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Lesson length 41m
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Fundamentals of Highly Effective Sales Communication
Level: Advanced Updated: Apr 28, 2022
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. 
Lesson length 30m
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Course Course
Self-Selection and the Touchless Buying Experience
Level: Beginner Updated: Apr 28, 2022
Is your website forcing visitors to fill out a form to get a quote? Does it make them have to talk to someone before making a purchase?

Fact: Modern buyers don’t want to be sold to. They want to take ownership of their buying decision and know they’re making the best choice for themselves. Why do you think so many hide behind their computer screens rather than browsing (or braving) the aisles of their local stores? 

Self-selection tools (think product match quizzes) transform your website experience to help buyers sell themselves. They help personalize a buyer’s experience on your website, making it not only easier but more enjoyable for them to make a purchase without needing to talk to someone on your team. 

In this course, taught by IMPACT’s Chief Learning Officer Chris Duprey, you’ll learn everything you need to create this experience on your website, including:

  • What exactly a self-selection tool is
  • The different types of self-selection tools
  • How self-selection tools can help shorten the sales cycle and improve website conversion rates by guiding buyers to their best options
  • How to go about building your own self-selection tool
 
This course is a must-see for anyone in marketing, but especially those in sales, marketing, design, and user experience.
Is your website forcing visitors to fill out a form to get a quote? Does it make them have to talk to someone before making a purchase?

Fact: Modern buyers don’t want to be sold to. They want to take ownership of their buying decision and know they’re making the best choice for themselves. Why do you think so many hide behind their computer screens rather than browsing (or braving) the aisles of their local stores? 

Self-selection tools (think product match quizzes) transform your website experience to help buyers sell themselves. They help personalize a buyer’s experience on your website, making it not only easier but more enjoyable for them to make a purchase without needing to talk to someone on your team. 

In this course, taught by IMPACT’s Chief Learning Officer Chris Duprey, you’ll learn everything you need to create this experience on your website, including:

  • What exactly a self-selection tool is
  • The different types of self-selection tools
  • How self-selection tools can help shorten the sales cycle and improve website conversion rates by guiding buyers to their best options
  • How to go about building your own self-selection tool
 
This course is a must-see for anyone in marketing, but especially those in sales, marketing, design, and user experience.
Lesson length 54m
FREE
Course Course
Investing in Incredible Digital Sales and Marketing Results
Level: Intermediate Updated: Apr 28, 2022
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.

Lesson length 35m
PRO
Course Course
Scaling Up Your Digital Sales and Marketing
Level: Advanced Updated: Apr 28, 2022
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?

It’s a common misconception that inbound marketing is only suited for small businesses.  Inbound efforts are effective and affordable for small to medium-sized businesses, but that doesn’t mean they can’t be as valuable as an organization grows as well. 

In this course, IMPACT’s Chief Learning Officer Chris Duprey shares what it takes to scale up your digital sales and marketing into an indispensable asset that will actually grow with the company. You’ll learn:

  • 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.

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?

It’s a common misconception that inbound marketing is only suited for small businesses.  Inbound efforts are effective and affordable for small to medium-sized businesses, but that doesn’t mean they can’t be as valuable as an organization grows as well. 

In this course, IMPACT’s Chief Learning Officer Chris Duprey shares what it takes to scale up your digital sales and marketing into an indispensable asset that will actually grow with the company. You’ll learn:

  • 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.

Lesson length 37m
PRO
Course Course
Investing in Your Business Website's User Experience
Level: Intermediate Updated: Apr 28, 2022
Needing a website for your business is a given, but the same website from 2000 or even 2013 isn’t going to cut it. To succeed with inbound marketing and They Ask, You Answer, your business website needs a specific user experience and unique features you may not have considered before. 

Your business website can be your No. 1 salesperson, driving traffic, leads, and sales every single day of the year, after hours, without ever needing to take a day off. Unfortunately, too many businesses are missing out on this opportunity by investing in the wrong areas. 

We’ve built hundreds of websites over the years that have helped businesses get set up for success and, in this course, we share everything you need to know to do it yourself. By the end of this quick, 35-minute course, you'll have a clear understanding of:

  • The role your business website needs to play to see the results you're looking for
  • What makes your business website great to your ideal buyers 
  • The consequences of not investing in your business website's user experience
  • The 10 key areas of what we call the Website Mastery Scorecard
 
This course is ideally suited for business, marketing, and sales leaders who want to drive more growth through their business website.

Needing a website for your business is a given, but the same website from 2000 or even 2013 isn’t going to cut it. To succeed with inbound marketing and They Ask, You Answer, your business website needs a specific user experience and unique features you may not have considered before. 

Your business website can be your No. 1 salesperson, driving traffic, leads, and sales every single day of the year, after hours, without ever needing to take a day off. Unfortunately, too many businesses are missing out on this opportunity by investing in the wrong areas. 

We’ve built hundreds of websites over the years that have helped businesses get set up for success and, in this course, we share everything you need to know to do it yourself. By the end of this quick, 35-minute course, you'll have a clear understanding of:

  • The role your business website needs to play to see the results you're looking for
  • What makes your business website great to your ideal buyers 
  • The consequences of not investing in your business website's user experience
  • The 10 key areas of what we call the Website Mastery Scorecard
 
This course is ideally suited for business, marketing, and sales leaders who want to drive more growth through their business website.

Lesson length 53m
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Course Course
How to Role Play Virtual Selling With Your Team
Level: Advanced Updated: Apr 28, 2022
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.
Lesson length 27m
FREE
Course Course
Assignment Prospecting
Level: Intermediate Updated: May 5, 2022
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.

Related Courses

Lesson length 41m
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Fundamentals of Highly Effective Sales Communication
Level: Advanced Updated: Apr 28, 2022
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. 
Lesson length 3h 49m
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Course Course
Building a Scalable, Successful Agency
Level: Intermediate Updated: Apr 28, 2022
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
Lesson length 1h 54m
FREE
Course Course
What a High Performing They Ask, You Answer Company Looks Like
Level: Beginner Updated: Mar 30, 2022
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: 
  • The habits you have to create and maintain long-term at your organization
  • How to score yourself and see where you’re at right now
  • What high performing They Ask, You Answer businesses have in common

In this course, you will learn:
  1. What success looks like in each of the 10 core concepts of They Ask, You Answer
  2. Characteristics of the top people bringing They Ask, You Answer to life at their companies and how they’re maintaining their level of success
  3. Challenges businesses implementing They Ask, You Answer have faced and how they’ve overcome them 
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: 
  • The habits you have to create and maintain long-term at your organization
  • How to score yourself and see where you’re at right now
  • What high performing They Ask, You Answer businesses have in common

In this course, you will learn:
  1. What success looks like in each of the 10 core concepts of They Ask, You Answer
  2. Characteristics of the top people bringing They Ask, You Answer to life at their companies and how they’re maintaining their level of success
  3. Challenges businesses implementing They Ask, You Answer have faced and how they’ve overcome them 
Lesson length 51m
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Course Course
Your Role as a They Ask, You Answer Sales Leader
Level: Advanced Updated: May 11, 2022
If you want They Ask, You Answer to succeed at your company, you need your sales team to be on board. When salespeople have a tried and true method they’ve been using for years, they’re unlikely to try something new and less certain. The key to getting They Ask, You Answer buy-in from your sales reps is to show them how the methodology will make their lives easier. In this course you will learn how to get your sales team to fully embrace They Ask, You Answer, how to hold them accountable, and how to onboard new team members in the future. 

In this course you will learn:
  • How to get your team to fully embrace They Ask, You Answer
  • How to keep them sticking to the process and hold them accountable
  • How to quickly onboard any new sales reps who join your team in the future so your team never misses a beat
If you want They Ask, You Answer to succeed at your company, you need your sales team to be on board. When salespeople have a tried and true method they’ve been using for years, they’re unlikely to try something new and less certain. The key to getting They Ask, You Answer buy-in from your sales reps is to show them how the methodology will make their lives easier. In this course you will learn how to get your sales team to fully embrace They Ask, You Answer, how to hold them accountable, and how to onboard new team members in the future. 

In this course you will learn:
  • How to get your team to fully embrace They Ask, You Answer
  • How to keep them sticking to the process and hold them accountable
  • How to quickly onboard any new sales reps who join your team in the future so your team never misses a beat
Lesson length 41m
FREE
Course Course
The Revenue Team Approach to Sales Enablement Content
Level: Intermediate Updated: May 16, 2022
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
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
Lesson length 2h 14m
FREE
Course Course
They Ask, You Answer Fundamentals with Marcus Sheridan
Level: Beginner Updated: May 6, 2022
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.

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.

Lesson length 54m
FREE
Course Course
Investing in Incredible Digital Sales and Marketing Results
Level: Intermediate Updated: Apr 28, 2022
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.

Lesson length 1h 03m
FREE
Course Course
How to Hire a Content Manager
Level: Intermediate Updated: Apr 28, 2022
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
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
Lesson length 1h 12m
PRO
Course Course
Fundamentals of Building a Scalable Business
Level: Intermediate Updated: Mar 31, 2022
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!


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!


Lesson length 57m
PRO
Course Course
6 Topics Subject Matter Experts Need to Address
Level: Beginner Updated: Apr 28, 2022
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.
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.
Lesson length 1h 12m
PRO
Course Course
Becoming the Trusted Voice in Your Space
Level: Intermediate Updated: Apr 29, 2022
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 
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 
Lesson length 35m
PRO
Course Course
Scaling Up Your Digital Sales and Marketing
Level: Advanced Updated: Apr 28, 2022
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?

It’s a common misconception that inbound marketing is only suited for small businesses.  Inbound efforts are effective and affordable for small to medium-sized businesses, but that doesn’t mean they can’t be as valuable as an organization grows as well. 

In this course, IMPACT’s Chief Learning Officer Chris Duprey shares what it takes to scale up your digital sales and marketing into an indispensable asset that will actually grow with the company. You’ll learn:

  • 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.

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?

It’s a common misconception that inbound marketing is only suited for small businesses.  Inbound efforts are effective and affordable for small to medium-sized businesses, but that doesn’t mean they can’t be as valuable as an organization grows as well. 

In this course, IMPACT’s Chief Learning Officer Chris Duprey shares what it takes to scale up your digital sales and marketing into an indispensable asset that will actually grow with the company. You’ll learn:

  • 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.

Lesson length 2h 58m
PRO
Course Course
Bringing They Ask, You Answer to Your Organization
Level: Advanced Updated: Apr 4, 2022
They Ask, You Answer is a proven framework that has helped businesses all over the world! Join Marcus Sheridan, creator of the prove framework They Ask, You Answer along with Founder and CEO of IMPACT, Bob Ruffolo, as they teach you: 
  • How to become a world-class They Ask, You Answer leader
  • How to embrace a question first mindset
  • How to communicate the vision of the organization and shape internal culture

Learn how to facilitate a successful 90-day planning session and the importance of setting clear priorities with your revenue team. 

In this course you will learn:
  • How to set and maintain standards for success with They Ask, You Answer at your organization
  • Problems you may encounter in bringing They Ask, You Answer to your organization and how to get ahead of them
  • What technology do your sales, marketing, and video teams need to be successful with They Ask, You Answer
They Ask, You Answer is a proven framework that has helped businesses all over the world! Join Marcus Sheridan, creator of the prove framework They Ask, You Answer along with Founder and CEO of IMPACT, Bob Ruffolo, as they teach you: 
  • How to become a world-class They Ask, You Answer leader
  • How to embrace a question first mindset
  • How to communicate the vision of the organization and shape internal culture

Learn how to facilitate a successful 90-day planning session and the importance of setting clear priorities with your revenue team. 

In this course you will learn:
  • How to set and maintain standards for success with They Ask, You Answer at your organization
  • Problems you may encounter in bringing They Ask, You Answer to your organization and how to get ahead of them
  • What technology do your sales, marketing, and video teams need to be successful with They Ask, You Answer
Lesson length 44m
PRO
Course Course
Using a CRM to Power They Ask, You Answer Success
Level: Intermediate Updated: May 9, 2022
Utilizing a CRM to track performance and apply the They Ask, You Answer framework, will help prove ROI from your inbound marketing and shorten the sales cycle. 

The marketing team should make sure all leads are sales-qualified by showing every piece of content a prospect has interacted with, while the sales team focuses on good fit leads and closing deals. All of this together will help shorten the sales cycle and allow leadership to make data-driven decisions to clearly demonstrate your They Ask, You Answer journey is successful!
Join Jessica Palmeri as she teaches the importance of having a CRM strategy to power your They Ask, You Answer success. 

In this course you will learn:
  • How to choose the right CRM for your business
  • How to establish the foundation for success
  • Why you need a CRM owner or admin
  • How to set expectations with your team
  • How to create a process for leads
Utilizing a CRM to track performance and apply the They Ask, You Answer framework, will help prove ROI from your inbound marketing and shorten the sales cycle. 

The marketing team should make sure all leads are sales-qualified by showing every piece of content a prospect has interacted with, while the sales team focuses on good fit leads and closing deals. All of this together will help shorten the sales cycle and allow leadership to make data-driven decisions to clearly demonstrate your They Ask, You Answer journey is successful!
Join Jessica Palmeri as she teaches the importance of having a CRM strategy to power your They Ask, You Answer success. 

In this course you will learn:
  • How to choose the right CRM for your business
  • How to establish the foundation for success
  • Why you need a CRM owner or admin
  • How to set expectations with your team
  • How to create a process for leads
Lesson length 1h 11m
PRO
Course Course
Fundamentals of Virtual Selling
Level: Beginner Updated: Jan 28, 2022
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. 
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. 
Lesson length 53m
PRO
Course Course
How to Role Play Virtual Selling With Your Team
Level: Advanced Updated: Apr 28, 2022
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.