Demand generation is the process through which a business integrates marketing and sales to move potential buyers down the sales funnel from interest to payment. The BrightTALK demand generation community is made up of thousands of professionals sharing and learning best practices for engagement marketing, demand generation and lead scoring and nurturing through interactive webinars and videos. Register and join the conversation to attend live webinars and have your questions answered by demand generation professionals and thought leaders.
In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
Knowing your buyers
Understanding buyer objectives
Personalizing to the buyer
Finding true differentiators
Putting your value prop into play
Everyone knows that Speaking + Listening = Communication, yet most of us put a much greater value and focus on speaking than we do listening. As sales professionals, this can be a costly decision.
Our guest, Dana Dupuis, owner of the ECHO Listening Profile, has spent decades building effective sales teams by teaching people the simple, yet difficult skill of listening.
By attending this webinar, you’ll learn the four primary ways we listen, what your listening preference is and how to improve your listening habits.
The subscription model is booming --subscription commerce grew more than 100 percent each year between 2011 and 2016, and the growth continues. Savvy companies are reaping the rewards: high recurring revenue that’s predictable paired with a competitive and sustainable business model. The potential ROI for global expansion is wide open, but many who try to take their subscription model global overlook important issues that can make or break success in new markets.
Learn about the best practices to expand your subscription business into new countries including how to manage local payments, get the right partners on board, optimize authorization rates, tackle key challenges in potential markets, mitigate fraud, and more when you join this VB Live event!
Register for free now.
Webinar attendees will learn about:
* The opportunities provided by the explosive subscription model growth around the globe
* How to overcome regional challenges, including local payment methods, regulations, data security, and taxation
* How to identify knowledgeable partners to accelerate your global expansion
* How localized communications throughout the subscription lifecycle boost subscriber retention
* Common fraud issues to anticipate and how to mitigate them
How do you identify who and when prospects are interested in your services. You probably have a database of thousands of ‘dead’ leads. How do you find those still interested in hearing from you and get them to love you (again) with content that’s relevant?
Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they break down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritise them for sales.
Get the inside scoop on the real results that Marketo has generated from campaigns that:
- Reactivated previously un-engaged database leads
- Prioritise the right leads and accounts for sales
- Create an omnichannel brand experience across digital channels
Join us as Jim Regan, CMO and Co-Founder of MRP, discusses how Account Based Marketing and Predictive Analytics are converging to deliver actionable triggers that transform your customers’ experiences forever.
Jim will share his perspectives on why utilizing machine learning to make predictions on prospects’ buying patterns and using those predictions to inform your content strategy has shown greater results and how to turn these insights into a scalable ABM campaign.
Here’s what you’ll learn from this webinar:
• Why predictive analytics should inform and operationalize your ABM strategy
• How MRP closes the loop on integrated ABM strategies so clients can identify and replicate high performing tactics, all on a global scale.
• How centralized insights can enable a consistent content strategy by target account
Curious to see how the Marketo Demand Generation team uses Marketo to scale programs and grow revenue? Watch Mike Madden, Director of Demand Generation, as he breaks down the core marketing automation principles to building a demand generation machine that scales, performs across regions and drives more business!
- How marketing automation streamlines processes to be less 'manual'
- How to turn your website into an automated, revenue-generating machine
- Ways that marketing automation dramatically increases team productivity and your ability to scale across regions
Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
Join Deb Calvert as she interviews Tom Ziglar. Tom has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world’s TOP motivator, his father, Zig Ziglar. As a result, Tom’s arsenal of experience and information is absolutely unparalleled.
As CEO of Ziglar, Inc., Tom Ziglar carries on the Ziglar philosophy: “You can have everything in life you want if you will just help enough other people get what they want.”
Events represent one of your biggest marketing expenditures, but, if executed well, can deliver some of the highest levels of ROI amongst all other initiatives. But event success relies on more than the size of your checkbook.
To find true, quantifiable success, you need a strategy that will turn heads and cut through the noise of the event floor.
Join Wendy Phillips (Sales Vice President at Certain), James Huddleston (Senior Product Marketing Director), and Shelby Anderson (Senior Marketing Specialist at Aon) for our next webinar: Using Event Data to Drive Business Goals: A Financial Services Perspective on Thursday, August 23rd. You’ll learn:
- Fundamental elements for using mobile to increase event revenue
- Best practices for identifying buying signals and turning those into selling strategies
- Tips for enriching event engagement
- Ways to align your mobile event strategy with your overall company goals
Take the next steps to unlocking an unparalleled event strategy. Register now.
Sales is a scientific art; it takes someone who can translate their experience as a sales manager into an artful set of best practices. The science part requires the application of advanced data models to standard CRM data to understand their pipeline at greater depth. Blending the quantitative expertise of the data team with the experience, intuition and knowledge of the sales leadership ensures companies are able to use that pipeline analysis to correctly predict revenue. More importantly, that process helps sales managers manage and invest in their team and have data-driven conversations that will lead to exceeding revenue goals.
Join Sam Schuster, analytics team lead at Periscope Data, and Ben Loeffler-Little, head of sales at Periscope Data, as they discuss how analytics and sales have partnered to forecast new business revenue and manage pipeline. Together, they have built a tool that models new business revenue and identifies key pipeline trends to ensure sales leadership will hit their goals.
In this webinar, they will discuss:
- Why visualizing sales pipeline matters
- How to bridge the gap between technical tools and non-technical users
- How to model Salesforce data
- Business impact from using these visualization
The link to SQL for all data models presented in this webinar will be included in the registration follow-up email.
Content is now the way that businesses should be selling their products and services. Creating a consistent content strategy will set you up for success. Content can consist of various types of media, such as video, audio and written blogs or articles. Using technology to create, distribute and schedule your content will keep your business top of mind for your ideal target market. Join this live webinar with Jean Ginzburg to learn more about how to develop a content strategy for your business.
About the speaker:
Jean Ginzburg is a #1 best-selling author, serial entrepreneur, digital marketing expert with more than 10 years of industry expertise helping companies scale revenue, optimize sales and marketing processes and improve productivity. Jean is the CEO and Founder of JeanGinzburg.com, a digital marketing education company and Ginball Digital Marketing, a digital marketing agency. Jean's clients range from brand name Fortune 500 companies to innovative start-ups. Additionally, Jean is a contributing writer for AMEX Open Forum, Influencive and Authority Magazine. In July 2018, Jean was named a "Women to Watch" by Colorado Biz Magazine.
Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
Discover how your team can:
Wow them: Onboarding success
Love them: Build and strengthen relationships
Sell them: Get repeat business and upsells
Develop them: They will become your best referral source
As they look to build out their communities to appeal to a wide range of members, companies must rethink the types and formats they use for delivering relevant content. Webinars, videos and buying guides that directly cover products and services are always in play, but to stay relevant and sticky, companies must also offer value-added information, including peer reviews and independent analysis from industry experts, case studies that
show exactly how new products have worked for other
businesses, and best-practices advice on professional development and wider market trends.
Marketers should also encourage collaboration among the members of their communities and enable information sharing as much as possible. It’s clear that buyers rely heavily upon these peer reviews before making a decision.
Finally, marketers must work with analysts and other non-biased third parties to get their input on the market overall, and their business specifically, to help prospective customers make well-informed decisions.
Why your Key accounts aren’t growing as much as they could be
Understanding your current situation and relationships
Prospecting in Key Accounts
Building a plan to grow an account
Leveraging your team to succeed
Successful Social Selling is founded in the ability to connect with your targeted buyers. This takes personalizing your engagement:
1.Begin with talking about who and how you help in your profile
2.Learn about your buyer before you connect
3.Add a personal note to every connection request
4.Send welcome messages with value and insights
Your LinkedIn profile is so much more than just a resume.You can use it as a website, a place to share your professional brand and expertise, and you control the message. This webinar will cover:
- Most important sections to be sure to have
- How to develop a headline that gets you noticed
- How to maximize little-known content areas
B2B marketers have long invested in thought leadership content to demonstrate expertise, fuel issue-based campaigns, and equip sales for higher level conversations.
All too often, however, we still struggle to reach the C-suite. Senior executives are more important than ever for B2B marketers, but they are notoriously the toughest audience to engage. Their time is short, their BS meters are on high alert, and they ignore all but the most compelling content.
The good news, however, is that senior executives are anxious for new ideas, and they’re happy to engage when approached in the right way. Join ITSMA’s Rob Leavitt to explore highlights of five specific ways in which leading companies stand apart from the rest in developing and using thought leadership content to engage at the executive level and drive reputation, relationships, and revenue.
Fred Diamond’s Sales Game Changers Podcast is one of the fastest growing sales podcasts on the Internet. After hundreds of interviews, let’s explore the top ten challenges facing sales leaders today. Fred will count them down and share examples from the Podcast that electrify the results.
As marketers, we understand how important it is to produce and share relevant and timely content. But what good does your important message or carefully curated blog post do if no one can find it?
Content Distribution is an often overlooked component of any marketing strategy, especially as it pertains to webinar promotion. A great message will go nowhere unless properly positioned to spread far and wide. Before spending hours or days working on a presentation no one will attend, develop a solid plan of attack for getting those invites out and your audience RSVP’d.
Join CareerBuilder’s Hilary Lunkes as she explores the relationships between content distribution, development, and measurement of reach & effectiveness. Learn how to set yourself up for success with a bulletproof promotional strategy by clearly defining your audience, timeline, messaging, and channels for distribution.
About the presenter:
Hilary Lunkes is an Email Marketing Specialist at CareerBuilder. Hilary develops strategic campaigns designed to introduce solutions to businesses as they navigate the human capital management space, and educate current clients on new trends and challenges facing the industry.
CareerBuilder is a global, end-to-end human capital solutions company focused on helping employers find, hire and manage great talent. Combining advertising, software and services, CareerBuilder leads the industry in recruiting solutions, employment screening and human capital management. CareerBuilder is majority-owned by funds managed by affiliates of Apollo Global Management, LLC and operates in the United States, Canada, Europe and Asia. For more information, visit www.careerbuilder.com.
While podcasting was invented in 2004, it wasn’t made popular until Adam Curry of MTV fame brought it to the mainstream over a decade ago. Since then, the platform has grown in popularity, both in terms of listeners and resulting advertising dollars.
Now that podcasting is back in favor, thanks to investments by media companies ranging from NPR and WCNY Studios to New York Times and Wondery, brands are following suit. This presentation will outline essential strategies and tactics for creating, producing, syndicating, marketing and measuring branded podcasts.
- The benefits of podcasting
- Required hardware and software
- Best practices for creating a winning podcast
- How to market your podcast effectively
Kent Lewis is President of Anvil Media Inc., an award-winning digital marketing agency founded in 2000. Since 1999, he’s founded or co-founded four agencies and two professional associations (SEMpdx & pdxMindShare). Lewis has been an adjunct professor at Portland State University since 2000, where he currently teaches search engine marketing. Lewis was a recipient of Portland Business Journal's Top 40 Under 40 Award and named Marketer of the Year by American Marketing Association Oregon.
Buyers are overwhelmed by the sheer volume of content that is being pushed their way on a daily basis but underwhelmed when it comes to quality and relevance. Campaign-based marketing and static nurture programs do not adapt to the buyer’s needs and are typically misaligned to the buyer’s stage in their decision-making process. Designing a strategic content model, friendly to Demand Generation requirements and focused on the buyer’s process get prospects more engaged and converts them to sales at higher rates. But how do you do it?
In this webinar you will learn:
• The problems with campaign-based Demand Generation marketing
• How to create a customer-focused content model optimized for Demand Generation
• How to improve the customer experience with buyer-focused content
• Methods for building an integrated and scalable content marketing program
ANNUITAS VP of Strategic Content Jason Stewart will share how getting the most from content is not about how much content is produced. It is about developing the right content that aligns to the buyer(s) and their purchase process. Move away from tactical, volume-based campaigns and into a strategic, holistic Demand Generation content program that serves the needs of the buyer at every stage of their buying process.
Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still involved? Should you include the entire footprint? I’ll give you a method for an account-based sales development plan jointly designed and run by marketing and sales.
The promise of content marketing is that it’ll create a magical inbound funnel that drips money into your bank account. **headscratch** Not the case? It's time to avoid content marketing traps and develop your content core. Discover how to ride the fine line between traffic and revenue growth by creating content that actually gains customers.
1. Discover the Content Core formula for developing content that connects the dots between what your customers care about AND the value your business provides.
2. Learn to avoid two big “parallel content” booby traps: The Traffic Trap and The Promotional Trap.
3. Get repeatable steps to research and find your own content core, put it to work, and most importantly, measure results.
In today’s B2B marketplace, competition is fierce. Buyers fall prey to one-size-fits-all marketing campaigns and pushy sales calls that often leave them feeling confused and uncertain in their decision. As the marketing landscape evolves, the word authenticity has become more and more applicable.
So, how do you prove your commitment to the customer through genuine content, ultimately winning their hearts and minds? In this live webinar, BrightTALK’s CMO David Pitta and VP, Product Marketing Val-Pierre Genton explain why authenticity matters and how to leverage this concept across your content, marketing and sales processes.
In this webinar you’ll learn:
· How to tell authentic stories with your marketing content
· How to cultivate authentic buyer connections
· How to ground your decisions on authentic results
Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.
In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!
Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.
You will learn….
1.Why your value proposition is critical to opening up an effective business conversation.
2.Why self-reflection is an important daily activity
3.Why the best version of you is critical to your sales success
4.Why understanding your value is a huge step in your sales success
5.Why leading with heart will catapult you to success
Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
•Which prospects are exactly right for you
•How to create the sales message that piques interest and gets you in
•The tactics that Door Openers® use to get meetings others can’t
Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.
He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.
Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.
He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
- Learn where sales productivity and efficiencies are lost
- Understand what makes an effective sales enablement strategy
- Learn how to choose the right software to support a sales enablement strategy
Get tips on how to fully adopt and implement this strategy
All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.
Where are your target customers going, and how are they spending their time and, more importantly, their dollars? Location data and intelligence – not just on how consumers are interacting with your brand but also with your competitors – is key to crafting a killer consumer experience and reaching them when and where their hearts and minds (and wallets) are ready to be captured.
From foot traffic patterns and location visits to frequency analysis, custom venue visit analysis offers powerful, actionable insights to companies looking for a competitive edge in a crowded field. Learn how to capture new customer interest, keep older customers coming back, and boost your market share when you join this VB Live event!
Register for free now!
During this webinar you’ll learn how to:
* Boost engagement with location-based consumer insights and competitive intelligence
* Gain insight into the behavioral patterns of customers and prospects
* Apply the best use of location data for your business
* David Bairstow, SVP Product Management, Skyhook
* Sheryl Jacobson, Principal Consulting Strategy and Analytics, Deloitte Consulting LLP
* Stewart Rogers, Analyst at Large, VentureBeat (Moderator)
This webinar will focus on understanding your own value and how you can use that to become an influential person in your industry.
Listed as one of the UK's Top Most Influential Women in Tech & an international multi-award winner for her services to Diversity & Inclusion in the Tech industry, Sheree (@nirushika) is a Consultant, Deloitte; Founder, I Am Lanka; Board-Appointed Global Ambassador, Women Who Code; Forbes, Contributor.
Sheree is a global tech outreach leader and the aim of her career is ensuring people are aware of the fantastic opportunities the tech industry has to offer & make certain that people (regardless of gender, race, social stature) are able to benefit from these & reach their full career potential.
Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!
Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:
- Provides faster and better business insights
- Creates reminders and updates for you and your team
- Identifies contacts for you
- Gives early alerts about problems in your pipeline
- Reduces data entry
Register today to learn about the future of selling, because the future is now!
The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:
•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering
This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
●where sales managers should spend their time for business growth success
●how much time to spend in 3 crucial areas
●the power managers have over team performance
●what strategies and techniques to use today
Marketers are listening for the voice of the customer. According to early findings of a study from the CMO Council in partnership with SAP Customer Experience and Hootsuite, over 60 percent of the marketers based in Europe have formal customer listening initiatives in place.
Unfortunately, only eight percent of European marketers believe these programs are “excellent”, with most marketers admitting that their listening programs are just “fairly good”, listening through corporate owned formal feedback channels, but struggling to ingest unstructured intelligence from across the organization.
Part of the issue could be how organizations view critical listening posts. With early indicators pointing to marketers primarily viewing channels like social media as either free engagement tools or PR amplification channels, it is not a surprise that many marketing leaders are looking to tackle the issue of leveraging intelligence from customer voice to better deliver consistent, contextual and personalized experiences. The big question becomes how.
We live in a truly amazing time. Technology is changing almost every aspect of our lives at breathtaking speed. Advances in medicine, education, communication, and productivity have increased life expectancy around the globe and lifted hundreds of millions of people out of poverty.
The ability to connect to people and information instantly is so commonplace that many take it for granted and now, we’ve arrived at the beginning of an era of even more profound transformation, all centered on the cloud. We’re excited to bring more opportunities through cloud computing to address issues in healthcare, the environment, cybersecurity, and underserved communities. And we’ve seen the incredible good that can come from the cloud, but with it also come challenges. For women in technology, there are increased challenges in a cloud-based world.
Women in Cloud initiative is designed to empower female tech entrepreneurs by providing Access, Acceleration, and Actions so women entrepreneurs can take Actions every day to achieve their business goals!
In this webinar, we will share experiences and tips for female tech entrepreneurs in building their cloud B2B with enterprise companies in a simple and predictable way. This is going to be a panel discussion with great conversation with female tech entrepreneurs in driving customer traction.
Also, learn how you can participate in the next cohort of women in cloud accelerator to build your business with enterprise brands!
Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.