Tom DiScipio

Great question  Daryl Michel !

Tagging  Lindsey Auten   Will Schultz   Zach Basner here for their expertise!

I'll go!

These are definitely more on the professional side, but they've stuck with me since the day I heard them, and have helped me tremendously throughout my career.

The first is from the one and only Jack Carroll !

And one from Dharmesh Shah...

I use a bunch of digital tools to keep track of all the stuff going on during the day/week... but truth be told... the thing that holds the most weight and accountability for me is...

My handy-dandy notebook! 📓

Call me old school... I've found that if I'm physically writing something down, it is of the highest priority, and gets constant visual attention sitting in front of me on my desk. Even if they're repetitive things, if I need to hold myself accountable to it, it's getting written down.

And  Stephanie Baiocchi  - You know I've also got the vibe music on in the background too 😄.

That's awesome,  Bryan Paulson !

Terrence Robinson Brown ,  Austin Mock ,  Megan Lang and  Alex Winter  - what have y'all seen?

Such a great reminder on the importance of creating "space" to think instead of simply reacting, John Phelan .

I'm embarrassed to admit how many times I've missed the opportunity to do this... and I've seen the ADDITIONAL stress and lack of clarity it creates. I love that this tactic is designed to interrupt our natural human pattern.

Also... I can't wait to freak my wife out later when I put my finger up my nose haha!

Dang... So many great lessons in here. 

"If something is valuable in your sales process, it's valuable on your website in the marketing process." - Will Schultz  

Hey Marcia Degnan .

I've got a few resources for ya!

Hey Caitlin Hunter - Congrats on starting up a new business!

If you haven't already, I'd also suggest checking out this course Self-Selection and the Touchless Buying Experience.

Appreciate the share,  Jack Carroll !

What I loved most about Challenger Sale was how data driven it was. Can't argue with the level of research he did in order to come to the conclusions described in the book. I think I read it 3 or 4 times. It sounds we'll see a similar approach in the Jolt Effect as well.

Adding this to my reading list. 

You're always doing the coolest stuff,  Nathan Dube !

With the number of leads you generated from the initial effort... it sounds like you've got a strategy here that works. Any plans for a follow-up game/campaign?

Joe Rinaldi and Connor DeLaney ... game on my friends!

Man... What a great discussion topic Kyle Aken !

My personal knowledge on this is somewhat limited when it comes to understanding the "when" behind Google will do that, so I'm gonna pull in some experts here to see if they've got any thoughts for ya.

Kevin Church   Franco Valentino   PAUL Lovell  - Any feedback for Kyle on this one?

Hey Dale Pease ! We use ClickUp as our organizational project management tool which houses many of our training and SOP docs. I say "many" because we still use Basecamp for some of that document management as well. ClickUp has a "Free Forever" plan and I'd HIGHLY recommend it. Happy to walk you through how we use if you're interested.

I'm also VERY happy to hear you're enjoying IMPACT+ (of course) 😀. Our product roadmap does include plans to develop a "Document & Files Storage" system within the application so you could store, manage, and share files with your team. We're still working on the timing for that, so stay tuned! I could eventually see that becoming a primary solution for ya down the road.

Hope this helps!

Great question Shanequa Jones !

Tagging in some HubSpot experts here to see if they have any thoughts... Jessica Palmeri Hannah Claude Joe Bachir Carina Duffy Stephanie Baiocchi

Probably a good question for the HubSpot Community here in IMPACT+ as well!

Nice to have you here Gasser Amin ! Do you have any courses in mind that you're going to start watching? What are you most interested in learning??

Hey Drew Griffin - glad you bring this up! It opens up a couple questions/thoughts for me as well...

First, do you typically discuss the cost of inaction during your sales calls with prospects? How does that go over with them? Does it consistently move them to action? This could be a good indication of how much time and effort should go into building it.

Second, I ask the above questions because I think it's important to consider where and how something like this would be used. In my mind, the prospect needs to know the exact problem that they have BEFORE they can understand how inaction affects them. And as I'm sure you've seen... not all prospects know what problem or need they have until they talk with a sales rep or advisor like you that can help them figure it out 🙂.

Therefore, I could see this tool being less of a lead generator and more of a middle to bottom of the funnel tool that can help prospects to make the decision to work with you. Perhaps that was your intended purpose already!

Finally, if the prospect will have direct access to this tool on your website, I'd say it's important to make sure the calculator doesn't feel "Gimmicky." The last thing we want is prospect using it and saying, "Yeah right... there's no way this could be true. It clearly doesn't relate in any way to MY business." I know I've had that experience with some ROI calculators out there... They need to see how their specific inputs can produce a realistic and believable output.

Hope this helps!

"Learning also means applying the concepts, strategies, or game plans in your work and in your life, getting better every single day."

Well said, Bob Ruffolo . This is a shift I've started to make at the end of last year. This year will be a commitment to implementation.  

Joe Rinaldi - we were JUST chatting about this topic :) 

Jennifer Goode Hey Jen! Is it fair to assume that these folks haven't given you an email address yet?

If so, I'm thinking adding some sort of exit intent for the meeting page could be a strong way to reengage them. Reason being - it's possible that the only time available on your calendar may not be available on their calendar. And therefore, they exit the page.

I feel like the pop-up window could say something like, "Are you sure you want to leave this page without booking a meeting?" One button could say something like, "I couldn't find a time - let's chat." <---- This could perhaps have them enter their email address and say that someone will reach out to you with X minutes. And the other button could say "Yes I'm sure."

^That's not a perfect example, but it can help the prospect to rethink if they really want to give up on setting an appointment. And again, if you didn't have their email originally, could land you a new contact.

Now if you DID have their email... I'd have TOTALLY different thoughts lol...

Blake Cormier You crushed it! I remember seeing the "before" version of this section, and what you've turned it into is really impressive. No shame in a little R&D (rip off and duplicate) from our friend ☒. He know's a thing or two about a thing or two :).

As you continue to iterate this section of your site, definitely consider bringing more of the resource content above or at the fold. This would help to create immediate clarity for new visitors that this is a resource section versus another type of page, and could also save the website visitor a few hundred pixels of scrolling.

Keep doin' what you're doin' man!

Hmm... this is a great question Demitris Maddox . Like Nick Bennett mentioned, you may have to test a few options.

It would be helpful to see the quiz on your website. Are you able to share it?

Given you shared that only a small number of people abandon the quiz at the email part after taking it, tells me that you're on the right track, and that you should keep the gating in place. It would also be good to look at the lead to customer conversion rate for the quiz. If that's high, it would be another indicator to keep doing what you're doing and attempt to drive more traffic to the quiz itself.

I always like sharing examples of others being successful in these areas. So I'll share one of the absolute BEST and most successful examples I've ever seen of a self-selection tool similar in concept to yours. It's HubSpot's Website Grader. I share this because they ask for the email up-front and in their early days as a company (maybe even still today), this was one of their top, qualified lead generators.

Love what  Nathan Dube shared.

To expand... I would argue that it doesn't matter what the sales team or the search engines want. That should be secondary to producing content that will satisfy the needs of the prospect or buyer.

^Sales will appreciate it because buyers will come to conversations happier and more educated, and Google will appreciate it because you solved for the human.