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Demand Generation

  • From Capture to Close: Connecting events and trade shows with Sales & Marketing
    From Capture to Close: Connecting events and trade shows with Sales & Marketing
    Chris Wickson, GM of Events, Integrate Recorded: Feb 27 2020 37 mins
    The modern world of B2B marketing is fast-paced, marketing teams are under pressure to deliver growth and create revenue opportunities.

    In-person events including trade shows, conferences and exhibitions offer the unique opportunity to align product, sales and marketing, and get valuable face-to-face time with prospects.

    Join to learn how game changing marketing teams have changed their approach to exhibiting, focusing on qualified leads, accelerated revenue and accurate reporting.
  • How to Install Pre-call Planning Acumen
    How to Install Pre-call Planning Acumen
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Feb 27 2020 40 mins
    Pre-call planning is a game changer for enterprise sellers. The benefits include:
    Increase sales call effectiveness and thereby close ratios by 20% or more.
    Accelerate your sales process through strategic thinking and careful planning for prospect meetings.
    Impress your customers through the use of thoughtful agendas where all participants are on the same page.
    Enhance your ability to truly listen and stay focused yet flexible during prospect interactions.
    Avoid ‘Bad’ calls and the associated fallout of a poorly executed customer exchange.

    Who should attend this webinar:
    Sales people who want to improve the quality of their prospect meetings.
    Sales VP’s and Sales Managers who want to learn how pre-call planning will have an immediate and dramatic impact on their sales results.
  • Measuring Account-Based Advertising Results
    Measuring Account-Based Advertising Results
    Rod Fuentes, VP of Product, Integrate Advertising and Co-Founder of ListenLoop and Neil Glass, GM & VP of Integrate Advertisi Recorded: Feb 24 2020 27 mins
    Future-focused B2B marketers aren’t solely relying on traditional lead gen methods to fill pipeline and generate revenue – they’re implementing ABM strategies to create long-term success. Join us to hear from Rod Fuentes, VP of Product, Integrate Advertising and Co-Founder of ListenLoop and Neil Glass, GM & VP of Integrate Advertising to learn how you can view and measure results from your account-based digital advertising strategies and increase ROI.

    Join this webinar to learn about:

    -Data-Backed Story Telling Methods
    -Leading and Lagging Indicators of Success
    -ABM strategy success timeline – strategies for the long play
  • Salesforce Best Practices for Marketers
    Salesforce Best Practices for Marketers
    Courtney Kehl and Stacy O'Leary Recorded: Feb 20 2020 32 mins
    The role of a Marketer is to generate interest and create a pipeline to pass on to the sales team. Most marketers are familiar with tools like HubSpot or Marketo, but these tools often fall short in capturing the entire prospect and client lifecycle from interest to closed-won.

    Salesforce is a CRM (Customer Relationship Manager) that acts as the swiss army knife of your tech stack. Marketing is just one part of a company’s overall tech stack, and without an integrated CRM, your growing pipeline will quickly become stagnant. A well-established Salesforce Org is the key to monitoring the qualification process, managing prospect/customer communication, and capturing up-to-date data and reporting.

    In this webinar, Stacy O’Leary from Quickly Consulting will discuss best practices for implementing Salesforce within your marketing tech stack.

    What You Will Learn:
    -What Salesforce is and why Marketers need it
    -How Salesforce integrates with other platforms in your tech stack
    -Salesforce terminology and best practices for Marketers
    -How to maintain data quality and integrity in your Salesforce Org
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Kristie Jones, The SaaS_Startup Expert Recorded: Feb 20 2020 39 mins
    Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018. 

    Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely. 

    In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

    In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.

    You will learn:

    How to create an upfront contract with prospects that establishes how your sales process works
    How to teach prospects that you’re going to hold them accountable
    Why it’s necessary to give prospects homework and a deadline
    How to establish consequences for a prospect’s bad behavior
    What are the signs that it’s time to walk away from a deal that’s not progressing
  • How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    Chad Burmeister, The AI for Sales Expert Recorded: Feb 20 2020 30 mins
    The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.

    You will learn:

    How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
  • It's Time for a Buyer-Centric Selling System!
    It's Time for a Buyer-Centric Selling System!
    Mike Kunkle, The Sales Transformation Expert Recorded: Feb 19 2020 45 mins
    Have you seen the recent B2B buying research? Study after study report that buyers:
    - don’t trust salespeople
    - don’t believe they understand them or their businesses
    - do more and more of their own research
    - aren't getting the insights they want from sellers
    - are growing weary of stereotypical seller behavior.

    More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.

    Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.

    The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.

    After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.

    You will learn:

    1.Why it’s absolutely imperative to make the shift to a buyer-centric selling system now!
    2.What a buyer-centric selling system really means.
    3.How to guide your sales force through the shift
  • Four Tips for “New Decade” Sales Messaging
    Four Tips for “New Decade” Sales Messaging
    Lisa Dennis, The Buyer-Focused Value Propositions Expert Recorded: Feb 19 2020 37 mins
    A new year is always a whirlwind of activity. You’re sizing up last year’s sales results, while at the same time building marketing and sales programs for the current year. But this year is 2020. A new decade. That’s a big thing. So working on a kickstart for the a new year isn’t enough. You need to think even BIGGER. Now is a great opportunity to look beyond this year and to think about a bigger, more impactful message. Yes – this year’s targets and revenue numbers are insane – and you have to be focused on demand generation and closing deals. BUT with a message that may not resonate in this new period we are in, will you be missing opportunities? So, what do you need to do to upgrade your sales messaging for a new decade?
    You will learn:

    1.Conducting a value proposition audit
    2.How to “mirror test” your key messages
    3.Checking in with your personas for 2020
    4.Translating marketing language into sales conversations
  • Eight Components of a Powerful Lead-to-Revenue Model
    Eight Components of a Powerful Lead-to-Revenue Model
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Feb 18 2020 45 mins
    If your goal is to massively grow your B2B company’s revenue and profit, no single tool or tactic is going to get you there. However, an effective Lead-to-Revenue (L2R) model positions you for success by aligning your marketing and sales models so that all your activities are more effective. This game-changing framework eliminates wasted motion and drives revenue and profits sooner by focusing you on the core structural and strategic components you need to succeed. By applying these strategies, you will learn how to out-market and out-sell even the toughest competition.

    Distilling more than 30 years of experience in B2B marketing, working with dozens of leading companies, lead-to-revenue strategist and revenue growth expert Christopher Ryan will provide the information to set-up your L2R model in a way that is effective, consistent and scalable. Specifically, he will share the eight components that go into every successful L2R framework and how to optimize each. He will cover areas like branding, sales models, processes, offers, content, marketing and sales alignment, technology and metrics. You will also hear examples that show you how each component works and set you on the road to great results and strategic B2B marketing clarity.

    You will learn:

    1. Assess your lead-to-revenue readiness.
    2.Spend your money and time on what really works.
    3.Measure marketing’s contribution to revenue.
    4.Build a framework that supports consistency and revenue growth.
  • How to Increase Facebook Lead Ads Conversions and Keep Costs Low
    How to Increase Facebook Lead Ads Conversions and Keep Costs Low
    Ruben Ugarte - Sales Director, ActiveProspect Recorded: Feb 14 2020 14 mins
    Facebook lead ads, like any lead generation platform, has its share of faults. Facebook has made it really easy for people to submit a form but it's not always great news for marketers. The conversion rates to opportunities can be low... and that's a problem.
  • Facebook Lead Ads: The Secret to Being TCPA Compliant and Increasing Conversions
    Facebook Lead Ads: The Secret to Being TCPA Compliant and Increasing Conversions
    Ruben Ugarte - Sales Director, ActiveProspect Recorded: Feb 14 2020 10 mins
    Using Facebook Lead Ads (FBLA) can be a double-edged sword. First, FBLAs are convenient to use and may provide more form fills. But, if you’re calling or texting those leads, you’re exposed to TCPA laws and are left without being able to prove consent if a lawsuit if filed.
  • Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Steve Landuyt, The Unique Buyer's Experience Expert Recorded: Feb 14 2020 32 mins
    Imagine closing a deal with just 1 page!

    In today’s complex business environment, simplicity and clarity of message win the day with Executives and Decision Makers. Our research in conjunction with the Harvard Business Manager indicates 52% of customer executives want more succinct first meetings and 63% want to see improvement with executive summaries to help them sell internally. In this webinar, we will share concepts and sales tools that have been created specifically to satisfy these customer executives’ needs. From Appointment 1-Pagers to Mutually Agree Action Plans and Deal 1-Pagers, these powerful templates will help you qualify, engage and close more of your most important sales opportunities.

    You will learn:

    1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
    2.How a simple format can help you engage customers and secure their commitment
    3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
  • What it Takes to Accurately Forecast Revenue ... conDati Shows You How
    What it Takes to Accurately Forecast Revenue ... conDati Shows You How
    Kelly McKeown, VP Revenue Marketing (conDati) & Iris Lieuw, VP Data Science (conDati) Recorded: Feb 13 2020 22 mins
    Forecasting allows companies to see into the future and strategically plan. If a formalized process is not in place companies are left to base decisions on gut or experience rather than data – leaving them at the mercy of unpredictable outcomes.

    There is a variety of ways to tackle forecasting, with machine learning and advanced statistical approaches being the most accurate. Those marketers making strategic and operational decisions based on accurately predicted performance are going to be set up for the best possible outcome.

    Join conDati’s VP of Revenue Marketing, Kelly McKeown and VP of Data Science, Iris Lieuw as they showcase forecasting using machine learning and the benefits associated with it. This includes planning and scheduling against seasonality, quick reaction to shortfalls, and forecast accuracy. A live demo of the forecasting feature of conDati RevenueLift™ will be included as part of the webinar.
  • In Sales Every Word Matters!
    In Sales Every Word Matters!
    Caryn Kopp, The Chief Door Opener Expert Recorded: Feb 13 2020 49 mins
    The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual

    As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.

    In this session, you will learn:

    1.Why every word you use and say drives sales success OR not.
    2.Common blind spots when creating sales messaging.
    3.A method for developing a strong sales message that opens the door to more sales meetings.
    4.How this sales message strategy applies to the question’s sellers ask their prospects & clients.
    5.The next step to take right NOW to create better sales messaging.
  • Webcam Panel: Are you Leveraging New Technologies to Maximum Marketing Effect?
    Webcam Panel: Are you Leveraging New Technologies to Maximum Marketing Effect?
    Janice Dru, Cambridge Innovation Center | Ray Renna, IVI RMA GLOBAL | Christie Post, Hypergiant Recorded: Feb 12 2020 43 mins
    Social media, data analytics and artificial intelligence are all changing how marketers are connecting with their customers—are you ready for the revolution? This panel will explore the ways in which new technology is forcing marketing teams to rethink their practices, spanning everything from building the brand to developing new campaigns. Join us for a lively discussion that will help you drive your organization into the next decade.

    Join the Conversation to Learn:

    - How does social media affect brand/campaigns/engagement?
    - How are AI and analytics impacting campaigns?
    - What role does personalization play, and how can I make it happen?
    - What compliance requirements do I need to worry about?
    - How are internal relationships and networks affecting the marketing team?

    Moderated by Melanie Turek, VP Research and Fellow - Connected Work, Frost & Sullivan

    Panellists
    Janice Dru, Senior Marketing Director, Cambridge Innovation Center
    Christie Post, Marketing Director, Hypergiant
    Ray Renna, US Marketing Director, IVI RMA GLOBAL
  • The 7 Habits of Highly Effective Demand Gen Marketers
    The 7 Habits of Highly Effective Demand Gen Marketers
    Mary McCoy, Demand Gen Marketing Manager, Klaviyo Recorded: Feb 12 2020 46 mins
    Every demand gen marketer knows how complex the marketing mix has become—every day you get a LI message, cold email, or ABM outreach about how X new tool can get you Y% more leads. It’s incredibly exciting, but it poses a challenge. When constrained by time, resources, and budget, how do you grow acquisition meaningfully and scalably?

    During this webinar, I'll share seven tenets I've learned in my experience leading demand generation for two high-growth SaaS companies. Whether you're just starting out or looking to deepen your marketing know-how, you'll discover how to keep yourself grounded with strategies and tactics that drive results.

    Being a successful DTC marketer isn’t about relying on a silver bullet or mastering one paid channel. I'll show you how to think holistically about the sales and marketing funnel, develop a multi-channel approach, and accelerate sales pipeline. Register now!
  • Perpetual demand generation for continuous growth
    Perpetual demand generation for continuous growth
    David Pitta, CMO, BrightTALK and Olivia Dassler, Programs Manager, BrightTALK Recorded: Feb 12 2020 52 mins
    Living campaign-to-campaign to make demand generation ends meet is a way of life for many B2B marketers. While there will always be a place for a burst of demand around a campaign, is this the best vehicle to drive consistent predictable growth for your company?

    Your sales and marketing resources operate on a consistent schedule, demand for your products and services ideally should align to your capacity to act on that demand. Turn your business into a growth machine by using channels that are always driving demand, and techniques to consistently turn that demand into activity.

    Join BrightTALK’s CMO, David Pitta, and Programs Manager Olivia Dassler as they discuss innovative channels and techniques for perpetual demand and business growth.
  • Why Marketers Miss Their Mark
    Why Marketers Miss Their Mark
    Tom Kaneshige - CMO Council, Lana Busignani - Nielsen Recorded: Feb 12 2020 49 mins
    This webcast dives into ways to pinpoint detrimental marketing pitfalls and learn ways to best avoid them.
  • Marketing’s Digital Divide:  It’s Just Marketing
    Marketing’s Digital Divide: It’s Just Marketing
    Marianne S. Hewitt, Marketing Strategy and Technology Leader, The Growth Strategy Group Recorded: Feb 12 2020 33 mins
    Customers are demanding intelligent omni-channel engagement. Marketers are expecting satisfying and challenging work experiences and rich career opportunities. Businesses require profitable organic growth.

    Read how to achieve all of the above through cross-functional work teams in an integrated marketing ecosystem!
  • What Sales & Account Management Need to Know about Working with Buyers in 2020
    What Sales & Account Management Need to Know about Working with Buyers in 2020
    Warwick Brown, The Key Account Strategist Expert Recorded: Feb 12 2020 42 mins
    Do you want to acquire, grow and retain more clients in 2020?
    The world of procurement is changing. Are you ready?
    The Deloitte CPO Survey has just been released and it’s a revealing and surprising look at the state of procurement.

    If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.

    Discover:
    Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
    How you should respond to the procurement risk factors.
    Why procurement is no longer just sourcing, but setting strategy and what you can do about it.

    You will learn:

    Highlights from the Deloitte CPO Survey
    How to make procurement risk factors work for you.
    How to position your organisation as a trusted partner.
    How to create a procurement focused strategy to grow client acquisition and retention.
    All this and much more.
  • Content that Connects: Accelerating Demand with C-Suite Content
    Content that Connects: Accelerating Demand with C-Suite Content
    Rob Leavitt, SVP, Consulting, ITSMA & Leslie Cozatt, Sr. Director, Integrated Marketing, C-Suite Audience Engagement, Optum Recorded: Feb 12 2020 61 mins
    Absent compelling content, the most carefully designed campaigns fall flat. The challenge, of course, is that our customers and prospects are inundated with content and tune out all but the most timely and relevant material. And the C-suite audiences we all want to engage are the toughest of all.

    Marketers obsess over the newest tools and channels (TikTok, anyone?) but what we say is at least as important as how we say it. Yes, we’re all moving to more video and interactive (as well as back to direct mail), but how can we ensure that the core of our campaigns is substantive content that our audiences actually care about?

    Crafting compelling content, especially for executive-level audiences, is no simple task. Join ITSMA’s Rob Leavitt and Optum’s Leslie Cozatt to explore what the most skeptical buyers are looking for and how the most successful marketers are developing and using C-suite thought leadership content to accelerate demand in the most challenging markets.
  • Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Julie Hansen, The Sales Presentation Expert Recorded: Feb 12 2020 44 mins
    Struggling to gain access or make an impact in the C-Suite? Difficulty getting buy-in from team members? Stalled on your career path? You may not need more selling skills, you may need Executive Presence!
    Executive Presence is an underrated quality that allows sales leaders to exercise greater influence both inside and outside of their organization. It is the ability to communicate with confidence, credibility, and clarity in high-stakes situations, and a vital skill for sales leaders whose livelihood depends on inspiring others to take action.
    Fortunately, Executive Presence, like selling skills, can be learned. In this session Julie Hansen takes this critical, but fuzzy quality and breaks it down into tactical steps that sales leaders can take to immediately improve their Executive Presence – and therefore their influence.

    You will learn:.

    1.How to exhibit Executive Presence in those critical first moments
    2.How to speak with vocal authority
    3.What words are sabotaging credibility
    4.How to convey your message with clarity
    5.The power of communicating with passion and purpose
  • Great Campaigns Don’t Chase: Demand Generation Starts with Knowing Your Audience
    Great Campaigns Don’t Chase: Demand Generation Starts with Knowing Your Audience
    Keith Johnstone & Dennis Le, Contrast Digital Marketing Recorded: Feb 12 2020 36 mins
    Simplify your demand generation process by breaking it down and focusing on the components that matter most. Dividing the process into 4 steps, you can create an effective demand generation strategy that will drive interested leads into your sales team's open arms. Rather than chasing potential customers down and selling them on the same value propositions you and all your competitors are using, consider what it will take to make them chase you.

    · Define your audience

    o Maximize the effectiveness of your campaigns by starting with understanding the needs your product satisfies, and who will benefit most

    · Gather insights

    o Consider how and where your audience spends their time to identify what their interests, needs, or parallel pain points they may suffer from are

    · Demonstrate value

    o Create compelling content that attracts them to you and demonstrates value – something that will make your audience say thank you

    · Set the bait

    o Lastly, use your content and leverage targeted marketing channels to drive leads to you

    Bios:

    As General Manager of Contrast Digital, Keith directs all marketing activities and has a track record of successfully growing client revenues and lead volume quarter over quarter. He has had his insights featured in publications like Forbes, Entrepreneur Magazine, Sales and Marketing Magazine, and HubSpot Sales to name a few.

    Specializing In digital demand generation, Dennis has been in the marketing industry for nearly a decade. He has worked on campaigns across industries including software, professional services, and construction, executing campaigns that have helped drive leads in excess of $20M in potential revenue.

    Presenters:

    Keith Johnstone, GM, CMO, CDO, Contrast Digital Marketing

    Dennis Le, Digital Demand Generation Manager, Contrast Digital Marketing
  • LinkedIn: your best Demand building tool
    LinkedIn: your best Demand building tool
    Rod Sloane, LinkedIn Champion Recorded: Feb 12 2020 41 mins
    Whether you are in sales and marketing you will be aware of the growth and adoption of LinkedIn. LinkedIn is now the preferred platform of choice for many when it comes to lead generation.

    You may be using the platform for content sharing, advertising or brand awareness. This webinar outlines why you should consider LinkedIn for direct lead generation, too.

    Rod Sloane will be sharing

    Three key insights
    Five key questions

    that you should be asking your sales team to improve their LinkedIn cold prospecting to build your early pipeline activities.
  • Crafting Cross-Channel Campaigns in Today’s Fragmented Landscape
    Crafting Cross-Channel Campaigns in Today’s Fragmented Landscape
    Lauren Pettiglio, Director - Demand Generation, BlueConic Recorded: Feb 12 2020 1 min
    With the ever-rising audience expectations and constant changes in technology and regulations, today’s landscape can feel more like a minefield than a greenfield for marketers. But what may initially appear as challenges, can be opportunities for you and your team to change your approach to campaigns and uncover new ways to meet your department and company goals.

    Resister for this webinar to explore:

    The growing number of considerations for today’s landscape
    How technology can help – or hurt – your marketing campaigns
    Tips and tricks for optimizing cross-channel campaigns

    Lauren Pettiglio is a B2B marketer with nearly 10 years of marketing automation and campaign management experience. From strategy to analysis and reporting, her passion for demand generation has driven many creative solutions to challenges felt across industries. When she is not planning the next campaign or determining the best way to automate a process, you’ll likely find her singing along to a Broadway musical soundtrack.
  • Score Meetings with Prospects in One Call
    Score Meetings with Prospects in One Call
    Joanne Black, The Referral Selling Expert Feb 28 2020 9:00 pm UTC 45 mins
    Referrals are your ticket to the C-Suite—to any decision maker, for that matter. The biggest challenge sales managers face is lead generation: getting a consistent stream of qualified leads and reaching ideal prospects quickly. Referral selling solves these prospecting problems and more. Referrals are the fastest revenue-driver with no marketing costs, a 50%+ close rate, and pre-qualified leads in the pipeline.

    Yet, 95 percent of companies haven't adopted a systematic, disciplined, referral program with metrics, skills, and accountability for results—even though generating referral leads is their most productive outbound prospecting strategy. Sales reps don’t need to jump through hoops to get meetings. They always get a meeting, because they receive introductions from their prospects’ trusted colleagues.

    Whether you make cold calls now or not, leverage the power of your referral network and hit your sales numbers without hitting the phones. Your business development will never be the same. It's the one-call referral meeting!

    You will learn:

    1.Why referrals are gold—and yet almost no one is investing in their development
    2.The biggest reason you’re not getting the referral business you think you’re entitled to
    3.3 referral traps to avoid
    4.How to jump-start referral selling today
  • Sell High-Value Professional Services with this Strategic Selling Framework
    Sell High-Value Professional Services with this Strategic Selling Framework
    Amy Franko, The Strategic Sales Expert Mar 2 2020 9:00 pm UTC 45 mins
    In professional services, earning higher value engagements is the fast path to growing your book of business.
    But most firms don’t have a consistent methodology that focuses on how to sell these types of engagements.

    This talk will help you change that. Amy Franko’s Strategic Selling Framework is a 4-part methodology designed for those who sell expertise or complex solutions. She works with organizations in professional services, technology, and insurance to help them accelerate sales growth.

    With the Strategic Selling Framework, you’ll create higher quality opportunities in your pipeline, work with top clients, and ultimately create more growth in your firm and book of business.


    You will learn:

    1.The Strategic Selling Framework to identify and close high-value engagements: Intelligence, Relationships, Propose, Commit
    2.Strategies to easily apply this framework and become that trusted advisor to your prospects and clients.
  • Practical Strategies to Help New Sales Leaders Effectively Succeed
    Practical Strategies to Help New Sales Leaders Effectively Succeed
    Phil Gerbyshak, The Inside Sales Expert Mar 3 2020 4:00 pm UTC 45 mins
    Many new sales leaders struggle needlessly for the first 100 days or longer because they have no experience leading a team, no resources to support them, and nobody in their organization to talk to.

    Have you been promoted from the ranks and now you’re leading a sales team without any training or backup? Struggling to know if what you’re doing is working, or if you’re just doing busy work for the sake of doing it? Curious of the things that can get you leading your team as quickly - and efficiently - as possible?

    Join Inside Sales Expert Phil Gerbyshak and Management and Leadership Expert Naphtali Hoff for 45 minutes of insights from two who’ve been there, done that and have the scars to prove it.

    You will learn:

    1. Leadership: From ‘me’ to ‘we’ - mindset and practical
    2. How to get your team to sell more - Motivation and tactical
    3. Building (or reimagining) relationships with team members
    4. Daily activities for new leaders
    5. Setting effective goals for yourself - and your team
  • How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
    How To Avoid The Common Cold Email Mistakes That Ruin Sales Relationships
    Liz Wendling, The Complex Sale Expert Mar 3 2020 5:00 pm UTC 45 mins
    Get the cure for common cold e-mail mistakes. In this new webinar, Liz Wendling helps you to leverage the tools of technology and understand how to craft powerful and impactful e-mails. When done well, cold-call e-mails work. When done poorly, your messages will likely be deleted with disappointing frequency. The structure and language of your e-mails will either pique interest or generate resistance.
    Takeaways:
    • Learn the words and phrases that inspire people to read and respond to your messages.
    • Identify a cold e-mail approach that works for you and distinguishes your business. One size does not fit all.
    • Understand the top 5 social selling mistakes that cause your e-mails to be deleted and what to do instead.
  • Using Intent Data to Fuel your Sales Automation Program
    Using Intent Data to Fuel your Sales Automation Program
    Shawn Elledge, The Lead Generation Expert Mar 3 2020 7:00 pm UTC 45 mins
    Join us for an educational webinar on how to use intent data to identify companies and contacts consuming content related to your products and series on the internet. Relevancy is the fuel behind any successful sales automation program and intent data is the key to finding prospects actually interested in what you have to offer.

    Speakers include Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.

    You will learn:

    How Intent Data works
    How to identify companies consuming content related to your products and services
    How to target ideal prospects at those companies using sales automation platforms
    How to prepare your data for your sales automation campaigns
    What subject lines and body copy are generating the most responses
  • Three Proven Techniques to Overcome Sales Call Reluctance
    Three Proven Techniques to Overcome Sales Call Reluctance
    Connie Kadansky, The Sales Mindset Expert Mar 4 2020 4:00 pm UTC 45 mins
    70% of the sale is engagement and discovering the needs of the prospect. When you get in front of a prospect if the timing is right, you are almost there if you discipline your process and do not allow yourself to sabotage the conversation. What’s it going to take to learn how to listen yourself into a sale versus talking yourself out of one?

    Sales Call Reluctance is the emotional hesitation to prospect and promote. It not only shows up in initiating contact with potential buyers, it shows up during a sales conversation when you are in front of your ideal prospect. Do you ever freeze on a sales call? Do you wait too long to state the price of your products or services? Do you wait too long to ask for payment? Do you spend excessive time explaining product features and specifications? Do you give a discount based on a perceived objection? If so, this virtual training is for you.

    You will learn:

    1.How the different types of Sales Call Reluctance show up on the sales call.
    2.How to psychologically prepare for your sales call.
    3.A formula to discover what is important to your prospect and much more.
  • Designing and Leveraging Win Themes™ in 2020
    Designing and Leveraging Win Themes™ in 2020
    Lisa Magnuson, The Landing 7-Figure Deals Expert Mar 5 2020 4:00 pm UTC 45 mins
    If you want to improve your prospect’s receptivity to your messages, then you need to know about Win Themes™. Win Themes™ accelerate your sales productivity by zeroing in on conversation sweet spots.

    Webinar participants will learn:
    1.Why are Win Themes™ so powerful for prospect and customer interactions?
    2.When can you to use Win Themes™ to gain maximum impact.
    3.What results can you expect from Win Themes™?

    Who should attend this webinar:
    -Enterprise sales people who want to improve the quality of their prospect interactions.
    -Sales VP’s and Sales Managers who want to learn how Win Themes™ will have an immediate and dramatic impact on prospect receptivity.
  • 4 Pillars of Video Marketing: Measure and Optimize your video campaigns
    4 Pillars of Video Marketing: Measure and Optimize your video campaigns
    Jeff Kunken, Jon Mycroft, BrightTALK Mar 5 2020 4:00 pm UTC 60 mins
    The need for a content marketing program is nearly universally understood, however, only 25% of B2B marketers report being able to effectively measure their effectiveness.

    Without accurate and actionable metrics and reporting, how can a marketer expect to improve?
    In this webinar we'll discuss what metrics are most useful, how to get richer engagement data, and how this data can be used to optimize your programs and content.
  • Artificial Intelligence, It’s Not Just for Lead Generation
    Artificial Intelligence, It’s Not Just for Lead Generation
    Chad Burmeister, The AI for Sales Expert Mar 10 2020 5:00 pm UTC 29 mins
    Learn how AI for Sales is changing the game for companies who choose to harness the power of big data to dominate their market

    You will learn:

    1. What are the top 3 ways companies are using AI for Sales in the last 12 months
    2. Where is the best ROI in AI for Sales?
    3. Where should I start?
  • How to transform your channel marketing – A framework for channel growth
    How to transform your channel marketing – A framework for channel growth
    Tom Perry - CEO at Sherpa Marketing and Mary-Anne Baldwin - Head of Content at B2B Marketing Mar 11 2020 3:00 pm UTC 75 mins
    Channel Marketing is complex. And these complexities make channel growth extremely difficult. Many vendors aren’t sure where to start when looking at scaling their channel marketing.

    We have therefore used our 30 years of Channel experience to build an industry Channel Growth index and a framework with which to activate it. This provides an index against which Channel Vendors can assess themselves to gauge the maturity of their Channel marketing and identify areas in which they need to invest and build a business plan to enable growth.

    Join Sherpa CEO, Tom Perry as he discusses the framework, what it means for Channel Marketing and how the scores and results can be interpreted to enable vendors to scale their efforts and enhance the maturity of their Channel.

    In this webinar, you will learn:

    1. Where to start with channel marketing and what next.
    2. What the key ways are to enable channel growth.
    3. What vendors can achieve by future proofing their channel strategies.
    4. How the pillars of measurement are mapped against the maturity scale.
    5. How companies can align their growth index results with the overall strategic goals of the business.

    Presenter:

    Tom Perry - CEO and founder of Sherpa Marketing

    Tom is a B2B marketing professional, specialising in channel marketing, who has spent the past 25 years working with some of the world’s largest and fastest growing technology companies. He is a pioneer of Channel ABM, bringing together Marketing Strategy, Demand Generation, Content, Paid Traffic, PPC & SEO, Social and Programmatic marketing.

    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 Sherpa Marketing who are sponsoring this webinar. 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
  • This is How You ABM with RingCentral
    This is How You ABM with RingCentral
    Sam O'Brien, Senior Website Optimisation & UX Manager and Sunny Dhami, Senior Director of Product Marketing, RingCentral Mar 12 2020 10:00 am UTC 58 mins
    Are you tasked to "do ABM" in 2020? Are you wondering how your specific role and responsibilities will shift as your organisation implements and scales their Account-Based strategy? Well then Listen Up, This Is How You ABM.

    Hear from RingCentral as they share their trials, tribulations, tips, tricks, successes and most importantly how ABM has impacted their role.

    They will share their experiences and how their lessons learned can be applied to specific roles within the organisation.
  • Effective Selling through Powerful Story Telling
    Effective Selling through Powerful Story Telling
    Michael Wills, The Fractional Sales Leadership Expert Mar 13 2020 3:00 pm UTC 45 mins
    Do you find yourself too often in the weeds with your prospects? Five minutes into your first meeting and you are already sharing what your products do? Have you noticed your prospect has already lost interest and wishes you would just leave?

    Great Marketing and Sales is not about you or your product. It is about pain and your Prospects frustrations. It is about changing your “me first” focus, to one where your prospect joins you in a story where they are the lead character, and your role is to demonstrate that you understand their world, and have solved pain for a similar person or company which deeply resonates with them. This pivots you and your story to one of service and value. Now you have their attention!!

    In this webinar you will learn the 3 Rules of Storytelling and how these rules will jumpstart your marketing and sales.

    You will learn:

    1.Learn Your Story
    2.Learn how stories change your Buyer’s emotions and interest
    3.Learn how to use storytelling to supercharge your sales
  • 3 Attributes of Top Sales Performers
    3 Attributes of Top Sales Performers
    Mary Grothe, The Sales Behavioral Quotient Expert Mar 17 2020 4:00 pm UTC 45 mins
    As a former #1 and Top 10 rep, Mary Grothe is often asked to share what she believes are the top attributes of high-performing sales people. In addition to her own experience at the top of the rankings, she had the opportunity to work on the #1 sales team in the country and now oversees dozens of top sales performers across the country. 

    You will learn the top 3 attributes, how to benchmark yourself against them, and an action plan to increase your performance. The attributes are:
    1.The relentless pursuit of winning, fueled by hating to lose and the inner desire to be number 1, and competing in everything.
    2.Being full of passion, enthusiasm, and conviction.
    3.Being an industry and product/service expert.
  • Planning for Prospecting Success
    Planning for Prospecting Success
    Adam Snider, The Teaching Sales Skills Expert Mar 19 2020 3:00 pm UTC 45 mins
    A common challenge sales people experience is not having enough time to prospect; the root cause of this is generally lack of planning and organization. Learn how to arrange and organize a versatile prospecting plan to keep you consistent and accountable to your business development. Whether you are a sales professional or leader, don’t cold call aimlessly, build a strategy for prospecting success.

    You will learn to:

    1.Engage your market daily.
    2.Take the chore out of prospecting.
    3.Be more relevant to your prospects.
    4.Prospect without just cold calling.
    5.Increase your prospecting success.
  • Disqualify Hard: Close Easy
    Disqualify Hard: Close Easy
    Marcus Cauchi, The Channel Hypergrowth Expert and special guest, Bob Apollo Mar 20 2020 1:00 pm UTC 45 mins
    Traditional selling focuses on qualifying prospects into the funnel. We will explain why you must focus on disqualifying out the non-prospects, wrong prospects and bad business. You will learn why this approach will free up your salespeople to focus on high value activities, increase the time available for selling by as much as 500% and increase the time salespeople are highly productive by up to 400%. This in turn frees up managers to focus on their highest value activities:

    • Hire the best people
    • Get the best out of them
    • Get into the field supporting salespeople and partners

    Marcus and Bob will explain why salespeople hang on to non-opportunities and why weak sales managers tolerate this unproductive behaviour.

    In an increasingly competitive selling environment, with an over reliance on technology instead of focusing on doing the basics well, consistently, over time and meaning it, we will show you why what you have always done is hurting you, your salespeople and your business.

    Prepare to be challenged, to feel uncomfortable and leave with practical insights you can apply immediately in your sales teams.

    You will learn:

    1. Why you need to stop qualifying in, and instead, disqualify out to close more sales, faster
    2. Why you must focus on managing the middle of the funnel
    3. Why pipeline hygiene is essential to forecasting accuracy and building a sustainable business
    4. Why traditional pipeline management wastes scarce resources, distracts from real opportunities and contributes to only 44% of sales reps hitting quota
    5. Why a clean, healthy pipeline will drive up close ratios and shorten sales cycles
  • 4 data-validated tactics to increase qualified lead volume...
    4 data-validated tactics to increase qualified lead volume...
    Garrett Mehrguth - CEO at Directive Mar 26 2020 4:00 pm UTC 75 mins
    ...and 2 tactics that are guaranteed to fail.

    Fads fade and growth hacks are just that...hacks.

    In this session, Garrett Mehrguth will walk the audience through four tactics that have been battle-tested across 60+ accounts over the last 12 months and have statistically proven to consistently increase clients’ qualified lead volume.

    Plus, he will discuss two widely-practiced tactics that are guaranteed to fail and why you'll want to avoid them.

    This is one session you will not want to miss!

    After this session, you'll be able to:

    1. Execute on 4 methods that have been statistically proven to work.
    2. Avoid two widely-implemented practices that, simply, do not work.
    3. Analyse your current marketing efforts with a list of questions that spark your journey towards repeatable and scalable growth.


    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 Directive who are sponsoring this webinar. 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
  • Why You Need to Connect the Upstream and Downstream for Growth
    Why You Need to Connect the Upstream and Downstream for Growth
    Laura Patterson, Presidenet VisionEdge Marketing Moderated by Shawn Elledge, Founder of Lead Generation Institute Mar 26 2020 6:00 pm UTC 45 mins
    For many business leaders growth is the number one mandate. But growth doesn’t just occur – it takes intent and deliberate action. Join this program if you are looking for a practical customer-centric framework that provides a systematic process for navigating and accelerating a sustainable path to organic growth.


    During this program, Laura Patterson, author of the new Fast-Track Your Business and thought leader on using data-derived insights, operational excellence, and performance management to accelerate growth will cover:

    • Making customer-centric more than a buzzword

    • Using upstream Marketing to drive growth

    • Applying a framework to accelerate traction in the market
  • Build Enterprise Account Relationships by Advanced Mapping
    Build Enterprise Account Relationships by Advanced Mapping
    Lisa Magnuson, The Landing 7-Figure Deals Expert Apr 28 2020 3:00 pm UTC 45 mins
    Do you know what relationships are needed to land your largest enterprise prospect? Have you analyzed each of these relationships to set appropriate relationship goals? Is each relationship mapped to a primary and secondary person in your organization?

    Target audience: Sales leaders (Sales VP’s, Directors, Managers) and Enterprise salespeople

    You will learn:

    1. Why advanced relationship mapping is a fundamental element for all large prospect development for enterprise sellers.
    2. What are the most important aspects to a winning relationship map?
    3. How does mapping relationships tie into your overall account strategy?
    4. How to determine if you are on the right track and set up for success.

    For those salespeople who want to increase their sales productivity with 5X deal opportunities, advanced relationship mapping is essential.
  • Cracking the Buyer Code – What do they REALLY want from Sales Professionals?
    Cracking the Buyer Code – What do they REALLY want from Sales Professionals?
    Lisa Leitch, The Sales Results Expert May 8 2020 3:00 pm UTC 45 mins
    Today’s demanding buyer doesn’t have time or respect for Sales Professionals. In this session, we are interviewing buyers who will share their insight on exactly what they like and don’t like about sales professional’s approaches & actions. The following buyers will share their perspective on price, value and building trust:
    Susan Ryan, Merchandising Team Manager at Home Hardware Stores Limited
    Ryan Escalante, Key Account Manager at ReSource Group Canada
    Marianne Thompson, Vice President, Merchandise LBM at Home Hardware Stores Limited
    You’ll learn what it takes to get a buyer’s attention, secure a meeting, earn their business and ultimately a long-term partnership. A great session to get inside the buyer’s mindset as they reveal what it takes to earn their business.

    You will learn:

    4 States of the Consultative Culture – what state are you in?
    Insights from different buyers on how to provide more value in your meetings & become their trusted partner
    Other than price, what is most important to buyers
  • How to Grow Your Startup and Scale Your Product Using Rigorous Research
    How to Grow Your Startup and Scale Your Product Using Rigorous Research
    Robert J. Lewis, Ph.D. Jun 17 2020 5:00 pm UTC 60 mins
    A broad overview of basic research methods accessible to product-based businesses of all sizes. The discussion focuses on the most common and useful qualitative and quantitative research methods, and how to overcome each technique's individual disadvantages.

    Participants will learn:

    - How to define their business problem better, and choose the right method(s) to solve it.

    - How to practically implement several very useful methods without the need for proprietary software.

    - How to leverage the data they already have to find insightful patterns.

    - Which methods are out there. Business leaders often do not realize there is a method that has been built specifically for their class of problem.
    Having a broad understanding of the types of techniques that are out there (*and what they are for*) can be 90% of the battle.

    About the speaker:

    Robert J. Lewis, Ph.D. is a quantitative social scientist and software developer. His academic work in media psychology and entertainment has garnered more than 700 citations in his discipline. He has worked with multiple clients on various types of research problems, including Whatsmywine.com, Summery.ai, Crux Climbing Gym, and Rhu Collective.  Additionally, he taught analytics and research methods to advertising students for seven years at The University of Texas at Austin.