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PRO
Lesson
05m
Level: Intermediate
•
Updated: Jul 30, 2021
PRO
Lesson
06m
Level: Intermediate
•
Updated: Jul 30, 2021
FREE
Lesson
23m
Level: Beginner
•
Updated: Jul 28, 2021
PRO
Lesson
11m
Level: Beginner
•
Updated: Jul 20, 2021
The business world is currently in a massive shift and your sales process needs to be ready to adapt. When you can’t meet face-to-face during your sales process, don’t be frustrated by geographical limits in your sales process.
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect to potential customers.
Join Marcus Sheridan as he guides you through the fundamentals of virtual selling with tools to shift your sales strategy.
By the end of this course, you’ll have a deep understanding of what virtual selling is, the common myths surrounding it, how to integrate video into your sales process, and 12 proven best practices to implement today!
PRO
Lesson
44m
Level: Beginner
•
Updated: Jul 20, 2021
The business world is currently in a massive shift and your sales process needs to be ready to adapt. When you can’t meet face-to-face during your sales process, don’t be frustrated by geographical limits in your sales process.
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect to potential customers.
Join Marcus Sheridan as he guides you through the fundamentals of virtual selling with tools to shift your sales strategy.
By the end of this course, you’ll have a deep understanding of what virtual selling is, the common myths surrounding it, how to integrate video into your sales process, and 12 proven best practices to implement today!
PRO
Lesson
13m
Level: Beginner
•
Updated: Jul 20, 2021
The business world is currently in a massive shift and your sales process needs to be ready to adapt. When you can’t meet face-to-face during your sales process, don’t be frustrated by geographical limits in your sales process.
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect to potential customers.
Join Marcus Sheridan as he guides you through the fundamentals of virtual selling with tools to shift your sales strategy.
By the end of this course, you’ll have a deep understanding of what virtual selling is, the common myths surrounding it, how to integrate video into your sales process, and 12 proven best practices to implement today!
PRO
Lesson
02m
Level: Beginner
•
Updated: Jul 20, 2021
The business world is currently in a massive shift and your sales process needs to be ready to adapt. When you can’t meet face-to-face during your sales process, don’t be frustrated by geographical limits in your sales process.
When done correctly, virtual selling can shorten your sales cycle and provide additional opportunities for your business to connect to potential customers.
Join Marcus Sheridan as he guides you through the fundamentals of virtual selling with tools to shift your sales strategy.
By the end of this course, you’ll have a deep understanding of what virtual selling is, the common myths surrounding it, how to integrate video into your sales process, and 12 proven best practices to implement today!
FREE
Lesson
40m
Level: Beginner
•
Updated: Jun 30, 2021
When is a business blog article ready to publish?
Whether you’re a content manager, a business owner, or the person in charge of creating content for your business’s website, you’ve most likely wrestled with this question several times before.
As if researching, interviewing, outlining, drafting, and revising content wasn’t challenging enough, knowing when a piece of content is ready to publish can be difficult to answer.
If only there was some sort of a checklist you could use to confirm your content was ready for the world.
If you’re queued up to watch this lesson, you’re in luck because that’s exactly what we’ll cover in this series of videos.
This lesson will break down three critical areas for you to review before hitting publish:
- You’ll learn how to review the copy of your article for SEO and user experience
- You’ll learn how to inspect your multimedia for best practices
- You’ll learn what technical SEO elements you’ll want to analyze
By the end of this course, you’ll have the tools (and confidence) you need to ensure your content is always ready for publishing.
PRO
Lesson
08m
Level: Intermediate
•
Updated: May 28, 2021
PRO
Lesson
1h 00m
Level: Intermediate
•
Updated: May 28, 2021
Now, let's dig into the step-by-step process you should follow every time you sit down to create one of your four types of content guides.
PRO
Lesson
23m
Level: Intermediate
•
Updated: May 28, 2021
Before you start creating your different types of content guides, there are a few things you need to know before you get started.
FREE
Lesson
20m
Level: Intermediate
•
Updated: May 28, 2021
There are 10 key areas of what we call the Website Performance Mastery Scorecard that will empower you to evaluate your business website's user experience, as well as its potential to drive traffic, leads, and sales.
FREE
Lesson
10m
Level: Intermediate
•
Updated: May 28, 2021
Resources for this lesson:
PRO
Lesson
06m
Level: Intermediate
•
Updated: May 28, 2021
Just because you hire the right candidate doesn't mean your work is done. Their success is as much dependent on your preparation for their arrival as it is on their experience.
PRO
Lesson
14m
Level: Intermediate
•
Updated: May 28, 2021
Once you've found the content manager candidates you want to consider for your role from your initial pool of applicants, what comes next? The interview and the situational activity.
PRO
Lesson
13m
Level: Intermediate
•
Updated: May 28, 2021
In this lesson, you'll learn about what should be in your content manager job description, as well as best practices, tips, and tricks for screening your initial job applicants for your new content manager role.
PRO
Lesson
11m
Level: Intermediate
•
Updated: May 28, 2021
In this lesson, you'll learn the traits of all-star, revenue-generating content managers, whether or not you need industry experience in your content manager hire, and how the content manager hiring process works overall.
PRO
Lesson
16m
Level: Intermediate
•
Updated: May 28, 2021
You're about to embark upon an exciting journey for your company – one that will empower you to drastically increase your revenue and see the traffic, leads, and sales you're looking for from your content marketing efforts. This lesson is your primer for the entire process, during which we'll answer the following questions:
- Why do you need a content manager for your company?
- Have others seen success from hiring a content manager?
- What will the hiring process for your content manager look like?
FREE
Lesson
15m
Level: Beginner
•
Updated: May 28, 2021
In this lesson, you’re going to learn what makes a They Ask, You Answer website different from other websites. We’ll cover the seven timeless They Ask, You Answer website principles that far surpass the design, graphics, and other common elements that we associate with a beautiful or optimal website.
FREE
Lesson
02m
Level: Beginner
•
Updated: May 28, 2021
“Would our visitors say our website was different from others in our space? If yes, what would they say is different? If no, what would they say is the exact same as everyone else?”
FREE
Lesson
02m
Level: Beginner
•
Updated: May 28, 2021
Are there timeless website principles that don’t change, even as digital sales and marketing tools continue to evolve?
FREE
Lesson
24m
Level: Intermediate
•
Updated: Apr 29, 2021
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:
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.
FREE
Lesson
04m
Level: Intermediate
•
Updated: Mar 31, 2021
Your goal as a virtual event sponsor will vary, based on your company's unique needs and what an event is supposed to accomplish for you and your objectives. It might be brand awareness or maybe you're looking to fill your sales pipeline with qualified leads. Regardless of what your goals are with your sponsorship, this lesson will teach you the basics of guaranteeing you'll wow a virtual event audience and see the results you're looking for.
FREE
Lesson
10m
Level: Intermediate
•
Updated: Mar 31, 2021
Much like traditional, in-person event sponsorships, virtual events also offer a wide variety of different types of sponsorship tiers, as well as tried-and-true best practices for maintaining a healthy and productive relationship with your event producers. And that's exactly what you're going to learn in this lesson.
FREE
Lesson
15m
Level: Intermediate
•
Updated: Mar 31, 2021
FREE
Lesson
24m
Level: Intermediate
•
Updated: Mar 31, 2021
PRO
Lesson
09m
Level: Intermediate
•
Updated: Mar 31, 2021
So, your pillar page is live. All your work is done, right? Wrong! The day you launch your pillar page is only the beginning. In this lesson, you'll learn how to report on the success of your pillar page strategy, what metrics you should be tracking to monitor the health of your pillars and topic clusters, and how/when you should update your pillars and clusters in future.
Resources:
Resources:
PRO
Lesson
04m
Level: Intermediate
•
Updated: Mar 31, 2021
You've written your pillar page, and you're ready to take it live... but what are the steps you need to take in order to guarantee success out of all your hard work? This checklist will take you through everything you need to do to make your pillar page and topic cluster launch the best it can possibly be.
PRO
Lesson
08m
Level: Intermediate
•
Updated: Mar 31, 2021
You've got your audience-focused pillar page strategy ready, and you've got a comprehensive outline to guide your journey through writing your pillar page. Now, it's time to sit down and make pillar page magic, right? But how do you go about breaking apart such a massive writing endeavor, and how do you proof-read it all effectively once you're done? That's what we're going to uncover together in this lesson.
Resources:
Resources:
PRO
Lesson
07m
Level: Intermediate
•
Updated: Mar 30, 2021
Once you know what your pillar page topic will be, it's time to roll up your sleeves and get to work. Your journey with creating a pillar page begins with developing a robust, audience-focused strategy, and then a comprehensive outline, which will be the guide for your piece.
Resources:
Resources:
PRO
Lesson
12m
Level: Intermediate
•
Updated: Mar 31, 2021
Now that you understand what topic clusters and pillar pages are, and why they're the future of content strategies, it's time to start building your own pillar-based content strategy! And this begins with choosing the right topic cluster topics (which will serve as the foundation for everything you do going forward), as well as understanding the essential dos and don'ts of creating pillar content.
Resources:
Resources:
- Pillar content workbook (MAKE A COPY TO USE)
- Pillar page example: Content style guide
- Pillar page example: Video for sales
- Pillar page example: Vidyard guide
- Pillar page example: Online community management
- Pillar page example: Blogging tips
- The revenue team approach to sales enablement content
PRO
Lesson
06m
Level: Intermediate
•
Updated: Mar 30, 2021
By the end of this lesson, you'll understand exactly what topic clusters and pillar pages are, the specific benefits of this type of content strategy, and what world-class pillar pages (across all industries) look like.
Related resources:
- Pillar page example: Hiring a tenant representation broker
- Pillar page example: Blast resistant buildings
- Pillar page example: Home furnaces
- Pillar page example: Video for sales
FREE
Lesson
10m
Level: Intermediate
•
Updated: Mar 25, 2021
In this final lesson, you'll learn:
- What great, real-world assignment prospecting emails look like
- The dos and don'ts of assignment prospecting
- The real results for your company of assignment prospecting
FREE
Lesson
09m
Level: Intermediate
•
Updated: Mar 25, 2021
In this lesson, you'll learn:
- What goes into an all-star assignment prospecting email
- Why your prospects aren't opening your emails
- How to get your prospects to take action after opening
FREE
Lesson
05m
Level: Intermediate
•
Updated: Mar 25, 2021
In this lesson, you'll learn:
- What the most common problems with prospecting emails are
- What assignment prospecting is
- Why assignment prospecting is the right strategy for sales pros
FREE
Lesson
16m
Level: Beginner
•
Updated: Mar 25, 2021
One of the most often overlooked parts of HubSpot is the Campaigns tool (and its associated analytics features). If you're using HubSpot to drive traffic, leads, and sales for your business, mastering its Campaigns tool will be absolutely essential to you effectively tracking the performance of the work you're doing. And this simple, yet extremely powerful lesson will teach you how to do it.
FREE
Lesson
25m
Level: Beginner
•
Updated: Mar 30, 2021
Nurturing your leads via email is absolutely critical to the success of your digital sales and marketing strategies – and HubSpot is a fantastic platform for lead nurturing automation. Unfortunately, many digital marketers just like you know you need to be running automated email lead nurturing campaigns.... but often the results are lackluster, at best, no matter what you do.
If that sounds like you. You're in the right place. In this lesson, we’ll break down why most email nurturing campaigns are so stinking bad, how to avoid those things and do email nurturing for your company that’s NOT so stinking bad (and maybe actually is effective). We'll also get into some tips and tricks for doing your email nurturing with HubSpot’s automation tools.
Resources:
If that sounds like you. You're in the right place. In this lesson, we’ll break down why most email nurturing campaigns are so stinking bad, how to avoid those things and do email nurturing for your company that’s NOT so stinking bad (and maybe actually is effective). We'll also get into some tips and tricks for doing your email nurturing with HubSpot’s automation tools.
Resources:
FREE
Lesson
07m
Level: Intermediate
•
Updated: Feb 5, 2021
You've already done so much so far! You're meeting on a biweekly basis with your sales team, you're sending out revenue content updates, and you're hearing first-hand from sales how well your new sales enablement content is working. Your work is done right? Wrong!
You’ve got more work to do from a reporting perspective, to show the whole company that your content strategy is bringing home that sweet sweet money bacon. And that's exactly what you're going to learn about in this lesson.
Resources:
You’ve got more work to do from a reporting perspective, to show the whole company that your content strategy is bringing home that sweet sweet money bacon. And that's exactly what you're going to learn about in this lesson.
Resources:
FREE
Lesson
05m
Level: Intermediate
•
Updated: Feb 5, 2021
Following your brainstorms, you’re going to be cranking out brand new, revenue-generating sales enablement content two to three times per week. So, even if they're paying attention, your sales team is super, super busy, and they're going to miss when things get published.
That's why your communication structure around the content you're creating and how you provide continued support is so critical to your success with creating sales enablement content that actually makes money. In this lesson, you'll learn how to create incredibly valuable revenue content updates and how to keep the line of communication open (and very healthy) with your sales reps.
Resources:
That's why your communication structure around the content you're creating and how you provide continued support is so critical to your success with creating sales enablement content that actually makes money. In this lesson, you'll learn how to create incredibly valuable revenue content updates and how to keep the line of communication open (and very healthy) with your sales reps.
Resources:
- What is a revenue team? (definition + video)
- TEMPLATE: Revenue team content update template (we use Basecamp to send this out)
FREE
Lesson
07m
Level: Intermediate
•
Updated: Feb 5, 2021
Your biweekly content brainstorms as a revenue team is where all of your sales enablement content magic is going to happen. Well, that is if you run your brainstorming sessions in a very specific (but simple, don't worry!) way. And that's what this lesson is all about.
You'll learn the four-question agenda you should use every single time, how to create revenue team content updates, and how to use my beloved revenue content brainstorm tool, which will save you oodles of time and make your sales team adore you.
Resources:
You'll learn the four-question agenda you should use every single time, how to create revenue team content updates, and how to use my beloved revenue content brainstorm tool, which will save you oodles of time and make your sales team adore you.
Resources:
FREE
Lesson
13m
Level: Intermediate
•
Updated: Feb 5, 2021
Our ability as digital marketers and content managers to create revenue-generating content is the key to making our sales team love us, and getting big results and looking like total bosses. But, how do we do that when, at most companies -- maybe even yours -- sales and marketing teams squabble and gossip about each other like they’re two girls who showed up wearing the same dress to prom?
The answer is something called a revenue team, an agile, industry-agnostic approach to sales and marketing team alignment. In this lesson, you'll learn what a revenue team is, why you need a revenue team, who should be on your revue team, and how to run a revenue team to get the results you're looking for.
Resources:
FREE
Lesson
04m
Level: Intermediate
•
Updated: Feb 5, 2021
One of the biggest challenges the modern sales team faces is that they need better quality leads. In fact, most sales teams report that ONLY around 27% of leads passed from marketing to sales are deemed to be qualified, according to MarketingSherpa. But what exactly is sales enablement content and how does it solve for this problem?
That's exactly what you'll learn in this lesson.
Resources:
FREE
Lesson
19m
Level: Beginner
•
Updated: Feb 4, 2021
Do you know what it takes to be a successful content manager? Do you even know what success as a content manager looks like?
In this lesson, you’ll learn what it takes to be a successful content manager and how to elevate your business to become the most trusted voice in your industry. From how to take ownership of content to proving ROI to a slew of resources to keep yourself on top of the constant changes of algorithms and best practices, you’ll walk away feeling confident that you can help your business grow revenue through content marketing.
In this lesson, you’ll learn what it takes to be a successful content manager and how to elevate your business to become the most trusted voice in your industry. From how to take ownership of content to proving ROI to a slew of resources to keep yourself on top of the constant changes of algorithms and best practices, you’ll walk away feeling confident that you can help your business grow revenue through content marketing.
Resources:
- How to create a powerful monthly content ROI newsletter
- Content ROI examples: How to nail your reporting strategy with HubSpot
- How to prove your content makes money with HubSpot Sales and Marketing Hubs
- Best Content Manager Training Resources
- They Ask, You Answer
- Writing without Bullshit
- Inbound Marketing
- The Latest
- IMPACT Elite
- SEMrush All-Stars
- Hubcast
- Grammar Girl
- Social Media Marketing Podcasts
- Copyblogger FM
- Marketing School
- Digital Marketing Podcast
- Inbound
- DSMW
- Social Media Marketing World
- Content Marketing World
- MozCon
FREE
Lesson
28m
Level: Beginner
•
Updated: Feb 4, 2021
What duties does a content manager perform on a daily, weekly, monthly basis? How can a content manager utilize their time most effectively to bring the best results? This lesson will cover the duties and responsibilities of a content manager. From creating content calendars to writing blog content to obsessing over analytics, you'll discover the content manager’s most important tasks.
Resources:
Resources:
- What does a content manager do?
- 5 Questions Marketing Should Ask Sales
- How to Create a Content Style Guide
- The Only Blogging Tips You’ll Ever Need
- 17 Blog Topics Your Audience Wants You to Write
- 8 types of lead magnets
- How to Keep Your Content from Going Stale
- What is a Content Strategy?
- How to Interview Subject Matter Experts
- How to Create Content from Subject Matter Expert Interviews
- 6 Topics Experts Must Address in Their Content
- How to Create a Pillar Page (+ Examples)
- What Are the Best Business Blog Topics Every Business Should Write About? (+ Video)
FREE
Lesson
19m
Level: Beginner
•
Updated: Feb 4, 2021
You answered a job posting looking for a “content manager.” You may not have understood exactly what that position meant, but you saw you met all of the qualifications for it. But now that you’ve been hired as the content manager, you probably want to know, “What exactly IS a content manager?”
In this lesson, we’ll detail what a content manager is, what education and skills they provide, and what problems they solve for an organization.
Resources:
In this lesson, we’ll detail what a content manager is, what education and skills they provide, and what problems they solve for an organization.
Resources:
FREE
Lesson
29m
Level: Intermediate
•
Updated: Dec 22, 2020
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.
FREE
Lesson
09m
Level: Beginner
•
Updated: Oct 1, 2020
What can you do if you have a bad online reputation? Do negative reviews even matter, and if they do, what the heck should I do about them?
In this lesson, we’ll review the good, the bad, and the ugly of online reviews. You’ll learn the value of actively managing your online reputation -- which involves “listening” for when people are talking about your business and proactively responding to online reviews and comments.
In this lesson, we’ll review the good, the bad, and the ugly of online reviews. You’ll learn the value of actively managing your online reputation -- which involves “listening” for when people are talking about your business and proactively responding to online reviews and comments.
FREE
Lesson
14m
Level: Beginner
•
Updated: Oct 1, 2020
Now that we understand the power of online reviews, how can I generate more “revenue-driving reviews” on trusted external websites, to win trust in the marketplace and drive qualified leads into the sales process?
In this lesson, we’ll break down how the most successful organizations create a steady stream of online reviews.
In this lesson, we’ll break down how the most successful organizations create a steady stream of online reviews.
You’ll learn how to create a culture of feedback at your organization and how to identify happy customers who would be willing to leave a positive review online.
Once we have our targets, we can create a streamlined, repeatable process to ask for reviews, follow-up on that ask, set goals for total online review generation, and track progress to reach those goals.
FREE
Lesson
16m
Level: Beginner
•
Updated: Oct 6, 2020
What is an online reputation? Is it the content I publish about myself on my company website? Or is it what other people say about my company online?
In this lesson, we’ll uncover the core elements that factor into your online reputation:
In this lesson, we’ll uncover the core elements that factor into your online reputation:
- Social proof on your company website
- External company profiles
- Online reviews on third-party websites.
You’ll learn which elements you can control, which elements you can’t control, and which elements you can influence.
PRO
Lesson
09m
Level: Intermediate
•
Updated: Sep 23, 2020
Have you ever been watching a video before and just thought to yourself “man, I just really don’t like this person.” What causes that? Is it really that the person isn’t likable or are they saying or doing something that just makes us feel that way?
In this lesson, we’re gonna dive into a few things that alter the way someone receives us and our message. As you’ll quickly see, there are very common misconceptions about how to prepare for your video as well as what you should and shouldn’t say.
In this lesson, we’re gonna dive into a few things that alter the way someone receives us and our message. As you’ll quickly see, there are very common misconceptions about how to prepare for your video as well as what you should and shouldn’t say.
PRO
Lesson
08m
Level: Intermediate
•
Updated: Sep 21, 2020
When we’re talking about how to improve our communication, of course, we have to talk about our voice and tone. But, why would this affect the way our message is received?
In this lesson, we’re going to focus on the finer details of how we talk, how it affects the viewer, and how to develop speech habits that ensure whenever you’re delivering a message it commands attention and it easy to understand.
In this lesson, we’re going to focus on the finer details of how we talk, how it affects the viewer, and how to develop speech habits that ensure whenever you’re delivering a message it commands attention and it easy to understand.
PRO
Lesson
10m
Level: Intermediate
•
Updated: Sep 18, 2020
How influential would you guess non-verbal communication is when you’re presenting a message?
If it does indeed make a big difference, what do you think the most impactful body language signals are?
In this lesson, we’re going to break down how to look like a master communicator and yes, that means our body language. Specifically, we’ll uncover common body language mistakes, what you can do to fix them, and how to develop muscle memory so that you don’t have to think about them.
Resources:
If it does indeed make a big difference, what do you think the most impactful body language signals are?
In this lesson, we’re going to break down how to look like a master communicator and yes, that means our body language. Specifically, we’ll uncover common body language mistakes, what you can do to fix them, and how to develop muscle memory so that you don’t have to think about them.
Resources:
PRO
Lesson
06m
Level: Intermediate
•
Updated: Sep 18, 2020
How might someone who has mastered on-camera performance think differently than someone who hasn’t? What gives someone confidence, charisma, and is actually energized by doing this video thing?
In this lesson, we’re going to talk about what needs to happen in our hearts and minds to become confident (without faking it), bring your best self to the screen, and ultimately make recording videos fun to make and easy to watch.
In this lesson, we’re going to talk about what needs to happen in our hearts and minds to become confident (without faking it), bring your best self to the screen, and ultimately make recording videos fun to make and easy to watch.
PRO
Lesson
13m
Level: Intermediate
•
Updated: Sep 18, 2020
How could being on-camera, and communicating with your audience visually improve those interactions with prospects, customers, and teammates?
Also, what would the consequences be if we resisted being on camera and improving our communication?
In this lesson, we’re going to discuss what’s truly possible by embracing video and visual communication, break down the brain science behind first impressions, and I’m going to share a story with you about how this actually plays out in the real world.
Also, what would the consequences be if we resisted being on camera and improving our communication?
In this lesson, we’re going to discuss what’s truly possible by embracing video and visual communication, break down the brain science behind first impressions, and I’m going to share a story with you about how this actually plays out in the real world.
FREE
Lesson
10m
Level: Beginner
•
Updated: Sep 15, 2020
Similar to your website, what happens if you only focus on short-term results vs. efforts that build on each other over time? How do you keep momentum on your social media strategy including activating your team on their own social channels in the long term? And what do you do when you have a year’s worth of social posts planned out but Facebook changes their algorithm?
In this lesson, you’ll learn how to bring together all the foundational elements of an effective social strategy and how to monitor and measure the success of your social program.
In this lesson, you’ll learn how to bring together all the foundational elements of an effective social strategy and how to monitor and measure the success of your social program.
FREE
Lesson
10m
Level: Beginner
•
Updated: Sep 15, 2020
Now that you see how much goes into a successful social media program, are you considering hiring someone to manage all of this? Maybe an agency? Maybe...an intern?
If you’re considering an intern let me ask you this - are you comfortable putting one of the most accessible, public-facing, open-to-public-comment parts of your brand in the hands of an intern?
In this lesson, you’ll learn why you cannot risk putting your brand’s social media presence in anyone’s hands except an experienced professional. You will learn why you need a social media manager, what they do, and how to find and hire one.
Resources:
If you’re considering an intern let me ask you this - are you comfortable putting one of the most accessible, public-facing, open-to-public-comment parts of your brand in the hands of an intern?
In this lesson, you’ll learn why you cannot risk putting your brand’s social media presence in anyone’s hands except an experienced professional. You will learn why you need a social media manager, what they do, and how to find and hire one.
Resources:
FREE
Lesson
06m
Level: Beginner
•
Updated: Sep 15, 2020
Have you run an online contest before (say, on your Facebook) and are you absolutely sure it was legal? How would you know?
In this lesson, we’ll discuss how to legally run contests on social media, how to run a successful social media contest, and things to avoid.
Resources:
In this lesson, we’ll discuss how to legally run contests on social media, how to run a successful social media contest, and things to avoid.
Resources:
FREE
Lesson
26m
Level: Beginner
•
Updated: Sep 15, 2020
How many times have you Google searched “social media best practices” or “best time to post on Twitter?”
In this lesson, you will learn how social networks are constantly changing, as are your potential buyers, and so the best social strategy is a flexible one. While it’s good to learn social best practices, you need to test them for your brand, audience, and channels and then re-test often as things evolve.
You’ll also learn how to be efficient in your social posting, the deal with hashtags, and why you need video as part of your strategy.
Resources:
In this lesson, you will learn how social networks are constantly changing, as are your potential buyers, and so the best social strategy is a flexible one. While it’s good to learn social best practices, you need to test them for your brand, audience, and channels and then re-test often as things evolve.
You’ll also learn how to be efficient in your social posting, the deal with hashtags, and why you need video as part of your strategy.
Resources:
FREE
Lesson
19m
Level: Beginner
•
Updated: Sep 15, 2020
If you’re interested in working with a business but the most recent article on their learning center is from 2010, what impression does that give? If someone goes to your Facebook page and there has not been a post since 2010, what do you think they’ll assume?
But what should you post on your Facebook if you don’t have anything new to say? Will anyone even see what you post when organic reach is so low? Is it even worth posting?
In this lesson, we’ll uncover why your social media strategy cannot stand alone and be successful, what you need to accompany your social strategy, and why trust is such a vital part of all of it.
We’ll also take a look at how to pick the right platforms to be on and some specific differences between B2B and B2C social media. Finally, you’ll learn why keeping your social accounts fresh and optimized is vital to your brand’s image.
Resources:
But what should you post on your Facebook if you don’t have anything new to say? Will anyone even see what you post when organic reach is so low? Is it even worth posting?
In this lesson, we’ll uncover why your social media strategy cannot stand alone and be successful, what you need to accompany your social strategy, and why trust is such a vital part of all of it.
We’ll also take a look at how to pick the right platforms to be on and some specific differences between B2B and B2C social media. Finally, you’ll learn why keeping your social accounts fresh and optimized is vital to your brand’s image.
Resources:
FREE
Lesson
38m
Level: Beginner
•
Updated: Sep 2, 2020
What kinds of emails are you sending to your prospects? Are you sending the right emails at the right time to the right people?
In this lesson, we’ll cover several different types of marketing emails your business can send to contacts, some best practices to make them more effective, and examples to draw inspiration from.
Resources:
In this lesson, we’ll cover several different types of marketing emails your business can send to contacts, some best practices to make them more effective, and examples to draw inspiration from.
Resources:
FREE
Lesson
19m
Level: Beginner
•
Updated: Sep 2, 2020
What are the best practices for growing your email marketing list? How can you capture email addresses from people who actually want to receive your marketing emails?
In this lesson, you’ll learn how to build your email lists using white hat tactics. From methods for collecting emails to where to place subscription boxes on your website.
Resources:
In this lesson, you’ll learn how to build your email lists using white hat tactics. From methods for collecting emails to where to place subscription boxes on your website.
Resources:
FREE
Lesson
20m
Level: Beginner
•
Updated: Sep 2, 2020
Why email marketing? Sounds like a silly question, but seriously, why email marketing? Why should you care about email marketing to begin with? And, if we’re all on board with Inbound Marketing, isn’t email marketing a little on the Outbound side of things?
In this lesson, we’ll first cover the basics of email marketing including what it is, what email marketing is NOT, and review some critical statistics you need to know.
Then you’ll learn why email marketing is such an important part of any marketing strategy as well as get a breakdown of what an ideal email looks like (structurally).
Resources:
In this lesson, we’ll first cover the basics of email marketing including what it is, what email marketing is NOT, and review some critical statistics you need to know.
Then you’ll learn why email marketing is such an important part of any marketing strategy as well as get a breakdown of what an ideal email looks like (structurally).
Resources:
- (Article) What is email marketing?
- (Article) 11 Email Marketing Mistakes You Need to Stop Making
- (Article) 10 email marketing tips to boost B2B sales [Infographic]
- (Article) What is the average email open rate?
- (Article) What is the best time to send marketing emails in 2020?
- (Examples) Best email subject line examples: 16 world-class examples to inspire your next campaign
FREE
Lesson
11m
Level: Beginner
•
Updated: Aug 20, 2020
What do you do once the campaigns you’ve built are live? What metrics are important to keep track of? How do you optimize for success? Who do you know which campaigns are doing well, and which ones aren’t?
In this lesson, you’ll learn about how to make full use of the LinkedIn Advertising platform and what to look for when managing your campaigns. You will learn how to scale your campaigns and optimize them for success.
In this lesson, you’ll learn about how to make full use of the LinkedIn Advertising platform and what to look for when managing your campaigns. You will learn how to scale your campaigns and optimize them for success.
FREE
Lesson
09m
Level: Beginner
•
Updated: Aug 20, 2020
How long is your sales cycle? Do you have a lot of qualified contacts, but are struggling to get them to purchase?
In this lesson, you’ll learn about how using data already within your CRM can be used with LinkedIn ads to market to your open prospects and create lists of net new leads for your company.
In this lesson, you’ll learn about how using data already within your CRM can be used with LinkedIn ads to market to your open prospects and create lists of net new leads for your company.
FREE
Lesson
13m
Level: Beginner
•
Updated: Aug 20, 2020
What does your ideal customer look like? Your ideal lead? If you could have an infinite amount of leads that look like just one of your customers, who would be that customer?
Wouldn’t it be nice to build a target audience that looks exactly like that customer?
In this lesson, you’ll learn about the most valuable feature of LinkedIn Advertising; Audience targeting. You’ll be able to navigate the LinkedIn Campaign manager in a way that helps you build perfect audiences for every facet of your business.
Wouldn’t it be nice to build a target audience that looks exactly like that customer?
In this lesson, you’ll learn about the most valuable feature of LinkedIn Advertising; Audience targeting. You’ll be able to navigate the LinkedIn Campaign manager in a way that helps you build perfect audiences for every facet of your business.
FREE
Lesson
10m
Level: Beginner
•
Updated: Aug 20, 2020
How many different types of ads have you seen on LinkedIn? Have you clicked on any? What was the nature of the content of the ad?
In this lesson, you’ll learn about the different types of campaigns you can run with LinkedIn, as well as the different types of advertisements.
In this lesson, you’ll learn about the different types of campaigns you can run with LinkedIn, as well as the different types of advertisements.
FREE
Lesson
06m
Level: Beginner
•
Updated: Aug 20, 2020
Do you have accurate data about important demographics on the users coming to your website?
Do you know what needs to be done in order to be ready to advertise on LinkedIn?
In this lesson, you’ll learn all the steps required before you start advertising on LinkedIn, as well as some valuable data LinkedIn can provide whether you are planning to advertise today or a year from now.
Resources:
Do you know what needs to be done in order to be ready to advertise on LinkedIn?
In this lesson, you’ll learn all the steps required before you start advertising on LinkedIn, as well as some valuable data LinkedIn can provide whether you are planning to advertise today or a year from now.
Resources:
FREE
Lesson
04m
Level: Beginner
•
Updated: Aug 20, 2020
Is your brand’s LinkedIn page continuously getting high engagement and one of your biggest sources of traffic to your site? Were you told “every brand needs to be on LinkedIn” but you don’t seem to be getting much out of it?
Wouldn’t it be better if the time you spend maintaining your LinkedIn presence and posting your content actually resulted in revenue for your business?
In this lesson, you’ll learn about LinkedIn’s advertising platform, how it can become a major traffic driver to your site, and how LinkedIn Ads work to deliver all of your awesome content to the people you want to see it.
Resources:
PRO
Lesson
1h 06m
Level: Intermediate
•
Updated: Aug 11, 2020
How often are you using Google Search Console to review the impact of your They Ask You Answer strategy? Do you have any idea of how to make informed decisions regarding your content based on the analytics in Google Search Console?
In this lesson, you’ll learn how to use Google Search Console to better understand how Google and searchers view and interact with your website. You’ll see what queries bring people to your site, what pages they’re landing on, how often those queries are getting searched, your average ranking for those queries in Google Search Results, and much more.
By the end of this lesson, you’ll have a greater understanding of how Google search console works, and how you can use it to fine-tune your inbound marketing strategies.
In this lesson, you’ll learn how to use Google Search Console to better understand how Google and searchers view and interact with your website. You’ll see what queries bring people to your site, what pages they’re landing on, how often those queries are getting searched, your average ranking for those queries in Google Search Results, and much more.
By the end of this lesson, you’ll have a greater understanding of how Google search console works, and how you can use it to fine-tune your inbound marketing strategies.
PRO
Lesson
1h 01m
Level: Intermediate
•
Updated: Aug 11, 2020
What can you learn about your audience from reviewing metrics in Google Analytics? How can that knowledge influence whether you continue marketing in the same way or make changes based on new insights?
In this lesson, we’ll cover a few important questions you need to ask yourself about your website visitors: Who is coming to your website? Where are they coming from? Where are they landing? How long are they staying? Are they viewing multiple pages or just one?
Answering these questions helps you build a better understanding of how your audience views and engages with your website and brand.
In this lesson, we’ll cover a few important questions you need to ask yourself about your website visitors: Who is coming to your website? Where are they coming from? Where are they landing? How long are they staying? Are they viewing multiple pages or just one?
Answering these questions helps you build a better understanding of how your audience views and engages with your website and brand.
FREE
Lesson
09m
Level: Beginner
•
Updated: Aug 3, 2020
You’ve created your conversion paths, you’ve optimized the heck out of them, but what happens after the conversion?
If you don’t have a well-defined process for after a visitor converts into a lead, all of your hard lead generation work will be for naught.
In this lesson, we’ll take a peek at how to go a step further with post-conversion optimization.
If you don’t have a well-defined process for after a visitor converts into a lead, all of your hard lead generation work will be for naught.
In this lesson, we’ll take a peek at how to go a step further with post-conversion optimization.
FREE
Lesson
13m
Level: Beginner
•
Updated: Aug 3, 2020
How do you know if your conversion paths are actually effective?
Lead generation isn’t a set-it-and-forget-it tactic - once you’ve got it going you need to make sure you’re analyzing it’s effectiveness and constantly testing and improving your process.
In this lesson, we’ll look at strategies for optimizing each piece of your conversion path.
Resources:
Lead generation isn’t a set-it-and-forget-it tactic - once you’ve got it going you need to make sure you’re analyzing it’s effectiveness and constantly testing and improving your process.
In this lesson, we’ll look at strategies for optimizing each piece of your conversion path.
Resources:
FREE
Lesson
12m
Level: Beginner
•
Updated: Aug 3, 2020
Once you’ve got your lead generation systems set up, how do you make sure you’re increasing the rate at which leads are converting?
In this lesson, we’ll unpack what conversion optimization is, why it’s important, and how to do it.
In this lesson, we’ll unpack what conversion optimization is, why it’s important, and how to do it.
FREE
Lesson
15m
Level: Beginner
•
Updated: Aug 3, 2020
You know you need to generate inbound leads, but how do you actually capture them?
In this lesson, we’ll break down each element of the conversion path - Calls-to-Action, Forms, Landing Pages, and Thank You Pages - what they are, why they’re important, and what to consider for each.
Resources:
In this lesson, we’ll break down each element of the conversion path - Calls-to-Action, Forms, Landing Pages, and Thank You Pages - what they are, why they’re important, and what to consider for each.
Resources:
FREE
Lesson
13m
Level: Beginner
•
Updated: Aug 3, 2020
As a marketer, how do you make sure the effort you’re putting in turns into real opportunities for your business? How do you prove what you’re doing is making a difference?
In this lesson, we’ll take a look at what inbound lead generation is, how you do it, and the critical pieces to being successful with your lead generation strategy.
Resources:
In this lesson, we’ll take a look at what inbound lead generation is, how you do it, and the critical pieces to being successful with your lead generation strategy.
Resources:
FREE
Lesson
1h 28m
Level: Beginner
•
Updated: Jul 30, 2020
Does your business have a Google My Business listing? When was the last time you logged into it? If you’re like most businesses, you set up your GMB profile once to add your business name, phone number, and address so prospects looking for your business can easily reach you. But how often do you review your GMB metrics? How often do you respond to reviews, add new photos, or even update business hours for holidays?
In this lesson, you’ll learn how to fully optimize your Google My Business listing to appear in more relevant searches and showcase your brand to potential customers.
In this lesson, you’ll learn how to fully optimize your Google My Business listing to appear in more relevant searches and showcase your brand to potential customers.
You’ll learn why Google My Business is such an incredibly valuable tool and how to use it to its fullest potential.
Resources:
Resources:
PRO
Lesson
17m
Level: Intermediate
•
Updated: Jul 28, 2020
You know you can’t leave your audience hanging, but how do you write a blog article conclusion that wraps up your topic in a neat little bow AND inspires action on the part of your audience?
In this lesson, you’ll learn the three battle-tested blog conclusion formulas (and one “emergency parachute” option!) that will leave your readers excited to learn more and take action.
Resources:
In this lesson, you’ll learn the three battle-tested blog conclusion formulas (and one “emergency parachute” option!) that will leave your readers excited to learn more and take action.
Resources:
- Ultimate blogging tips guide for content marketers
- Tool: Blog planning worksheet (Google Docs, make a copy to use)
- Tool: Blog planning worksheet (downloadable Microsoft Word document)
- 10 crazy easy ways to make your blogs completely unforgettable
PRO
Lesson
11m
Level: Intermediate
•
Updated: Jul 28, 2020
You need to write a blog article that’s actionable, well-written, and thorough, but not too broad or (worst of all) boring. How do you do it?
In this lesson, you’ll learn the five specific battle-tested tips and strategies to guarantee every blog article you ever write will be actionable, engaging, and educational — and will wow your ideal buyers.
Resources:
In this lesson, you’ll learn the five specific battle-tested tips and strategies to guarantee every blog article you ever write will be actionable, engaging, and educational — and will wow your ideal buyers.
Resources:
- Ultimate blogging tips guide for content marketers
- Tool: Blog planning worksheet (Google Docs, make a copy to use)
- Tool: Blog planning worksheet (downloadable Microsoft Word document)
- 10 crazy easy ways to make your blogs completely unforgettable
- 24 world-class blog post examples to inspire you
PRO
Lesson
34m
Level: Intermediate
•
Updated: Apr 29, 2021
You know you need to kick your blog article off in a way that is informative, powerful, and engaging, but how do you actually do it?
In this lesson, you’ll learn the six proven blog introduction formulas that will cure you of your initial writer’s block and set the stage for a high-quality piece of revenue-generating content for the right audience.
Resources:
In this lesson, you’ll learn the six proven blog introduction formulas that will cure you of your initial writer’s block and set the stage for a high-quality piece of revenue-generating content for the right audience.
Resources:
- Ultimate blogging tips guide for content marketers
- Tool: Blog planning worksheet (Google Docs, make a copy to use)
- Tool: Blog planning worksheet (downloadable Microsoft Word document)
- 10 crazy easy ways to make your blogs completely unforgettable
PRO
Lesson
19m
Level: Intermediate
•
Updated: Apr 29, 2021
You know that you need to help create the content pieces and blog articles that will drive the most traffic, leads, and sales for your company, but how do you know what should (and shouldn’t) go into your content? And how can you make the writing process less painful and more efficient overall, so you can get back to selling?
In this lesson, you’ll learn the 30-minute exercise that will not only make prepping to write an article or sit for a content interview an absolute breeze but will also guarantee the content you create contains the right messaging, positioning, and depth of detail, so as to ensure its memorability in the eyes of your audience and usefulness in the sales process.
In this lesson, you’ll learn the 30-minute exercise that will not only make prepping to write an article or sit for a content interview an absolute breeze but will also guarantee the content you create contains the right messaging, positioning, and depth of detail, so as to ensure its memorability in the eyes of your audience and usefulness in the sales process.
FREE
Lesson
13m
Level: Beginner
•
Updated: Jul 23, 2020
Do you spend time during your day manually qualifying and passing off leads, and managing contact and company information in your database?
In this lesson, we’ll discuss how workflows have the ability to help your team stay on top of tasks, automatically qualify and handoff leads, and maintain a clean database.
Resources:
In this lesson, we’ll discuss how workflows have the ability to help your team stay on top of tasks, automatically qualify and handoff leads, and maintain a clean database.
Resources:
FREE
Lesson
24m
Level: Beginner
•
Updated: Jul 23, 2020
If you look at how you are communicating with your contacts today, is it timely and personal based on how they are interacting with your site and content? Are your contacts having that feeling of “Wow, this is exactly what I need, how did they know?”
In this lesson, we’ll take a look at how you can use workflows to send contacts the most relevant information for them, at the right time.
We will discuss why this is important, and how we can build trust by doing so.
Resources:
In this lesson, we’ll take a look at how you can use workflows to send contacts the most relevant information for them, at the right time.
We will discuss why this is important, and how we can build trust by doing so.
Resources:
FREE
Lesson
21m
Level: Beginner
•
Updated: Jul 23, 2020
Now that you’re ready to get started with marketing automation, how do you actually use HubSpot to build it?
In this lesson, you’ll discover the basics of how HubSpot’s workflows tool enables you to build various types of marketing automation.
Resources:
In this lesson, you’ll discover the basics of how HubSpot’s workflows tool enables you to build various types of marketing automation.
Resources:
FREE
Lesson
06m
Level: Beginner
•
Updated: Jul 23, 2020
Have you ever received an email that had just what you needed at just the right time? Ever wonder how or why that happened? What did that do for you in your decision making when looking to work with a specific company, or buy a certain product?
In this lesson, we’ll take a look at the fundamentals of marketing automation, and why it’s so critical for your team to use it.
In this lesson, we’ll take a look at the fundamentals of marketing automation, and why it’s so critical for your team to use it.
You’ll learn how it can not only make your team’s life easier but give your contacts an amazing buying experience by getting the right information at the right time.
Resources:
PRO
Lesson
10m
Level: Advanced
•
Updated: Jul 22, 2020
What would happen if our vehicles only had one gear? We’d in essence only go at one range of speeds. Driving would be really boring.
In this lesson, we will cover some levers that we can pull, once we’ve established our foundation with success in TAYA, so we can go farther and faster with our digital sales and marketing.
In this lesson, we will cover some levers that we can pull, once we’ve established our foundation with success in TAYA, so we can go farther and faster with our digital sales and marketing.
PRO
Lesson
10m
Level: Advanced
•
Updated: Jul 22, 2020
Who keeps you up to date within your industry? In what ways?
In this lesson, we will cover how to become the organization that transitions from simply producing content to help your sales team close more deals, to an organization that is keeping your buyers informed about your industry.
Resources:
In this lesson, we will cover how to become the organization that transitions from simply producing content to help your sales team close more deals, to an organization that is keeping your buyers informed about your industry.
Resources:
PRO
Lesson
13m
Level: Advanced
•
Updated: Jul 22, 2020
Have you ever started an initiative where you saw initial success but overtime is slowly died out?
In this lesson, we will cover how to ensure that your TAYA initiative continues to take off and become more than simply a content marketing strategy.
In this lesson, we will cover how to ensure that your TAYA initiative continues to take off and become more than simply a content marketing strategy.
FREE
Lesson
11m
Level: Beginner
•
Updated: Aug 18, 2020
Why is it that some videos grab our attention and excite us, but others are agonizing and don’t actually help us in our buying process?
In this lesson, we’ll discuss why relying on your knowledge and passion alone doesn’t create a great viewing experience and how to create produced or personalized videos with the proper structure.
You’ll learn why this structure is important, and how it makes your content easily consumed by prospects.
In this lesson, we’ll discuss why relying on your knowledge and passion alone doesn’t create a great viewing experience and how to create produced or personalized videos with the proper structure.
You’ll learn why this structure is important, and how it makes your content easily consumed by prospects.
FREE
Lesson
13m
Level: Beginner
•
Updated: Jul 17, 2020
If you closely examined the digital touchpoints in your sales process today, especially looking at the content you use, what percentage of that content is video-based? Is it possible, that with adding more video content, you could eliminate many of the problems that occur during those digital interactions like unresponsiveness or stalled deals?
In this lesson, we’ll be taking a look at the most common obstacles that prevent sales teams from moving deals forward, and how they can be addressed, and in many cases, solved with video content.
In this lesson, we’ll be taking a look at the most common obstacles that prevent sales teams from moving deals forward, and how they can be addressed, and in many cases, solved with video content.
Specifically, we’ll look at personalized video and how it can improve your communication over email, SMS, and chat.
FREE
Lesson
37m
Level: Beginner
•
Updated: Jul 17, 2020
When most organizations pitch their product/service/company, what do they sound like? So what is it that they are doing or saying or portraying that make us feel this way? Further, why would these companies feel the need to do it this way even if it’s not effective?
In this lesson, you’ll discover the major reasons why some organizations build more trust with buyers than others and why a buyer-centric approach to video leads to more sales.
You’ll learn how to build strong first impressions with video by obsessing over the needs, worries, and concerns of your buyer.
In this lesson, you’ll discover the major reasons why some organizations build more trust with buyers than others and why a buyer-centric approach to video leads to more sales.
You’ll learn how to build strong first impressions with video by obsessing over the needs, worries, and concerns of your buyer.
FREE
Lesson
15m
Level: Beginner
•
Updated: Jul 17, 2020
If you reflect on your own experience as a buyer, how influential has video content been in your buying decisions, assuming you had access to the right information? Has it helped you determine whether something is the right fit for you? Taught you something that helped you make a better more informed purchase? Or has it helped you understand what the real people behind the brand are really like?
In this lesson, we’ll uncover the many ways that video affects the buying experience for prospective buyers and the sales process for the modern sales professional.
You’ll learn why video communication adapts to the way buyers learn and makes decisions, increases engagement with you, shortens your sales cycle and builds more trust.
FREE
Lesson
07m
Level: Intermediate
•
Updated: Jul 17, 2020
When we invest time and money into an initiative, what do we expect? A return on that investment!
In this lesson, we will cover the primary tools that can help you evaluate your investment in digital sales and marketing, as well as some other tools that will continue to empower you to own your digital sales and marketing success.
Resources
In this lesson, we will cover the primary tools that can help you evaluate your investment in digital sales and marketing, as well as some other tools that will continue to empower you to own your digital sales and marketing success.
Resources
- HubSpot News, Strategies & Insights | IMPACT
- Ultimate Guide to HubSpot Marketing
- The Ultimate List of HubSpot Pros & Cons
- HubSpot vs. Marketo: a Head-to-Head Comparison
- HubSpot CRM vs Salesforce: Which one is better?
- 2020 massive review of SEMrush: Tools, tips, and more
- Keyword research tools: Our top 5 easy-to-use options to improve your content
- The Definitive Guide to Vidyard for Businesses & Marketers
- Vidyard vs. Wistia for Video Hosting in 2020: Which Is Better?
FREE
Lesson
16m
Level: Intermediate
•
Updated: Jul 17, 2020
What typically kills a project or a new initiative? It often comes down to alignment and people not knowing what’s expected of them.
In this lesson, we will cover the importance of gaining buy-in across the organization, why training is critical to success, and why having a coach is a must.
Resources:
In this lesson, we will cover the importance of gaining buy-in across the organization, why training is critical to success, and why having a coach is a must.
Resources:
FREE
Lesson
13m
Level: Intermediate
•
Updated: Jul 17, 2020
What happens to an initiative or priority when no one owns it? That right, it doesn’t get done. Or, if it gets done, it doesn’t get done to the level we expected.
In this lesson we will cover the core positions that you need to have on your team to be able to take ownership of your digital sales and marketing, how to find the right people to fill these roles, and some common pitfalls and impediments that we see too often with respect to these roles.
Resources:
In this lesson we will cover the core positions that you need to have on your team to be able to take ownership of your digital sales and marketing, how to find the right people to fill these roles, and some common pitfalls and impediments that we see too often with respect to these roles.
Resources:
- Content Manager Hiring Playbook
- Content Manager Job Posting
- How to Hire an In-House Videographer
- When Hiring a Videographer, Look for Soft Skills
- Videographer Job Posting
FREE
Lesson
13m
Level: Intermediate
•
Updated: Jul 17, 2020
Let’s leap into the future three years. You have two choices: first choice — you can own all of your content production in house. In other words, you can create your own videos, publish your own articles, work your messaging with your own team because you have the skills needed internally. The second choice is you don't have those skills and you have an agency do all of that for you. You’d rely on them to produce your videos, publish your articles, do your messaging. Which would you prefer?
In this lesson, we will cover what it means to take ownership of your digital sales and marketing, how to get started, and how to assess your current level of ownership and digital success.
I’m talking directly to business owners and business leaders in this course, so there’s not a lot of fluff, there’s no sugar coating. Here are my candid and direct insights on how you can become the best.
In this lesson, we will cover what it means to take ownership of your digital sales and marketing, how to get started, and how to assess your current level of ownership and digital success.
I’m talking directly to business owners and business leaders in this course, so there’s not a lot of fluff, there’s no sugar coating. Here are my candid and direct insights on how you can become the best.
FREE
Lesson
10m
Level: Beginner
•
Updated: Jul 1, 2020
Knowing that educating buyers through Assignment Selling is the fastest way to see initial ROI, what is getting in your way of getting started?
In this lesson you’ll learn what kind of content you need to get started, how to constantly update and share your sales content, and what’s possible the day you begin assigning content to your prospects.
FREE
Lesson
11m
Level: Beginner
•
Updated: Jul 1, 2020
Right now, would you say that you or your buyer is in the driver’s seat during your sales process? What can you do to put yourself in the driver’s seat?
In this lesson you’ll learn how being an educator first allows you to be in total control of the conversation during the sales process. We’ll take a look at common unfortunate situations that salespeople find themselves in, and how to avoid them with better communication.
In this lesson you’ll learn how being an educator first allows you to be in total control of the conversation during the sales process. We’ll take a look at common unfortunate situations that salespeople find themselves in, and how to avoid them with better communication.
FREE
Lesson
08m
Level: Beginner
•
Updated: Jul 1, 2020
What do your emails look like to your buyers before your first call? Are you educating them at all or simply confirming appointments? How about post call? Are you “just following up”?
In this lesson you’ll learn about when and where we can use Assignment Selling, what it looks like, and a few examples of it in practice.
As you’ll soon find out, the communication techniques you use to assign homework and important resources to your prospects will make or break your success with this strategy.
FREE
Lesson
10m
Level: Beginner
•
Updated: Jul 1, 2020
How much time is spent explaining the same basic fundamentals of your product or service on each sales call? How much time do you spend with buyers who aren’t good fits?
In this lesson you’ll learn what Assignment Selling is and why it is a foundational part of They Ask, You Answer. We’ll uncover the logic behind starting the sales conversation from the position of teacher, how to do this before you even speak with a prospect, and how it will ultimately affect your time and effectiveness as a salesperson.
FREE
Lesson
20m
Level: Beginner
•
Updated: Jun 30, 2020
How do you think you can make They Ask, You Answer stick in your organization? What do you think causes They Ask, You Answer to fail?
In this lesson we’ll dive into some ways to ensure that They Ask, You Answer succeeds in your organization and some things that cause it, frankly, to fail. As you might imagine, many organizations have gone before you and made mistakes that prevented them from achieving all that they set out to accomplish.
FREE
Lesson
14m
Level: Beginner
•
Updated: Jun 30, 2020
Knowing what we know about They Ask, You Answer, how do we think it should apply to our websites? What can we do to leverage the principles of They Ask, You Answer to make our websites the best educators in the world?
In this lesson we will cover the most important things we can do to our websites to ensure they are aligned with the principles of They Ask, You Answer, specifically how we can leverage tools and content to meet our buyers where they are in their buying journey.
FREE
Lesson
14m
Level: Beginner
•
Updated: Jun 30, 2020
What's the difference between a program and a culture?
In this lesson you’ll learn how important buy-in and content ownership is to ensuring that They Ask, You Answer is done correctly. As you’ll soon find out, there are many ways to go astray with They Ask, You Answer without the proper culture, people, and resources in place.
In this lesson you’ll learn how important buy-in and content ownership is to ensuring that They Ask, You Answer is done correctly. As you’ll soon find out, there are many ways to go astray with They Ask, You Answer without the proper culture, people, and resources in place.
FREE
Lesson
16m
Level: Beginner
•
Updated: Jun 30, 2020
Right now, if you asked your sales team how important content marketing is for them, what would they say? Would the majority of the sales team see it as a priority?
In this lesson you’ll learn the benefits of your sales team embracing They Ask, You Answer and the impact content can have on sales. The fact is, sales team members are typically the best teachers for our audience, but they don’t fully understand their role in teaching through content.
We’ll discuss the benefits awaiting your sales team once they embrace the role of teacher, and why content is the greatest sales tool in the world.
FREE
Lesson
37m
Level: Beginner
•
Updated: Jun 30, 2020
Think about the things you ask Google about, especially when you’re doing research before buying something. What are the types of questions you’re asking? What happens when you can’t find the answers?
In this lesson you’ll learn how the Big 5 were discovered, what they are, and how to use them. We’ll also discuss why most organizations don’t talk about these things on their website, as well as who typically impacts what we say online — and who really should.
FREE
Lesson
28m
Level: Beginner
•
Updated: Jun 30, 2020
How different is our buyer today versus five or ten years ago? How significantly has their buying behavior and decision making changed?
In this lesson, we’ll examine the most significant changes in buying behavior that have affected nearly every industry and organization.
You’ll learn the origin of our digital sales and marketing framework known as They Ask, You Answer, what has caused buying practices to change, the power of trust in business, and how this framework is more of a business philosophy than anything else.
PRO
Lesson
33m
Level: Advanced
•
Updated: Aug 20, 2020
In this lesson we break down the best practices of how to produce each individual Selling Seven video so that you are able to determine what should and shouldn’t be included in each, as well as how they should be produced. By the end of this lesson you will be ready to script every single type of Selling Seven video, knowing that you’re following the best practices.
Resources
(Zip File) Selling Seven Script Templates
Resources
(Zip File) Selling Seven Script Templates
PRO
Lesson
14m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson we are going to cover why the framework of your website videos is so critical to their effectiveness, how they will work together to lead your prospects down an intentional path of your website, and how to prioritize the first round of Selling Seven production.
PRO
Lesson
15m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson we will discuss the most common mistakes and shortcomings that businesses realize they’ve made only after finishing the production of their own videos. By highlighting the common pitfalls of other Selling Seven strategies, you will be able to solidify your own video strategy more intentionally while avoiding the common mistakes yourself.
PRO
Lesson
06m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson you’ll learn how to encourage your buyers to use their cameras when conducting virtual sales calls, how to adapt your in-person process to a virtual platform, and how to get ahead of distractions that could disrupt your virtual sales conversations.
Resources:
Resources:
PRO
Lesson
11m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson you’ll learn what you need to do in order to run an effective virtual sales appointment. We’ll dive into how you can best prepare yourself and the buyer for the call by setting expectations and getting ahead of any technological hurdles.
Resources:
Resources:
PRO
Lesson
05m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson we’ll uncover the major implications of virtual communication in sales, how today’s buyer prefers to connect online, and how organizations can adapt to this change in the buying process.
You’ll learn how virtual selling is affecting organizations just like yours, the consequence for organizations who adapt slowly, and why mastering virtual sales isn’t as complicated as it may seem.
FREE
Lesson
09m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson we will cover developing your own self-selection tools and how they can enable you to create a touchless buying process. We’ll uncover how to work with your team to determine the right tools, how to deal with pushback, and the possibilities of that await an organization ready to embrace a touchless sale.
FREE
Lesson
10m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson we will cover the different types of self-selection tools commonly used today including self-identifying and qualifying, configuration and calculations, and how narrowing the focus of our buyers ultimately helps us close deals more quickly.
FREE
Lesson
09m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson we will cover how search trends are changing and highlighting what buyers now expect, and examine the inspiration we can take from leading companies who have mastered self-selection and configuration for their buyers.
PRO
Lesson
08m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we will cover how to effectively follow up and finish a solid role-play. This includes the feedback you give at the end of your training sessions and what to do afterward.
PRO
Lesson
21m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we will cover how the role-play should be executed and provide several examples of quality role-plays.
PRO
Lesson
12m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson we will cover the importance of preliminary activities and rules that will set the HOW for effective role-play execution. As you’ll see, with a set of specific guidelines you’ll quickly shape this form of training into an incredibly valuable asset for your team.
PRO
Lesson
10m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we will cover why people hate role-playing, the painful implications if we don’t role-play, and what we need to make role-plays really effective.
PRO
Lesson
05m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we’ll discuss how to gain commitment on the next steps and how to follow up effectively.
PRO
Lesson
08m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we’ll discuss how to address objections before the buyer brings them up and how to challenge the buyer throughout the sales process. You’ll learn how to avoid playing defense in your conversations, help buyers “self select” your products or services, and help induce real confidence in their buying decision.
PRO
Lesson
09m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we’ll uncover how to set the conditions for establishing trust with buyers before we ever talk to them. Specifically, we’ll discuss how to use content, video, and social media as a tool for human-to-human sales, revisit our foundational principle of trust, and learn how to have more personal (and meaningful) interactions throughout the sales process.
PRO
Lesson
17m
Level: Advanced
•
Updated: Jun 23, 2020
In this lesson, we’ll cover what effective communication really looks and sounds like for both a buyer and seller, how to prepare for conversations and set the right conditions, and the most common pitfalls that cause diminishing results for the most well-intentioned salespeople.
PRO
Lesson
10m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson we’re going to discuss the types of content that will strengthen your sales communication by educating your buyer and building trust, and how you can leverage this content through email copy and video in a way that will speed up the sales process.
PRO
Lesson
12m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson we’re going to discuss how to strategically think through your calls-to-action within email as well as video, and how you can guide your buyer to the next stage.
PRO
Lesson
06m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson we’re going to discuss how to use your signature to build trust with your prospects and allow them to further get to know you. We’ll be uncovering how to use video, pictures, and meeting links in your emails.
PRO
Lesson
09m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson we’re going to cover best practices for creating engaging emails your prospects will want to interact with. You’ll learn how to eliminate weak language, how to include videos (and how to ensure they actually watch your video), all with the goal of increasing your response rates with prospects.
PRO
Lesson
10m
Level: Intermediate
•
Updated: Jun 23, 2020
In this lesson you’ll learn how to craft subject lines that will get your emails to stand out in your prospect’s inbox. This is one of the most critical strategies for effective email communication, but also one with the quickest solutions.
FREE
Lesson
03m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson we’ll unpack next steps for getting started with a CRM and discover what might be holding you back from leveraging this technology.
FREE
Lesson
04m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson we’ll dive into the ways sales technologies can enable you to optimize your sales process — on a macro and micro level.
FREE
Lesson
05m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson, we’ll discover how sales technology can enable your sales team to be more aligned with the rest of your organization, especially marketing, so you have everything you need to give your prospects a great buying experience.
FREE
Lesson
07m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson, we’ll uncover how simple sales technology can significantly improve both individual and team efficiency across the sales cycle.
FREE
Lesson
06m
Level: Beginner
•
Updated: Jun 23, 2020
In this lesson, we’ll define what we mean by the terms “CRM” and “sales technology,” and explore what these will and will not allow you and your team to do.
FREE
Lesson
16m
Level: Beginner
•
Updated: Jun 24, 2020
In this lesson, you’ll learn why reviews and best of lists are critical to your content strategy, and more importantly, why input from subject matter experts can define the difference between mediocre and world-class content.
Resources:
Resources:
Related Lessons from IMPACT+:
FREE
Lesson
15m
Level: Beginner
•
Updated: Jun 24, 2020
In this lesson you’ll learn why input from SMEs is critical to producing high-quality, trust-building content that addresses potential problems of your products and services. We’ll also discuss the ways to describe how those products and services compare to others in their class (whether you sell those alternatives or not).
Resources:
Resources:
- "Keep These 5 Best Practices Handy for Writing Your Next Comparison Article!" - Kevin Phillips
- "The Big 5: How to Write Great “Problems” Content" - Jen Barrell
Related Lessons from IMPACT+:
FREE
Lesson
24m
Level: Beginner
•
Updated: Jun 25, 2020
In this lesson, you’ll learn about cost and competitor content: two of the most important pieces of content an organization can produce. You’ll learn why they’re important, why you might object to them, and most importantly, why SMEs should be involved in creating the content, as well as how SMEs can help.
Resources:
Resources:
- "How to Write a Cost Article" - Kevin Phillips
-
"How to Effectively Write About Your Competitors on Your Business Blog and Website" - Kevin Phillips
Related Lessons from IMPACT+: - Fundamentals of Content Management Part 1: How to Write a Cost Article
- Fundamentals of Content Management Part 1: How to Write "Best of" Articles
PRO
Lesson
00m
Level: Intermediate
•
Updated: Apr 16, 2020
PRO
Lesson
50m
Level: Beginner
•
Updated: Apr 5, 2020
PRO
Lesson
23m
Level: Intermediate
•
Updated: Apr 15, 2020
Materials:
PRO
Lesson
21m
Level: Intermediate
•
Updated: Apr 15, 2020
Materials:
PRO
Lesson
31m
Level: Intermediate
•
Updated: Apr 15, 2020
Materials:
PRO
Lesson
11m
Level: Intermediate
•
Updated: Apr 5, 2020
Resources:
- Set up your import file(s)
-
Import contacts and deals
(“Import two files for association” section) - Manually create deals
PRO
Lesson
05m
Level: Intermediate
•
Updated: Apr 4, 2020
PRO
Lesson
23m
Level: Beginner
•
Updated: Apr 5, 2020
Resources:
PRO
Lesson
38m
Level: Beginner
•
Updated: Apr 5, 2020
Resources:
PRO
Lesson
06m
Level: Beginner
•
Updated: Apr 4, 2020