Scaling Up Your Digital Sales and Marketing

  
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More From This Instructor

Lesson length 41m
PRO
Course Course
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 55m
PRO
Course Course
Getting Full Company Alignment and Buy-In
Level: Intermediate Updated: Jan 31, 2022
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
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
Lesson length 30m
FREE
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 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
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.
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
PRO
Course Course
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 55m
PRO
Course Course
Getting Full Company Alignment and Buy-In
Level: Intermediate Updated: Jan 31, 2022
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
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
Lesson length 3h 49m
FREE
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 57m
PRO
Course Course
Creating Pillar Content Your Buyers and Search Engines Will Love
Level: Intermediate Updated: Apr 28, 2022
So you hired a content manager, and you’re churning out high-quality, long-form articles on the reg, but still not seeing that killer organic traffic you need. With one of the only constants in life being Google’s algorithm updates, this is an all too common challenge. 

As much as it pains us, the way we marketers used to “do SEO” no longer cuts it. How search engines map our content today is very different (and much more human) than it was when we all first started creating content marketing strategies or our companies and we need to cater to this. Enter topic clusters and pillar pages.

Organizing your content in a topic cluster and pillar page model will help:
  • Your website be more organized, structured, and easier for users to navigate
  • You spot new content priorities, opportunities, and gaps with ease
  • Search engines like Google map your content more efficiently
  • Your search rankings go up due to better visibility
 
But what is the topic cluster and pillar content model? How does it work and why? What do great pillar pages look like across different industries? How do you select your own topic cluster and pillar content topics? How do you develop an out-of-this-world, revenue-generating strategy for a pillar page? And how do you track the success of your topic clusters and pillar pages?

You'll find the answers to these questions (and much more) in this IMPACT+ Pro course with the mind behind IMPACT’s traffic and lead-generating pillar strategy, Liz Moorehead. 

This course is ideally suited for content managers and digital marketers who are tasked with developing and executing robust content strategies that drive results for their company.

So you hired a content manager, and you’re churning out high-quality, long-form articles on the reg, but still not seeing that killer organic traffic you need. With one of the only constants in life being Google’s algorithm updates, this is an all too common challenge. 

As much as it pains us, the way we marketers used to “do SEO” no longer cuts it. How search engines map our content today is very different (and much more human) than it was when we all first started creating content marketing strategies or our companies and we need to cater to this. Enter topic clusters and pillar pages.

Organizing your content in a topic cluster and pillar page model will help:
  • Your website be more organized, structured, and easier for users to navigate
  • You spot new content priorities, opportunities, and gaps with ease
  • Search engines like Google map your content more efficiently
  • Your search rankings go up due to better visibility
 
But what is the topic cluster and pillar content model? How does it work and why? What do great pillar pages look like across different industries? How do you select your own topic cluster and pillar content topics? How do you develop an out-of-this-world, revenue-generating strategy for a pillar page? And how do you track the success of your topic clusters and pillar pages?

You'll find the answers to these questions (and much more) in this IMPACT+ Pro course with the mind behind IMPACT’s traffic and lead-generating pillar strategy, Liz Moorehead. 

This course is ideally suited for content managers and digital marketers who are tasked with developing and executing robust content strategies that drive results for their company.

Lesson length 51m
PRO
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 24m
PRO
Lesson Lesson
19 Conversion and Content Offers that Generate Leads
Level: Intermediate Updated: Apr 28, 2022
Through SEO best practices and great content that answers your ideal buyers most pressing questions, you're driving traffic to your website. Yet even with all of that, your ideal buyers aren't converting on your website into qualified leads that can either be nurtured or worked by your sales team. 

What do you do? What can you offer besides the usual "contact us" page to transform your website visitors into the qualified leads that will drive measurable revenue growth for your company?

If these are the questions you're wrestling with, you've come to the right place! In this lesson, you'll walk away with a deep understanding of:

  • Why you need conversion and content offers on your website, no matter what it is that you do or sell at your company
  • From checklists to sales appointments, what are the best types of conversion and content offers for businesses
  • Specifically what conversion and content offers are most effective at various stages of the buyer's journey

By the end of this lesson, you'll have a ton of ideas for different types of conversion and content offers you can create for your company that will get the biggest results – based on your goals and the unique journey of your buyers – and you'll understand how to tie them to your pre-existing content on your website.
Through SEO best practices and great content that answers your ideal buyers most pressing questions, you're driving traffic to your website. Yet even with all of that, your ideal buyers aren't converting on your website into qualified leads that can either be nurtured or worked by your sales team. 

What do you do? What can you offer besides the usual "contact us" page to transform your website visitors into the qualified leads that will drive measurable revenue growth for your company?

If these are the questions you're wrestling with, you've come to the right place! In this lesson, you'll walk away with a deep understanding of:

  • Why you need conversion and content offers on your website, no matter what it is that you do or sell at your company
  • From checklists to sales appointments, what are the best types of conversion and content offers for businesses
  • Specifically what conversion and content offers are most effective at various stages of the buyer's journey

By the end of this lesson, you'll have a ton of ideas for different types of conversion and content offers you can create for your company that will get the biggest results – based on your goals and the unique journey of your buyers – and you'll understand how to tie them to your pre-existing content on your website.
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 30m
FREE
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 1h 05m
PRO
Course Course
Crafting "Selling 7" Videos that Convert
Level: Advanced Updated: May 10, 2022
So you’ve bought the camera and lighting equipment, you’ve created the YouTube channel, and you’ve convinced your team to get ready for their close-ups — but you’re still not seeing traffic, leads, or sales from your video investment. You’re not alone. 

Many marketers and businesses struggle to see real results from their video marketing for one big reason: They’re focused on creating the wrong content. 

They need to be creating what we call The Selling 7, or the seven videos that will have the biggest impact on your business’ website conversions and sales.  

From video ideation and prioritization to publishing and hosting best practices, this course from They Ask, You Answer Coach Will Schulz will teach you how to master your own Selling 7 video strategy, top to bottom. You will learn:

  • What videos are included in The Selling 7
  • The most common mistakes made when producing Selling 7 videos
  • How to create a framework for producing Selling 7 videos
  • How to make effective, high quality Selling 7 videos

This course is a great fit for videographers and content marketing managers who are already familiar with video marketing and the concept of The Selling 7 and are ready to start planning the production of their own videos. For anyone in sales or service who will be participating in these types of videos, this is critical information as well.

By the end, you will have a shared understanding of the purpose of The Selling 7. You will also know how to execute each video’s pre-production in a way that avoids common mistakes. Finally, you’ll know how to go about scheduling the shoots and hosting the content to track the viewer analytics behind your website videos.
So you’ve bought the camera and lighting equipment, you’ve created the YouTube channel, and you’ve convinced your team to get ready for their close-ups — but you’re still not seeing traffic, leads, or sales from your video investment. You’re not alone. 

Many marketers and businesses struggle to see real results from their video marketing for one big reason: They’re focused on creating the wrong content. 

They need to be creating what we call The Selling 7, or the seven videos that will have the biggest impact on your business’ website conversions and sales.  

From video ideation and prioritization to publishing and hosting best practices, this course from They Ask, You Answer Coach Will Schulz will teach you how to master your own Selling 7 video strategy, top to bottom. You will learn:

  • What videos are included in The Selling 7
  • The most common mistakes made when producing Selling 7 videos
  • How to create a framework for producing Selling 7 videos
  • How to make effective, high quality Selling 7 videos

This course is a great fit for videographers and content marketing managers who are already familiar with video marketing and the concept of The Selling 7 and are ready to start planning the production of their own videos. For anyone in sales or service who will be participating in these types of videos, this is critical information as well.

By the end, you will have a shared understanding of the purpose of The Selling 7. You will also know how to execute each video’s pre-production in a way that avoids common mistakes. Finally, you’ll know how to go about scheduling the shoots and hosting the content to track the viewer analytics behind your website videos.
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 42m
PRO
Course Course
Managing Your Reputation and Reviews in Today's Marketplace
Level: Intermediate Updated: Apr 28, 2022
In this course, you’ll learn how to actively manage your online reputation, while leveraging the power of online reviews to drive qualified leads into the sales process. A great reputation will attract new business, but a bad reputation will ensure that your potential leads have the wrong impression of you from the very start. 

This course is a great fit for marketing professionals or business owners who need to understand the fundamentals of an online reputation and how to harness the power of online reviews to attract new customers and drive revenue.

By the end of this course, you’ll have a full understanding of where your online reputation currently stands. You’ll be able to set up a repeatable process to drive new customer reviews to high-target external sites (such as Google My Business, Facebook, Angie’s List, or Home Advisor). And finally, you’ll learn how to properly address negative public feedback so that you can win back trust. 
In this course, you’ll learn how to actively manage your online reputation, while leveraging the power of online reviews to drive qualified leads into the sales process. A great reputation will attract new business, but a bad reputation will ensure that your potential leads have the wrong impression of you from the very start. 

This course is a great fit for marketing professionals or business owners who need to understand the fundamentals of an online reputation and how to harness the power of online reviews to attract new customers and drive revenue.

By the end of this course, you’ll have a full understanding of where your online reputation currently stands. You’ll be able to set up a repeatable process to drive new customer reviews to high-target external sites (such as Google My Business, Facebook, Angie’s List, or Home Advisor). And finally, you’ll learn how to properly address negative public feedback so that you can win back trust. 
Lesson length 17m
PRO
Course Course
Making the Most of a Virtual Event Sponsorship
Level: Intermediate Updated: Apr 28, 2022
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.
Lesson length 4h 58m
PRO
Course Course
The Visual Sale
Level: Beginner Updated: Apr 28, 2022
Is video really important? Yes...yes, it is! You can’t ignore the need for all businesses to use video, especially as the world has rapidly changed to need video throughout business channels. 

The Visual Sale will show you how to create a successful sales and marketing culture within your organization to get dramatic results! Learn how to harness the power of video across all aspects of your business channels in a growing virtual world. 
  • Generate more leads
  • Boost engagement on social media
  • Improve the performance of your website

This goes beyond the marketing team and into your sales team having the resources needed to provide answers for prospective customers. Your business can use video to reach new customers, gain their trust, and answer their questions before you even get to know them. 

The Visual Sale is IMPACT’s video course based on the revolutionary book of the same name, written by Marcus Sheridan and Tyler Lessard.
In this course, you will learn cover to cover these lessons:
  • An overview of The Visual Sale
  • Welcome to the visual age
  • The art of video for sales
  • The evolution of buyer behavior
  • Using video marketing in the awareness stage
  • Using video marketing in the post-sale stage
  •  Creating a culture of video...in-house 
Is video really important? Yes...yes, it is! You can’t ignore the need for all businesses to use video, especially as the world has rapidly changed to need video throughout business channels. 

The Visual Sale will show you how to create a successful sales and marketing culture within your organization to get dramatic results! Learn how to harness the power of video across all aspects of your business channels in a growing virtual world. 
  • Generate more leads
  • Boost engagement on social media
  • Improve the performance of your website

This goes beyond the marketing team and into your sales team having the resources needed to provide answers for prospective customers. Your business can use video to reach new customers, gain their trust, and answer their questions before you even get to know them. 

The Visual Sale is IMPACT’s video course based on the revolutionary book of the same name, written by Marcus Sheridan and Tyler Lessard.
In this course, you will learn cover to cover these lessons:
  • An overview of The Visual Sale
  • Welcome to the visual age
  • The art of video for sales
  • The evolution of buyer behavior
  • Using video marketing in the awareness stage
  • Using video marketing in the post-sale stage
  •  Creating a culture of video...in-house 
Lesson length 1h 04m
FREE
Course Course
Video Sales and Marketing Strategy
Level: Beginner Updated: May 10, 2022
Video can be intimidating. From the production and technology to the idea of being on camera, there’s a lot to consider and overcome when it comes to starting a video sales and marketing strategy. 

In this course, IMPACT They Ask, You Answer Coach and Inbound and Video Workshop Trainer Zachary Basner shares everything you need to know to ensure you start your video journey with confidence. 

You will learn everything Zach has taught hundreds of sales and marketing professionals first-hand, including:

  • How to align your teams around a common vision with video 
  • The different types of styles of marketing and sales videos
  • The 7 types of videos that have the biggest impact on your revenue
  • The 6 factors that make up an engaging and effective sales or marketing video

This course is perfect for anyone who is not sure of how to get started with video in their sales and marketing or looking to drive more views and sales from their existing efforts. 

Video can be intimidating. From the production and technology to the idea of being on camera, there’s a lot to consider and overcome when it comes to starting a video sales and marketing strategy. 

In this course, IMPACT They Ask, You Answer Coach and Inbound and Video Workshop Trainer Zachary Basner shares everything you need to know to ensure you start your video journey with confidence. 

You will learn everything Zach has taught hundreds of sales and marketing professionals first-hand, including:

  • How to align your teams around a common vision with video 
  • The different types of styles of marketing and sales videos
  • The 7 types of videos that have the biggest impact on your revenue
  • The 6 factors that make up an engaging and effective sales or marketing video

This course is perfect for anyone who is not sure of how to get started with video in their sales and marketing or looking to drive more views and sales from their existing efforts. 

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 2h 44m
PRO
Course Course
Fundamentals of Creating Sales & Marketing Videos
Level: Beginner Updated: Apr 28, 2022
Get expert insights on laying the foundation for high-quality video content that drives revenue including how to crush it on-camera and other production secrets.
Get expert insights on laying the foundation for high-quality video content that drives revenue including how to crush it on-camera and other production secrets.
Lesson length 1h 20m
PRO
Course Course
Inbounder’s Guide to Email Marketing
Level: Beginner Updated: Apr 28, 2022
You might be surprised by this fact, but email marketing has been around since before the introduction of the internet. Yeah, in fact, the very first marketing email was sent in 1978 by none other than Gary “The Father of Spam” Thuerk, Marketing Manager of Digital Equipment Corp. Gary used email via Arpanet (basically the forerunner to the internet) to promote their new DEC machines to 400 recipients. The email blast resulted in $13 million in sales. And email marketing has been a critical tool in every marketer’s tool bag ever since.

But just like with any medium of marketing, there will be marketers who exploit it and abuse it. Those who care more about open rates and click-through rates than they do about the actual people receiving their emails. And when they do this, they make the rest of us look bad.

Ultimately, the purpose of this course is to teach you how to use email marketing appropriately and responsibly so that you’re only sending emails to people who want your emails, who sign up to receive them. 

This course is a great fit for beginners just getting started and intermediate marketers tired of sending emails that don’t get opened, don’t get clicked on, or get recipients to unsubscribe or mark them as spam.

Here you’ll learn the inbound approach to email marketing. We’ll cover what email marketing is, how to keep it inboundy, benefits of email marketing, how to grow your email contact database, and the different types of emails you can send to recipients (that they actually want to open).

By the end of this course, you’ll be an inbound email marketing padawan. Not quite a Jedi master (that’s for a later course), but well on your way to saving the universe from awful emails nobody ever wants to open or read.
You might be surprised by this fact, but email marketing has been around since before the introduction of the internet. Yeah, in fact, the very first marketing email was sent in 1978 by none other than Gary “The Father of Spam” Thuerk, Marketing Manager of Digital Equipment Corp. Gary used email via Arpanet (basically the forerunner to the internet) to promote their new DEC machines to 400 recipients. The email blast resulted in $13 million in sales. And email marketing has been a critical tool in every marketer’s tool bag ever since.

But just like with any medium of marketing, there will be marketers who exploit it and abuse it. Those who care more about open rates and click-through rates than they do about the actual people receiving their emails. And when they do this, they make the rest of us look bad.

Ultimately, the purpose of this course is to teach you how to use email marketing appropriately and responsibly so that you’re only sending emails to people who want your emails, who sign up to receive them. 

This course is a great fit for beginners just getting started and intermediate marketers tired of sending emails that don’t get opened, don’t get clicked on, or get recipients to unsubscribe or mark them as spam.

Here you’ll learn the inbound approach to email marketing. We’ll cover what email marketing is, how to keep it inboundy, benefits of email marketing, how to grow your email contact database, and the different types of emails you can send to recipients (that they actually want to open).

By the end of this course, you’ll be an inbound email marketing padawan. Not quite a Jedi master (that’s for a later course), but well on your way to saving the universe from awful emails nobody ever wants to open or read.
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 1h 52m
FREE
Course Course
How to Write “The Big 5”
Level: Intermediate Updated: Apr 28, 2022
For a content marketer, nothing is more frustrating than churning out content and seeing nothing come of it. Maybe it’s getting some likes on social media, maybe it’s pulling in some healthy traffic, but when it comes to leads and sales, if it’s leaving you high and dry, what’s the point? 

For most businesses, it takes a year or more for inbound marketing to start showing real results, but it doesn’t have to. Though inbound and content marketing are long-term plays that compound over time, there is content you can create that has been shown to drive sales immediately. We call these topics “The Big 5” and we have seen their power work with hundreds of clients and companies over the past decade. 

The Big 5 addresses the most urgent questions and concerns modern consumers have when making a purchase regardless of industry. They are the questions being searched online and, with the answers in hand, your sales team can tackle objections in their conversations head-on. 

In this course, IMPACT+ Content Trainer, Kevin Phillips, talks you through what comprises The Big 5, how to execute them for your organization, and examples of them done well. 

In this course, you will learn:
  • Why each of the Big 5 is critical to content marketing success
  • Specific nuances for writing each of the Big 5
  • Examples of high-performing Big 5 articles in action

This course is for anyone struggling to see bottom line results from their content marketing and ready to build trust with their buyers by answering their most burning questions honestly. 
For a content marketer, nothing is more frustrating than churning out content and seeing nothing come of it. Maybe it’s getting some likes on social media, maybe it’s pulling in some healthy traffic, but when it comes to leads and sales, if it’s leaving you high and dry, what’s the point? 

For most businesses, it takes a year or more for inbound marketing to start showing real results, but it doesn’t have to. Though inbound and content marketing are long-term plays that compound over time, there is content you can create that has been shown to drive sales immediately. We call these topics “The Big 5” and we have seen their power work with hundreds of clients and companies over the past decade. 

The Big 5 addresses the most urgent questions and concerns modern consumers have when making a purchase regardless of industry. They are the questions being searched online and, with the answers in hand, your sales team can tackle objections in their conversations head-on. 

In this course, IMPACT+ Content Trainer, Kevin Phillips, talks you through what comprises The Big 5, how to execute them for your organization, and examples of them done well. 

In this course, you will learn:
  • Why each of the Big 5 is critical to content marketing success
  • Specific nuances for writing each of the Big 5
  • Examples of high-performing Big 5 articles in action

This course is for anyone struggling to see bottom line results from their content marketing and ready to build trust with their buyers by answering their most burning questions honestly. 
Lesson length 1h 20m
FREE
Course Course
The Visual Sale for Sales Professionals
Level: Beginner Updated: May 10, 2022
In this course, you’ll learn how a highly-effective sales professional (and sales team) can unlock the power of video and visual communication. By understanding and applying the philosophies of “The Visual Sale”, you’ll see dramatic improvements in buyer engagement, shorten the sales cycle, and build more trust with your prospects and customers.

This course is a great fit for any sales professional whether you’re beginning your journey with virtual sales or are looking for new ways to continue adapting to today's changing buyer. 

By the end, you’ll have a full understanding of why video is important for all sales teams, where to focus your time and energy, and an introduction to the strategies used by some of the best “video-first” sales teams around the world.

In this course, you’ll learn how a highly-effective sales professional (and sales team) can unlock the power of video and visual communication. By understanding and applying the philosophies of “The Visual Sale”, you’ll see dramatic improvements in buyer engagement, shorten the sales cycle, and build more trust with your prospects and customers.

This course is a great fit for any sales professional whether you’re beginning your journey with virtual sales or are looking for new ways to continue adapting to today's changing buyer. 

By the end, you’ll have a full understanding of why video is important for all sales teams, where to focus your time and energy, and an introduction to the strategies used by some of the best “video-first” sales teams around the world.

Lesson length 23m
PRO
Course Course
How to Implement a Live Chat Strategy
Level: Intermediate Updated: Apr 28, 2022
Your inbound business has read They Ask, You Answer, and now you want to level up your online marketing efforts by implementing live chat to your website. Being able to answer your website visitor questions in real-time is powerful! 
Whether you’re implementing live chat for the first time or looking to expand your live chat strategy, the course will guide you through how live chat strategy can help your website visitors at every step of their buyer’s journey. 

In this course, you will learn:
  • “Conversational Marketing” and embracing that in your business culture.
  • How to shift the organizational mindset to embrace live chat.
  • Discover how to create a live chat playbook to roll out your strategy.
  • 5 Rules for starting your first conversation and advanced techniques to improve the end-user experience. 
  • The importance of measuring and the key metrics to monitor with your live chat.
  • Learn about the advanced features that you can do and understand when you are ready to implement them. 
Your inbound business has read They Ask, You Answer, and now you want to level up your online marketing efforts by implementing live chat to your website. Being able to answer your website visitor questions in real-time is powerful! 
Whether you’re implementing live chat for the first time or looking to expand your live chat strategy, the course will guide you through how live chat strategy can help your website visitors at every step of their buyer’s journey. 

In this course, you will learn:
  • “Conversational Marketing” and embracing that in your business culture.
  • How to shift the organizational mindset to embrace live chat.
  • Discover how to create a live chat playbook to roll out your strategy.
  • 5 Rules for starting your first conversation and advanced techniques to improve the end-user experience. 
  • The importance of measuring and the key metrics to monitor with your live chat.
  • Learn about the advanced features that you can do and understand when you are ready to implement them. 
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 16m
PRO
Lesson Lesson
HubSpot Campaigns and Campaign Analytics
Level: Beginner Updated: Apr 28, 2022
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
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 43m
FREE
Course Course
Assignment Selling: Content Is Your Greatest Sales Tool
Level: Beginner Updated: May 11, 2022
Does your sales team not see the value in content? Do they think you’re wasting time? Are your sales not improving even though you’re publishing article after article, video after video? Assignment Selling might be the missing piece of your inbound marketing puzzle. 

When implemented, Assignment Selling, one of the fundamental pieces of They Ask, You Answer, puts the content you create into the hands of your sales team to help them address prospect questions, objections, and concerns head-on and close deals faster. 

We have helped hundreds of businesses across multiple industries improve their sales processes using Assignment Selling, and in this course, Marcus Sheridan teaches you everything you need to know to make it a success at your organization. 

In this course, you will learn:

  • The importance of leveraging content in the sales process
  • How to spend less time educating in sales meetings and ensuring you’re always working with qualified prospects
  • How Assignment Selling works
  • When you should be using Assignment Selling
  • What great Assignment Selling looks like
  • How to get started

This course is a great fit for sales reps, sales leaders, marketers, and leadership, as it talks about the fastest way to see ROI in your digital sales and marketing!

Does your sales team not see the value in content? Do they think you’re wasting time? Are your sales not improving even though you’re publishing article after article, video after video? Assignment Selling might be the missing piece of your inbound marketing puzzle. 

When implemented, Assignment Selling, one of the fundamental pieces of They Ask, You Answer, puts the content you create into the hands of your sales team to help them address prospect questions, objections, and concerns head-on and close deals faster. 

We have helped hundreds of businesses across multiple industries improve their sales processes using Assignment Selling, and in this course, Marcus Sheridan teaches you everything you need to know to make it a success at your organization. 

In this course, you will learn:

  • The importance of leveraging content in the sales process
  • How to spend less time educating in sales meetings and ensuring you’re always working with qualified prospects
  • How Assignment Selling works
  • When you should be using Assignment Selling
  • What great Assignment Selling looks like
  • How to get started

This course is a great fit for sales reps, sales leaders, marketers, and leadership, as it talks about the fastest way to see ROI in your digital sales and marketing!

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 1h 52m
PRO
Course Course
Creating Memorable, Money-Making Content for Beginners
Level: Intermediate Updated: Apr 28, 2022
You know you need to create persuasive, engaging, powerful content your audiences will adore, but frankly, for many, that process — well, sucks. It’s painful trying to get information out of your team, and it takes time to write, edit, and publish. On top of that, so much of the content doesn’t show any return in traffic, leads, or sales. 

What’s a marketer to do to make creating memorable, money-making content easier?

Believe it or not, creating great content can be broken down into surprisingly easy (and repeatable) writing formulas, techniques, and processes that anyone can put into action — and that’s what this lesson is focused on. 

By the end of it, IMPACT’s Liz Moorehead will help you master:

  • The simple processes you need to produce the highest quality content possible every single time. 
  • How to make sure you’re answering your ideal buyer’s questions through your content.
  • How to craft insanely memorable blog introductions that hook your audience.
  • How to craft conclusions that excite your ideal buyers and make them ready to take immediate action. 
  • Why adding personality into your content is mission-critical to your success as a content creator today.
  • The dos and don'ts of adding personality to content.
  • The best tools to help you optimize your content and production.
You know you need to create persuasive, engaging, powerful content your audiences will adore, but frankly, for many, that process — well, sucks. It’s painful trying to get information out of your team, and it takes time to write, edit, and publish. On top of that, so much of the content doesn’t show any return in traffic, leads, or sales. 

What’s a marketer to do to make creating memorable, money-making content easier?

Believe it or not, creating great content can be broken down into surprisingly easy (and repeatable) writing formulas, techniques, and processes that anyone can put into action — and that’s what this lesson is focused on. 

By the end of it, IMPACT’s Liz Moorehead will help you master:

  • The simple processes you need to produce the highest quality content possible every single time. 
  • How to make sure you’re answering your ideal buyer’s questions through your content.
  • How to craft insanely memorable blog introductions that hook your audience.
  • How to craft conclusions that excite your ideal buyers and make them ready to take immediate action. 
  • Why adding personality into your content is mission-critical to your success as a content creator today.
  • The dos and don'ts of adding personality to content.
  • The best tools to help you optimize your content and production.
Lesson length 1h 22m
PRO
Course Course
How to Optimize a Blog Post for SEO
Level: Advanced Updated: Apr 28, 2022
You can’t just create blog articles and not do any SEO to target your audience. As a content manager, you feel lost, confused, and you might be thinking…

“I’m not an SEO person. How am I supposed to learn everything I need to optimize my content?”

“How do my articles get found by the right people?”

You ARE the right person. You CAN get your content to perform better by doing proven SEO steps to increase the quantity and quality of your traffic. 

By the end of this course, you will have a step-by-step guide to fully understanding and executing what it takes for written content to be found by the right audience, including:

  • Knowing the right keywords to target
  • Structuring and writing copy to make both humans and robots (search engines) happy
  • Creating URLs, tags, and other mildly technical stuff content folks never thought they’d have to touch
  • Using SEO to beat the competition


This course is essential for content managers and digital marketers who publish content and wants their content seen by search engines. It’s time to rank higher to reach your audience!
You can’t just create blog articles and not do any SEO to target your audience. As a content manager, you feel lost, confused, and you might be thinking…

“I’m not an SEO person. How am I supposed to learn everything I need to optimize my content?”

“How do my articles get found by the right people?”

You ARE the right person. You CAN get your content to perform better by doing proven SEO steps to increase the quantity and quality of your traffic. 

By the end of this course, you will have a step-by-step guide to fully understanding and executing what it takes for written content to be found by the right audience, including:

  • Knowing the right keywords to target
  • Structuring and writing copy to make both humans and robots (search engines) happy
  • Creating URLs, tags, and other mildly technical stuff content folks never thought they’d have to touch
  • Using SEO to beat the competition


This course is essential for content managers and digital marketers who publish content and wants their content seen by search engines. It’s time to rank higher to reach your audience!
Lesson length 1h 10m
FREE
Course Course
Your Role as a Content Manager
Level: Beginner Updated: Apr 28, 2022
Congratulations! You've been hired as a content manager to lead the charge of your company's content marketing efforts to drive traffic, leads, and (most of all) sales. Still, as a newcomer to your role, you likely have a few questions:

  1.  What does a content manager do?
  2.  What problems does a content manager solve?
  3.  How can I get the results needed to prove myself in my new role?
  4.  What should I be doing on a daily, weekly, and monthly basis?

If this sounds familiar, you have come to the right place. IMPACT Principal Content Marketing Trainer Kevin Phillips is here to empower you with the knowledge and tactical direction you need to feel comfortable in your new role. Also, you'll discover exactly how you fit in at your company as a key player in driving big results.

By the end of this course, you'll feel confident in your new role as content manager and will have a clear roadmap of how to establish yourself as a results-driving hero at your organization.
Congratulations! You've been hired as a content manager to lead the charge of your company's content marketing efforts to drive traffic, leads, and (most of all) sales. Still, as a newcomer to your role, you likely have a few questions:

  1.  What does a content manager do?
  2.  What problems does a content manager solve?
  3.  How can I get the results needed to prove myself in my new role?
  4.  What should I be doing on a daily, weekly, and monthly basis?

If this sounds familiar, you have come to the right place. IMPACT Principal Content Marketing Trainer Kevin Phillips is here to empower you with the knowledge and tactical direction you need to feel comfortable in your new role. Also, you'll discover exactly how you fit in at your company as a key player in driving big results.

By the end of this course, you'll feel confident in your new role as content manager and will have a clear roadmap of how to establish yourself as a results-driving hero at your organization.
Lesson length 1h 05m
PRO
Course Course
Inbound Lead Generation & Conversion Optimization
Level: Beginner Updated: Apr 28, 2022
In this course, you’ll learn all about how to convert your incoming website visitors into leads, and how to make those conversion points effective.

This course is a great fit for any marketing professional new to inbound marketing who is looking to learn how to bring in more prospects through their website, and ultimately provide new sales opportunities for their company.

By the end, you’ll know how to get started with inbound lead generation and conversion optimization - from the moment a visitor enters your site, to when they become a lead and beyond!
In this course, you’ll learn all about how to convert your incoming website visitors into leads, and how to make those conversion points effective.

This course is a great fit for any marketing professional new to inbound marketing who is looking to learn how to bring in more prospects through their website, and ultimately provide new sales opportunities for their company.

By the end, you’ll know how to get started with inbound lead generation and conversion optimization - from the moment a visitor enters your site, to when they become a lead and beyond!
Lesson length 1h 21m
PRO
Course Course
Video Selling Strategy
Level: Beginner Updated: Apr 28, 2022
How do you sell in a video-first, virtual workplace? Learn how to use video in every stage of the sales process to improve engagement and increase revenue.
How do you sell in a video-first, virtual workplace? Learn how to use video in every stage of the sales process to improve engagement and increase revenue.
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
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.
Lesson length 29m
PRO
Lesson Lesson
Lead Scoring in HubSpot
Level: Intermediate Updated: Apr 28, 2022
Lead scoring is one of those HubSpot features that everyone loves to talk about... but is rarely ever used effectively or consistently. In this lesson, we'll dive into how to set up, validate, and actually use your scoring properties in HubSpot.
Lead scoring is one of those HubSpot features that everyone loves to talk about... but is rarely ever used effectively or consistently. In this lesson, we'll dive into how to set up, validate, and actually use your scoring properties in HubSpot.
Lesson length 1h 01m
PRO
Course Course
HubSpotter's Guide to Cleaning Up a Messy HubSpot Portal
Level: Intermediate Updated: Apr 28, 2022
HubSpot is one of the most powerful marketing, sales, and service automation platforms on the market today. And, if you're the owner of your company's HubSpot portal (no matter your role), you know its potential. You also likely know that, without regular maintenance, proper organization, and structure from the outset, your HubSpot portal can quickly devolve into a mess that does more harm than good.

"Every day I log into HubSpot, I have no idea what's going on in there and I don't know how to find anything. It's making it impossible to leverage HubSpot for contact segmentation, marketing and sales automation, and database management. On top of that, it's so disorganized, I'm not sure I can trust the reporting and analytics."

If this sounds like you, you're in the right place. 

In this course you'll learn:

  • The most common reasons why chaotic, messy HubSpot portals happen to good, well-meaning HubSpotter's
  • The step-by-step process you need to follow to clean out your old, unwanted contacts and how to clean up our data
  • Long-term strategies to keep your HubSpot portal data pristine, clean, and always reliable and up-to-date
HubSpot is one of the most powerful marketing, sales, and service automation platforms on the market today. And, if you're the owner of your company's HubSpot portal (no matter your role), you know its potential. You also likely know that, without regular maintenance, proper organization, and structure from the outset, your HubSpot portal can quickly devolve into a mess that does more harm than good.

"Every day I log into HubSpot, I have no idea what's going on in there and I don't know how to find anything. It's making it impossible to leverage HubSpot for contact segmentation, marketing and sales automation, and database management. On top of that, it's so disorganized, I'm not sure I can trust the reporting and analytics."

If this sounds like you, you're in the right place. 

In this course you'll learn:

  • The most common reasons why chaotic, messy HubSpot portals happen to good, well-meaning HubSpotter's
  • The step-by-step process you need to follow to clean out your old, unwanted contacts and how to clean up our data
  • Long-term strategies to keep your HubSpot portal data pristine, clean, and always reliable and up-to-date
Lesson length 49m
PRO
Course Course
Mastering On-Camera Performance
Level: Intermediate Updated: Apr 28, 2022
If you shudder at the thought of speaking on camera, you’re definitely not the only one. Whether it’s worrying about how your hair or makeup looks or your tone of voice, it’s common to feel self-conscious when the camera starts rolling — but you can overcome it! 

IMPACT They Ask, You Answer Coach and Inbound and Video Workshop Trainer Zachary Basner firmly believes that anyone can be good on-camera with practice and the right guidance, so he’s here to walk you through all of it. 

In this course, Zach helps you uncover the skills and techniques to master your performance on-camera, whether it’s for a Zoom meeting, a 1:1 sales video, a YouTube tutorial, or full-scale production. This includes: 
  • How to overcome self-doubt and fear 
  • On-camera tips to bring out your best performance
  • How to look your best on camera with effective facial expressions and gestures
  • How to sound your best on camera with the right tone, pacing, etc.
  • Knowing when to use a script

These are all things Zach learned first-hand from public speaking and countless teachers and mentors he’s had. So, if you’re ready to stop being intimidated by the camera and learn how to become a master communicator, let’s jump right into it.

If you shudder at the thought of speaking on camera, you’re definitely not the only one. Whether it’s worrying about how your hair or makeup looks or your tone of voice, it’s common to feel self-conscious when the camera starts rolling — but you can overcome it! 

IMPACT They Ask, You Answer Coach and Inbound and Video Workshop Trainer Zachary Basner firmly believes that anyone can be good on-camera with practice and the right guidance, so he’s here to walk you through all of it. 

In this course, Zach helps you uncover the skills and techniques to master your performance on-camera, whether it’s for a Zoom meeting, a 1:1 sales video, a YouTube tutorial, or full-scale production. This includes: 
  • How to overcome self-doubt and fear 
  • On-camera tips to bring out your best performance
  • How to look your best on camera with effective facial expressions and gestures
  • How to sound your best on camera with the right tone, pacing, etc.
  • Knowing when to use a script

These are all things Zach learned first-hand from public speaking and countless teachers and mentors he’s had. So, if you’re ready to stop being intimidated by the camera and learn how to become a master communicator, let’s jump right into it.

Lesson length 2h 09m
PRO
Course Course
Inbounder's Guide to Google Suite Tools
Level: Intermediate Updated: Apr 28, 2022
In this course, you’ll learn how to effectively utilize Google Suite tools as you continue to master They Ask, You Answer and Inbound Marketing.

Google offers a range of free tools businesses can use to learn more about how search engines and real buyers view and use their websites and assets. 

This course does not teach you how to set these tools up, troubleshoot problems, or certify you in their use. Tutorials such as those can easily be found at support.google.com.

Here you’ll learn:
  • How to use Google Search Console 
  • How to use Google Analytics

By the end of this course, you’ll have a fuller understanding of how to use Google’s suite of tools to measure and improve your They Ask, You Answer, and Inbound Marketing efforts.

In this course, you’ll learn how to effectively utilize Google Suite tools as you continue to master They Ask, You Answer and Inbound Marketing.

Google offers a range of free tools businesses can use to learn more about how search engines and real buyers view and use their websites and assets. 

This course does not teach you how to set these tools up, troubleshoot problems, or certify you in their use. Tutorials such as those can easily be found at support.google.com.

Here you’ll learn:
  • How to use Google Search Console 
  • How to use Google Analytics

By the end of this course, you’ll have a fuller understanding of how to use Google’s suite of tools to measure and improve your They Ask, You Answer, and Inbound Marketing efforts.

Lesson length 20m
FREE
Course Course
Elements of a Great They Ask, You Answer Website
Level: Beginner Updated: Apr 28, 2022
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.
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.
Lesson length 1h 33m
PRO
Course Course
4 Content Guides to Convert Leads, Close Deals, and Delight Customers
Level: Intermediate Updated: Apr 28, 2022
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.
Lesson length 1h 03m
FREE
Course Course
Vidyard 101: Tool Basics, Tips, and Tricks
Level: Beginner Updated: Apr 28, 2022
At IMPACT, we help you drive more sales from your inbound marketing by teaching you to execute a powerful framework, They Ask, You Answer. 
But, why is video so important for sales and marketing? It’s simple. Using video for sales can help you break through inboxes and can earn 3x more responses. It allows sellers to build relationships at a distance, explain topics simply, and help accelerate deal cycles. Some companies who have used Vidyard have even cut their deal cycles in half with video! 


Video is an incredibly powerful medium that makes it easier than ever to evoke emotion and forge human connections at scale. For organizations that sell primarily to other businesses, B2B video marketing has emerged as an incredibly effective tactic for reaching, educating, and nurturing potential customers. Use video to get more views on content, more attendees at webinars and virtual events, and to move accounts forward in the sales cycle. 

How to Use Marketing for Video:
  • Drive registration and attendance at webinars and virtual events with promo videos
  • Get more people to view content with a promo video
  • Show the value of your product to help close deals and encourage adoption
  • Create personalized videos for ABM
  • Increase open and CTR for emails by using video


You can benefit from using Vidyard with HubSpot to help supercharge your video for marketing and sales efforts. With the Vidyard for HubSpot integration, you can unlock capabilities to visibly showcase how video is helping move the business needle and drive key results; in HubSpot’s case, Vidyard helped their sales team achieve 4x booked meetings, 77% click-through rate on video, and a 94% retention rate for their top sales rep. Whether it’s through list building and segmentation, or workflow creation and lead scoring, Vidyard will showcase a broad view of data that’s necessary for you to see if your video efforts are valuable right inside of the HubSpot platform.


In this course, you will learn:
  • How to get started with your Vidyard account
  • Using Vidyard with Sales and what best practices you need to know
  • How to use Vidyard to supercharge your most important sales and marketing videos (The Selling 7)
  • Building client relationships
  • Setting up your branded Vidyard page
  • How to empower your sales team with the sales enablement videos they need with Vidyard
  • Understanding the power you have in using Vidyard with your marketing
  • How you can leverage Vidyard for your educational content videos
  • How to optimize the execution of your content strategy, start to finish, with Vidyard
  • The benefits from using Vidyard with HubSpot to help supercharge your marketing and sales efforts with video.
  • Other best practices, client stories, and words for the Vidyard and IMPACT Plus team!
At IMPACT, we help you drive more sales from your inbound marketing by teaching you to execute a powerful framework, They Ask, You Answer. 
But, why is video so important for sales and marketing? It’s simple. Using video for sales can help you break through inboxes and can earn 3x more responses. It allows sellers to build relationships at a distance, explain topics simply, and help accelerate deal cycles. Some companies who have used Vidyard have even cut their deal cycles in half with video! 


Video is an incredibly powerful medium that makes it easier than ever to evoke emotion and forge human connections at scale. For organizations that sell primarily to other businesses, B2B video marketing has emerged as an incredibly effective tactic for reaching, educating, and nurturing potential customers. Use video to get more views on content, more attendees at webinars and virtual events, and to move accounts forward in the sales cycle. 

How to Use Marketing for Video:
  • Drive registration and attendance at webinars and virtual events with promo videos
  • Get more people to view content with a promo video
  • Show the value of your product to help close deals and encourage adoption
  • Create personalized videos for ABM
  • Increase open and CTR for emails by using video


You can benefit from using Vidyard with HubSpot to help supercharge your video for marketing and sales efforts. With the Vidyard for HubSpot integration, you can unlock capabilities to visibly showcase how video is helping move the business needle and drive key results; in HubSpot’s case, Vidyard helped their sales team achieve 4x booked meetings, 77% click-through rate on video, and a 94% retention rate for their top sales rep. Whether it’s through list building and segmentation, or workflow creation and lead scoring, Vidyard will showcase a broad view of data that’s necessary for you to see if your video efforts are valuable right inside of the HubSpot platform.


In this course, you will learn:
  • How to get started with your Vidyard account
  • Using Vidyard with Sales and what best practices you need to know
  • How to use Vidyard to supercharge your most important sales and marketing videos (The Selling 7)
  • Building client relationships
  • Setting up your branded Vidyard page
  • How to empower your sales team with the sales enablement videos they need with Vidyard
  • Understanding the power you have in using Vidyard with your marketing
  • How you can leverage Vidyard for your educational content videos
  • How to optimize the execution of your content strategy, start to finish, with Vidyard
  • The benefits from using Vidyard with HubSpot to help supercharge your marketing and sales efforts with video.
  • Other best practices, client stories, and words for the Vidyard and IMPACT Plus team!
Lesson length 50m
PRO
Course Course
Digital Communication Techniques for 1:1 Sales
Level: Intermediate Updated: Apr 28, 2022
Email marketing isn’t dead — it’s just much harder to make an impression these days,  especially if you’re trying to sell something! 

Are you looking to boost the open and response rates to your sales emails?

In this course, Myriah Anderson dives into the fundamentals of crafting engaging emails that we use to successfully help move prospects along in the buying journey more quickly and with more confidence.

You will learn:
  • How to write irresistible subject lines
  • How to craft engaging personalized, 1:1 email copy
  • How to use your email signature as a sales tool
  • What content to include in every sales email
  • How to move recipients to action in your email

This course is a great fit for sales professionals and sales leaders who want to increase their team’s effectiveness with email communication and video in the sales process.

By the end of this course, you’ll be confident in how to create clickable subject lines, engaging email copy that includes 1:1 video, calls-to-action, interactive signatures, and the types of content that will help you move deals along faster. 
Email marketing isn’t dead — it’s just much harder to make an impression these days,  especially if you’re trying to sell something! 

Are you looking to boost the open and response rates to your sales emails?

In this course, Myriah Anderson dives into the fundamentals of crafting engaging emails that we use to successfully help move prospects along in the buying journey more quickly and with more confidence.

You will learn:
  • How to write irresistible subject lines
  • How to craft engaging personalized, 1:1 email copy
  • How to use your email signature as a sales tool
  • What content to include in every sales email
  • How to move recipients to action in your email

This course is a great fit for sales professionals and sales leaders who want to increase their team’s effectiveness with email communication and video in the sales process.

By the end of this course, you’ll be confident in how to create clickable subject lines, engaging email copy that includes 1:1 video, calls-to-action, interactive signatures, and the types of content that will help you move deals along faster. 
Lesson length 1h 26m
PRO
Course Course
How to Create Amazing Case Study Videos
Level: Intermediate Updated: Jan 18, 2022
Creating case study videos is an effective way to showcase the success your clients have when using your products or services. They provide proof that you can deliver on your promise while showing the benefits your business provides and allows your audience to build trust for your company.

Lights, camera,....wait, how do you know when you're ready to film? 

Creating case study videos is a great way to integrate multiple marketing strategies into one cohesive campaign, but it can be overwhelming to make happen successfully. There are many things to consider when creating case study videos, and having an industry expert guide you through the process will help set you up for success!

Alex Winter is the Creative Director & Video Manager at IMPACT who has over ten years of industry experience and will be your instructor for this incredibly valuable course. 

In this course, you will learn…
  • The importance of proper planning during the pre-production stage. 
  • Supporting the client throughout the production process. 
  • The importance of understanding The Selling 7 and They Ask, You Answer when creating case studies videos. 
  • The production stage including what a filming day could look like. 
  • Industry-proven director tips to make your filming day successful.
  • The post-production stage including transferring your footage and editing.

After completing this course, you will be ready to say “lights, camera, action”!
Creating case study videos is an effective way to showcase the success your clients have when using your products or services. They provide proof that you can deliver on your promise while showing the benefits your business provides and allows your audience to build trust for your company.

Lights, camera,....wait, how do you know when you're ready to film? 

Creating case study videos is a great way to integrate multiple marketing strategies into one cohesive campaign, but it can be overwhelming to make happen successfully. There are many things to consider when creating case study videos, and having an industry expert guide you through the process will help set you up for success!

Alex Winter is the Creative Director & Video Manager at IMPACT who has over ten years of industry experience and will be your instructor for this incredibly valuable course. 

In this course, you will learn…
  • The importance of proper planning during the pre-production stage. 
  • Supporting the client throughout the production process. 
  • The importance of understanding The Selling 7 and They Ask, You Answer when creating case studies videos. 
  • The production stage including what a filming day could look like. 
  • Industry-proven director tips to make your filming day successful.
  • The post-production stage including transferring your footage and editing.

After completing this course, you will be ready to say “lights, camera, action”!