The ABCs of Webinar Leads

With information so freely available, buyers are often more educated than sales reps when they sit down in a meeting. With buyers self-educating up to 57% into the buying cycle, how can vendors, distributors and partners regain control of the buying cycle? Tune in to this presentation to find out! Val-Pierre Genton, VP Strategic Accounts at BrightTALK, has worked with over 500 sales and marketing leaders to help them increase revenues by winning and engaging audiences online.

During this presentation, he will provide some actionable frameworks, best practices and real-life examples to help you:
- Develop sales-play aligned content that will actually be used by partners and end customers
- Improve call to appointment and appointment to opportunity conversions
- Increase pipeline velocity during the opportunity life-cycle

A study by B2B Marketing and Ogilvy put content marketing at the top 2 marketing priorities in 2013, even above brand marketing. What makes content marketing such a priority? Modern marketers are seeing great returns on their content marketing spends, turning content and audiences into revenues. Join us as we share how leading cloud and virtualization vendors are creating compelling content and the best practices in content follow-up.

Join BrightTALK's Patricia Page and Quoc Dang as they talk about how BrightTALK has built an adviser community using content marketing. You will learn the best practices to get started with a content marketing programs and the necessary steps to ensure monetization and ROI.

The hottest topics that drive adviser audiences
How to get started with creating compelling content
How BrightTALK has built a community highly engaged advisers
The best practices of content lead follow-up

Join BrightTALK's Alexandra Cashmore as she shares how some of BrightTALK's financial services clients builds audience and creates compelling content to engage their clients.

Alex will also discuss how these organizations turn audience to trackable revenues using BrightTALK's content and audience platform combined with the latest technologies out there.

How can marketers drive more value from physical event presence? Join David Pitta, Director of Demand Generation at BrightTALK, as he discusses how marketers are successfully creating content and driving demand with video footage from physical events.

When global IT solutions distributor, Avnet, wanted to create unique channel value for its vendors and business partners, it turned to purechannelapps to leverage the power of socialondemand®.

Now working with Microsoft, IBM, EMC among others, Avnet uses socialondemand® to provide a regular source of free social media content for its entire channel of business partners and its own internal staff.

Over 120 of Avnet’s partners have seen over 55,000 clicks or downloads from content provided by socialondemand® and recent survey of participating Avnet partners revealed 100% believe socialondemand content adds value to their business.

Join Julie and you’ll get an insight into the key components of Avnet’s social media strategy and how their channel partners are amplifying their message and generating increased brand awareness and lead generation.

Are you guilty of content dumping? Join Christine Crandell, President of New Business Strategies as she discusses the real numbers your marketing team should be accountable for.

Learn how to leverage your customer stories in sell to their "Sphere of Influence". Use video & LinkedIn messages to book more meetings, and close deals faster!

- 94% of marketers say the customer's voice is their most effective content
- 83% of your buyers are starting their buying journey online
- 50% of our Social Selling meetings booked are by telling client success stories to their "Sphere of Influence."

In this webinar you will learn:
- Capture and produce customer stories faster and easier
- Customize your stories to target very specific buyers
- Where in LinkedIn you can leverage you stories more effectively

About the speakers:

Tim Keelan is founder and CEO of StoryQuest, a world leader in B2B storytelling for sales and demand generation. Prior to StoryQuest, Tim sold professional services as Director of Sales with Cap Gemini Ernst & Young, Sales Leader with ThruPoint, account manager at Spherion and CARA corporation. With StoryQuest Tim has been a frequent speaker on B2B story and storytelling. Tim has collaborated with and provided learning and marketing solutions to large and small organizations such as SAP, Deloitte, Avaya, RSA Security, Ciber and Computer Associates, Mentor Tech Group and many others.Learn more about Tim and StoryQuest at http://storyquest.com/learn_more

Jamie Shanks is one of North America’s leading Social Selling experts. He’s personally built Social Selling solutions in nearly every industry, ranging from start-ups to Fortune 500 corporations. Before starting his sales agency, Jamie was the Director of Sales at two SaaS software companies – Captive Channel Corp. and Firmex Inc., building their businesses from infancy to profitability. After proving great success at Firmex, he decided to help other technology firms build Sales 2.0 models under the brand Shanks Group Inc. In December 2011, Jamie saw the opportunity to merge the Shanks Group Inc. with Sales for Life to form a leading Social Selling agency.

Financial Services Forum: The Power of Video

Learn how the marketing function at Kronos, a workforce management software and solutions company, collaborates with Sales to create and deliver a differentiated value proposition. The webinar will feature a best practice case study that shows how Kronos:
· Developed a new value proposition that targets core customer needs
· Documented the value proposition in a Foundational Messaging Guide for employees
· Conducted messaging workshops with the sales force to drive implementation of new messages and techniques
· Established Sales and Marketing Leadership Councils to spur ongoing collaboration

Marketing is about influence. It is about changing behaviour or nudging people towards a win-win decision. In today's market our customers interact with us across multiple touch points at irregular times and our job as marketers is to ensure this experience is as engaging as possible. But do we really understand all of the things that influence their decisions? By mapping our customers' sphere of influence we gain two significant advantages: more focused marketing and a tool that helps explain marketing's role in this brave new world to the businesses we work for.

Neil Cooper is Head of Marketing at Team Consulting, an innovative product development consultancy in Cambridge, and is organiser of the annual Another Marketing Conference.

Links about Neil: on twitter: neilcooper77, linkedin: uk.linkedin.com/in/neilcooper77 bio: http://www.team-consulting.com/people/neil-cooper

Integrated marketing isn't just about bringing together the various marketing disciplines: the need to maximise revenue growth means that B2B-focused companies must also closely align their marketing and sales functions. Unfortunately, there are still far too many dangerous disconnects between the messages propagated by marketing organisations and the conversations their sales people are actually having with their prospects. Bob Apollo of Inflexion-Point uncovers the obstacles and offers effective real-world remedies.

This presentation will appeal to any marketing leader who is determined to do a better job of sales enablement - and any sales leader who is determined to collaborate more effectively with their colleagues in marketing.

In this short video, hear Rufus Connell, Vice President at Frost & Sullivan, discuss highlights from the case study Frost & Sullivan conducted with BrightTALK client, ESET.

Social business represents a new transformational opportunity for organizations. After initial forays into external social media, many companies are now discovering the value of applying social approaches, internally as well as externally. Social business can create valued customer experiences, increase workforce productivity and effectiveness and accelerate innovation. But many companies still wrestle with the organisational and cultural challenges posed by these new ways of work.

Join this webinar to hear the proven results from easily integrating social into your everyday tools to improve your business.

About the speaker:
Chris Moore is a Social Business Specialist for IBM Collaboration Solutions. He has 7 years experience and knowledge of Collaboration and Exceptional Web Experience technologies; including IBM Notes, Domino, Sametime, Connections, Docs and Web Experience Suites.

How do you create marketing so useful people would pay for it? Join Jay Baer, Author and Social Media Expert, as he discusses how to market with Youtility.

IT security organizations are becoming content powerhouses turning their websites into powerful lead generation weapons. Distributions across paid, owned and earned audiences have now become the norm, requiring tech marketers to innovate in their content creation. Join BrightTALK's Fabian Oldendorf and Quoc Dang as they share the best practices in webinar and video content creation, audience acquisition and content lead follow-up.

You will learn the types of IT security content that drives maximum conversions from audience to revenues, and dive deep into how BrightTALK have built an IT security audience of over 350k.