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Demand Generation

  • Sales Legends Series - An Interview with Jim Cathcart
    Sales Legends Series - An Interview with Jim Cathcart Deb Calvert with special guest Jim Cathcart Recorded: Apr 19 2018 49 mins
    Jim Cathcart, CSP, CPAE is the original author and champion of “Relationship Selling.” This set of international best selling books, training videos and other learning materials has been translated into multiple languages around the world. Mr. Cathcart is the author of 18 books and past president of the National Speakers Association. Among professional speakers he has received virtually every possible award and certification. This includes the Cavett Award, Golden Gavel award, Speaker Hall of Fame, Sales & Marketing Hall of Fame and Legends of Speaking award.
    Jim Cathcart’s major contribution to the sales profession has been the popularization of treating relationships as assets and encouraging the advancement of ethical sales behavior and sales systems. His model of “The Eight Competencies of Top Sales Producers” helps isolate the many skills required for sales success and simplifies the training process. He has delivered over 3,100 presentations around the world to audiences as large as 13,000. His recent TEDx video has received over 1.25 million views placing it in the top 1% out of over 100,000 TED videos.
  • Gaining Traction With Every Digital Interaction
    Gaining Traction With Every Digital Interaction Liz Miller, CMO Council ; Matthew Harris, Sendwithus ; Diana Baldwin, SunTrust Recorded: Apr 18 2018 64 mins
    We are thrilled to announce the CMO Council’s upcoming live webcast, in partnership in Sendwithus, “Gaining Traction With Every Digital Interaction.” Join us on April 18, 2018, at 10am PST/1pm EST as we explore the key issues, needs and challenges around advancing and optimizing revenue opportunities through digital engagements.

    Among the issues to be discussed are:

    ●The operational requirements between marketing and product teams that are needed to empower collaboration and maximize transactional communication impact

    ●Missed opportunities for marketers to maximize relationships through connected content strategies across critical touchpoint

    ●Strategies for advanced segmentation and precision personalization across each communication

    ●Unification across diverse organizational ecosystems to align brand experiences and calls to action

    ●Leveraging valued and opt-in communications in an age of heightened restrictions and regulations around privacy and customer data
  • The ROI of good design
    The ROI of good design Max Caldwell, Growth Marketing at SketchDeck Recorded: Apr 18 2018 41 mins
    From marketing content to sales presentations and from ads to events, your company has hundreds of design needs each month. Many teams are unable to keep up with the demand, leading to bad design and a decline in productivity. In fact, according to research by SketchDeck, 47% of marketers in the US report having to design customer-facing material themselves.

    Attend our webinar to learn why design is important, the top challenges marketers face scaling good design, and how to build a business case to overcome those challenges for your company.

    Covered in the webinar are:

    ● The impact of good design on revenue growth
    ● What the barriers are to achieving great design in a company
    ● The impact of bad design on sales and productivity
  • How to Scale Your Account-Based Content and Empower Your Sales Team
    How to Scale Your Account-Based Content and Empower Your Sales Team Tara Robertson, Director of Revenue Marketing (Uberflip); Peter Herbert, CMO (Terminus); Justin Keller, VP Marketing (Sigstr) Recorded: Apr 18 2018 48 mins
    Your marketing team spends tons of time and resources developing the right content to engage your top personas and accounts. But what if you could engage your sales team while making them look like rockstars with your content? Learn how Sigstr, Terminus and Uberflip run their ABM campaigns and empower their sales teams with content. It’s time to move away from the traditional demand gen and outbound sales tactics with a focus on pure volume and towards a personalized approach.

    You’ll discover strategies and tips to:
    - Personalize your account based content at scale
    - Leverage your sales team as your secret weapon for content distribution
    - Win over your top accounts!
  • How to use Artificial Intelligence in Sales and Marketing
    How to use Artificial Intelligence in Sales and Marketing James Regan and Dan Harvey Recorded: Apr 17 2018 55 mins
    Artificial intelligence isn’t just a future concept or the latest industry buzzword. Soon enough, AI will be a non-negotiable sales and marketing tool. Artificial intelligence is currently driving real results for B2B organizations. Utilizing AI to make predictions on prospects’ buying patterns and using those predictions to inform content strategy has shown greater results in account-based marketing strategies. AI-enabled software can connect insight to the action so you can trigger personalized, relevant content at exactly the right time, in exactly the right context.

    Register for this webinar and join James Regan, CMO and Co-Founder, MRP and Dan Harvey, Solutions Architect, MRP as they discuss how embedded artificial intelligence and machine learning are changing the way sales and marketing teams acquire customers.

    Here’s what you’ll learn in this webinar:

    • How AI lets the machine do the heavy lifting so you can focus on the marketing
    • How AI informs and operationalizes your customer engagement strategy
    • How embedded AI and machine learning enable real-time predictive execution

    Register now!
  • Truths, Trends and Strategy in Sales Negotiation
    Truths, Trends and Strategy in Sales Negotiation Patrick Tinney Recorded: Apr 10 2018 49 mins
    It is essential that sales professionals have the ability to identify negotiation strategies that large customers use in bargaining regularly. Professional buyers are generally well educated in the field of negotiation because their livelihood depends on it. As sales professionals… what is your lack of negotiation knowledge costing you on a yearly basis?
  • Fireside Chats on Sales Management with special guest Jason Jordan
    Fireside Chats on Sales Management with special guest Jason Jordan Steven Rosen and Jason Jordan Recorded: Apr 6 2018 49 mins
    Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert Jason Jordan. Steven and Jason will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.

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

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • The Omnichannel is Table Stakes in 2018
    The Omnichannel is Table Stakes in 2018 Melanie Turek, VP of Connected Work, Frost & Sullivan Recorded: Apr 5 2018 46 mins
    One of the best ways for companies to differentiate is by delivering a truly personal customer experience. In fact, today’s buyers have come to expect it. But customer interactions are happening on more applications and devices every day—so how do you ensure your customers get a seamless experience every time they contact your business, regardless of format or channel?

    This session will take a deep dive into the next-generation technology that lets companies deliver an omnichannel contact center—one that uses every customer contact point and all relevant back-office information to create truly joyful journeys.
  • Solving Bad Ad Experiences
    Solving Bad Ad Experiences Victor Wong, CEO, Thunder Recorded: Apr 5 2018 32 mins
    Most brands interact with their customers through advertising more than any other touchpoint. A good ad experience has become integral to a good customer experience pre and post purchase.

    Learn about common mistakes brands are making that risk alienating, losing, and offending customers so that you can bring home ideas on how to solve the core issue.
  • Win New Customers: Engaging & Nurturing Prospects w/ Messaging, Content & Social
    Win New Customers: Engaging & Nurturing Prospects w/ Messaging, Content & Social Jean Ginzburg, CEO and Founder of JeanGinzburg.com Recorded: Apr 5 2018 39 mins
    2017 was the year where digital ad spend has surpassed TV ad spend. Brands are switching their ad spend focus from TV, radio and print to digital.

    The majority of our audiences are hanging out online. But before we can market to them, first, we have to identify who is our target market. We will review how to create your customer avatar, identify their pain points and frustrations and pinpoint where the audiences are spending their time online.

    With the target market identified, we will create content to engage users with the branded content. We will discuss the trends in creating content and review the types of content applicable at different stages of the customer lifecycle.

    And now we are ready to disseminate this content on social media and engage with users. We will cover how to use social media to get your message across and connect with users who would be most likely to engage with your brand. The concept here is to engage, ascend the users to eventually become customers.

    Bio: Jean Ginzburg is a best-selling author, serial entrepreneur, digital marketing expert with more than 10 years of industry expertise helping companies scale revenue, optimize sales and marketing processes and improve productivity. Jean is also the CEO of Ginball. Ginball's clients range from brand name Fortune 500 companies to innovative start-ups.

    Jean launched her book Win New Customers: How to Attract, Connect, and Convert More Prospects into Customers in 60 Days Using Digital Marketing. The book is a #1 Amazon best-seller.

    Jean's digital industry specializations include Full funnel marketing strategy, Facebook Advertising, Customer avatar development, Sales and Marketing Automation and Social Media.

    Jean has been featured in numerous publications and as a radio and podcast guest. You can find the entire list here:
    https://jeanginzburg.com/articles-and-podcasts/
  • The Era of Accountability: Sales & Marketing’s Revenue Responsibilities
    The Era of Accountability: Sales & Marketing’s Revenue Responsibilities Dan McDade Recorded: Apr 5 2018 35 mins
    Exactly what the lack of alignment costs companies, how the Zeitgeist is leading executives down the wrong path and five actions you can take to reverse the downward spiral of fewer and fewer sales executives making quota.
  • Step in Your Customers’ Shoes for Best Growth Through CX Tech
    Step in Your Customers’ Shoes for Best Growth Through CX Tech Lynn Hunsaker, Chief Customer Officer at ClearAction Continuum Recorded: Apr 5 2018 35 mins
    Customer experience technologies play significant roles, yet it’s not uncommon for CX tech to actually make it harder to be a happy customer. To get it right, you need to look at customer experience technology not from an employee’s viewpoint, but from your customer’s perspective.

    For customer relationship management, automated customer interactions, customer loyalty, enterprise feedback management, customer communities, social media and other platforms, this presentation will show you how to get beyond a technology-centered definition of customer experience management to view things the way customers do, and to leverage CX tech to inspire customer-centered management company-wide in ways that customers will reward with enthusiastic recommendations and expanded spending with your brand.

    About the speaker
    Lynn Hunsaker is Chief Customer Officer of ClearAction Continuum, which centers businesses on customers by empowering marketing and customer experience teams to adopt customer-centric outside-in thinking and influence for accelerating growth. She led customer experience strategy at Applied Materials and Sonoco Products Company since the early 1990s where her roles included Voice of the Customer Manager, Customer Satisfaction Improvement Manager and Head of Corporate Quality. Lynn has authored 3 customer experience handbooks, including Innovating Superior Customer Experience, and she was author of the year in 2017 and 2015 on CustomerThink.com. She is past president of Silicon Valley American Marketing Association and currently on the Board of Directors for Customer Experience Professionals Association. Lynn co-founded the ClearAction Value Exchange, which helps companies crack the code to overcoming organizational barriers to success with customer-driven change initiatives.
  • Why you should give 25% of your customers the boot
    Why you should give 25% of your customers the boot Iain Lovatt Recorded: Apr 5 2018 56 mins
    On average, 25% of your customer base are poor performing - but how do you find your best and worst customers to begin with? Using an innovative customer insight service Blue Sheep calls Money Mapping.

    In this presentation, you’ll see how Money Mapping can revolutionise your marketing strategy and learn:

    -Why not all customers should be treated equally.
    -How to identify your 'treasure' customers.
    -The differences between your ‘treasure’ and ‘avoid’ customers.
    -How assessing your customer database can lead to £millions in efficiency savings.
    -How profiling your most profitable customers can uncover similar leads worth £billions.
    -How Money Mapping can make your marketing more efficient, and profitable.

    The presenter:

    Iain Lovatt is Founder and Chairman of Blue Sheep, and has been helping businesses improve their performance using data for over 30 years.

    Iain is a respected member of the data marketing community, having been chair of the IDM Data Council, on the board of the DMA, and is a Visiting Professor at the University of the West of England. In 2017, he was elected a representative for the Direct Commerce Association.
  • SEO & Content Marketing: The Art & Science of Capitalizing on How to Rank
    SEO & Content Marketing: The Art & Science of Capitalizing on How to Rank Holly Miller, Brand Ambassador, Searchmetrics Recorded: Apr 3 2018 35 mins
    SEO & Content Marketing are the couple to beat. By understanding the art & science of SEO, this dynamic duo can help marketers in any vertical leverage their content marketing efforts to increase rankings and get eyeballs on their content.

    The Internet didn’t exist 20 years ago. Especially in the form it does today. The Digital Revolution is an exciting time to be a marketer! Today there are more smart devices and more ways to search than ever before.

    While there are no silver bullets, what I know for sure is that there are certain weapons & tactics you need in your tool bag that will help you hit your mark.

    What should be in your bag: (what you’ll learn)

    - Ranking research from Searchmetrics - Industry Ranking Factors https://www.searchmetrics.com/knowledge-base/ranking-factors-industry/
    - Tactics for ranking as a Featured Snippet when people type questions into Google
    - Content checklist: seasonality, semantic association of topics, search volume & intent
  • Establishing a Foundation for Digital, Influencer & Inbound Marketing Strategies
    Establishing a Foundation for Digital, Influencer & Inbound Marketing Strategies James Michalak, Director of Business Development, IZEA Recorded: Apr 3 2018 21 mins
    Content marketing is the very foundation of any marketing strategy. With limited time and resources, content is easily one of the best investments any business can make.

    Targeted content can form the backbone for influencer and inbound marketing initiatives, thus maximizing the utility of short-form articles, white papers, ebooks, or infographics. In this presentation we take a look at how businesses can gain awareness, build trust, and grow with a content-first mentality.

    Things you’ll learn:
    - How to maximize your spend with content
    - The Content Formula (Medium + Distribution x Frequency = Sales)
    - Diversification of distribution and how to use digital assets effectively
  • Reduce churn and maximize subscription revenue with machine learning
    Reduce churn and maximize subscription revenue with machine learning Emma Clark, Sr Product Manager, Recurly Recorded: Mar 28 2018 61 mins
    Subscription businesses can lose the happiest of subscribers because of involuntary churn—that deadly form of attrition that comes from card declines and invoice failures.

    Even slight variations in a subscription business’ churn rate can have significant impact on revenues, so it’s critical to address involuntary churn -- and easier than ever. The latest subscription technology leverages machine learning, which can improve transaction success rates and billing continuity, helping automatically reduce involuntary churn and boost monthly recurring revenue by an average of 9 percent.

    Want to know more about how subscription businesses are making a positive impact on revenue? How can you optimize decline management and revenue recovery strategies based on your own unique business needs? Join our latest VB Live event and you’ll learn how to start and where, plus get a first look at the latest Revenue Recovery Benchmarks, which reveal the powerful impact of machine learning.

    Don’t miss out!

    Registration is free.

    In this webinar, you’ll learn...
    * The power of dynamic retry logic, optimized for each individual invoice
    * The incremental lift that a well-designed dunning strategy can have on revenue
    * The key metrics every subscription business should understand to prevent churn
    * How to develop a comprehensive decline management and revenue recovery plan using proven strategies for successful transactions.


    Speakers:

    * Emma Clark, Director of Product, Recurly
    * Devin Brady, Data Scientist, Recurly
    * Stewart Rogers, Analyst-at-Large, VentureBeat
    * Rachael Brownell, Moderator, VentureBeat

    Sponsored by Recurly
  • Growthhacking content creation to transform your business
    Growthhacking content creation to transform your business Lisa Gibbs, Director of News Partnerships, Associated Press Recorded: Mar 27 2018 60 mins
    Curating, creating, and delivering fresh content pushes your marketing game to the next level. Your goal: Get the right content to the right people, when and where they want to see it.

    Optimization is the key, and analyzing user data, whether by leveraging AI or including engagement and other metrics in your efforts, helps you uncover not just which content is most competitive but what characteristics are pushing it to the top of the list, and even help you fine-tune your message in real time, keeping it fresh and commanding consumer attention. Once that message is refined and optimized, your data can help you home in on consumer intent, seize site-specific demand opportunities, gauge opportunity sizing — and then make sure your message is discovered with predictive intelligence.

    To learn more about how to take the educated guesswork out of content creation, make your pitch more persuasive, and magnify your message, don’t miss this VB Live event.

    By attending thIs webinar, you'll learn how optimizing content can:

    * Increase relevance for consumers across channels
    * Leverage data to increase consumer engagement with content
    * Increase the volume and scope of content, netting stronger conversions.
    * Seize customer journey opportunities when they appear

    Speakers:
    * Lisa Gibbs, AP Director of News Partnerships, Associated Press
    * Ari S Goldberg, Founder, Barber Surgeon’s Guild
    * Peggy Anne Salz, Principal, Mobile Groove Consulting
    * Rachael Brownell, Moderator, VentureBeat
  • How to Generate Sales Leads with No Budget
    How to Generate Sales Leads with No Budget Kendra Lee Recorded: Mar 22 2018 45 mins
    Whether you’re a salesperson hunting for your own leads, or a business with little marketing budget, you have to get creative to get more leads. There are 10 strategies you can use to attract more prospects and generate qualified leads without spending much money. Join us and build your funnel now!
  • Crucial Keys to a Successful Sales Hire
    Crucial Keys to a Successful Sales Hire Carole Mahoney Recorded: Mar 21 2018 33 mins
    Avoid the expensive costs of a failed sales hire. Join this webinar to learn simple strategies to find and interview the right candidates and set them up for success. Be the first to access links to free tools to help in your hiring and onboarding processes.
  • Nailing Your Sales Pitch - in All Situations
    Nailing Your Sales Pitch - in All Situations Michael Griego Recorded: Mar 15 2018 47 mins
    Is your sales pitch professional? Is it high-quality and crisp? Can you flex and apply it anywhere on the phone, a live meeting, trade-show, or with executives? This dynamic webinar will provide practical professional sales tools that will help you reset and master the most critical element in professional selling.
  • The AI use cases that keep you competitive
    The AI use cases that keep you competitive Matthias Keller, Kayak Recorded: Mar 14 2018 62 mins
    The hype surrounding AI has reached a fever pitch, but practical uses that are delivering concrete, practical business results are here, and it’s time to get real.

    From taking over the routine requests for customer service agents, reducing costs, speeding up service, and boosting customer satisfaction, to reliably helping marketers deliver what a customer wants, when they want it and where, AI is popping up everywhere, and companies need to figure out where they stand, fast, to stay competitive.

    Join this VB Live event, hosted by Forrester Senior Analyst Brandon Purcell and Kayak Chief Scientist Matthias Keller to learn more about how to identify the AI use cases that can transform your business, and how to get started, stat.

    You’ll learn:
    * What technologies fall under the AI umbrella
    * How companies like Kayak use AI to understand customers and personalize experiences
    * How to identify the right AI use case for your business
    * Common challenges firms face when implementing AI
    * Why AI’s time in the sun has finally come, and why it’s here to stay

    Speakers:
    * Brandon Purcell, Principal Analyst, Forrester
    * Matthias Keller, Chief Scientist, Kayak
    * Martine van der Lee, Director of Social Media, KLM
    * Pradeep Elankumaran, CEO and Co-Founder of Farmstead
    * Rachael Brownell, Moderator, VentureBeat
  • Mapping B2B Content to Each Stage of the Funnel
    Mapping B2B Content to Each Stage of the Funnel Taylor Freitas, Marketing Programs Manager at BrightTALK Recorded: Mar 14 2018 40 mins
    According to research from Google, buyers engage with an average of 10.4 pieces of information before making a purchase decision. Are you creating the right content to address your prospective buyers’ needs at each stage of the funnel?

    Join BrightTALK as we share how to ensure you’re building a well-balanced asset library, including tips on blending rich and static media and building content that supports customer retention and growth.

    In this webinar, you’ll learn:

    - How to leverage different content types for each stage of the funnel
    - How to build an editorial calendar that address all stages of the sales funnel
    - How to establish a content library that suits use cases, personas, and the complete buyer’s journey
  • Maximize Sales Training with the 5 Stages of Sales Mastery
    Maximize Sales Training with the 5 Stages of Sales Mastery Mike Kunkle, VP, Sales Transformation Services Recorded: Mar 14 2018 48 mins
    The fact that Sales Training ROI is elusive is almost legendary. The truth is, most Sales and Sales Enablement leaders have no plan for behavior change or supporting the attainment of sales mastery. In this webinar, Mike Kunkle will share an approach that is proven to deliver results and ROI.
  • 5 Successful Strategies for Using Stories in Your Sales Pitch
    5 Successful Strategies for Using Stories in Your Sales Pitch Julie Hansen, Founder Recorded: Mar 14 2018 39 mins
    Fact: Stories can drive sales. But what type of story is most effective? When should you tell a story and how do you find the right story for your customer? Discover 5 successful strategies for using stories in your sales pitch to move the sale forward.
  • How to Crush Your Revenue Marketing Goals with Webinars
    How to Crush Your Revenue Marketing Goals with Webinars Tara Robertson, Director of Revenue Marketing at Uberflip & Val-Pierre Genton, VP of Product Marketing at BrightTALK Apr 24 2018 5:00 pm UTC 60 mins
    Many B2B marketing teams have introduced webinars into their marketing mix. These web-based events attract qualified, invested audiences that you can convert into leads weeks before the content goes live, and months after it’s recorded. Are you making the most of this powerful lead generation asset?

    Join this live webinar with BrightTALK and Uberflip to hear B2B webinar best practices and learn:

    - How to optimize your webinar sign up process to get more registrants and how to get people to actually show up!
    - How to leverage your recorded webinars to drive leads
    - How to use paid amplification to drive even more MQLs from your webinar library
  • TWO SIDES OF THE SALES COIN:   INSIDE VERSUS DIRECT
    TWO SIDES OF THE SALES COIN: INSIDE VERSUS DIRECT Janice Mars, Principal and Founder Apr 26 2018 3:00 pm UTC 45 mins
    Today’s sales model can be multi-level – and deciding what, when and how to deploy both direct and inside sales teams requires strategy and planning. Hear from both a field and an inside sales expert on the similarities, differences and requirements of building the right sales approach for your organization.
  • Tuning in to Context: Achieving Quality, Consistency and Transparency in Digital
    Tuning in to Context: Achieving Quality, Consistency and Transparency in Digital Liz Miller, SVP Marketing, CMO Council Apr 26 2018 5:00 pm UTC 90 mins
    For obvious reasons, video represents an unprecedented level of opportunity for companies looking to amplify their digital engagement efforts. However, many companies still lack a formalized strategy for implementing video, and worse, the metrics currently being used to gauge the success of video are questionable, at best. Many organizations are still applying the same metrics for online video that they use for TV advertising, and with Facebook and Google both admitting to flawed, incomplete and often incorrect reporting structures for video campaign outcomes, it is becoming more important than ever for marketers to establish reliable strategies and metrics for video performance.

    With the level of opportunity that video presents, how can marketers ensure that they are getting the biggest bang for their video investments? What metrics truly matter when it comes to understanding video campaign success, and how can marketers achieve the contextual consistency they need to really understand how their videos are performing?

    To address these issues, the CMO Council will be hosting a webinar to explore the greatest barriers to success when it comes to implementing video campaigns that deliver the intended results, in addition to the metrics needed to gain full transparency into video performance to understand who is viewing videos—as well as when and where they are being viewed—and determine their impact on the bottom line.

    The webinar will be on April 26 at 10am PST/1pm EST, and presented by Liz Miller, SVP of Marketing here at the CMO Council, and a thought leader from Vuble.
  • Driving B2B Engagement with Personalized Content
    Driving B2B Engagement with Personalized Content Greg Kelly, Manager of Partner Programs, Vidyard; Howard Sewell, President, Spear Marketing Group Apr 26 2018 7:00 pm UTC 60 mins
    Join us for a webinar with Vidyard and Spear Marketing to learn how B2B marketers are using personalized content to drive engagement.

    We discuss the trends in content personalization, the challenges marketing teams face when implementing it and some real-world examples of how other organizations are personalizing their content experience.
  • Boardroom Brawl! Recruiting Takes on Training for Best Business Results
    Boardroom Brawl! Recruiting Takes on Training for Best Business Results Lauren Bailey, President Factor 8 & Jamie Crosbie, CEO ProActivate May 1 2018 4:00 pm UTC 45 mins
    Two Sales Experts duke it out on this fun webinar to earn your LIVE VOTE for best business growth investment. Learn trade secrets and best practices for leveraging your people for success. Who will earn top billing in your budget? Oh, and the loser will post a LOSER picture of the winner’s design.
  • The State of Engagement: Bridging the Customer Journey Across Every Last Mile
    The State of Engagement: Bridging the Customer Journey Across Every Last Mile Liz Miller, SVP of Marketing, CMO Council and John Nash, Chief Marketing and Strategy Officer, RedPoint Global May 1 2018 5:00 pm UTC 75 mins
    The Chief Marketing Officer (CMO Council) and RedPoint Global are partnering to host a one-hour webinar on May 1, 2018, at 10am PST/1pm EST to discuss our latest report—titled “The State of Engagement: Bridging the Customer Journey Across Every Mile”—which reveals how brands are using connected, contextual and personalized engagements to reach customers through the last mile of their journey with a brand.

    Join Liz Miller, SVP of Marketing here at the CMO Council, and John Nash, Chief Marketing and Strategy Officer for RedPoint Global, as they unveil the findings from a quantitative survey of more than 150 marketers, in addition to insights from interviews with marketing leaders at Coca-Cola, AllRecipes.com, Aston Martin and more.

    Miller and Nash will explore the issues and challenges that organizations continue to struggle as they look to deliver consistent, reliable, data-driven and personalized engagements across an ever-expanding list of touchpoints. They will also share the strategies that leading companies are using to turn intentions into measurable action. The webcast will also take a closer look at the brands that are successfully differentiating themselves through better engagements by delivering the experiences that consumers want.
  • How Microsoft Made the Shift to Become a Customer-Centric Enterprise
    How Microsoft Made the Shift to Become a Customer-Centric Enterprise Liz Miller - CMO Council, Jeff Marcoux May 2 2018 5:00 pm UTC 75 mins
    Imagine, for a moment, taking on transformation at the size of Microsoft. As a global, multinational, billion-dollar organization, scale alone could be daunting…after all, you are asking more than 124,000 employees to change along with you. But transformation is exactly what Microsoft achieved, up-ending corporate structure, breaking down product-centric silos and fostering a culture of market-centric and customer-centric innovation to advance the organization. The second webcast in our series will focus in on how this massive transformation impacted, shaped and empowered marketing leaders in the organization to engage with the customer in completely new and different ways.
  • How Much Should a Lead  Cost
    How Much Should a Lead Cost Dan McDade, CEO May 2 2018 5:00 pm UTC 45 mins
    How much should a lead cost? More than you think but probably less than you are currently paying. In this session Dan will discuss what a lead is and isn’t, how to optimize the return on any lead generation program and whether to “build vs. buy”.
  • The Four Pillars of An Effective Training and Coaching Program
    The Four Pillars of An Effective Training and Coaching Program Shari Levitin, Founder of Shari Levitin Group May 3 2018 6:00 pm UTC 45 mins
    Does your training fall on deaf ears? Research confirms 87 percent of traditional sales training doesn’t stick.

    In this session, you’ll learn the four pillars required for a results-producing training and coaching program. Learn to leverage scientifically proven methods to increase ramp-up time and decrease turnover.
  • Cash in at scale on the esports explosion
    Cash in at scale on the esports explosion Dean Takahashi, Lead Writer, GamesBeat May 9 2018 10:30 pm UTC 60 mins
    The esports market is on fire. Last year 43 million people watched the League of Legends world championships, a multiplayer fighting game. And it's not a niche market of teenage boys in basements. A recent report found that 31 million people watch esports tournaments in the U.S., and more than double that -- 68M -- in China.

    And the question is -- how do you monetize that at scale?

    Look to the wild success of the Asia-Pacific esports companies. The companies who stage events like China’s 2017 Riot Championships, which posted more than 32 million viewers, have been able to compel customers to actually pay to view content, and even tip players, with the right streaming and payment technologies.

    Don’t miss this VB Live event for keen insights from leaders in the space on how U.S. companies can effectively operate globally or begin to expand globally. You’ll learn how to confront the challenges that scaling your audience can pose and improve it, from west to east, as you look to capture more of the global audience opportunity.

    Register now for free.

    You’ll learn about:
    * The opportunities provided by the growth in the esports streaming content market
    * What's causing the streaming content surge and market growth
    * The technology making this explosive esports growth possible on a global scale
    * Confronting the problems around scale in markets like China and elsewhere

    Speakers:
    * Dean Takahashi, Lead Writer, GamesBeat
    * Roc Harry, Relationship Director, Worldpay
    * Carter Rogers, Senior Analyst, SuperData Research
    * Rachael Brownell, Moderator, VentureBeat

    Sponsored by Worldpay
  • Building a Sales Playbook that Salespeople Will Really Use
    Building a Sales Playbook that Salespeople Will Really Use Michael Griego May 10 2018 5:00 pm UTC 45 mins
    Trying to get your sales team to be on the same page? Locking down on optimized sales actions and best-practices? Want to build a Sales Playbook beyond paper documentation? We'll show how to lock down right-practices and roll it out to your salespeople in a way that they'll REALLY use.
  • Fireside Chat Series - Sales Management: Coaching Difficult Sales People
    Fireside Chat Series - Sales Management: Coaching Difficult Sales People Steven Rosen and Kevin Davis May 11 2018 4:00 pm UTC 45 mins
    Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert Kevin Davis. Steven and Kevin will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.

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

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • From Commodity to Context
    From Commodity to Context Liz Miller, CMO Council ; Ryan Phelan, Adestra May 16 2018 5:00 pm UTC 75 mins
    In the ongoing dialogue around touchpoints, experience, engagement, data and the ever-growing martech stack, why is it easier to talk about replacing email platforms than it is to talk about what is going wrong with our email strategies? In our quest for personalization, when did email become a commodity of communication and not a strategic engagement? Is it too late to shift the strategic mindset from blasting to engaging?

    The CMO Council, in partnership with Adestra—the official engagement platform of the peer-powered network and one of the most trusted names in email and technology—will host an interactive executive roundtable to debate and discuss where and how data-rich engagements, including email, have shifted and transformed strategies.

    From customer experience to relationship management, email has long been the cornerstone of ongoing customer campaigns, but rather than being seen as a channel of influence, loyalty-building and customer engagement, it is traded as a commodity—the cheapest option in the direct marketing toolkit.

    Among the topics to be discussed by the executive panel are:
    • Redefining email engagements for the C-suite: Where and how should the discussion shift?
    • Calculating the cost of irrelevance: What is the real risk facing brands that continue to “spray and pray” in today’s era of rapid customer defection?
    • How the best-of-the-best brands connect the customer, content and context
    • Are we ready for what’s next? From engagement in the age of GDPR to building trust in the era of Cambridge Analytica, how do we prove that we know our customers and simultaneously earn customer trust through our digital engagements?
  • Social Sell Yourself: Leveraging LinkedIn to Build a Thought Leader Brand
    Social Sell Yourself: Leveraging LinkedIn to Build a Thought Leader Brand Amanda Healy, Senior Marketing Manager, TIBCO May 22 2018 6:00 pm UTC 60 mins
    Do you have a LinkedIn profile simply because you feel you ought to? Or, have you been meaning to set one up, but don’t know where to start? Chances are, even more advanced users of LinkedIn are not maximizing the platform to its fullest. With careful curation, it can be one of the most powerful tools in your arsenal, enabling new opportunities, driving new business and partnerships, and giving you the power you to position yourself as a thought leader in your space. In this workshop, LinkedIn novices and vets alike will learn quick wins and ninja tricks to get LinkedIn to do the heavy lifting. Hear how to increase your profile strength, strategically grow your network, boost your search value, and much more. Discover how investing less than an hour per week can pay big dividends in achieving your personal and professional aspirations.

    About the presenter:
    Amanda Healy is an award-winning marketing demand generation leader, national speaker and keynote, and social media advocate. She currently works as a Senior Marketing Manager at TIBCO Software, driving global campaigns for the company’s enterprise integration and cloud solutions. She has trained world-class teams ranging from startups to Fortune 500 companies to leverage social media, and has spoken at industry-leading conferences including the Massachusetts Conference for Women, the Women In Technology International Summit, Microsoft Envision, Social Tools Summit, Watermark’s Lead On Conference for Women, and many more. Profiled by the Washington Post, interviewed by WBZ, lauded as “Social Genius” by the Boston Social Tools Summit, and named to BostonSpeak’s “24 Experts On How to Become a Great Public Speaker” list, Amanda is one to watch.
  • Sales Legends Series - An Interview with Gerhard Gschwandtner
    Sales Legends Series - An Interview with Gerhard Gschwandtner Deb Calvert with special guest Gerhard Gschwandtner May 22 2018 7:00 pm UTC 45 mins
    Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
  • Sales Legends Series - An Interview with Mike Bosworth
    Sales Legends Series - An Interview with Mike Bosworth Deb Calvert with special guest Mike Bosworth Jun 4 2018 9:00 pm UTC 45 mins
    Mike Bosworth has been a thought leader within the field of sales and marketing over the last several decades. He is an author, speaker, entrepreneur, story seeker and sales philosopher.
    Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) co-author of Customer Centric Selling (McGraw-Hill, 2003) and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection and The Power of Story (McGraw-Hill, 2012).
  • Quickly and Confidently Connect with Prospects with these Acting Tips
    Quickly and Confidently Connect with Prospects with these Acting Tips Julie Hansen, Keynote Speaker Jun 5 2018 5:00 pm UTC 45 mins
    When you have one chance with a prospect, how do you quickly establish the connection necessary to move the call forward? In this session you’ll learn how professional actors quickly connect with scene partners and confidently engage audiences - and how to apply those skills for more successful sales calls!
  • Nailing Your Forecast - Assuring Accuracy and Avoiding Mistakes
    Nailing Your Forecast - Assuring Accuracy and Avoiding Mistakes Michael Griego Jun 6 2018 5:00 pm UTC 45 mins
    Want to solve the mystery of Sales Forecasting? It's actually not a secret. There are major keys that Sales Leaders and Salespeople miss in all the weekly/monthly sales commotion. We'll lock down on best-practices and ways to assure forecasting accuracy and avoid common errors and misconceptions. Let's nail your forecast!
  • Doing More With Data
    Doing More With Data Liz Miller, CMO Council Jun 7 2018 5:00 pm UTC 75 mins
    We are thrilled to announce the CMO Council’s upcoming live webcast, in partnership with IBM, “Doing More With Data.” Join us on June 7, 2018 at 10am PT / 1pm ET as we explore how the shift toward the customer has necessitated innovation across data, analytics and holistic operations.

    Among the key issues to be discussed are:

    -How marketing, commerce and operations executives are centralizing and putting today’s deluge of data to work, as well as finding new ways to extract value from multiplying sources of insight (IoT, MarTech apps, third-party APIs) and unstructured content (both inside and outside the enterprise)
    -Issues of data availability, accessibility, quality, timeliness, dependency, disorder, drag, delay and dysfunction
    -Competitive imperative to leverage real-time, refined data for revenue growth, customer gratification and trusted decision support
    -How to help functional business leaders review, value and prioritize data assets; provide them a self-assessment tool to identify most relevant sources of data, and determine what types, sources, formats, and interfaces would boost marketing and business performance
    -Gaps and deficiencies in the data value chain as it results to customer journey, path to purchase, lifetime value, and end-to-end experience.
  • The Building Blocks of an Effective Sales Enablement Function
    The Building Blocks of an Effective Sales Enablement Function Mike Kunkle, VP, Sales Transformation Services Jun 7 2018 5:00 pm UTC 45 mins
    Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
    How sales enablement should be defined
    The foundational building blocks that will lead to success
    Services to consider offering
    How to perpetuate success with systems thinking
  • Fireside Chat Series - Sales Management: How to Execute with Excellence
    Fireside Chat Series - Sales Management: How to Execute with Excellence Steven Rosend with special guest Tibor Shanto Jun 8 2018 4:00 pm UTC 45 mins
    Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

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

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • Value Prop Clinic - Fixing a Broken Message
    Value Prop Clinic - Fixing a Broken Message Lisa Dennis Jun 13 2018 3:00 pm UTC 45 mins
    See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.
  • The Power of Discovery for Increasing Win Rates
    The Power of Discovery for Increasing Win Rates Mike Kunkle, VP, Sales Transformation Services Jun 14 2018 5:00 pm UTC 45 mins
    What’s the single best thing to improve your win-rates? The answer is better discovery.

    In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.
  • Get on Board with Your Buyers’ Journey
    Get on Board with Your Buyers’ Journey Janice Mars, Principal and Founder w/special guests Lynn Hidy and Lisa Dennis Jul 24 2018 3:00 pm UTC 45 mins
    Stop chasing and start really participating in your buyers’ journey from a panel of experts in direct sales, indirect sales and marketing. Learn buyer-centric approaches that drive deeper and wider engagement across your most valuable and wish-list accounts that will result in greater relationships, reputation and revenue.