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41m
PRO
Course
Fundamentals of Highly Effective Sales Communication
Level: Advanced Updated: May 10, 2021
In this course, you will learn how to leverage effective communication in sales before, during, and after an interaction with a buyer. You’ll learn how to have more control over the direction of your conversations, maintain better ongoing relationships with buyers, and achieve a new level of trust with prospects.

This course is a great fit for sales reps, sales leaders, and leadership.

By the end, you’ll understand what effective communication is, what is needed to achieve this in a sales setting, and be empowered to approach sales conversations from the position of an educator. 

Specifically, you’ll know how to get ahead of objections, develop the tools to get a commitment, and send effective follow-up communication to your buyer. 
In this course, you will learn how to leverage effective communication in sales before, during, and after an interaction with a buyer. You’ll learn how to have more control over the direction of your conversations, maintain better ongoing relationships with buyers, and achieve a new level of trust with prospects.

This course is a great fit for sales reps, sales leaders, and leadership.

By the end, you’ll understand what effective communication is, what is needed to achieve this in a sales setting, and be empowered to approach sales conversations from the position of an educator. 

Specifically, you’ll know how to get ahead of objections, develop the tools to get a commitment, and send effective follow-up communication to your buyer. 

Chris Duprey

30m
FREE
Course
Self Selection and the Touchless Buying Experience
Level: Beginner Updated: May 10, 2021
In this course you’ll learn the importance of self-selection tools and personalized digital experiences that help shorten the sales cycle, improve conversion rates, and ultimately provide a buyer-centric experience on your website.

This course is a great fit for sales reps, sales leaders, marketers, marketing leaders, and leadership.

By the end of this course you’ll understand the data and trends of self-selection, how it applies to your organization, and how to get started on using your own tools.
In this course you’ll learn the importance of self-selection tools and personalized digital experiences that help shorten the sales cycle, improve conversion rates, and ultimately provide a buyer-centric experience on your website.

This course is a great fit for sales reps, sales leaders, marketers, marketing leaders, and leadership.

By the end of this course you’ll understand the data and trends of self-selection, how it applies to your organization, and how to get started on using your own tools.

Chris Duprey

35m
PRO
Course
Scaling Up Your Digital Sales and Marketing
Level: Advanced Updated: May 10, 2021
In this course, you’ll learn what it takes to scale up your digital sales and marketing to truly turn it into an asset that will take your business to the next level.

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

In this course, you’ll learn what it takes to scale up your digital sales and marketing to truly turn it into an asset that will take your business to the next level.

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

Chris Duprey

54m
FREE
Course
Investing in Incredible Digital Sales and Marketing Results
Level: Intermediate Updated: May 24, 2021
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.

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.

Chris Duprey

27m
FREE
Course
Assignment prospecting
Level: Intermediate Updated: May 10, 2021
If you’re in sales, you know how challenging prospecting can be. You’re reaching out to ideal buyers who have never heard of you before, and (in a single communication) you need to get them to like you, trust you, and take action. Too often, however, your messages go unopened and unanswered.Until now, that is. 

In this new course, you’ll unlock the powerful tactics, strategies, and secrets to creating prospecting emails that are guaranteed to get higher open rates and leave your prospects genuinely excited to learn more from you.
If you’re in sales, you know how challenging prospecting can be. You’re reaching out to ideal buyers who have never heard of you before, and (in a single communication) you need to get them to like you, trust you, and take action. Too often, however, your messages go unopened and unanswered.Until now, that is. 

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

Chris Duprey

53m
PRO
Course
How to Role Play Virtual Selling with Your Team
Level: Advanced Updated: May 10, 2021
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.
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.

Chris Duprey

Related Courses

17m
FREE
Course
Making the most of a virtual event sponsorship
Level: Intermediate Updated: May 10, 2021
Virtual sponsorships are a huge opportunity for your brand to get in front of a bigger audience AND to make a lasting impression on the virtual stage. Whatever your title might be, if you want to learn how to deliver maximum value as a sponsor for a virtual audience, then this is exactly where you need to be.

Discover why virtual event sponsorships are worth investing in, the types of virtual event sponsorships that are available, how to work effectively with event producers (from an event producer), and how to wow attendees and turn them into leads for your business.
Virtual sponsorships are a huge opportunity for your brand to get in front of a bigger audience AND to make a lasting impression on the virtual stage. Whatever your title might be, if you want to learn how to deliver maximum value as a sponsor for a virtual audience, then this is exactly where you need to be.

Discover why virtual event sponsorships are worth investing in, the types of virtual event sponsorships that are available, how to work effectively with event producers (from an event producer), and how to wow attendees and turn them into leads for your business.

Connor DeLaney

41m
FREE
Course
The revenue team approach to sales enablement content
Level: Intermediate Updated: May 10, 2021
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.

The solution? Sales enablement content. 

But what is sales enablement content? 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 makes you look like a total money-making hero at your company?

Well, you're in good hands with Liz Moorehead, IMPACT's editor-in-chief. Because, by the end of this course, 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
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.

The solution? Sales enablement content. 

But what is sales enablement content? 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 makes you look like a total money-making hero at your company?

Well, you're in good hands with Liz Moorehead, IMPACT's editor-in-chief. Because, by the end of this course, 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

Liz Moorehead

27m
FREE
Course
Assignment prospecting
Level: Intermediate Updated: May 10, 2021
If you’re in sales, you know how challenging prospecting can be. You’re reaching out to ideal buyers who have never heard of you before, and (in a single communication) you need to get them to like you, trust you, and take action. Too often, however, your messages go unopened and unanswered.Until now, that is. 

In this new course, you’ll unlock the powerful tactics, strategies, and secrets to creating prospecting emails that are guaranteed to get higher open rates and leave your prospects genuinely excited to learn more from you.
If you’re in sales, you know how challenging prospecting can be. You’re reaching out to ideal buyers who have never heard of you before, and (in a single communication) you need to get them to like you, trust you, and take action. Too often, however, your messages go unopened and unanswered.Until now, that is. 

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

Chris Duprey

24m
FREE
Lesson
How to use HubSpot Sales Hub to make assignment selling a breeze
Level: Intermediate Updated: May 10, 2021
The sales technique of assignment selling – wherein you assign content as homework strategically throughout the sales process – is proven to close more deals fasters across all industries. But how can you leverage technology (like HubSpot Sales Hub) to make your assignment selling more efficient and effective?

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

Resources:

  1. What is assignment selling with Marcus Sheridan
  2. How to create and send email templates
  3. How to create and use snippets
  4. How to upload and share documents
  5. HubSpot sales content analytics

Note: You’ll need at least Sales Starter to get the most out of templates, snippets, and documents for assignment selling, and you’ll need Sales Pro or above to use sales content analytics.
The sales technique of assignment selling – wherein you assign content as homework strategically throughout the sales process – is proven to close more deals fasters across all industries. But how can you leverage technology (like HubSpot Sales Hub) to make your assignment selling more efficient and effective?

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

Resources:

  1. What is assignment selling with Marcus Sheridan
  2. How to create and send email templates
  3. How to create and use snippets
  4. How to upload and share documents
  5. HubSpot sales content analytics

Note: You’ll need at least Sales Starter to get the most out of templates, snippets, and documents for assignment selling, and you’ll need Sales Pro or above to use sales content analytics.

Carina Duffy

16m
FREE
Lesson
HubSpot Campaigns and Campaign Analytics
Level: Beginner Updated: May 10, 2021
You're using HubSpot to drive the traffic, leads, and sales you need through landing pages, blog articles, email marketing, and much, much more. But do you know how they're performing? That's exactly what the HubSpot Campaigns tool is for, but so many business leaders and digital marketers don't realize how powerful it can be.

In this lesson we’ll break down what HubSpot Campaigns actually are – how they function, and what you can do with the HubSpot Campaigns Analytics tools
You're using HubSpot to drive the traffic, leads, and sales you need through landing pages, blog articles, email marketing, and much, much more. But do you know how they're performing? That's exactly what the HubSpot Campaigns tool is for, but so many business leaders and digital marketers don't realize how powerful it can be.

In this lesson we’ll break down what HubSpot Campaigns actually are – how they function, and what you can do with the HubSpot Campaigns Analytics tools

Carina Duffy

20m
FREE
Course
Elements of a great They Ask, You Answer website
Level: Beginner Updated: Jun 10, 2021
In this course, you’ll learn how to transform your website into a true buying tool for your prospects and customers. By looking at the ways that digital consumers have changed, we’ll pull out some basic principles that you can apply to your website to make it perform better in search results, convert more visitors and sales, and ultimately get ever-closer to creating an online experience fit to be regarded as the WebMD of your industry.

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

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

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

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

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

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

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

If you’re down with that, let’s get started.

Zach Basner

1h 33m
PRO
Course
4 content guides to convert leads, close deals, and delight customers
Level: Intermediate Updated: May 28, 2021
Content managers, are you looking for ways to attract more visitors to your website, convert more leads, close more sales and turn more customers into brand evangelists? We thought you might be – in this course, we’re going to talk about four different types of guides you can create to help you achieve those very goals.
Content managers, are you looking for ways to attract more visitors to your website, convert more leads, close more sales and turn more customers into brand evangelists? We thought you might be – in this course, we’re going to talk about four different types of guides you can create to help you achieve those very goals.

Kevin Phillips

38m
PRO
Lesson
Sales reporting and dashboards in HubSpot
Level: Advanced Updated: May 28, 2021
You're using the HubSpot CRM and Sales Hub tools, but are you leveraging them to your fullest potential, so you can rely on the platform to help you maximize your revenue growth potential? If you're a sales manager or professional asking yourself this question, you're in the right place. 

In this lesson, you'll learn:

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

By the end of this short lesson, you'll feel 100% confident and comfortable navigating HubSpot's sales reporting tools, as well as how to use your dashboards to fuel real growth and help you close more deals faster.
You're using the HubSpot CRM and Sales Hub tools, but are you leveraging them to your fullest potential, so you can rely on the platform to help you maximize your revenue growth potential? If you're a sales manager or professional asking yourself this question, you're in the right place. 

In this lesson, you'll learn:

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

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

Carina Duffy