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Demand Generation

  • The Power of Discovery for Increasing Win Rates
    The Power of Discovery for Increasing Win Rates Mike Kunkle, VP, Sales Transformation Services Recorded: Jun 22 2018 49 mins
    What’s the single best thing to improve your win-rates? The answer is better discovery.

    In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.
  • The 8 Elements of a Complex Sale
    The 8 Elements of a Complex Sale Alice Heiman, Founder & Chief Sales Officer Recorded: Jun 14 2018 47 mins
    Is your sale complex?
    Are there multiple buying influences and long sales cycles?
    Are these deals getting more complex and harder to close?

    If you have a B2B complex sale, there are 8 elements you need to be aware of to help you shorten your sales cycle.
  • Optimizing Visibility and Lead Conversion in the Channel
    Optimizing Visibility and Lead Conversion in the Channel Devon Wellbrock Recorded: Jun 13 2018 26 mins
    According to the 2018 Channel Marketing Report, the top challenges for channel leaders are:
    •Visibility around MDF spend and ROI
    •Trouble optimizing MDF spend
    •Overall poor channel lead conversion
    With MDF allocations continuing to increase in 2018, these issues can drastically impact the performance of your channel revenue.

    Register for this webinar and join Devon Wellbrock, SVP of Enterprise Accounts, Americas, MRP as she discusses how you can improve visibility and lead conversion in the channel.

    Here’s what you’ll learn in this webinar:
    •How to ensure MDF is optimized and spent on the right mix of marketing tactics
    •How to ensure channel marketing programs positively affect your bottom line
    •Methods to gain better visibility into marketing generated pipeline, conversion and historical campaign analytics
  • Value Prop Clinic - Fixing a Broken Message
    Value Prop Clinic - Fixing a Broken Message Lisa Dennis Recorded: Jun 13 2018 46 mins
    See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.
  • Fireside Chat Series - Sales Management: How to Execute with Excellence
    Fireside Chat Series - Sales Management: How to Execute with Excellence Steven Rosen with special guest Tibor Shanto Recorded: Jun 8 2018 41 mins
    Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • Six Ways to Make Sales Negotiations Less Painful and More Profitable
    Six Ways to Make Sales Negotiations Less Painful and More Profitable Shawn Karol Sandy Recorded: Jun 8 2018 41 mins
    Too often we fold like a house of cards and give away margin during negotiation because we’ve not prepared for this part of the deal. Or, the entire sales process circles around price, terms, and negotiation like the earth revolves around the sun.
    So, how do you set yourself up for negotiation that is truly win-win? In this session, you’ll learn six ways to more profitably negotiate.
  • 3 Crucial Sales Manager Competencies
    3 Crucial Sales Manager Competencies Carole Mahoney, Sales Change Agent & Coach Recorded: Jun 7 2018 39 mins
    There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.
  • Doing More With Data
    Doing More With Data Liz Miller, CMO Council Recorded: Jun 7 2018 74 mins
    Please join us for the CMO Council’s upcoming live webcast, in partnership with IBM, “Doing More With Data.” Join us on June 7, 2018 at 10am PT / 1pm ET as we explore how the shift toward the customer has necessitated innovation across data, analytics and holistic operations.

    Among the key issues to be discussed are:

    -How marketing, commerce and operations executives are centralizing and putting today’s deluge of data to work, as well as finding new ways to extract value from multiplying sources of insight (IoT, MarTech apps, third-party APIs) and unstructured content (both inside and outside the enterprise)
    -Issues of data availability, accessibility, quality, timeliness, dependency, disorder, drag, delay and dysfunction
    -Competitive imperative to leverage real-time, refined data for revenue growth, customer gratification and trusted decision support
    -How to help functional business leaders review, value and prioritize data assets; provide them a self-assessment tool to identify most relevant sources of data, and determine what types, sources, formats, and interfaces would boost marketing and business performance
    -Gaps and deficiencies in the data value chain as it results to customer journey, path to purchase, lifetime value, and end-to-end experience.
  • The Building Blocks of an Effective Sales Enablement Function
    The Building Blocks of an Effective Sales Enablement Function Mike Kunkle, VP, Sales Transformation Services Recorded: Jun 7 2018 42 mins
    Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
    How sales enablement should be defined
    The foundational building blocks that will lead to success
    Services to consider offering
    How to perpetuate success with systems thinking
  • ABM and the Three R’s: Measuring What Matters Most
    ABM and the Three R’s: Measuring What Matters Most Rob Leavitt, Senior Vice President, ITSMA Recorded: Jun 7 2018 62 mins
    The rise of ABM has inspired an important rethink of how best to measure marketing impact. Rather than focus on activities, outputs, and marketing-qualified leads, ABM-ers are shifting to account-based revenue metrics, such as pipeline contribution, funnel velocity, win rates, and deal size. But not all revenue is created equal.

    Driving growth with new types of solutions, marquee accounts, and top priority markets can be especially significant to achieve strategic corporate objectives. To move ABM from revenue contributor to strategic growth driver, ABM-ers need to focus on all three R’s of strategic marketing: Reputation, Relationships, and Revenue.

    Join ITSMA SVP Rob Leavitt to explore how the most effective ABM programs are bringing the 3 R’s down to the account level and using them to drive long-term corporate innovation, growth, and success.
  • Sales Success Mistakes Survival – How often are mistakes fatal?
    Sales Success Mistakes Survival – How often are mistakes fatal? Debbie Mrazek Recorded: Jun 6 2018 47 mins
    Mistakes are a natural part of business and yet we don’t always deal with them very well. Please join us to:
    Get more comfortable with mistakes
    How to move past them
    How to learn from them
    …..and be even more successful in sales because of them.
  • Deliver Your Message with Pinpoint Accuracy
    Deliver Your Message with Pinpoint Accuracy Ted McNulty, VP Sales, AdDaptive Recorded: Jun 6 2018 29 mins
    This Webinar will focus on leveraging the latest technology to effectively and efficiently reach niche B2B audiences at scale.

    By combining cutting-edge Digital Media technology with accurate offline data, participants will learn how to deliver their message to B2B decision makers with pinpoint accuracy to drive leads and increase revenue.
  • Hit a Home Run with ABM
    Hit a Home Run with ABM Stephanie Kelly (Terminus) & Torrey Dye (Terminus) Recorded: Jun 6 2018 39 mins
    In the account-based game, you’re not looking for one big hit. You need your entire lineup to consistently perform across all nine innings. Join this webinar to learn how to draft the best accounts, manage your ABM campaign lineup, and keep score.

    We will show you how to:

    * Prioritize target accounts through a data-driven approach
    * Manage full-funnel ABM campaigns
    * Build an ABM scorecard for marketing and sales
    * How to Knock Your ABM Out of the Park

    * Stephanie Kelly - Director of Marketing and ABM Operations, Terminus
    * Torrey Dye - Director of ABM, Terminus
  • 5 Key Ingredients to Winning ABM Campaigns
    5 Key Ingredients to Winning ABM Campaigns Andrew Mahr, VP Client Success, Triblio Recorded: Jun 6 2018 39 mins
    Triblio has nailed down 5 key ingredients to award-winning ABM campaigns. We’ve enabled thousands of ABM campaigns, and our clients have won recognition from Demand Gen Report, SiriusDecisions, and TOPO. Distilled down to 5 essentials, the secret sauce to ABM incorporates the right mix of organizational support, target account assessments, segmentation, goals & metrics, and ABM campaign tactics.

    As you build out your ABM program, we’ll help you explore essential questions in modern B2B marketing such as:
    - How do I reach anonymous stakeholders?
    - How do I help multiple stakeholders in a buying center reach a consensus?
    - How do I deliver relevant messaging at each purchase stage?

    We’ll also show real examples of how clients tackle 1:1, 1:FEW and 1:MANY account targeting, including case studies on Plex and FinancialForce.
  • The “ABM Trifecta”: Leveraging Sales, Marketing and CS with Top Target Accounts
    The “ABM Trifecta”: Leveraging Sales, Marketing and CS with Top Target Accounts Carlyn Manly, Folloze Recorded: Jun 6 2018 51 mins
    Connecting with your target accounts and looking at customer lifetime value holistically are foundational components of any successful account-based marketing (ABM). From defining who they are, to converting them into loyal customers by working synergistically to consistently deliver an awesome buying and customer experience – when done right, ABM can incite a Go-to-Market “revolution” for enterprises. In this session, hear from Marketo CS alumna and now Head of Marketing at Folloze, a leading ABM Engagement Platform, how to best enable your “ABM Trifecta” – the collaborative efforts of your sales, marketing and CS teams – to engage, develop, win and RETAIN your top target accounts faster. Specifically, in this session you will learn:

    •Best practices in defining and identifying your target accounts and how to set them up operationally
    •What we mean by the “Bow-Tie Funnel Effect” and its role in enabling companies to be more customer-centric, while also optimizing for and sustaining revenue growth
    •How the key to conversion (both from initial deal or by land-and-expand) is achieved through meaningful digital engagement that is education-driven and consultative – via the “ABM Trifecta”
  • Nailing Your Forecast - Assuring Accuracy and Avoiding Mistakes
    Nailing Your Forecast - Assuring Accuracy and Avoiding Mistakes Michael Griego, International Sales Thought Leader, Consultant, Trainer, Coach, Speaker and Author Recorded: Jun 6 2018 45 mins
    Want to solve the mystery of Sales Forecasting? It's actually not a secret. There are major keys that Sales Leaders and Salespeople miss in all the weekly/monthly sales commotion. We'll lock down on best-practices and ways to assure forecasting accuracy and avoid common errors and misconceptions. Let's nail your forecast!
  • ABM: How to Reach & Engage Hard-to-Reach, Global Buyers
    ABM: How to Reach & Engage Hard-to-Reach, Global Buyers Kelly J. Waffle, VP, Marketing & Partnerships, Kwanzoo Recorded: Jun 6 2018 57 mins
    In this presentation, Kelly Waffle will show how to make ABM programs more effective, efficient, and actionable by reaching the hard-to-reach buyer globally. Many talk about ABM, some run pilot programs, and a few see expectations meeting success. Kelly will share tips, proven techniques, and research to help you see success with:

    * Account and Contact data analysis
    * Audience profiling and segmentation
    * Global account reach and targeting
    * Program metrics
    * Campaign optimization
    * Measurement and reporting
    * The Last Mile - passing insights to Sales

    Tune into this session to learn how to better connect with the hard-to-reach buyers across your target accounts, and have more meaningful conversations with your Management and Sales.
  • Top 3 Ways To Drastically Improve SDR Performance
    Top 3 Ways To Drastically Improve SDR Performance Lauren Bailey Recorded: Jun 5 2018 37 mins
    What are top-performing SDR teams doing differently? In this webinar I'll share three tips that you put into action today to help your teams achieve more and stay longer. I'll also cover:

    Why fewer leads might be the answer
    Promoting sales confidence
    What you may not be measuring and celebrating what you should be
    What managers can do to help work NOT suck for their team
  • Understanding Account Based Marketing: Are you Doing Everything you Can to Drive
    Understanding Account Based Marketing: Are you Doing Everything you Can to Drive Melanie Turek, Frost & Sullivan Recorded: Jun 5 2018 46 mins
    Traditionally, B2B marketers have attempted to go wide with their campaigns in an effort to reach the largest number of people with a broadly appealing message. But for the past few years, leading companies have started to embrace Account Based Marketing, which identifies key accounts in the company portfolio and then targets them directly with content and messaging designed to appeal just to them.

    The goal is typically to land or maintain high-value accounts that, together, can deliver 80% or more of annual revenues—and thereof deserve 80% or more of your marketing resources. This session will outline the benefits of ABM and offer a few cautions to beware of along the way—ensuring success as you embark on this new and effective journey.

    Presented by Melanie Turek, VP Connected Work, Frost & Sullivan

    As a Fellow and VP of Research for Connected Work at Frost & Sullivan, Melanie covers a broad range of markets, leveraging long-standing relationships with leading industry participants’ senior executives and customer organizations.

    Melanie has more than 25 years' experience covering video and web conferencing, social networking, unified communications, voice, IP communications, instant messaging and presence, and the end-to-end customer experience, as well as a wide range of business software and services.

    Melanie brings deep technical expertise and in-depth understanding of the ways in which technology can positively impact business processes and performance. She studied social anthropology at Harvard, and she views technology transformation through that lens.
  • Quickly and Confidently Connect with Prospects with these Acting Tips
    Quickly and Confidently Connect with Prospects with these Acting Tips Julie Hansen, Founder, Performance Sales and Training- Keynote Speaker Recorded: Jun 5 2018 45 mins
    When you have one chance with a prospect, how do you quickly establish the connection necessary to move the call forward? In this session you’ll learn how professional actors quickly connect with scene partners and confidently engage audiences - and how to apply those skills for more successful sales calls!
  • AI-powered location: A step closer to the future?
    AI-powered location: A step closer to the future? Peter Frans Pauwels, Co-founder, TomTom Recorded: Jun 5 2018 61 mins
    By leveraging the power of the cloud, artificial intelligence and machine learning, mapping devices are getting smarter over time, recognizing patterns and farming insight from contextualized data. And that means smart cities and data-based Location of Things navigation is becoming a reality.

    Cities can analyze and improve congested traffic. Freight companies with connected trucks can better manage logistics, optimize fleets, and track customer engagement. And cars will learn to make split-second decisions on our behalf, making the call on turning left or hitting the breaks when it recognizes a pedestrian is in the crosswalk.

    To find out more about how cloud-based, AI-powered location technology is creating the highly accurate and always up-to-date maps that can revolutionize everything from autonomous cars to connected cities, don’t miss this VB Live event!

    In this webinar you'll learn:

    * How to leverage the power of the cloud, AI, and machine learning across devices by contextualizing location data in real time
    * Understand the role of location-based data mapping in the "Location of Things"
    * The application of data-enriched mapping to industries like retail and automotive
    * How "Location of Things" powered by geographical data can be used to connect autonomous driving, smart mobility, and smarter cities

    * Chris Pendleton, Principal PM, Azure Maps
    * Peter Frans Pauwels, Co-founder, TomTom
    * Jennifer Belissent, Principal Analyst, Forrester
    * Rachael Brownell, Moderator, VentureBeat

    Sponsored by TomTom
  • Aligning Sales and Marketing to Increase ABM Impact
    Aligning Sales and Marketing to Increase ABM Impact Bev Burgess, Senior Vice President and ABM Practice Leader, ITSMA Recorded: Jun 5 2018 48 mins
    ABM is not something marketing can do alone. One of the four basic principles is partnering with sales. So, whether you’re taking a one-to-one, one-to-few, or one-to-many approach to the accounts that matter most—or even a blended strategy—alignment with sales will be the difference between mediocre and outstanding results.

    Join Bev Burgess, ITSMA’s ABM practice leader to explore the alignment you need for different types of ABM and the best ways to achieve sales buy-in and ongoing engagement with your program. Bev will draw on real examples from ITSMA's marketing excellence award winners as well as the latest research on best practices.
  • Sales Legends Series - An Interview with Mike Bosworth
    Sales Legends Series - An Interview with Mike Bosworth Deb Calvert with special guest Mike Bosworth Recorded: Jun 4 2018 46 mins
    Mike Bosworth has been a thought leader within the field of sales and marketing over the last several decades. He is an author, speaker, entrepreneur, story seeker and sales philosopher.
    Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) co-author of Customer Centric Selling (McGraw-Hill, 2003) and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection and The Power of Story (McGraw-Hill, 2012).
  • How to Listen, Learn, and Engage with the Modern B2B Buyer
    How to Listen, Learn, and Engage with the Modern B2B Buyer Jill Rowley Recorded: May 31 2018 53 mins
    Nobody wants to sold to or to be just a database target. You need to engage prospects. Today’s buyers want to be heard and helped, on their terms, not yours. Join Jill Rowley, Marketo’s own Chief Growth Advisor and social selling evangelist, to discuss how marketing and sales teams can work together to transform your digital sales strategy.
  • Social Sell Yourself: Leveraging LinkedIn to Build a Thought Leader Brand
    Social Sell Yourself: Leveraging LinkedIn to Build a Thought Leader Brand Amanda Healy, Senior Marketing Manager, TIBCO Recorded: May 30 2018 62 mins
    Do you have a LinkedIn profile simply because you feel you ought to? Or, have you been meaning to set one up, but don’t know where to start? Chances are, even more advanced users of LinkedIn are not maximizing the platform to its fullest. With careful curation, it can be one of the most powerful tools in your arsenal, enabling new opportunities, driving new business and partnerships, and giving you the power to position yourself as a thought leader in your space. In this workshop, LinkedIn novices and vets alike will learn quick wins and ninja tricks to get LinkedIn to do the heavy lifting. Hear how to increase your profile strength, strategically grow your network, boost your search value, and much more. Discover how investing less than an hour per week can pay big dividends in achieving your personal and professional aspirations.

    About the presenter:
    Amanda Healy is an award-winning marketing demand generation leader, national speaker and keynote, and social media advocate. She currently works as a Senior Marketing Manager at TIBCO Software, driving global campaigns for the company’s enterprise integration and cloud solutions. She has trained world-class teams ranging from startups to Fortune 500 companies to leverage social media, and has spoken at industry-leading conferences including the Massachusetts Conference for Women, the Women In Technology International Summit, Microsoft Envision, Social Tools Summit, Watermark’s Lead On Conference for Women, and many more. Profiled by the Washington Post, interviewed by WBZ, lauded as “Social Genius” by the Boston Social Tools Summit, and named to BostonSpeak’s “24 Experts On How to Become a Great Public Speaker” list, Amanda is one to watch.