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.)

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Hiring a Marketing Agency

Why You Should Think Twice About Pay Per Lead with an Inbound Agency

By: Tom DiScipio on July 19th, 2018

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As many of you know, partnering with an inbound marketing agency is a big deal. It requires you to self-educate, research multiple agencies (or other options), gain internal buy-in, plan to invest lots of money, sign contracts, and ramp up. At IMPACT, on the front lines of those “partnering with an agency” conversations are our Client Success Managers (CSMs), who help you find answers to the tough questions and navigate the sometimes complex journey.

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Video Marketing Sales

4 Ways To Differentiate Yourself Using Video in Your Sales Process

By: Tom DiScipio on June 6th, 2018

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“So… tell me why you’re different.” This is a statement most salespeople (and marketers) fear. The truth is... if you’re already hearing this statement, it’s too late. Early in my sales career, I learned just how hard it can be to identify the differentiating factors of your organization and articulate them in a meaningful way to others. In fact, it’s something most businesses constantly struggle with and I’d be lying if I said we have it completely figured out even here at IMPACT. (I'll be talking all about this at IMPACT Live this year.)

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Sales Lead Management

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

By: Tom DiScipio on May 10th, 2018

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“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 on January 25th, 2018

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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 on November 2nd, 2017

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“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 on August 17th, 2017

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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

5 Worst Side Effects of Bad Customer Service (and How To Avoid Them)

By: Tom DiScipio on July 7th, 2017

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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 service experiences. 

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Conversion Rate Optimization Marketing Events

15 Conversion Rate Optimization Lessons Learned From CXL Live 2017

By: Tom DiScipio on 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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