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Demand Generation

  • Activating Voice for Experience Velocity
    Activating Voice for Experience Velocity Liz Miller, Stephanie Genin Recorded: Oct 18 2018 61 mins
    Marketers are listening for the voice of the customer. According to early findings of a study from the CMO Council in partnership with SAP Customer Experience and Hootsuite, over 60 percent of the marketers based in Europe have formal customer listening initiatives in place.

    Unfortunately, only eight percent of European marketers believe these programs are “excellent”, with most marketers admitting that their listening programs are just “fairly good”, listening through corporate owned formal feedback channels, but struggling to ingest unstructured intelligence from across the organization.

    Part of the issue could be how organizations view critical listening posts. With early indicators pointing to marketers primarily viewing channels like social media as either free engagement tools or PR amplification channels, it is not a surprise that many marketing leaders are looking to tackle the issue of leveraging intelligence from customer voice to better deliver consistent, contextual and personalized experiences. The big question becomes how.
  • Scientific Secrets of Superhero Sales Managers
    Scientific Secrets of Superhero Sales Managers Carole Mahoney, Founder Recorded: Oct 11 2018 40 mins
    This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
    ●where sales managers should spend their time for business growth success
    ●how much time to spend in 3 crucial areas
    ●the power managers have over team performance
    ●what strategies and techniques to use today
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process Shari Levitin, CEO of Shari Levitin Group Recorded: Oct 10 2018 48 mins
    The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

    •Anything that can be told can be asked
    •The ASK, LISTEN AND LINK method to sales
    •Leveraging first, second and third level questions will get to the heart of why people buy your product or service
    •How to listen to the emotion behind the words
    •Unpack three methods for linking what’s important to the customer and your offering
  • What Every Sales Pro Needs to Know About AI
    What Every Sales Pro Needs to Know About AI Deb Calvert with special guest Adam Honig Recorded: Oct 10 2018 45 mins
    Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

    Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

    - Provides faster and better business insights
    - Creates reminders and updates for you and your team
    - Identifies contacts for you
    - Gives early alerts about problems in your pipeline
    - Reduces data entry

    Register today to learn about the future of selling, because the future is now!
  • How to Empower Yourself to Empower Others
    How to Empower Yourself to Empower Others Sheree Atcheson, Board-Appointed Global Ambassador, Women Who Code Recorded: Oct 10 2018 62 mins
    This webinar will focus on understanding your own value and how you can use that to become an influential person in your industry.

    Listed as one of the UK's Top Most Influential Women in Tech & an international multi-award winner for her services to Diversity & Inclusion in the Tech industry, Sheree (@nirushika) is a Consultant, Deloitte; Founder, I Am Lanka; Board-Appointed Global Ambassador, Women Who Code; Forbes, Contributor.

    Sheree is a global tech outreach leader and the aim of her career is ensuring people are aware of the fantastic opportunities the tech industry has to offer & make certain that people (regardless of gender, race, social stature) are able to benefit from these & reach their full career potential.
  • Location data: The secret to really knowing your customer
    Location data: The secret to really knowing your customer David Bairstow, SVP Product Management, Skyhook Recorded: Oct 3 2018 60 mins
    Where are your target customers going, and how are they spending their time and, more importantly, their dollars? Location data and intelligence – not just on how consumers are interacting with your brand but also with your competitors – is key to crafting a killer consumer experience and reaching them when and where their hearts and minds (and wallets) are ready to be captured.

    From foot traffic patterns and location visits to frequency analysis, custom venue visit analysis offers powerful, actionable insights to companies looking for a competitive edge in a crowded field. Learn how to capture new customer interest, keep older customers coming back, and boost your market share when you join this VB Live event!

    Register for free now!

    During this webinar you’ll learn how to:
    * Boost engagement with location-based consumer insights and competitive intelligence
    * Gain insight into the behavioral patterns of customers and prospects
    * Apply the best use of location data for your business

    Speakers:
    * David Bairstow, SVP Product Management, Skyhook
    * Sheryl Jacobson, Principal Consulting Strategy and Analytics, Deloitte Consulting LLP
    * Stewart Rogers, Analyst at Large, VentureBeat (Moderator)

    Sponsored by Skyhook
  • Leading Your Sales Team Past Fear of Rejection
    Leading Your Sales Team Past Fear of Rejection Andrea Waltz Recorded: Sep 27 2018 45 mins
    All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.
  • How to Extend Your Sales Team Without Hiring
    How to Extend Your Sales Team Without Hiring Josh Curcio COO/Partner Recorded: Sep 26 2018 43 mins
    - Learn where sales productivity and efficiencies are lost
    - Understand what makes an effective sales enablement strategy
    - Learn how to choose the right software to support a sales enablement strategy

    Get tips on how to fully adopt and implement this strategy
  • Sales Legends Series - An Interview with Tom Hopkins
    Sales Legends Series - An Interview with Tom Hopkins Deb Calvert with special guest Tom Hopkins Recorded: Sep 25 2018 45 mins
    Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.

    He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.

    Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.

    He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities Caryn Kopp, Chief Door Opener Recorded: Sep 25 2018 46 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Selling from the Heart
    Selling from the Heart Deb Calvert with special guest Larry Levine Recorded: Sep 25 2018 44 mins
    Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.

    In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!

    Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.

    You will learn….

    1.Why your value proposition is critical to opening up an effective business conversation.
    2.Why self-reflection is an important daily activity
    3.Why the best version of you is critical to your sales success
    4.Why understanding your value is a huge step in your sales success
    5.Why leading with heart will catapult you to success
  • How to Retune Your Value Prop to Attract and Win YOUR Target Buyers
    How to Retune Your Value Prop to Attract and Win YOUR Target Buyers Alice Heiman, Founder & Chief Sales Officer w/special guests Liz Heiman & Lisa Dennis Recorded: Sep 24 2018 42 mins
    In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
    Knowing your buyers
    Understanding buyer objectives
    Personalizing to the buyer
    Finding true differentiators
    Putting your value prop into play
  • Why We Should Invest into the Business of Listening
    Why We Should Invest into the Business of Listening Deb Calvert and Dana Dupuis,CEO ECHO Listening Profile Recorded: Sep 21 2018 45 mins
    Everyone knows that Speaking + Listening = Communication, yet most of us put a much greater value and focus on speaking than we do listening. As sales professionals, this can be a costly decision.  
    Our guest, Dana Dupuis, owner of the ECHO Listening Profile, has spent decades building effective sales teams by teaching people the simple, yet difficult skill of listening.
    By attending this webinar, you’ll learn the four primary ways we listen, what your listening preference is and how to improve your listening habits.
  • How to cross new frontiers with your subscription business
    How to cross new frontiers with your subscription business Patrick Unnold, VP Customer, Recurly and Luke Salinas, SVP Strategy, Adyen Recorded: Sep 12 2018 60 mins
    The subscription model is booming --subscription commerce grew more than 100 percent each year between 2011 and 2016, and the growth continues. Savvy companies are reaping the rewards: high recurring revenue that’s predictable paired with a competitive and sustainable business model. The potential ROI for global expansion is wide open, but many who try to take their subscription model global overlook important issues that can make or break success in new markets.

    Learn about the best practices to expand your subscription business into new countries including how to manage local payments, get the right partners on board, optimize authorization rates, tackle key challenges in potential markets, mitigate fraud, and more when you join this VB Live event!

    Register for free now.

    Webinar attendees will learn about:
    * The opportunities provided by the explosive subscription model growth around the globe
    * How to overcome regional challenges, including local payment methods, regulations, data security, and taxation
    * How to identify knowledgeable partners to accelerate your global expansion
    * How localized communications throughout the subscription lifecycle boost subscriber retention
    * Common fraud issues to anticipate and how to mitigate them

    Speakers:
    * Patrick Unnold, VP Customer, Recurly
    * Luke Salinas, SVP Strategy, Adyen
    * Lily Varon, Analyst, Forrester
    * Rachael Brownell, Moderator, VentureBeat

    Sponsored by: Recurly and Adyen
  • Help Your Prospects Love You Again Using Intent Data
    Help Your Prospects Love You Again Using Intent Data Mike Madden, Demand Generation Director, Marketo Recorded: Sep 6 2018 44 mins
    How do you identify who and when prospects are interested in your services. You probably have a database of thousands of ‘dead’ leads. How do you find those still interested in hearing from you and get them to love you (again) with content that’s relevant?

    Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they break down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritise them for sales.

    Get the inside scoop on the real results that Marketo has generated from campaigns that:

    - Reactivated previously un-engaged database leads
    - Prioritise the right leads and accounts for sales
    - Create an omnichannel brand experience across digital channels
  • Insights to Action- Scale Account-Based Marketing Success
    Insights to Action- Scale Account-Based Marketing Success Jim Regan Recorded: Sep 5 2018 32 mins
    Join us as Jim Regan, CMO and Co-Founder of MRP, discusses how Account Based Marketing and Predictive Analytics are converging to deliver actionable triggers that transform your customers’ experiences forever.

    Jim will share his perspectives on why utilizing machine learning to make predictions on prospects’ buying patterns and using those predictions to inform your content strategy has shown greater results and how to turn these insights into a scalable ABM campaign.

    Here’s what you’ll learn from this webinar:
    • Why predictive analytics should inform and operationalize your ABM strategy
    • How MRP closes the loop on integrated ABM strategies so clients can identify and replicate high performing tactics, all on a global scale.
    • How centralized insights can enable a consistent content strategy by target account

    Register now!
  • Marketo's Secrets to Scalable Demand Generation
    Marketo's Secrets to Scalable Demand Generation Mike Madden, Director Demand Generation, Marketo Recorded: Sep 3 2018 53 mins
    Curious to see how the Marketo Demand Generation team uses Marketo to scale programs and grow revenue? Watch Mike Madden, Director of Demand Generation, as he breaks down the core marketing automation principles to building a demand generation machine that scales, performs across regions and drives more business!

    You'll learn:
    - How marketing automation streamlines processes to be less 'manual'
    - How to turn your website into an automated, revenue-generating machine
    - Ways that marketing automation dramatically increases team productivity and your ability to scale across regions
  • Building A Revenue Machine: Strategies To Align Sales & Marketing
    Building A Revenue Machine: Strategies To Align Sales & Marketing Meridith Elliott Powell, President MotionFirst Recorded: Aug 28 2018 42 mins
    Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
  • Sales Legends Series - An Interview with Tom Ziglar
    Sales Legends Series - An Interview with Tom Ziglar Deb Calvert with special guest Tom Ziglar Recorded: Aug 28 2018 46 mins
    Join Deb Calvert as she interviews Tom Ziglar. Tom has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world’s TOP motivator, his father, Zig Ziglar. As a result, Tom’s arsenal of experience and information is absolutely unparalleled.

    As CEO of Ziglar, Inc., Tom Ziglar carries on the Ziglar philosophy: “You can have everything in life you want if you will just help enough other people get what they want.”
  • Using Event Data to Drive Business Goals
    Using Event Data to Drive Business Goals Wendy Phillips, James Huddleston, and Shelby Anderson Recorded: Aug 23 2018 58 mins
    Events represent one of your biggest marketing expenditures, but, if executed well, can deliver some of the highest levels of ROI amongst all other initiatives. But event success relies on more than the size of your checkbook.

    To find true, quantifiable success, you need a strategy that will turn heads and cut through the noise of the event floor.

    Join Wendy Phillips (Sales Vice President at Certain), James Huddleston (Senior Product Marketing Director), and Shelby Anderson (Senior Marketing Specialist at Aon) for our next webinar: Using Event Data to Drive Business Goals: A Financial Services Perspective on Thursday, August 23rd. You’ll learn:

    - Fundamental elements for using mobile to increase event revenue
    - Best practices for identifying buying signals and turning those into selling strategies
    - Tips for enriching event engagement
    - Ways to align your mobile event strategy with your overall company goals

    Take the next steps to unlocking an unparalleled event strategy. Register now.
  • Blending Art & Science: Using Data to Forecast and Manage Your Sales Pipeline
    Blending Art & Science: Using Data to Forecast and Manage Your Sales Pipeline Sam Shuster, Senior Analyst and Ben Loeffler-Little, Head of Sales at Periscope Data Recorded: Aug 23 2018 47 mins
    Sales is a scientific art; it takes someone who can translate their experience as a sales manager into an artful set of best practices. The science part requires the application of advanced data models to standard CRM data to understand their pipeline at greater depth. Blending the quantitative expertise of the data team with the experience, intuition and knowledge of the sales leadership ensures companies are able to use that pipeline analysis to correctly predict revenue. More importantly, that process helps sales managers manage and invest in their team and have data-driven conversations that will lead to exceeding revenue goals.

    Join Sam Schuster, analytics team lead at Periscope Data, and Ben Loeffler-Little, head of sales at Periscope Data, as they discuss how analytics and sales have partnered to forecast new business revenue and manage pipeline. Together, they have built a tool that models new business revenue and identifies key pipeline trends to ensure sales leadership will hit their goals.

    In this webinar, they will discuss:
    - Why visualizing sales pipeline matters
    - How to bridge the gap between technical tools and non-technical users
    - How to model Salesforce data
    - Business impact from using these visualization

    The link to SQL for all data models presented in this webinar will be included in the registration follow-up email.
  • Creating a Lasting Content Strategy for Your Business Using Tech Platforms
    Creating a Lasting Content Strategy for Your Business Using Tech Platforms Jean Ginzburg, CEO and Founder, Ginball Digital Marketing Recorded: Aug 23 2018 46 mins
    Content is now the way that businesses should be selling their products and services. Creating a consistent content strategy will set you up for success. Content can consist of various types of media, such as video, audio and written blogs or articles. Using technology to create, distribute and schedule your content will keep your business top of mind for your ideal target market. Join this live webinar with Jean Ginzburg to learn more about how to develop a content strategy for your business.

    About the speaker:
    Jean Ginzburg is a #1 best-selling author, serial entrepreneur, digital marketing expert with more than 10 years of industry expertise helping companies scale revenue, optimize sales and marketing processes and improve productivity. Jean is the CEO and Founder of JeanGinzburg.com, a digital marketing education company and Ginball Digital Marketing, a digital marketing agency. Jean's clients range from brand name Fortune 500 companies to innovative start-ups. Additionally, Jean is a contributing writer for AMEX Open Forum, Influencive and Authority Magazine. In July 2018, Jean was named a "Women to Watch" by Colorado Biz Magazine.
  • Building A Revenue Machine: Strategies To Align Sales & Marketing
    Building A Revenue Machine: Strategies To Align Sales & Marketing Meridith Elliott Powell, President MotionFirst Recorded: Aug 16 2018 12 mins
    Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
  • Aligning B2B Content to Specific Buyers: Do You Know Your Audience?
    Aligning B2B Content to Specific Buyers: Do You Know Your Audience? Melanie Turek, Vice President of Research, Frost & Sullivan Recorded: Aug 9 2018 40 mins
    As they look to build out their communities to appeal to a wide range of members, companies must rethink the types and formats they use for delivering relevant content. Webinars, videos and buying guides that directly cover products and services are always in play, but to stay relevant and sticky, companies must also offer value-added information, including peer reviews and independent analysis from industry experts, case studies that
    show exactly how new products have worked for other
    businesses, and best-practices advice on professional development and wider market trends.

    Marketers should also encourage collaboration among the members of their communities and enable information sharing as much as possible. It’s clear that buyers rely heavily upon these peer reviews before making a decision.

    Finally, marketers must work with analysts and other non-biased third parties to get their input on the market overall, and their business specifically, to help prospective customers make well-informed decisions.
  • Customers for Life: The Art of Keeping Your Best Clients
    Customers for Life: The Art of Keeping Your Best Clients Alice Heiman, Founder and Chief Sales Officer Recorded: Aug 9 2018 42 mins
    Discover how your team can:
    Wow them: Onboarding success
    Love them: Build and strengthen relationships
    Sell them: Get repeat business and upsells
    Develop them: They will become your best referral source