Inbound Marketing Blog

Tom DiScipio

Tom is a project management ninja and creative design guru with strong entrepreneurial underpinnings and a love for helping businesses succeed. As the CSO and Co-Owner of IMPACT, Tom engages in and shares Bob’s vision of building the BEST inbound marketing agency. With his passion for business development and an incredible team surrounding him, Tom would say he’s never really worked a day in his life at IMPACT. Beyond the day-to-day, Tom balances life at IMPACT with extra-curriculars that include rockin’ out on guitar and participating in all things automotive (more specifically BMW.)

Sales Lead Management

[Free Template] Identify Your Best Sales Leads & Ops With This Prospect Fit Matrix

By: Tom DiScipio May 10th, 2018

Blog Feature

“Is this prospect actually a good fit for us?” It’s a simple but challenging question that becomes a repetitive, internal dialogue as sales reps evaluate whether or not the prospect they’re speaking with is the right sales opportunity to pursue.

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Sales Leadership

Managing a Sales Team: 7 Lessons from a First-Time Sales Leader

By: Tom DiScipio January 25th, 2018

Blog Feature

I wasn’t always in Sales. I graduated college with a degree in Graphic Design and Presentation and minored in Art. My first real job out of college was working as a production associate at a local sign shop, assisting with digital design and installation of signage. Fortunately for me, the next step in my career was joining Bob in the early days of IMPACT, continuing the execution of creative work. As we grew our client base, I got a taste of what it meant to be in direct connection with the client.

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Sales

Changing Your Sales Process: 5 Surefire Ways to Know It’s Time

By: Tom DiScipio November 2nd, 2017

Blog Feature

“If the wheel ain’t broke, don’t fix it,” right? It’s a saying we tend to fall back on - applying it to areas of work and life where maintaining what we know to be just fine is easier and safer than an alternative, but in many aspects of work and life, sometimes “just fine” and “safe” are the enemy of “great.” IMPACT most recently had this realization regarding our own sales process in the early summer.

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Sales

6 Ways Selling to Inbound Leads is Different from Outbound Leads

By: Tom DiScipio August 17th, 2017

Blog Feature

With greater adoption and execution of inbound marketing programs, organizations are supplementing their sales funnels with more and more inbound leads. By definition, inbound leads are typically better educated on your product or service when the sales process begins. Before having raised their hand, asking to speak with your sales team, they most likely completed some form of research on how you can solve their most pertinent challenges. One of the most frequent concerns I hear from marketers (and even sales folks, for that matter) is their deal progression or close rates are not stellar. Marketing expects more of these warm leads to close, and sales expects these leads to be more qualified so they can be closed. When boiling down the many variables contributing to poor deal progression or close rates, the roots of the issue almost always are sales team members treating inbound leads the same way as outbound leads.

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Customer Satisfaction

Top 5 Side Effects of Bad Customer Service (and How They Cost Your Business)

By: Tom DiScipio July 7th, 2017

Blog Feature

Customer service is arguably the most important thing for your business to get right. Great customer service can overcome poor marketing, but it's incredibly difficult (and expensive) to replace poor customer service with even the most exceptional, "delightful" marketing. Inbound marketing is customer-focused and inherently aids customer service, but that doesn't mean companies who use it can't still be guilty of bad servic experiences. 

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Conversion Rate Optimization Marketing Events

15 Conversion Rate Optimization Lessons Learned From CXL Live 2017

By: Tom DiScipio April 28th, 2017

Blog Feature

3 weeks ago, myself and a few other IMPACTers attended CXL Live 2017, a 3-Day Growth & Conversion Conference, put on by Peep Laja, one of the world’s most recognized conversion optimizers, and his team at ConversionXL. As inbound marketing and sales folks, we found ourselves in a new, strange, and mysterious world. Instead of being surrounded mainly by Directors of Marketing / Sales, Marketing Coordinators, or Social Media Managers, we were amongst statisticians, quants, CROs (conversion rate optimizers), data analysts, growth hackers, experimenters, and people with the term “scientist” in their job titles. WTF... BUT, this is precisely why we chose to attend.

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Buyer Personas Strategy User Experience Design

Buyer Journey vs. User Journey: What’s the Difference?

By: Tom DiScipio March 28th, 2017

Blog Feature

Let’s take a quick “journey” together. Pun intended… Ha! Imagine for a second that you’re a part of the project management team at a mid-market, consulting and advisory firm. You’ve just been tasked with the HUGE responsibility of finding a replacement software platform that will help you better manage your client data and project information.

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Strategy Marketing 101

What to Include In Your Marketing Budget [Part 3]

By: Tom DiScipio February 27th, 2017

Blog Feature

Four score and 4,000 words ago, we began our in-depth series on the necessary elements that should be considered as part of any business’ digital or inbound marketing budget. Ok, maybe it wasn’t that long ago, but before we wrap up, here’s a quick refresher course of how far we’ve come:

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