Becoming the Trusted Voice in Your Space
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17 Videos • 1h 12m • Intermediate Level
The businesses that have the most success with They Ask, You Answer are those that become the trusted voice in their space. But trust can’t be built overnight. Becoming a trusted voice in your space requires consistently creating trust-building content over time. Marcus Sheridan, author of They Ask, You Answer, has helped thousands of businesses become the most trusted voice in their industry by teaching them how to do just that. And now you can learn from Marcus, too!
In this course you will learn:
- Why you must obsess over your customers’ questions
- Exactly what trust-building content looks like
- How to achieve and maintain company buy-in for creating content
- What will happen if you don't become that trusted voice
Course Transcripts:
Topics Covered In This Course
Building Your Team
This Course Includes
-
1:12 hours on-demand video
-
2 lessons
-
Membership required for access
-
Access on any internet-connected device
Meet Your Instructor
Marcus Sheridan •
Keynote Speaker, Author & Partner, Author of ’They Ask You Answer”, Presented 250+ Sales, Marketing, & Communication Workshops Worldwide
In late 2009, Sheridan started his sales, marketing, and personal development blog—The Sales Lion. Before merging with IMPACT, he grew its brand to be synonymous with Inbound and Content Marketing excellence. Today, Marcus is an international keynote speaker known for his unique ability to excite, engage and motivate live audiences. He also works with hundreds of businesses, helping them to become the most trusted voice in their industry. Marcus has also been featured in multiple industry publications, including the New York Times where he was referred to as a “web Marketing guru.” His book “They Ask, You Answer” has inspired thousands to achieve their potential but has given them the tools they need to get there. Today, when Sheridan isn’t giving riveting and passion-filled keynotes, he generally finds himself on an adventure with his wife and 4 children.
The businesses that have the most success with They Ask, You Answer are those that become the trusted voice in their space. But trust can’t be built overnight. Becoming a trusted voice in your space requires consistently creating trust-building content over time. Marcus Sheridan, author of They Ask, You Answer, has helped thousands of businesses become the most trusted voice in their industry by teaching them how to do just that. And now you can learn from Marcus, too!
In this course you will learn:
- Why you must obsess over your customers’ questions
- Exactly what trust-building content looks like
- How to achieve and maintain company buy-in for creating content
- What will happen if you don't become that trusted voice
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Duane
I love this course! I would place the second to last video (Web MD) in the introductory free course, because I feel that this specific video really nails the reason why.
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Connor DeLaney
Renee Hernandez
great input from
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Course Transcripts:
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Course Transcripts:
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect with potential customers, especially in a COVID-19 world where face-to-face interactions can be difficult to come by.
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They Ask, You Answer is a proven framework that has helped businesses all over the world. The coaches at IMPACT have provided support to teams implementing They Ask, You Answer at their organization, and businesses have seen exceptional results! What does success look like? Founder and CEO of IMPACT, Bob Ruffolo, will talk about the key areas that a business should focus on for success, including:
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Course Transcripts:
Your inbound marketing and sales efforts have been delivering awesome results, but are they really set up to take your business to the next level?
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- Key areas that you should invest in next (i.e., video, communication training, etc.)
- What to do after you’re successfully producing content
- How to start sharing industry thought leadership
- How to start exploring paid media
- How to start building a brand community
This course is a great fit for seasoned IMPACT+ Pro members who identify as business owners, senior leaders, and leadership and are on the verge of stage 4 or beyond.
By the end of this course, you’ll know what it takes to turn your digital sales and marketing from good to great, an actual asset that continues to provide opportunities for you, your team, and your community.
Course Transcripts:
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Course Transcripts:
Course Transcripts:
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.
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- 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.
Course Transcripts:
Course Transcripts:
30m
PRO
Course
Level: Advanced
As your team grows, more and more of your time is taken up by meetings and people management. How can you effectively manage your team as it scales while getting valuable time back in your schedule for other responsibilities?
As a business leader, knowing which meetings your team needs, how to create an effective agenda, how to facilitate a great meeting, and how to manage your direct reports are imperative to your They Ask, You Answer success.
IMPACT’s VP of Membership Kristen Pecka, will teach you how to effectively manage your team as it scales and get time back for your other responsibilities.
In this course you will learn:
- The meetings you need to effectively implement They Ask, You Answer in your company
- How to manage your time as your team grows
- How to complete the They Ask, You Answer scorecard exercise as a team
Course Transcripts:
As your team grows, more and more of your time is taken up by meetings and people management. How can you effectively manage your team as it scales while getting valuable time back in your schedule for other responsibilities?
As a business leader, knowing which meetings your team needs, how to create an effective agenda, how to facilitate a great meeting, and how to manage your direct reports are imperative to your They Ask, You Answer success.
IMPACT’s VP of Membership Kristen Pecka, will teach you how to effectively manage your team as it scales and get time back for your other responsibilities.
In this course you will learn:
- The meetings you need to effectively implement They Ask, You Answer in your company
- How to manage your time as your team grows
- How to complete the They Ask, You Answer scorecard exercise as a team
Course Transcripts:
34m
PRO
Course
Level: Intermediate
Your content strategy is a full company initiative that places content at the center of your business. Did you know that oftentimes companies don’t realize they aren’t including everything needed in a content strategy? This can impact your business momentum and hurt your bottom line. Here at IMPACT, we have the tools and resources to make sure you succeed with content on your They Ask, You Answer journey.
Learn from Jen Barrell, a content trainer with over 10 years of expertise in content strategy and teaching content teams to thrive with They Ask, You Answer.
In this course you will learn
- Why and how to create a full-team content strategy
- How to define a content strategy and how it’s used to drive revenue
- How to set expectations for your team so you’re aligned
Course Transcripts:
Your content strategy is a full company initiative that places content at the center of your business. Did you know that oftentimes companies don’t realize they aren’t including everything needed in a content strategy? This can impact your business momentum and hurt your bottom line. Here at IMPACT, we have the tools and resources to make sure you succeed with content on your They Ask, You Answer journey.
Learn from Jen Barrell, a content trainer with over 10 years of expertise in content strategy and teaching content teams to thrive with They Ask, You Answer.
In this course you will learn
- Why and how to create a full-team content strategy
- How to define a content strategy and how it’s used to drive revenue
- How to set expectations for your team so you’re aligned
Course Transcripts:
54m
FREE
Course
Level: Intermediate
If you look at the most successful inbound case studies, the companies who have experienced the most significant sales and revenue growth with inbound, there is one common theme amongst them: They weren’t reliant on an agency or outsourced vendor to dictate what they did. Instead, they owned it. They made the investments, and because of that, revolutionized their businesses and in many cases, their industries.
In this course, you’ll learn what it means to take ownership of your digital sales and marketing, how you can do it, and the long term value it provides.
This course is a great fit for business owners, senior leaders, and leadership team members.
By the end of this course, you’ll know what it takes to transition from a position of reliance on others to a position of ownership for your digital sales and marketing.
Course Transcripts:
Course Transcripts:
If you look at the most successful inbound case studies, the companies who have experienced the most significant sales and revenue growth with inbound, there is one common theme amongst them: They weren’t reliant on an agency or outsourced vendor to dictate what they did. Instead, they owned it. They made the investments, and because of that, revolutionized their businesses and in many cases, their industries.
In this course, you’ll learn what it means to take ownership of your digital sales and marketing, how you can do it, and the long term value it provides.
This course is a great fit for business owners, senior leaders, and leadership team members.
By the end of this course, you’ll know what it takes to transition from a position of reliance on others to a position of ownership for your digital sales and marketing.
Course Transcripts:
Course Transcripts:
57m
PRO
Course
Level: Beginner
Hey Subject Matter Experts, as you can guess by the title of this course, there are 6 topics your marketing team needs your help in creating. But why do YOU need to help? Why can’t marketing just do this on their own?
In this course, we’ll answer that question and also:
- Why these topics are important
- Overcoming objections to answering these questions
- Why SME participation is so important for each topic
- How SMEs can help bring these topics to life
- Important considerations to keep in mind while creating this content
This course is a great fit for salespeople, leadership teams, and of course, subject matter experts who care about producing high-quality content on your website to drive more traffic and give your sales team more qualified leads to convert into paying customers. We can all agree that’s important to everyone in your organization, right?
By the end of this course, you’ll have a much clearer understanding of the most critical pieces of content any business can create for their prospects, and how and WHY you, the SME, need to help create an amazing piece of content.
Course Transcripts:
Intro
Course Transcripts:
Intro
Hey Subject Matter Experts, as you can guess by the title of this course, there are 6 topics your marketing team needs your help in creating. But why do YOU need to help? Why can’t marketing just do this on their own?
In this course, we’ll answer that question and also:
- Why these topics are important
- Overcoming objections to answering these questions
- Why SME participation is so important for each topic
- How SMEs can help bring these topics to life
- Important considerations to keep in mind while creating this content
This course is a great fit for salespeople, leadership teams, and of course, subject matter experts who care about producing high-quality content on your website to drive more traffic and give your sales team more qualified leads to convert into paying customers. We can all agree that’s important to everyone in your organization, right?
By the end of this course, you’ll have a much clearer understanding of the most critical pieces of content any business can create for their prospects, and how and WHY you, the SME, need to help create an amazing piece of content.
Course Transcripts:
Intro
Course Transcripts:
Intro
20m
PRO
Course
Level: Intermediate
As a They Ask, You Answer leader at your organization, you know the importance of measuring success and empowering your team. You need to make strategic decisions to build and sustain your company using They Ask, You Answer.
What can someone like you, who is leading the charge for They Ask, You Answer at their organization, do to plan ahead and predict spending for new needs?
IMPACT’s Connor DeLaney will guide you through the key areas where you can plan ahead for growth, how to identify when it’s time to grow your tools or team, and what you may need in the future.
In this course you will learn:
- How to guarantee your data allows for clear ROI reporting
- The importance of regularly sharing wins and ROI with key stakeholders
- How to predict spending for They Ask, You Answer activities
- What success looks like for each of the key roles on a They Ask, You Answer team
Course Transcripts:
As a They Ask, You Answer leader at your organization, you know the importance of measuring success and empowering your team. You need to make strategic decisions to build and sustain your company using They Ask, You Answer.
What can someone like you, who is leading the charge for They Ask, You Answer at their organization, do to plan ahead and predict spending for new needs?
IMPACT’s Connor DeLaney will guide you through the key areas where you can plan ahead for growth, how to identify when it’s time to grow your tools or team, and what you may need in the future.
In this course you will learn:
- How to guarantee your data allows for clear ROI reporting
- The importance of regularly sharing wins and ROI with key stakeholders
- How to predict spending for They Ask, You Answer activities
- What success looks like for each of the key roles on a They Ask, You Answer team
Course Transcripts:
53m
PRO
Course
Level: Advanced
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.
Course Transcripts:
Course Transcripts:
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.
Course Transcripts:
Course Transcripts:
1h 24m
PRO
Course
Level: Advanced
It is critical to establish trust during your sales calls but what does that look like? IMPACT’s Chris Duprey will explain what effective communication is, how to gain commitment to the next steps in the sales process, and how to use content, video, and social media as a tool to educate your buyer along the way. Then, IMPACT’s Chris Marr will teach you how significant it is to remove weak language to ensure you maintain your customer's confidence and trust.
In this course you will learn:
- What effective communication really looks and sounds like for both the buyer and seller
- How to establish trust with buyers before you ever talk to them
- How to remove weak language and establish authority
Course Transcripts:
It is critical to establish trust during your sales calls but what does that look like? IMPACT’s Chris Duprey will explain what effective communication is, how to gain commitment to the next steps in the sales process, and how to use content, video, and social media as a tool to educate your buyer along the way. Then, IMPACT’s Chris Marr will teach you how significant it is to remove weak language to ensure you maintain your customer's confidence and trust.
In this course you will learn:
- What effective communication really looks and sounds like for both the buyer and seller
- How to establish trust with buyers before you ever talk to them
- How to remove weak language and establish authority
Course Transcripts:
41m
FREE
Course
Level: Intermediate
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
Course Transcripts:
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
Course Transcripts:
3h 49m
FREE
Course
Level: Intermediate
The Founder and CEO of IMPACT, Bob Ruffolo, will break down what every CEO and business leader needs to know when building a scalable, successful agency. This course gets vulnerable and honest as Bob discusses the journey that IMPACT has taken, what has worked, and what has been learned along the way. Join Bob Ruffolo, Shandi Drummond-Butt, and Brie Rangel as they discuss how to implement a business strategy, sales, how to grow the business from 2 to over 70 employees, finances, and more!
In this course, you will learn:
- How to implement a business strategy
- About the IMPACT Certified Coaching Program
- How using the proven method They Ask, You Answer can increase sales
- Valuable advice for business owners on how to grow a marketing agency
- Business software and books every CEO should know
- To scale your business from 2 to over 70 employees
The Founder and CEO of IMPACT, Bob Ruffolo, will break down what every CEO and business leader needs to know when building a scalable, successful agency. This course gets vulnerable and honest as Bob discusses the journey that IMPACT has taken, what has worked, and what has been learned along the way. Join Bob Ruffolo, Shandi Drummond-Butt, and Brie Rangel as they discuss how to implement a business strategy, sales, how to grow the business from 2 to over 70 employees, finances, and more!
In this course, you will learn:
- How to implement a business strategy
- About the IMPACT Certified Coaching Program
- How using the proven method They Ask, You Answer can increase sales
- Valuable advice for business owners on how to grow a marketing agency
- Business software and books every CEO should know
- To scale your business from 2 to over 70 employees
55m
PRO
Course
Level: Intermediate
They Ask, You Answer is a proven framework that has helped thousands of businesses around the world. But the truly successful businesses all have one thing in common: full alignment and buy-in throughout your business. How can you achieve this? Everyone at the company must understand the what, why, and how of what you’re doing. Learn this proven framework for getting buy-in from two world-class They Ask, You Answer coaches, Chris Duprey and Chris Marr.
In this course you will learn:
- What it means to have buy-in and a willingness to participate
- Who needs to be aligned at your organization and why
- Problems that will happen without buy-in
- How to do ongoing team training and why it works
- 5 other ways to make They Ask, You Answer stick at your organization
Course Transcripts:
They Ask, You Answer is a proven framework that has helped thousands of businesses around the world. But the truly successful businesses all have one thing in common: full alignment and buy-in throughout your business. How can you achieve this? Everyone at the company must understand the what, why, and how of what you’re doing. Learn this proven framework for getting buy-in from two world-class They Ask, You Answer coaches, Chris Duprey and Chris Marr.
In this course you will learn:
- What it means to have buy-in and a willingness to participate
- Who needs to be aligned at your organization and why
- Problems that will happen without buy-in
- How to do ongoing team training and why it works
- 5 other ways to make They Ask, You Answer stick at your organization
Course Transcripts:
1h 12m
PRO
Course
Level: Intermediate
Growing a business can be a challenge. As a business leader, you may feel stuck on how to scale your business, develop a strategy to scale your internal processes, and keep everyone aligned on the big picture.
Founder and CEO of IMPACT, Bob Ruffolo, will share valuable insights on how his business scaled up its content team, sales team, and the importance of having a coach. Then learn the 4 P’s of scaling forward: people, pivot, process, price with Scaling Up founder Verne Harnish and founder of Petra Coach, Andy Bailey.
Plus, learn how IMPACT+ can connect you with a network of business executives and leaders to help guide you through any hurdle.
In this course you will learn:
- The 4 P’s of scaling forward: people, pivot, process, price
- How to build a content program in your company
- How to scale up your sales team
- What you should pay attention to as you scale
Join these three remarkable leaders as they discuss the fundamentals of building a scalable business!
Course Transcripts:
Growing a business can be a challenge. As a business leader, you may feel stuck on how to scale your business, develop a strategy to scale your internal processes, and keep everyone aligned on the big picture.
Founder and CEO of IMPACT, Bob Ruffolo, will share valuable insights on how his business scaled up its content team, sales team, and the importance of having a coach. Then learn the 4 P’s of scaling forward: people, pivot, process, price with Scaling Up founder Verne Harnish and founder of Petra Coach, Andy Bailey.
Plus, learn how IMPACT+ can connect you with a network of business executives and leaders to help guide you through any hurdle.
In this course you will learn:
- The 4 P’s of scaling forward: people, pivot, process, price
- How to build a content program in your company
- How to scale up your sales team
- What you should pay attention to as you scale
Join these three remarkable leaders as they discuss the fundamentals of building a scalable business!
Course Transcripts:
1h 11m
PRO
Course
Level: Beginner
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect with potential customers, especially in a COVID-19 world where face-to-face interactions can be difficult to come by.
Video enables you to hear someone’s voice, see their face, and build the more human, trusting connection needed to help your customers feel comfortable buying from you.
But how do you sell in a video-first, virtual workplace? In this essential course for any modern sales team, Myriah Anderson explains how to use video in every stage of the sales process to improve engagement and increase revenue.
By the end, you will know:
- How to use video through different stages of the sales process
- How to be successful with virtual selling
- How to measure your success with virtual selling
This course is a must for anyone in sales looking to navigate the socially distant waters of COVID-19 or simply improve and scale their current sales efforts using video.
Course Transcripts:
Course Transcripts:
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect with potential customers, especially in a COVID-19 world where face-to-face interactions can be difficult to come by.
Video enables you to hear someone’s voice, see their face, and build the more human, trusting connection needed to help your customers feel comfortable buying from you.
But how do you sell in a video-first, virtual workplace? In this essential course for any modern sales team, Myriah Anderson explains how to use video in every stage of the sales process to improve engagement and increase revenue.
By the end, you will know:
- How to use video through different stages of the sales process
- How to be successful with virtual selling
- How to measure your success with virtual selling
This course is a must for anyone in sales looking to navigate the socially distant waters of COVID-19 or simply improve and scale their current sales efforts using video.
Course Transcripts:
Course Transcripts: