Events & Recordings

With recent advancements in event technology, brands and marketers now have increased visibility into attendee insights and activities that can be used for actionable growth strategies that move the needle.

More than most, Daniel Marcos understands the struggles of leading a business. Whether it be feeling lonely and uncertain in the face of challenge, handling tons of stress, or not knowing how to seize opportunities, Daniel has faced them all. That’s why he came up with his book Impact X... How the world's top companies have 10x impact with less stress. Impact X is a framework that will show you how to keep growing your company and still enjoy the ride.

It’s 2021 and buyers want to control the sales process. Regardless of your business or industry, you have to adapt to the way buyers want to make purchases now. So what does it mean for you? Find out exactly how you can optimize your buyer’s experience with self-selection, pricing tools, and more so you can lead a more successful sales team. And ultimately, a more profitable business.

Your sales and marketing team members are smart, ambitious, and hard-working. They should just be able to get on with it, right? Well, what my organizational experience over the past 20 years has taught me is that senior leaders have a very specific and critical role to play if we want to build and create high-performing digital sales and marketing teams. In the past 18 months here at IMPACT I’ve clocked up over 500 hours of leadership coaching and consulting and as a result, I’ve witnessed exactly what successful seniors leaders are doing to transform their organization’s culture. In this session, Chris Marr will share with you what he believes leaders should be doing more of to empower, elevate, and enable high-performing sales and marketing teams.

As business leaders, we have all heard the little voice in our head saying -- "I know there is an easier way to do this". We don't often explore it further because we just don’t have enough time. Sadly, this results in stunting business growth. Join us to learn must-know tech tips from Daleele Alison, CEO of RooksDM. Daleele will share the secrets that he uses to help his clients scale their businesses. You will walk away knowing how to become more efficient by breaking down silos, finding gaps in business processes, analyzing your tech stack, and using automation to increase capacity.

Creative strategy can feel like an elusive concept when you’re in the weeds of growing your business. Join Design Pickle’s Director of Demand Generation, Jen Osgood, as she breaks down the myths around the creative process and provides insights on how you can better connect with your buyers, build a memorable brand, and create sustainable processes geared towards growth. Plus, get a behind-the-scenes look at how Design Pickle scaled from a pickle cart to the real-life Pickle Suit Guy (yep, you read that right).

You have done all the right things - set company goals, promoted a management level between you and the frontline staff and clearly communicated your company's goals. Yet something's not working. Your staff aren't fired up about the goals and you and/or just a handful of people feel the weight of hitting them. You're not alone. IMPACT once faced this same problem, and its COO, Brie Rangel, helped get the organization on the other side of it. In this session, you will learn how making a simple tweak to your organizational design can have a big impact on reaching your goals by empowering your team to own them and move the company forward in lock-step.

We’ve come a long ways since the sales books of the 1980s. Traditional “closing techniques” that worked so well before often are rendered incredibly ineffective with today’s modern, informed buyer. For this reason, in this brand-new keynote Marcus Sheridan will decipher the five most fundamental modern sales communication skills sales professionals must have in order to find success with the digital buyer of today. If you’re looking to be inspired to elevate your communication skills to be the absolute best sales professional you should be, this keynote will sure hit the mark. 

In the introduction to video sales calls session Marcus covered the 12 fundamental laws of effective video sales calls. Now it's time to do a “deep dive” on each, for example: Learn exactly how to respond when someone says they don’t want to turn their camera on Watch what Marcus calls “The Perfect Introduction” to a meeting where there are multiple decision makers Learn the difference between a “good” vs “GREAT” opening to a video sales call

LinkedIn has become a key tool for business development. But are you taking advantage of all the opportunities it provides? You need to establish a credible presence and build a network online – and then you can leverage it to build your professional influence. Learn how to use LinkedIn to establish a brand, share content, and develop relationships with prospects, customers, and partners. See how social selling can become a very lucrative habit! Key Takeaways:  Connect your online activities to your offline goals Understand and address emotional blocks that inhibit effective online activity Demonstrate the steps to creating an optimized LinkedIn profile Develop a plan to grow your network Learn how to create and share content to engage your connections

A discussion on how to leverage HubSpot's sales tools on top of your existing CRM to close more deals faster

No matter what industry you’re in, the key to creating undeniably profitable sales enablement content that drives traffic and leads, and closes more deals faster is the same – your sales team must be a key player in your brainstorming and content strategy development process. But what needs to be true in order to have your sales team unabashedly excited to take time to brainstorm content ideas with you, the marketer? And what are the secret facilitation and question-asking techniques you need to know to get what you need from sales? In this talk from IMPACT Editor-in-chief Liz Moorehead, you’ll learn the battle-tested processes, tools, and tactics to run sales enablement content brainstorms that not only yield revenue-generating content, but also leave your sales team feeling empowered and excited. You’ll also learn Liz’s favorite hacks and tips of the trade for facilitating conversations that help you reach your goals, and bring you and your sales team closer together.

A career in sales is a challenging and stressful environment to work in. Over time, that stress can lead to burnout which will lead to unproductive individuals, teams, and organizations. So, how do we enable our sales team to put in their best work each and every day? The solution is in the research. Over the last 9 years, Dr. Devan Kronisch has researched how to enable sales teams to deliver results, enjoy their work, and avoid burnout and other productivity-killers. In this session, you will: 1) Formulate the ultimate plan for maximum brainpower throughout the day 2) Learn the basics about all eight types of wellbeing 3) Win the fight against burnout, absenteeism, and lack of engagement

No matter how hard sales leaders try to enable them, too many sales professionals struggle to differentiate from their competitors or to navigate the dreaded “do nothing” decision because they aren’t able to identify and articulate value. The only way sales professionals can truly differentiate is by engaging, empathizing and empowering customers as they create personalized value throughout the sales cycle. This is how top performers win bigger, better, and more while creating customers for life. Join Anita Nielsen in this jam-packed session for sales managers and sales professionals where she’ll cover: 1) The power perspective on Value that drives high performance sales teams 2) They key to gaining a deep understanding of what matters most to the buyer in their role and as an individual human being. 3) How to create personalized value and endear yourself to your buyers

Discover the 12 fundamental best practices of effectively leading a video sales call. You'll learn strategies for exactly how to get your prospects to turn their camera on every time, understand the right way to ask questions so as guarantee smoother communication and eliminate ever having awkward moments of silence, discover the correct process to effectively integrating slides into your video sales presentations, and more.

Stephanie Baiocchi sits down with Tyler Lessard to talk video and Vidyard.

Personalized video emails and custom screen recordings are becoming powerful tools for virtual selling. More than just a creative way to stand out in their inbox, personalized videos help maximize your facetime with prospects and clients while delivering important information in a way that is easily shared and consumed on their own time. Learn how to make personalized videos a consistent part of your communication cadence with customers, and what types of videos can help you source, qualify, and accelerate deals when you can't be there in person.