Sales & Marketing by DemandCon & IMS

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Helping Companies Drive Revenue Rapidly

Demandcon and the Integrated Marketing Summit provide educational content designed to help both sales and marketing professionals drive revenue rapidly via integrated marketing and ales funnel management.

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Lead Scoring: The Science of Sales Conversion As markets become more fluid and fragmented, it becomes increasingly complicated for marketers to deliver the right messages to the right potential buyers to cultivate ready-to-buy leads. Traditional demographics are failing as a method for identifying likely buyers, so how do modern marketers keep up?
Join us to explore the world of lead scoring. Learn how to cultivate a tight relationship between sales and marketing by identifying hot leads, ranked and scored based on profile characteristics and tracked online behavior.

This session will cover:
• Why traditional demographics are failing as an identifier for likely buyers
• The lead scoring equation: Profile + Behavior = Likely Buyers
• Using lead scores to influence marketing & sales messages
• Cultivating sales & marketing alignment
• Case Study: NuGrowth Solutions
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Feb 18 2014
55 mins
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  • As markets become more fluid and fragmented, it becomes increasingly complicated for marketers to deliver the right messages to the right potential buyers to cultivate ready-to-buy leads. Traditional demographics are failing as a method for identifying likely buyers, so how do modern marketers keep up?
    Join us to explore the world of lead scoring. Learn how to cultivate a tight relationship between sales and marketing by identifying hot leads, ranked and scored based on profile characteristics and tracked online behavior.

    This session will cover:
    • Why traditional demographics are failing as an identifier for likely buyers
    • The lead scoring equation: Profile + Behavior = Likely Buyers
    • Using lead scores to influence marketing & sales messages
    • Cultivating sales & marketing alignment
    • Case Study: NuGrowth Solutions
  • After the first and second iterations of Google’s Penguin update, which was aimed at sites conducting black-hat link building, the world of link building (actions aimed at increasing the number and quality of inbound links to a page) seemingly changed. Especially with Google’s new Hummingbird algorithm setting the stage for the future of mobile search. Authoritative websites that are focused on the end user and links that you want are now the key focus.

    During this webcast you will learn

    What it takes to build critical links in a post-Google Penguin world.
    Tactics that no longer work
    How the recent Hummingbird update affects your online marketing strategies
  • Become a marketing alchemist and turn leads into gold. Learn how to: align with Sales to understand the four “whats,” understand your market’s key interests, handle responses to provide both short and long term gains, and translate what you have into what people want so you can attract the most promising buyers.
  • Companies are investing millions of dollars to build an eCommerce site focused on driving more traffic, delivering on brand promise and increasing sales success. Yet customer visit bounce rates remain well over 50%, while online conversion percentages have flat-lined at <2% over the last decade.
    Marketers continue to search for deep insights about their customers in order to make their online investments count. With the tremendous amount of data available today, gathering and analyzing the right data with the most effective tools will promote better website targeting, increase conversions and improve customer service.
    Join us on Thursday, August 29th as leading industry expert Bruce Temkin and Head of LP Insights at LivePerson, David Flammia, discuss:
    • New techniques for tapping into more robust unstructured data sources
    • Using text analytics to deliver richer insights about customers
    • Actionable strategies from leading eCommerce and retail brands
  • In today’s information-abundant world, buyer-centric content targeted to specific personas and buying stages is more important than ever before. However, larger organizations have been slow to establish efficient processes for content creation, leaving individual departments responsible for creating their own content. This lack of process leads to inconsistent, redundant, and low-quality output—as well as poorly utilized resources and wasted content.

    But how can you create a unified content marketing process within your organization to ensure this doesn’t occur? Join Toby Murdock, CEO of Kapost, to find out how to create an efficient and successful content marketing process within your organization.

    In this session, you will learn how to:

    ●Plan marketing campaigns around quarterly goals and themes

    ●Get the most out of your content by producing and repurposing “content pillars”

    ●Establish processes for collaboration and communication across departments

    ●Organize your content and campaign calendar to increase workflow accountability, efficiency, and visibility within your organization

    ●Distribute your content to drive results at the top, middle, and bottom of the funnel
  • Content marketing strategy and Buyer Persona development are the cornerstones of effective demand generation. However, translating the strategy behind those initiatives to the latest technology for effective execution can be a huge speed bump for many organizations. After the dust of consultants, executive roundtables and planning workshops clears you're still left with the glaring question of “how”.

    The fact is, utilizing marketing automation to facilitate this complex process is a must, and in order to do so effectively, we need to implement a scalable, repeatable process rooted in best practices. In this session, you will discover:

    •The essentials to making conversations repeatable
    •How to create a feedback loop for persona maintenance
    •Key skillsets your team needs to drive long term success
    •The #1 element needed to drive a dynamic lead lifecycle
    •How to create accurate ROI reporting
  • Once you have your buyer personas, it’s time to create a content strategy to increase your company’s ability to engage and motivate your audience. Just creating content is not enough on its own. There must be a method behind the madness to achieve top performance that generates high quality leads your salespeople will pursue.

    In this session with Ardath Albee, author of eMarketing Strategies for the Complex Sale, you’ll learn how to calm the chaos and take a practical approach to creating a content strategy designed to increase relevance and response, including:

    · Simple techniques for mapping content to the buying process

    · Why it’s crucial to perform a content audit AFTER you create buyer personas

    · How to create a progressive content storyline that builds pipeline momentum

    · What it means to create persona-driven content that’s highly engaging
  • Developing a content marketing strategy remains one of the toughest challenges in B2B Marketing today. At the same time, it is near the top of the list of priorities for got-to-market strategies in the new digital age. Developing and defining an effective content strategy starts with understanding your audience of customers and buyers. How can you get to know your audience of customers and buyers?
    In this session, you will learn of the Power of Buyer Personas to help you deliver the right content, to the right buyers, at the right time. Shaping an effective and on-target content marketing strategy. You will learn from the creator of buyer personas, what a buyer persona is, how to gain deep buyer insights, and how they inform content strategy. In this session, you will discover:

    •What is a buyer persona and why the original definition still matters

    •How to acquire deep and profound buyer insights

    •How to use the powerful modeling tools of buyer persona and buyer insight development

    •How deep buyer understanding helps you organize for content strategy effectiveness
  • To build thought leadership, your company needs to be heard on a regular basis and become synonymous with insightful, credible content. When the discussion turns to scaling content marketing efforts, many up-and-coming thought leaders become paralyzed out of fear of losing control over quality and voice. This severely limits their market potential and cripples their ability to compete with other industry players.

    Join us on May 15th at 2:00 PM EDT as we share insider knowledge that will help you learn how to have your cake and eat it, too. Discover how to unleash your potential, create momentum, and become your company’s content marketing hero
  • BtoB Sales and marketing professionals frequently cite LinkedIn as one of the most valuable social networks to incorporate in a marketing and sales strategy. In fact, some statistics report that LinkedIn is 277% more effective for BtoB lead generation than Twitter and Facebook. However BtoB professionals are having trouble grasping how to get the most out of this powerful network.
    Register for this webinar and learn how Shawn Elledge, CEO of Demandcon and Josh Turner, Founder of Linked University use eGrabber, the industry’s most accurate Internet research technology to capture, append & update BtoB prospect lists.
    We will discuss data strategies that work, what doesn’t, and how to build a highly targeted prospect list.

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