Fundamentals of Building a Scalable Business
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15 Videos • 1h 12m • Intermediate Level • Last Updated: 03/2022
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!
Topics Covered In This Course
Building Your Team
This Course Includes
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1:12 hours on-demand video
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4 lessons
-
Membership required for access
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Access on any internet-connected device
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Last Updated Mar 31, 2022
Meet Your Instructor
Bob Ruffolo •
Founder & CEO, Keynote Speaker, Entrepreneur, Recipient of Comparably’s Best CEO ’17
Bob is the founder and CEO of IMPACT, a company focused on helping people find success with inbound marketing through education, events, and agency services. In 2017, IMPACT was recognized as HubSpot's Partner Agency of the Year. Personally, Bob is a graduate of Central Connecticut State University and was inducted into their School of Business Hall of Honor in 2014 for entrepreneurial excellence. In the same year, he was also recognized as one of Hartford Business Journal's 40 Under Forty. Beyond being driven to grow IMPACT, Bob strives to be at the forefront of the inbound marketing movement and loves helping similar agencies execute their growth. In his spare time, he is a regular speaker at HubSpot's annual Inbound Conference and local universities, an active member of several entrepreneurial groups, and sits on the boards of local educational and community foundations. He is also an avid Yankees and Jets fan.
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!
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Unlock access with IMPACT+ ProIMPACT+ courses:
- They Ask, You Answer fundamentals with Marcus Sheridan
- IMPACT+ playlist: Getting started with They Ask, You Answer
- Building a Scalable, Successful Agency
IMPACT+ events:
- Andy Bailey - Living a No Try Life
- No Try Life - Worksheet
- Scaling Trust: How to Become the Go-To Thought Leader of Your Entire Industry
- More Money, More Problems: How to Scale Trust When You Win the Business Lottery
Books:
We are a participant in the Amazon Services LLC Associates Program. IMPACT may earn compensation for purchases made using the links on this page. This in no way affects IMPACTs recommendation of the books listed.
- Scaling Up by Verne Harnish
- The Visual Sale by Marcus Sheridan and Tyler Lessard
- They Ask, You Answer by Marcus Sheridan
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- 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
44m
PRO
Course
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
30m
PRO
Course
Level: Advanced
Updated: Jun 7, 2022
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
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
1h 11m
PRO
Course
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.
34m
PRO
Course
Level: Intermediate
Updated: Jul 8, 2022
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
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
20m
PRO
Course
Level: Intermediate
Updated: Aug 4, 2022
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
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
53m
PRO
Course
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.