BtoB Sales & Marketing by DemandCon & IMS

To build thought leadership, your company needs to be heard on a regular basis and become synonymous with insightful, credible content. When the discussion turns to scaling content marketing efforts, many up-and-coming thought leaders become paralyzed out of fear of losing control over quality and voice. This severely limits their market potential and cripples their ability to compete with other industry players.

Join us on May 15th at 2:00 PM EDT as we share insider knowledge that will help you learn how to have your cake and eat it, too. Discover how to unleash your potential, create momentum, and become your company’s content marketing hero

BtoB Sales and marketing professionals frequently cite LinkedIn as one of the most valuable social networks to incorporate in a marketing and sales strategy. In fact, some statistics report that LinkedIn is 277% more effective for BtoB lead generation than Twitter and Facebook. However BtoB professionals are having trouble grasping how to get the most out of this powerful network.
Register for this webinar and learn how Shawn Elledge, CEO of Demandcon and Josh Turner, Founder of Linked University use eGrabber, the industry’s most accurate Internet research technology to capture, append & update BtoB prospect lists.
We will discuss data strategies that work, what doesn’t, and how to build a highly targeted prospect list.

Companies are collecting a ton of information about buyers and their behaviors, but too many aren’t using it to improve the sales process, and ultimately drive more revenue. In addition to missing a big opportunity, they risk being shunned by more educated, sophisticated and demanding customers and prospects who expect to be marketed to as individuals.
In this session you will learn more about what sales and marketing can do to deliver amazing buying experiences that convert. Specific areas to be covered include building a centralized database, segmenting, personalizing the website experience, using dynamic content and getting personal via automation.

Results from a Demandbase/Ziff Davis survey on B2B marketing priorities, challenges and the Account-Based approach to marketing
B2Bs sell to accounts – that is obvious to B2B salespeople but historically hasn’t played a s significant role as marketers plan demand generation programs. Where sales focuses on the accounts that are most likely to become revenue, marketers are often still running campaigns focused on generating a high volume of leads with the right titles, working in the right departments - regardless of account, when the reality is that you need to do both.
With leading analyst firms now adding account-based marketing practices into their research segments, B2Bs need to consider why this strategy is growing and what they can do to attract and convert more of the accounts that are most likely to become revenue. This webinar will share results from a recent survey investigating how B2B marketers are reacting to new Account-Based strategies. We will discuss:
• The #1 strategy B2B marketers are focusing on in 2013
• The factors driving content marketing decisions next year
• Which marketing targets are consuming the most resources in B2B
• The leading factors B2Bs consider while scoring new leads
• The top challenges B2B marketers are likely to face in 2013

More than 950 million people actively use Facebook. Facebook users share more than 30 billion pieces of content each month. It is the world’s largest database of personal data including consumers’ demographics, interests, activities and preferences and can be a phenomenal asset for market research. This webcast will discuss how to unlock this unprecedented new dimension for consumer segmentation and analysis. It will show how businesses can explore the vast array of personal information contained in Facebook for millions of consumers and use this extensive, accurate and up-to-date consumer data to improve a wide range of marketing activities including brand management, database marketing, media planning, competitive analysis, advertising, and social media marketing.

Multi-channel digital marketing has given SMBs reach, leverage, and efficiency.

This talk will focus on the digital marketing tactics of the top performing SMBs. Real customer case studies will demonstrate how companies with small marketing teams are using techniques in outbound demand generation, content creation, search optimization and social media to optimize lead to revenue management.

Attendees will leave with a clear direction of how to evaluate their current digital marketing and specific tactics for improving them.

There is a need for B2B Marketing ROI yet we’re still not there. According to Adobe’s 2012 CMO report, fewer than 20% of executive B2B marketers have the ability to measure ROI. SiriusDecisions reported in their 2012 CMO survey that CMOs number one concern was demonstrating ROI. Unlike the B2C marketer who has one consumer that could be making a single web commerce transaction which is tracked from start to finish, B2B marketers are faced with a buying committee of six to eight purchasers and a buying path that has become more digital over the years yet does not mirror the accuracy of digital tracking that a B2C marketer has. We will discuss key ingredients from operational companies that others are using to successfully measure B2B Marketing ROI for both inbound and outbound techniques.

Moderator: Jon Russo, CEO, B2B Fusion Group

Speakers:
Brian Kardon, CMO, Lattice Engines
Hunter Montgomery, Vice President of Marketing, Vocus
John Petralia, Head of Marketing, Bloomberg
Corey Livingston, Sr. Director, Marketing Operations, Level 3 Communications

With business contact information degrading at a rate of 2% per month, duplicate records, missing fields, and other universal data problems, Senior Marketing Manager Beverly Chiarelli needed to give Mimecast’s marketing database a quality makeover. In this session, learn how Beverly leveraged CleneProspex to: Make the business case for conducting a data hygiene project.

- Diagnose the state of her database quality and segmentation patterns
- Improve email deliverability, sales productivity, lead scoring efforts and response rates
- Find hidden revenue opportunities within her marketing database

Attendees of this session will receive a complimentary Database Assessment Report from NetProspex.

Session description coming soon!

Mr. Wright will discuss how organizations can adopt the new SiriusDecisions waterfall and truly integrate Teleprospecting seamlessly into inbound and outbound demand generation programs. While many organizations have used some flavor or Teleprospecting or tele-qualification to drive leads into the funnel, marketing and sales teams must properly align their resources with best-in-class demand generation modeling and measurement, clearly defined SLAs and hand-off processes, and a Nurture strategy that continues the conversations started by either Digital or Human interaction.

“Teleprospecting is more important than ever” – SiriusDecisions