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Demand Generation

  • Positioning Your Company for Sales Success
    Positioning Your Company for Sales Success
    Liz Heiman, Chief Strategy Officer Recorded: Aug 22 2019 45 mins
    Understanding how to position your company for sales success is critical. In this program, you will understand how to improve sales and marketing alignment with a clearly defined market position and value prop. You will know how positioning yourself with the right buying influences is key to sales acceleration.
  • Be the CEO of Your Sales Career
    Be the CEO of Your Sales Career
    Scott Ingram, The Sales Success Stories Expert Recorded: Aug 22 2019 46 mins
    Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.

    You will learn:

    1.    The best way to get a strong start in the sales profession
    2.    Intentionally advancing into better opportunities and bigger earnings
    3.    How to develop relationships with mentors
    4.    What it will take to get to the next level
  • How to Lead the Buyers’ Process in Large Accounts
    How to Lead the Buyers’ Process in Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Aug 21 2019 42 mins
    Description: Part #8 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

    You will learn:

    1. How to locate and connect with the appropriate buyers and influencers.
    2. How to plan with an internal team.
    3. How to plan for the initial meeting..
    4. How to prepare great questions.
    5. What to do when the process stalls.
  • AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    Arun Trivedi Recorded: Aug 21 2019 45 mins
    As AI becomes all-pervasive, more and more companies need to start thinking about how AI can help in their business transformation and optimization journey. According to a Gartner survey, 54% respondents plan to start deployment within the next few years. However, their are multiple barriers, including finding a starting point and fear of the unknown.

    This webinar breaks down AI for the business & IT - what use cases should CIOs and business organizations focus on and how do we get started? What are the possible use cases? How do we even go about thinking about AI in our organization in a structured way?
  • The Power of The 4th Quarter – Sales Strategies To Finish Strong
    The Power of The 4th Quarter – Sales Strategies To Finish Strong
    Meridith Elliott Powell, The Connection Expert Recorded: Aug 21 2019 37 mins
    It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
    But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
    Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
    But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.


    You will learn:

    1. Why fourth quarter is the key to success in sales
    2.Proven strategies that keep clients engaged, an business moving through fourth quarter
    3.Epic ideas to position yourself for more closed sales first quarter
    4.Secrets to getting clients to put you at the top of their holiday list
    5.Your personal plan of action
  • What Sales Can Learn From A Teacher
    What Sales Can Learn From A Teacher
    Carole Mahoney, The Sales Coach Expert Recorded: Aug 19 2019 34 mins
    Join host Carole Mahoney as she talks with Matt Miller, a teacher, blogger and presenter who has infused technology and innovative teaching methods in his classes for more than 10 years. He is the author of the book Ditch That Textbook: Free Your Teaching and Revolutionize Your Classroom and writes at the Ditch That Textbook blog about using technology and creative ideas in teaching.

    In this 30 minute interview, Carole asks Matt:

    1. What is the one thing that salespeople can do to better educate their buyers and adopt new ideas?

    2. What is one thing that sales managers can do to help salespeople learn and apply new skills?

    3. We are overloaded with tech- in every profession and market, it was supposed to make us more productive- but has it?

    4. What are some things that sales managers can use (like in GOogle apps) and how should they use them?
  • Avoiding the Impact of Dirty Data
    Avoiding the Impact of Dirty Data
    John Muehling, Vice President of Client Strategy, Digital PI Recorded: Aug 14 2019 49 mins
    You've got the Data... Now what? Sourcing, normalization, routing. The data you bring in impacts all of your marketing initiatives and sales outreach. In this session, gets tips on how to bring in data cleanly to keep your march in tip-top shape and connect the data with the correct revenue team member for efficient follow up.
  • 2020 Marketing Planning: Defining the Metrics That Matter for Revenue Growth
    2020 Marketing Planning: Defining the Metrics That Matter for Revenue Growth
    Ken Evans, Senior Director, Marketing Operations at Fuze Recorded: Aug 14 2019 58 mins
    The marketing plan and how you execute it sets your marketing organization up for success or failure this coming year.

    Yet despite this, too many enterprise marketing organizations embark on ‘planning season chaos’ - they have no idea what worked (and why), what didn’t and where they need to invest next for maximum revenue impact this coming year.

    With FY20 planning season knocking on your door, now is your chance to break this vicious cycle by first examining the metrics that matter to your organization and secondly how to leverage the valuable insights to make smart decisions.

    In this webinar, Ken Evans, Senior Director, Marketing Operations at Fuze will show you how to drive maximum revenue impact by answering:
    • What metrics should I use during planning season and why?
    • Who within marketing (and beyond) cares about these metrics?
    • What technologies does Ken use to collect these metrics?

    The success of your year depends on a smart marketing plan - take the time to learn the metrics that matter to set your team up for success.
  • Data & Insights to Speed Customer Acquisition
    Data & Insights to Speed Customer Acquisition
    Natalie Robb, Principal Market Analyst, WaveLength Analytics Recorded: Aug 14 2019 45 mins
    Today’s B2B marketing teams are focused on lead gen to feed hungry sales teams. However, the buying process, especially for large deals, includes various buying committee members and longer sales cycles – which adds up to more complexity. Even with Account-based Marketing (ABM), B2B marketers still struggle to deliver qualified leads. To improve conversions amidst challenge, marketers need to more effectively use data for better go-to-market strategies, market positioning, messaging, and marketing campaigns.

In this live webinar, the founder of WaveLength Analytics, DC Marketing Tech Talks, and the MarTech Magnified conference, Natalie Robb, shares practical advice on using data to improve go-to-market plans, marketing campaigns, and gain share.

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    In this webinar, you’ll learn: 
    -Why you need to define your total addressable market and target market
    -How quick and easy customer base profiling helps identify and prioritize new target accounts
    -When and how to do custom, primary research-based market segmentation
    -How to tie custom market segmentation to marketing campaigns and operations

    About the Speaker, Natalie Robb
    As an analytical marketing pioneer at WaveLength Analytics, Natalie Robb is a market analyst with decades of experience crushing data to build go-to-market strategies and high-value marketing content. Natalie uniquely combines technology, data, and marketing with a keen business perspective that has long helped technology and telecom clients gain competitive advantage. Dedicated to helping grow markets and firms, the WaveLength client list includes innovative startups and large tech firms like Microsoft and Nokia. In addition, Natalie organizes the DC Marketing Tech Talks Community and its acclaimed annual conference, MarTech Magnified. Natalie has a BA from University of Michigan and an MBA from the University of Texas at Austin. Learn more at www.wavelength-analytics.com or connect with her on LinkedIn at https://www.linkedin.com/in/nrobb/.
  • Value Over Volume: Zeroing In on Data that Drives Revenue
    Value Over Volume: Zeroing In on Data that Drives Revenue
    Christa Tuttle, Founder and CEO, Launch Marketing Recorded: Aug 14 2019 47 mins
    In order to make intelligent decisions from marketing data, B2B marketing execs need smart, precise data. Locating, vetting and analyzing this data, however, is one of the least exciting things for companies to prioritize. Many companies will choose volume over value and continue piling new data into their CRMs rather than taking on the slower, long-term work on proper data cultivation.

    Join Launch Marketing’s Founder and CEO Christa Tuttle as she explores the importance of a strong data foundation in maximizing the profit potential of marketing. This presentation will discuss the true value of data in several components of an integrated marketing plan, from messaging, lead generation and more.


    About Christa Tuttle

    Christa founded Launch Marketing, a boutique marketing firm that acts as a virtual marketing team to B2B tech companies, in 2001. Under her leadership, the company has grown exponentially, to a portfolio of more than 150 clients to date.

    Prior to founding Launch Marketing, Christa worked for Austin venture capital firm TL Ventures, where she managed marketing in-house and lent her expertise to its portfolio companies, helping them develop marketing plans and bring their first products to market. Before that, she led a marketing team at enterprise software company Trilogy, where her team successfully drove more than 50% of the lead generation.
  • Marketing Data Driving You to Distraction
    Marketing Data Driving You to Distraction
    Thomas B. Cross CEO TECHtionary Recorded: Aug 14 2019 39 mins
    "Are you missing the mark by focusing too much on the point"

    Here are the Top-10 issues behind data driving business growth to distraction: Tracking, Timing,
    Technology, Tips, Tasks, Terrorism, Trust, Tools, Team and Trends. This 30-minute webinar will address each one and provide actionable tips and ideas:

    1 - Tracking - KTO-keep track of it all
    2 - Timing - market, industry, global
    3 - Technology - Faster than ever.
    4 - Tips - "You can sell what you don't know"; Knowing what you are selling and to all those throughout the channel.
    5 - Tasks - ahead and looking back
    6 - Terrorism - for purposes of this presentation, terrorism are events perpetrated by others against you. Trust are events or efforts of goodwill or negligence/incompetency by you.
    8 - Trust - You don't get a second chance to make a first impression.
    7 - Tools - Human, Power, Quantum
    9 - Team - Lead people, manage things
    10 - Trends - Direct, not predict or react

    By Thomas B. Cross CEO TECHtionary

    Winner Corporate Vision Magazine Social Media Company of 2019
  • Content Marketing Beyond Your Content: Getting value from the unengaged
    Content Marketing Beyond Your Content: Getting value from the unengaged
    David Pitta, CMO, BrightTALK Tom Campbell, Global Marketing Operations Manager, Yellowfin Recorded: Aug 14 2019 60 mins
    As B2B marketing evolves, new data products are making content marketing more personalized than ever. But if you’re only valuing clicks and views, this narrow definition of success could be causing you to overlook up to 60% of hand-raising leads and valuable opportunities to personalize the content journey.

    Join Tom Campbell, Global Marketing Operations at Yellowfin and David Pitta, CMO at BrightTALK for a live video talk exploring three often overlooked ways at collecting and connecting go-to-market data signals to drive business growth.
  • Essential data for marketing content that converts
    Essential data for marketing content that converts
    Rene Power, Founder, Vision B2B Marketing and Training Ltd Recorded: Aug 14 2019 47 mins
    If you don't know what aspects of your marketing deliver the most results; or if you have access to analytics but don't understand what's it's telling you; or if data is hoarded by I.T in your organisation, you'll love this primer on how accessible marketing data can help you make better marketing and business decisions.

    In another all new BrightTalk webinar, regular contributor René Power from Vision B2B Marketing and Training Ltd in the UK will share powerful strategies to help B2B product and service businesses maximise their expertise and marketing resources to drive the right kind of inbound enquiry.

    In this session you’ll learn how to
    - Understand what data you really need to help drive inbound traffic
    - Test and learn when it comes to all your marketing activities and content
    - Establish how free to use web, email and social media tools can give you a real advantage over competitors
    - Improve awareness, engagement and conversion of traffic

    Webinar attendees can get access to a bonus workbook for the webinar by emailing rene@visionb2b.co.uk ahead of live broadcast.
  • How to Boost Your Sales, Leads, and Clients on Instagram in 2019
    How to Boost Your Sales, Leads, and Clients on Instagram in 2019
    Laurie Wang, Digital Marketing Consultant Recorded: Aug 14 2019 40 mins
    In this webinar, you will learn:

    1. The secret to spend less time on Instagram and get more results
    that you must know to dramatically cut down the time that you spend on Instagram, yet getting you more results and profits

    2. The top 3 mistakes that business owners make on Instagram in 2019
    by following advice that no longer works and I'll show you my insider tips on what does

    3. The most effective way to sell your services and products on Instagram in 2019 and confidently connect with your followers like a pro to create more impact online

    Instagram is constantly changing and is dramatically different in 2019 and beyond.

    Instead of just another social media platform, Instagram can become the main source of your business leads, sales, and booked clients.

    But a lot of the information and advice are outdated because so much has changed on this powerful platform.

    Join this webinar to get the most updated on what it takes to market you and your brand successfully on Instagram in 2019.

    About Laurie Wang:

    Laurie Wang is an award-winning digital marketing consultant, coach and trainer helping entrepreneurs and business owners grow their audience online and convert their audiences into paying customers and clients. Her knowledge and understanding of the digital landscape have benefited an eclectic mix of clients from solo entrepreneurs, young start-ups to FTSE 100 giants, from Google to global advertising agency Ogilvy.

    She has been featured by the Guardian, Fast Company, and write for publications such as Elite Daily and Digital Business Women. In 2017, she was named by the British Interactive Media Association as a top Rising Star in the UK Digital industry.
  • INSIGHTS > STORIES > TRUST > REVENUE > ROI : 5-phase guide to STOROI marketing
    INSIGHTS > STORIES > TRUST > REVENUE > ROI : 5-phase guide to STOROI marketing
    Philippe Ruttens, B2B Marketing & Sales Transformation Consultant & Coach Recorded: Aug 14 2019 49 mins
    2020: The CMO is dead. Long live the Chief STOROI Officer !

    B2B marketing used to be simple, now we live in a post-big data world, inundated by information, reports and dashboards.

    Since 2010, B2B CMOs and their teams have been transforming too slowly from Marcom functions to demand gen, pipeline, ROI and revenue marketing models... but few have really been able to analyse data and visualise insights in the right way yet. Why is it so? Lack of process, talent, tools or wrong mindset?

    From personas & pain points to channels & content, you will learn in one hour the key steps, tools and tips to save your and team’s career by increasing your stakeholders’ trust and becoming a revenue growth engine, from Insights to Stories and ROI.

    In 2020, most CMOs and their teams will face the ultimate battle with their CEO/CFO: defending their budget and job by proving their value, strategy, campaigns and optimising their ROI fully.

    Transforming to a Revenue Marketing Center of Excellence is a must and marketeers MUST act NOW !

    We will shortlist 5 main phases, 10 KPIs and 25 actions to focus on the right 20/80 of your marketing operations and increase commercial ROI. Get ready for an energetic tour of core benchmarks, guidelines and inspiration to ensure that your team & career will not hit the “data wall” in 2020!

    About Philippe Ruttens

    Bringing over 25 years of experience as a B2B marketer at firms like Accenture, EY, MasterCard and Iron Mountain, Philippe coaches CMOs and helps sales & marketing teams transform faster into Revenue / ROI-driven marketing centres of excellence. Leveraging his multi-sector consultant and interim manager expertise combined with templates & process applied at many B2B clients, he combines his strategic demand generation vision, quick wins on campaigns & channels with a pragmatic people- and data-focused approach. Philippe’s WHY is to boost marketing teams transformation and help executives achieve faster & higher commercial objectives.
  • Exceeding the Requirements of the Trust Economy
    Exceeding the Requirements of the Trust Economy
    Liz Miller - CMO Council, John Summers - Akamai, Charlie Cole- Samsonite and Tumi Recorded: Aug 8 2019 65 mins
    Is now the moment the CMO must adopt the mantle of Champion of Trust, or should securing brand trust be left to others to advance?
  • Critical Channels of Choice
    Critical Channels of Choice
    Liz Miller - CMO Council, Jeff Winter - Pitney Bowes, Jerry Judge - The Fearless Group, Tiffany Grinstead - Nationwide Recorded: Aug 1 2019 69 mins
    Are marketers truly delivering on omnichannel experiences? Or are we substituting digital-only strategies and overlooking the blend that consumers actually expect and prefer?
  • Future-Proof Your Sales Career and Beat the Bots!
    Future-Proof Your Sales Career and Beat the Bots!
    Deb Calvert, The People Engagement Expert Recorded: Jul 31 2019 46 mins
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • Salesforce Implementation Checklist: 10 Must Do’s in Every New Salesforce Org
    Salesforce Implementation Checklist: 10 Must Do’s in Every New Salesforce Org
    Stacy O'Leary Recorded: Jul 25 2019 25 mins
    Having a great Salesforce implementation strategy from the start is the best way to achieve optimal ROI on your Salesforce investment while building a scalable, long-term solution that your company can use for years to come.

    Join Expert Marketing Advisors and Quickly Consulting to learn what tools are needed to help achieve the best ROI for your business. 5X certified specialist, Stacy O’Leary will take you step-by-step through the process of setting up Salesforce to meet the needs of your organization. With Salesforce specific marketing guidance we are here to help give the best direction for your organization.
  • How to Develop a Winning Strategy for your Top 5X Account
    How to Develop a Winning Strategy for your Top 5X Account
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jul 24 2019 45 mins
    Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How to determine if you are on the right track and set up for success.
  • How to Map and Support A Large Account Sales Process
    How to Map and Support A Large Account Sales Process
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jul 24 2019 44 mins
    Part #7 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
    You will learn:
    1. What kind of large account sales process do you need?
    2. What’s the most important point in your process?
    3. How to move from process steps to account planning.
    4. What technology tools are most helpful?
    5. How to handle a very long sales cycle.
  • Sixgill gains brand awareness by extending their lean team with BrightTALK
    Sixgill gains brand awareness by extending their lean team with BrightTALK
    Barry Spielman, VP Marketing, Sixgill EMEA Recorded: Jul 22 2019 2 mins
    As a small team, Webinar creation can seem like a daunting task, but because of BrightTALK’s ease of use and smart editorial planning, they are able to plan many in advance.

    Sixgill primarily uses BrightTALK webinars as a brand awareness tool and top of funnel lead generation within the IT security space.
  • What Sales Can Learn From an FBI Special Agent
    What Sales Can Learn From an FBI Special Agent
    Carole Mahoney, The Sales Coach Expert Recorded: Jul 22 2019 33 mins
    Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.

    In this 30 minute interview, Carole talks with Chris about:

    How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
    Why building relationships internally is just as important as building relationships with your buyers.
    What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
    What sales leaders and executives need to understand about how personal trauma can impact their teams.
  • 4 ways to improve customer retention - for B2B SaaS companies
    4 ways to improve customer retention - for B2B SaaS companies
    Arun Trivedi Recorded: Jul 17 2019 20 mins
    According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
  • 4 Step Process To Handling Any Objection
    4 Step Process To Handling Any Objection
    Lloyd Yip, The Startup Sales Expert Recorded: Jul 17 2019 48 mins
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • Three Strategies to Accelerate Sales in the Age of Information Overload
    Three Strategies to Accelerate Sales in the Age of Information Overload
    Shari Levitin, The Sales Evolution Expert Aug 27 2019 4:00 pm UTC 45 mins
    Here’s a statistic that will boggle your mind: Humans consume 74 gigabytes, the equivalent of 175 newspapers of content, per day. Customers are assaulted with facts, pseudo facts, white papers, media and statistics all posing as relevant information. Much of the well sourced information is contradictory. Sorting the “need to knows” from the “nice to knows” can be exhausting. Add to this a new average of
    ten stake holders and more and more customers are defaulting to the status quo or a no deal. What’s the solution? New research, just released by Gartner, reveals that sellers who help make sense of information, who can simplify and tune into the feelings of their customers rather than piling on more data, significantly outperform
    their peers. How must sellers adapt to this new reality? What are the three most important behaviors to this new reality of sense making?

    In this webinar you will learn to:

    1. Leverage video to reach additional stakeholders and improve customer experience.
    2. Create buyer focused presentations that drive your unique value.
    3. Ask questions that line up with how the brain processes information.
    4. Guide buyers to a buying decision through stories, metaphors and anecdotes.
  • Behind the Scenes: 5 Crucial Steps to Webinar Program Success
    Behind the Scenes: 5 Crucial Steps to Webinar Program Success
    Kristen Rice, Program Manager, Webinar Services; Michael Lacy, Webinar Event Manager, Global Team Lead Aug 28 2019 3:00 pm UTC 60 mins
    From enterprise to small business, running a successful content marketing operation to support your business is laborious. Whether you’re an individual or a large team, by following these steps you can create a program that drives powerful engagement with brand content.

    Challenges you face could span time and resource constraints, content quality, or just the logistics of the operation. Walk away with best practices that can help you get your lead-generating content operation humming.

    With over 15,000 webinars and videos delivered on BrightTALK each year, we know what it takes to put on a good show, and can help you do the same.
  • How to Leverage the Account Team to Win your Top 5X Opportunity
    How to Leverage the Account Team to Win your Top 5X Opportunity
    Lisa Magnuson, The Landing 7-Figure Deals Expert Aug 28 2019 4:00 pm UTC 45 mins
    Do you know how to leverage the account team to win your biggest (5X) opportunity?

    You will learn:

    1.Why the full account team must be activated to win your biggest contracts.
    2.What you need to know about the pitfalls associated with team selling.
    3.How to determine if you are on the right track and set up for success.
  • How to 10X Your Sales Pitch’ Effectiveness Using Storytelling
    How to 10X Your Sales Pitch’ Effectiveness Using Storytelling
    Lloyd Yip, The Startup Sales Expert Aug 28 2019 5:00 pm UTC 45 mins
    In this presentation, we’ll go through how Storytelling can help you better capture your audience’ attention, create more urgency, and ultimately win more business. We will show you how to create those magic moments that give your audience the “aha”feeling that ultimately drives them to purchase.


    You will learn:

    How storytelling relates to sales
    How to create a story arc that pulls your audience in
    How you can transform your pitch using storytelling to 10X your sales
  • Driving the Enterprise Sale
    Driving the Enterprise Sale
    Michael Dalis, The Drive-Sales Expert Aug 29 2019 6:00 pm UTC 45 mins
    You are a CXO, you want to increase enterprise sales.  You spend a lot on marketing and business development, so why aren’t your share of large sales opportunities growing at the pace you need?  While you have had success in new client pursuits, it is less clear what role you and your Leadership team play in enabling stronger performance on larger deals. Michael Dalis — a recognized leader on the subject of B2B selling, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow growth in enterprise selling,
    -avoid the common failure points in enterprise sales initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate growth in this important part of your business.

    Following this webinar, it will be clear what you can do as a leader to drive faster Business Development growth through enterprise selling, by making the right adjustments to your Business Development investment.


    You will learn:

    1.Why the responsibility for your company's growing enterprise sales cannot be fully delegated.
    2.What roles senior leadership plays in closing larger sales
    3.How to play those roles effectively
  • The Power of First Impressions and Email Testing!
    The Power of First Impressions and Email Testing!
    Andrew Kuegler - Head of Deliverability at Act-On Aug 29 2019 6:00 pm UTC 61 mins
    Email testing and first impressions are not new but it can feel confusing.

     
When should you test? What should you test? How do you gauge success? Come learn about deliverability and testing for the best results! We’ll be sharing insights from our head of email deliverability, Andrew Kuegler, who will show you what to test and how to measure the efforts your team puts into email and testing!

During the webinar, we’ll discuss:


    * First impressions matter to Google too!
    * What does a first email need to have?
    * But what's the best way to do it? Test!
    * What changes make the most difference?
    *  Adaptive Sending
  • Helping New Leaders Succeed in the Toughest Transition of Their Career
    Helping New Leaders Succeed in the Toughest Transition of Their Career
    Kevin Eikenberry, The Remarkable Leadership Expert Sep 4 2019 5:00 pm UTC 45 mins
    Getting promoted to a supervisory role is exciting . . . and scary. A promotion to leadership, supervision or management brings new responsibilities, new relationship dynamics, and new opportunities for personal and career growth. And often, new leaders don’t get the training, support, and guidance they need to be successful.

    Did you know that 40% of new managers fail within the first 18 months of promoting them? Why? They got promoted because they were good at their job—not because they can actually lead people. They’ve never led people, dealt with challenging time management issues, administered company policy or had to deal with upper management directly before. In other words, they’re completely unprepared.

    The good news is first-time managers and supervisors can learn the kinds of things it usually takes managers years to learn. Whether you are in learning and training or HR wanting to help others in this important and challenging position or are that new leader yourself, this interactive and informative webinar will help you be more effective and successful.

    You will learn:

    1. The most common mistakes new leaders make (and some solutions)
    2.The four perspectives that must change for a new supervisor to be successful
    3.How to manage relationships and expectations during the transition – up, down and across the organization
  • State of marketing automation in 2019
    State of marketing automation in 2019
    Katie Jameson - Head of EMEA Marketing at Act-On Software Sep 5 2019 2:00 pm UTC 60 mins
    Chances are you're already using marketing automation (MA) in your business. If not, you’re more than likely to have explored the possibility of investing in the technology, considering how much it can transform your marketing.

    But with technology ever changing, what does MA really look like in 2019? Who’s using it successfully, to what end, and what sort of success are they seeing?

    Act-On recently teamed up with London Research to answer these questions and uncover the state of MA in 2019.

    In this webinar, led by Katie from Act-On, you'll learn:

    1. What the past, present and future of MA looks like and what changes you need to be ready for.
    2. How different industries are making the most of MA.
    3. The differences in adoption between B2B and B2C companies.
    4. What the common obstacles are for implementation and how to overcome them.
    5. What marketers want from their vendors in comparison to what they actually offer.

    Katie will also be sharing with you some tips to get the most out of your marketing automation and will be free to answer any questions you may have.


    Katie is Director, EMEA Marketing at Act-On Software. A marketing automation native, for the past ten years she has implemented, integrated and executed programmes on a variety of marketing automation platforms at industry leading companies such as Symantec, Paywizard and ResponseTap.

    The data we collect here will be used to manage your webinar booking and provide you with useful and relevant sources of B2B Marketing content. By registering for this webinar you specifically consent to us passing on your details to Act-On so that they can contact you by email or by telephone with details of marketing products that they provide. For more information on how we manage your personal data please see our privacy policy below:

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • How to Write Prospecting Sales Emails That Really, Really Work
    How to Write Prospecting Sales Emails That Really, Really Work
    Lisa Leitch, The Sales Evolution Expert Sep 5 2019 3:00 pm UTC 45 mins
    Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).

    Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.

    You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.

    You will learn:

    A few minutes of research will enable you to write customized messages that get better responses
    The double whammy approach to increase your response rate
    Blocking time every week to pro-actively prospect
  • Marketing Planning Mastery: 4 Strategies from the Best Global Organizations
    Marketing Planning Mastery: 4 Strategies from the Best Global Organizations
    Sam Melnick, VP Marketing at Allocadia Sep 5 2019 6:00 pm UTC 50 mins
    Your marketing plan and how well you execute it is the #1 thing that determines your success as a marketing organization, quarter after quarter and year after year.

    Effective marketing planning is a must-have for all high-performing teams yet too many enterprise organizations struggle to build and execute on a single planning process. For them, planning is disjointed and chaotic – they don’t know what’s working, what’s not and where they should invest next for maximum impact. As a result, their marketing execution can seem constantly behind the eight-ball: reactive, rather than proactive.

    We spoke to a group of high-performance marketing leaders and analysts to uncover four of the most effective and practical ways they’ve evolved planning at their organizations.

    We dive into each one:

    •Aligning marketing plans with company-wide strategy;
    •Making practical use of analyst frameworks;
    •Combining top-down with bottoms-up planning; and
    •Achieving harmony with the finance department.

    If you’re a marketing leader looking to build sound planning practices that give rise to functional, measurable plans that can truly drive revenue, this webinar is for you.
  • Marketing Strategy: Results-Based Outcomes and KPIs
    Marketing Strategy: Results-Based Outcomes and KPIs
    Jen Badder, Senior Marketing Strategist - Act-On, Kristin Foster, Programs and Events Manager - Act-On Sep 5 2019 6:00 pm UTC 50 mins
    : 61% of marketers say generating traffic and leads is their top challenge. So why is it so difficult?

    
Join us and gain valuable insights as Act-On Senior Marketing Strategist, Jenn Bader, and Event Manager, Kristin Foster, uncover the make-up of a powerful strategic roadmap that will ensure your next marketing automation campaign is fully optimized to exceed your expectations (and your boss'). 

In this first webinar of the series we will talk about how your company can:


    * Take control of your marketing
    * Improve sales
    * Achieve growth
    * Develop a plan
  • Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Jordan Con, Product Marketing Manager, Marketo, an Adobe Company Sep 10 2019 9:00 am UTC 41 mins
    Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.

    You'll learn:

    How, when, and why to use journey and impact analytics
    How to prove and improve impact with attribution data
    What goes into good dashboards and reports
  • Dominating B2B Email Deliverability
    Dominating B2B Email Deliverability
    Andrew Kuegler - Head of Deliverability at Act-On, Wael Elasady, deliverability expert at Act-On Sep 12 2019 6:00 pm UTC 61 mins
    B2B filters can be a bit more challenging to get through!

    
You already know that email marketing is capable of transforming your marketing efforts. But do you understand the subtle differences in B2B and B2C email deliverability best practices?
 
Join our deliverability webinar and hear from our Head of Deliverability, Andrew Kugler, and deliverability expert, Wael Elasady, as they discuss the challenging world of B2B deliverability.
 

    * Do you understand deliverability best practices?
    * Are you trying to engage with prospects and nurture your leads?
    * Do you know the difference between B2B and B2C email deliverability best practices?
    * Are you using Filters correctly? Learn what they are they and how are they involved
  • What Sales Can Learn From A Firefighter
    What Sales Can Learn From A Firefighter
    Carole Mahoney, The Sales Coach Expert Sep 16 2019 3:00 pm UTC 22 mins
    Join host Carole Mahoney as she talks with Peter Cutrer, a 15-year Firefighter/EMT, Fire Marshal, Fire Instructor and Deputy Chief who now trains public safety agencies like NASA, Disney, Boston Fire, FDNY, and ESPN.

    In this 30 minute interview, Carole and Peter discuss:

    1. How training and preparation allow you to respond to situations appropriately when they arise.

    2. How to determine if you are cut out for a certain type of training and career.

    3. How to maintain a level of emotional control in stressful situations.
    Advice that sales executives and leaders should know in regard to how they think about training their teams.
  • A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, Marketo Sep 17 2019 9:00 am UTC 60 mins
    Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
  • FROM STORIES to ROI: 10 steps for transforming your customer insights
    FROM STORIES to ROI: 10 steps for transforming your customer insights
    Philippe Ruttens, B2B Marketing & Sales Transformation Consultant & Coach Sep 18 2019 7:00 am UTC 45 mins
    Do you think your CEO really cares about how creative your latest storytelling campaign was?

    Is your CFO going to give you 5% more budget next year because your social engagement rate doubled? Of course, content, stories and brand experience are the foundation of B2B marketing to generate customer trust and delight. Even with data and marketing automation focus, we still play on a human-to-human, P2P field.

    However a more thorough and structured approach is required to ensure each marketing team engages its seven communities optimally through insights-based storytelling. This requires “pain point-based” stories while delivering maximum ROI at every step of the buyer journey, 90% of which is measurable and should be measured.

    Philippe will explain 10 practical steps as core principles for measuring and optimising your storytelling impact with a required ROI and REVENUE focus, accompanied by examples of dashboard, benchmarks or other concrete advice, including:

    · How to start from a solid data and insights foundation
    · Developing a list of key questions on your stakeholders’ mind
    · Which KPIs to use as priority for content-based asset, campaign and channel

    Not only are insights and ROI key components of your storytelling strategy but also the visualisation of your data into stories. The DATYLON framework and examples will also explain further how the way you communicate your data and stories to your stakeholders is key in WOW-ing your audiences, from customers to CEO.

    This webinar is a short summary taken from Philippe’s full “STOROI” approach, complete with tips, tests and tricks to make your marketing team a success in the 2020s. READ MORE on why CMOs should be following the STOROI framework on “The CMO is dead, long live the chief STOROI officer” and recent BrightTALK webinar.
  • Storytelling for the Sales Team
    Storytelling for the Sales Team
    Rod Sloane, Linkedin Pirate, Linkedin as a Service Sep 18 2019 4:00 pm UTC 60 mins
    Join this talk to discover:

    - What is a sales story
    - Why you need a sales story?
    - Why you need more than one story ...beyond the company story
    - How to tell a sales story
    - Storytelling Resources
    - StoryTelling Creation
    - Practising your Story
    - Getting better at Storytelling
  • How to Manage Your Team’s Performance Inside A Large Account
    How to Manage Your Team’s Performance Inside A Large Account
    Barbara Weaver Smith, The Large Account Sales Expert Sep 18 2019 5:00 pm UTC 45 mins
    Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
    When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.

    You will learn:

    1. What assumptions you should make about your global clients.
    2. How management training and sales training needs to address these issues.
    3. What opportunities you should be looking for.
    4. How to use this circumstance to become a trusted advisor.
    5. How to align your sales strategy with your customer’s strategic objectives.
  • A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    Caroline Hull, Head of Field Marketing, Esther Kim, Sr. Field Marketing, Shannon Mellen, Field Marketing - Marketo and Adobe Sep 24 2019 9:00 am UTC 38 mins
    You'll learn:

    - Which KPIs to consider when planning your events
    - How to plan different type of events for each stage of the funnel
    - How marketing should align with sales to ensure successful closing events
  • How to align sales and marketing for the modern buyer
    How to align sales and marketing for the modern buyer
    Laura Kightlinger - Customer success director EMEA at Seismic Software Sep 26 2019 2:00 pm UTC 60 mins
    The modern B2B buyer has great expectations and an unprecedented amount of options.

    They perform a majority of their research independently and if they do engage, they need value & insight delivered as quickly and seamlessly as possible.

    Anything less wastes their time, and time kills deals.

    How do sales and marketing teams come together to successfully address these challenges?

    Join this webinar, hosted by Seismic Software, to hear a panel of experts share their real-world experiences, including:

    1. Which industry trends are creating the modern B2B buyer.
    2. What the challenges are adapting to this change.
    3. How to equip your sales team for continued success.
    4. How to effectively measure the ROI from alignment.

    Speakers

    Laura Kightlinger is the director of customer success for EMEA at Seismic Software, where she is responsible for starting and scaling the customer success management team for the region, owning customer adoption and retention. Prior to Seismic, Laura spent 3 years at Qubit, where she started the Customer Success team, growing it from inception to 15 team members globally while implementing all of the systems and processes required for account management and renewal.

    Bill Jooste - CTO at The Asset Management Company: Bill leads the AME's technology and change teams. He has spent over 20 years delivering innovative change and technology programmes at firms like Investec and Credit Suisse.


    Your personal data:

    The data we collect here will be used to manage your webinar booking, and provide you with useful and relevant sources of B2B Marketing content. Your data will also be shared with B2B Marketing and Seismic Software who we are running this webinar in association with. For more information on how we manage your personal data please see our privacy policy.

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • How to Get Your Leadership Development to Really Work
    How to Get Your Leadership Development to Really Work
    Kevin Eikenberry, The Remarkable Leadership Expert Sep 30 2019 7:00 pm UTC 45 mins
    Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?

    If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.

    Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.

    In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.

    You will learn:

    1.Identify the specific challenges with your current Leadership Development process
    2.Describe a comprehensive framework that provides a starting point to create your organizational model
    3.Identify a roadmap to implementation
  • A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Oct 1 2019 9:00 am UTC 49 mins
    You'll learn:

    - How to select lead generation programs and evaluate successes
    - How to plan email and nurture programs to move prospects through each stage of the marketing funnel
    - Strategic tactics to create sales-ready leads
  • Create Incredible Customer Experiences Using Conversational Marketing
    Create Incredible Customer Experiences Using Conversational Marketing
    Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, an Adobe Company Oct 8 2019 9:00 pm UTC 46 mins
    You'll learn:

    - How to incorporate chat bots into your overall marketing strategy
    - How, when, and why you should use conversational marketing
    - How to measure your success
  • Take Best-Practices to Next-Practices: Forward-Thinking B2B Marketing Strategies
    Take Best-Practices to Next-Practices: Forward-Thinking B2B Marketing Strategies
    Christa Kleinhans Tuttle, Entrepreneur, Experienced Marketer and CEO, Launch Marketing Oct 9 2019 3:00 pm UTC 60 mins
    Executive leaders that are willing to take risks and stay on the cutting edge of marketing trends often position themselves to capture lots of new business, talent and market share. The most successful leaders, however, know how to build a strategic foundation that is strong enough to support innovative trends while providing a tried-and-true baseline that keeps things grounded as the marketing landscape continues to evolve.

    Join Launch Marketing’s Founder and CEO Christa Tuttle as she illustrates how webinar attendees can create best practices that can evolve into “next” practices, moving the needle on both innovative and stable success. This presentation will cover several cornerstones of B2B marketing, including messaging and positioning, integrated marketing plans, marketing automation and more.
  • How to gain buy-in and budget: Turning data into ROI
    How to gain buy-in and budget: Turning data into ROI
    Adam Leslie - European Leader Sales & Marketing Solutions Oct 10 2019 2:00 pm UTC 60 mins
    Data is a vital asset for all companies – yet we are sitting on a huge mountain of it that we don’t use effectively.

    89% of B2B sales and marketing professionals believe data quality drives the right campaigns but only half are confident in the quality of their data.

    While many marketers know the pain of dirty data, they find it difficult to relay that to their stakeholders.

    So how can this webinar help you understand the impact data quality can have on your business?

    In this webinar, you'll learn:

    1. How to gain stakeholder buy-in
    2. How to overcome board objections
    3. How marketing can take the lead on data ROI

    Speakers

    Adam Leslie (presenter) is an expert in data commercialization, taking concepts through internal signoff, development, and sales to become a major revenue line. At D&B, Adam is responsible for understanding market requirements and developing innovative and cost-effective solutions.

    Payal Jain, marketing director at JCURV and Women in Data


    Your personal data:

    The data we collect here will be used to manage your webinar booking, and provide you with useful and relevant sources of B2B Marketing content. Your data will also be shared with B2B Marketing and D&B who we are running this webinar in association with. For more information on how we manage your personal data please see our privacy policy.

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy