in their businesses, you have access to a wide array of advice and insights from members ranging from those just starting their journey to those that have mastered the framework in their businesses.
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There are 10 core concepts to They Ask, You Answer that lead to business success. You’ll be able to crush them all.
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Leverage the community to grow together through shared wins and lessons learned on the path to mastery.
IMPACT+ is the only community focused on helping you master They Ask, You Answer. You'll unlock the tools, education and community needed to truly adopt the business framework that has helped thousands of companies drive more sales from their inbound marketing.
What is the difference between IMPACT+ Free and IMPACT+ Pro?
IMPACT+ Free gives you access to a selection of our courses, including the They Ask, You Answer fundamentals course along with a tailored list of event keynotes and session recordings.
IMPACT+ Pro is the place for those looking to accelerate their They Ask, You Answer adoption through deeper courses, events, and exclusive Mastermind Groups to help you break through any roadblocks you encounter.
How often do add and/or update your course material?
You'll get access to new courses, lessons, and events (both live and recorded) monthly. Including IMPACT+ exclusives like Live Coaching with Marcus Sheridan and other IMPACT coaches.
Can I get the IMPACT+ courses individually, without a membership?
While a selection of our free courses may be available on other platforms, the majority of IMPACT+ courses are only available with a membership. You can sign up for a free account and dive into a selection of courses right away.
I don’t know what They Ask, You Answer is. Should I still sign up?
Absolutely! IMPACT+ has all of the resources, tools, and community needed to take you from They Ask, You Answer novice to master.
From Marcus Sheridan's They Ask, You Answer fundamentals course to keynotes and event sessions that go over the 10 core concepts -- you'll get everything you need.
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