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.
Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.
Sales management strategist and founder of Sales Architects, Lee B. Salz teaches executives and salespeople how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.
Learn more about our sales differentiation program at www.SalesDifferentiation.com
Did you know that only 44% of B2B content marketers know what successful or effective content marketing looks like? That means that 56% of content marketers are aimlessly creating content without any direction or end goal. This content is not generating traffic, leads, or sales.
Watch this webinar to learn what effective content marketing looks like.
Get proven, real-world advice on a sales-centric content strategy that accelerates prospect interest, attention, engagement and conversion. Includes audience and buying stage segmentation, content curation, nurturing, personal brand management and more.
In this jammed packed session, Ken will cover the mistakes first time Sales Managers make and how to avoid them. In addition topics of “Leadership vs Management”, running an effective “Sales Meeting:, Learning to Coach, building a “Sales Training Program” and the basics of Hiring Top Performers. This is can’t miss workshop for any sales manager or executive.
Learn the 3 Time-Proven Steps to Crush Your Sales Numbers in 2017
In this webinar, you will learn
•The formula for crushing your sales numbers
•A 3-Step process for business execution
•How to generate accountability, buy-in and ownership to executing the marketing plan
•The power of measuring progress
Join Carole as she shares her preliminary research into how to identify who on your sales teams can improve now and how to train and coach them using proven psychological and behavioral sciences. You can adapt your development programs to help salespeople break quotas and keep your top performers longer.
Senior Sales Leaders, Sales Managers and Sellers will all learn invaluable tips about:
•What makes you invaluable to executives
•How to deploy the ‘Goldilocks Principle’ for due diligence
•The role of strategic planning and building a Strategy Brief
•Five ways to secure a meeting
•How to set the meeting up for success
•Tips to keep the door open
Sales Enablement. Is it another buzzword gaining traction—distracting well-meaning sales leaders from more compelling issues—or a must-have sales strategy that will leave your team in the lurch if ignored? Tune in for a guided tour through the hype to better understand what’s up with “how to help sales, sell.”
Can you remember a time when your selling performance went well but the customer didn’t buy? The problem isn’t you. Decision-making skills vary between customers. This webinar teaches salespeople the art of “decision coaching.” You’ll learn the elements of a good buying process and how salespeople can best influence it.
There is much more to running a successful, sustainable Social Selling program that you might think. In this presentation we discuss all of the elements required for long term success and the challenges that organizations face in this area.
Prospecting is tough! You have to get creative in your strategy to get in the door and build your pipeline. You can’t use the same old tired strategies. Your prospects won’t even notice you. Come discover five
new prospecting strategies today’s sales pros use to get more leads.
Learn advanced sales intelligence techniques for identifying opportunities, finding and creating lists, and making a great impression. You’ll discover web search secrets for using Google, social media, and the Invisible Web in ways you never thought possible, to help you dramatically improve your sales efforts and win more business.
As more marketers rely on content marketing to educate prospects and move them through the funnel, it’s becoming increasingly difficult to break through the noise and identify effective methods to connect with your best buyers.
The answer isn't always creating more content—it’s getting the most out of your best content.
In this webinar, we’ll share 10 underutilized tactics you can use to broaden your content exposure and improve engagement at all stages of the funnel.
Most sales people think of prospecting as an activity, but consistently high performing sales professionals know it is a process. A process that continues to evolve and challenge both buyers and sellers. This panel discussion presents and explores advanced and proven ways sellers can leverage their prospecting approaches.”
Do you set BIG goals but end up the year missing them? Put an end to missing goals once and for all with this fast-paced session. Learn how to increase your productivity so you spend less time working and more time making money.
Whether you're a global sales leader or a regional sales manager, effective Sales Operations and Planning is critical to running a successful team. What are the keys to managing territory and account priorities, correct processes, accurate forecasting and efficient pipeline management? This session will highlight proven best practices, tools and principles.
We are more likely to work harder than our male counterparts and yet we're less likely to believe in our capability for success. This presentation looks to help everyone in tech overcome her or his Imposter Syndrome, empowering you with tricks that can help position you for the right jobs, roles and collaborators in just 15 minutes a day. This will include presenting yourself online in the most favourable (and Googleable) light including branding, image, and social media networks like Twitter and LinkedIn.
After this webinar, you can continue the conversation and branding exploration via #InternationalWomensDay and @BrightTalk
When designing a modern sales force, what works best for your sales organization? This session highlights four Sales Experts’ perspectives on planning a successful sales program. From Small Businesses building a first sales team to Enterprise Organizations looking to improve sales operations, join this session to understand how sales leaders can plan for sales success.
Sustained revenue or business growth doesn’t happen by accident. Creating the right sales strategy to create and sustain the growth you need is key. Learn the secrets to building strong strategies to drive results.
A well thought out Sales Learning Strategy enables the processes, systems, and methodology you have in place to be most effective. Sales Expert Jane Gentry will share how to create a learning strategy that will enable your sales team to create growth.
Learn the secrets to upgrading your sales force through effective sales talent acquisition including effective and efficient recruiting, hiring and onboarding skills from a panel of experts while learning the pitfalls to avoid. Sales success starts with accurate and precise sales talent acquisition.
Many B2B marketers face 3 key challenges that are potentially holding back their ability to generate those opportunities the business desires, namely:
1. No insight on anonymous website visitors
2. No idea if content is being seen by the right people
3. Lots of budget being wasted on display ads
If any of these pains resonate with you, this session is a must as we explore the effect these issues have on your business. We will cover how to solve these pains and build a marketing strategy based on this data.
During this interactive webinar, you will learn how to:
• Identify your anonymous website traffic
• Ensure content is seen by target accounts on your website
• Take control of the buyer journey from the beginning
• Deliver targeted personalised display ads
In this focused session Ken will explore what separates those high performing organizations from those that miss their quotas. Understanding the 5 actions Sales Leadership must take to build a sales culture that thrives on challenges, accountability and success are critical success factors. Ken will provide attendees with specific tactics or actions to take to drive the right levels of intensity.
Savoir créer le lien immédiatement et attirer l'attention est facteur clé de succès, que l'on pitch sa startup à des investisseurs, une idée à ses équipes ou soi-même lors d'un entretien d'embauche. Comment rendre son pitch compréhensible, court et inspirant? Retrouvez Marie Perruchet, ancienne journaliste Radio France Internationale, experte du pitch Silicon Vallée et auteure de "One Perfect Pitch, how to sell your idea, your business, your product or yourself" aux éditions McGraw-Hill (en anglais sur Amazon et la Fnac).
Lors de cette session, vous apprendrez les meilleures techniques pour:
- captiver l'attention de vos interlocuteurs en moins de 10 secondes
- partager votre passion
- gagner en confiance lors de prises de parole en public
A propos de Marie:
Originaire de Normandie, Marie a vécu en Turquie, en Belgique, en Inde, en Chine et habite à San Francisco. Ancienne journaliste radio, où elle a acquis le sens de "l'histoire en une minute", elle a réinventé sa carrière aux Etats-Unis, en devenant coach pour startups puis spécialiste du branding pour les entreprises. Retrouvez-la sur LinkedIn, Twitter ou Instagram @MPerruchet.
The latest research from the Chief Marketing Officer (CMO) Council and RedPoint Global indicates that although customers are more connected across a multitude of channels than ever before, many organizations are still struggling to deliver the seamless, omni-channel experiences that customers seek, despite having a plethora of data, analytics and engagement systems implemented.
In fact, the research revealed that only 7 percent of marketers surveyed are able to deliver real-time, data-driven engagements across both physical and digital touchpoints, and only 5 percent are able to see the bottom-line impact of engagements in real time. The gap between strategy and delivery of these experiences stems primarily from fractured execution systems and siloed customer data.
This executive briefing will discuss:
• What are the next steps that marketers can take to bridge this gap?
• What internal capabilities and changes are needed in order for organizations to create the frictionless, omni-channel experiences that today’s connected customers expect?
• Where can organizations start when it comes to connecting their data and insights, to better orchestrate engagement in real time and across all journey stages and touchpoints?
Join the CMO Council for a half-hour executive briefing, which will also include a live interactive Q&A on research findings, data implications and real-world prescriptions. John Nash, Chief Marketing and Strategy Officer, RedPoint Global, will join us to provide industry insights and next best actions for marketing executives looking to overcome the roadblocks that prevent organizations from capitalizing on profitable omni-channel efforts.
Many Sales Executives are under the impression that they are not getting the results they have expected from sales training. This webinar will discuss how setting the right objectives for sales training is a corner stone to improve this situation.
Being able to “pitch” your idea, in person or in writing, has become a critical skill whether you are an entrepreneur, a manager climbing the corporate ladder or a freelance worker looking for engagement. Everyone has the ability to tell a one-of-a-kind story to make a good impression, convince an audience or make a sale. Join former journalist and news correspondent, Marie Perruchet as she outlines her proven methodology, with key do’s and don’ts to sway an audience. She will share her stories and best practices for what works across industries and mediums.
You will learn how to:
- Become a better speaker and overcome your fear of public speaking
- Communicate true, authentic experiences that come from the heart to engage any business audience
- Create a concise and repeatable pitch so that others feel compelled to tell your story as well
About the thought leader:
Marie Perruchet is a brand strategist, marketer and the author of One Perfect Pitch: How to Sell Your Idea, Your Product, Your Business – or Yourself at McGraw-Hill. A French native, she has lived in 9 countries, is fluent in 3 languages and is located in San Francisco. Her work with corporations and startups was featured in Le Monde and the Wall Street Journal. Check out her story at www.oneperfectpitch.com.
Advancements in marketing intelligence and analytics have enabled marketers to streamline demand, performance and ROI to better align with business metrics and support growth. Marketers are using analytics to analyze the effectiveness of automation, build out predictive models, personalization and performance metrics, leading to less waste and increased revenue.
In this session we look at the key trends, techniques, tools and tricks in this space to help get you off to a fast start and build on success, including:
- What does marketing prediction mean and how can we cut through the jargon?
- How can we combine predictive models and personalization to deliver more profitable revenue (or other business objectives) with less resources?
- What are the options when it comes to marketing predictive models and personalization? How can we compare and contrast the pros and cons?
This talk Included case studies and examples based on personal experience. Suitable for all levels as it has all the basic building blocks for success and advanced techniques too built from personal experience.
As marketing people, we gather a wealth of data on anything from traffic, enquiries and purchases to population, weather and market trends. This poses two key challenges.
1. No matter how much data you gather, it is dumb data. Just knowing numbers in isolation does not provide an answer to the question, “Why?”
2. No marketing human can analyse so much data to such a degree that all possible opportunities and threats can be identified.
In this webinar, aimed at marketing managers who are looking to widen their knowledge of marketing intelligence, I will cover the following areas.
- Finding truth in analytics data. Things to consider that can skew your assumption. For example, one graph may suggest an incorrect insight because there’s something else you aren’t looking at.
- Examples of how to use linear regression on existing data to forecast future behaviour.
- Ideas for using algorithms to look for correlations between multiple pieces of data from multiple sources.
- Examples of how some companies are using artificial intelligence and machine learning to create deep learning capability – marketing intelligence at scale.
Actors know what it takes to appear confident in front of any type of audience. Learn 5 simple acting tips that will help boost your sales confidence -- and boost your prospect’s confidence in you and your solution!
So, you’ve decided that 2017 is the year you’ll be “doing ABM.” You’ve got alignment with sales. You’ve put together a list of a few hundred (maybe even thousands) of target accounts. You’ve got a dashboard and/or report ready to measure results. Now what?
Well, what kind of campaigns will you run?
This webinar will walk you through several real-world examples of companies that have
run winning ABM campaigns using a combination of creativity, data and AI.
Join us to learn:
- What targeting strategies should you pursue and how do you go about actually doing the segmentation?
- Examples of sales and marketing tactics you can use to engage your targets to maximum effect
- Ideas around how you can test different tactics and measure success
Join us to walk through common questions marketers have about how to leverage predictive. You'll learn: Where predictive fits in the marketing stack, how predictive vendors improve your marketing efforts, what tactics you can use to leverage predictive, what the first 30-60-90 days with a predictive solution looks like, and how predictive will drive marketing evolution in the future.
How do you measure the impact of your marketing strategy? Are you a victim of misleading data spikes up and down? Do you even know which metrics matter when?
This webinar will cover the best method to calculate the true impact of your actions. We'll also discuss which metrics are the right ones to measure depending on business goals and lastly, we'll talk about clarity in reporting and monitoring and how to quickly catch issues that indicate a change of course is needed.
Are you struggling to keep pace with rapidly changing customer needs and market demands? Are you slowed down by organisational silos, hierarchies, and processes? It may be time to get Agile. More than 90% of marketers who have adopted Agile marketing say it has improved their speed to market for ideas, products, and campaigns.
Whether your marketing organisation is just curious, starting the transition or all in on Agile, the time to learn about Agile marketing is now! Join Agile marketing expert Andrea Fryrear, and Workfront Creative Director David Lesué, as they explore what it means to be an Agile marketer and provide practical tips on how your organisation can make the transition.
Attend this webinar and learn how to:
•Secure leadership buy-in to move to an Agile marketing methodology.
•Respond to market changes more quickly.
•Improve collaboration between departments and locations.
•Avoid daily distractions and stay focused on the right priorities.
The process of content marketing can be defined by a four pillar system: Creation, Experience, Distribution, and Insights. Marketing teams must have the people, processes, and tools in place within each pillar of the framework in order to effectively execute their content marketing strategies, but many teams fail to fulfill all four pillars.
Do you know where your efforts are lacking?
In this webinar, we're joined by four marketing leaders from Kapost, Integrate, and Radius (each representing an area of the four pillar framework) who share their top tips for improving your content marketing processes and technology.
You will learn:
- The 4 Pillars of Content Marketing framework
- Actionable tips for improving your content marketing process
- How to identify technology gaps in your content marketing software stack
Everyone seems to know that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things. The solution is ROAM, a simple coaching methodology that gets results!
One of the best strategies for mapping out your yearly content marketing plan is to take a look back at what worked this year. Understanding the strategies, tactics, and tools that worked (and didn't) last year can help to fuel your strategy as you plan ahead.
In this webinar, BuzzSumo's Steve Rayson will take you through the top performing B2B content of 2016.
You will learn:
- 2016's most popular B2B content pieces and what they had in common
- Topics and content types that were widely shared in 2016
- Insight into content trends that will dominate in 2017
Influencer Marketing is hot. It’s estimated that 84% of marketers will launch an influencer marketing campaign in the next 12-months. With more brands jumping into the mix, there’s the very real danger of messing up so don’t be surprised if we tell you that “Kimmie” isn’t an influencer.
In this presentation, Joseph and Bee will share 10 tangible steps on how to work with influencers the right way, how to protect your brand, and how to define and scale your strategy for uber growth. The advice is solid, given TapInfluence has been in the business for almost 10 years and is the only influencer marketing solution with a proven 11x ROI.
Are you effectively managing performance in your district?
In Managing Performance Made Easy, Steven shares his sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss.
In this webinar, you'll learn how to:
•Implement a simple performance management process
•Conduct impactful quarterly business reviews
•Effectively manage non-performing sales reps
•Successfully manage your boss