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Demand Generation

  • Actionable Insights on Customer Referrals: Takeaways from the benchmark report
    Actionable Insights on Customer Referrals: Takeaways from the benchmark report Trisha Winter, CMO, Amplifinity Recorded: Sep 21 2017 49 mins
    Join Trisha Winter, CMO of Amplifinity, as she shares the data from the analysis of all customer referral programs run on the Amplifinity referral platform and what the data means for those that want to get more high quality leads from their customers.

    Trisha will cover:
    > Details behind the data
    > Key findings from analysis
    > Lessons learned for marketers running customer referral programs
  • 5 Out-of-the-Box Openings for your Presentation
    5 Out-of-the-Box Openings for your Presentation Julie Hansen, Founder Recorded: Sep 20 2017 32 mins
    A strong opening is critical to the success of your presentation today. Learn how to create an “Out of the Box” presentation opening that stands out from the competition and gives your prospect a compelling reason to pay attention.
  • Sales Success  - 4 Ways to Crush Your Quota and Fuel Your Pipeline
    Sales Success - 4 Ways to Crush Your Quota and Fuel Your Pipeline Janice Mars, Principal and Founder/Shawn Sandy, Chief Revenue Officer Recorded: Sep 18 2017 45 mins
    In Miller Heiman Group’s CSO Insights latest Sales Performance Optimization Study, on average, only 57% of reps make quota. If you could ask a few insightful questions proven to fill your pipeline with quality deals, would that be a good use of your time? Join Janice Mars, Principal and Founder of SalesLatitude and Shawn Sandy, Chief Revenue Officer of The Selling Agency for a fun and action-packed 45 minutes on how to crush your quota and fuel your pipeline.
  • From Mapping to Influencing
    From Mapping to Influencing Liz Miller, CMO Council; Kathy Koontz, Teradata; Marcos Arias, AT&T Recorded: Sep 12 2017 63 mins
    When it comes to the customer journey, marketers have traditionally focused on mapping the customer’s experience. However, with an ever-increasing number of channels and platforms for engagement, it is becoming more and more difficult to pinpoint the next steps that a customer will take. Every customer journey is unique, and likewise, every customer has different needs. As a result, so much time is spent mapping multi-touch, cross-channel journeys that the evolving customer has already moved beyond, making it difficult to take profitable action.

    Join Liz Miller, Senior Vice President of Marketing for the CMO Council, and Kathy Koontz, Director–Customer Journey for Teradata, as they discuss the steps that marketers can take to better inform and influence the customer journey.

    A few key topics of discussion will include:

    • The importance of integrating online and offline data to get a better understanding of where the customer is in the journey
    • Understanding which insights marketers can use to influence the customer’s next steps
    • How to interact with customers at the right time and with the right message to influence and shape the customer journey
  • Mindful Selling
    Mindful Selling Jeffrey Lipsius Recorded: Sep 11 2017 44 mins
    Mindfulness is the latest buzzword for improving workplace productivity. But it is rarely taught to the sales department. Can mindfulness be applied for improving salesperson performance? Sales trainer and author Jeffrey Lipsius discovered a way that it can. Join him for a webinar introducing his method for applying mindfulness for selling success.
  • Attraction:  Become a Magnet for What you Want
    Attraction: Become a Magnet for What you Want Jim Cathcart, CSP, CPAE Recorded: Sep 7 2017 48 mins
    The Connections, Contracts and Outcomes you want are waiting for you to become an “eligible receiver.” When you develop the qualities and apply the tactics that engage them then what you’ve been seeking will also be seeking you.
    Jim Cathcart, author of Relationship Selling, The Acorn Principle and The Self Motivation Handbook is one of the top speakers in the world: Sales & Marketing Hall of Fame, Speaker Hall of Fame, TEDx top 1% (over a million views), Golden Gavel Award and more. He has worked with over 3,100 clients in applying this strategy and it will work for you too!
  • How to Win the Sale with the Discovery Call
    How to Win the Sale with the Discovery Call Keenan Recorded: Sep 7 2017 42 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Creating Value in Every Sales Call
    Creating Value in Every Sales Call Michael Pici, Brian Burns, Jeffrey Lipsius, Lisa Dennis, Moderator: Deb Calvert Recorded: Sep 7 2017 49 mins
    Are you creating value in every sales call? Value that differentiates you and makes you relevant for every prospect? Value creation drives sales, and only salespeople can drive value creation.

    Join this panel discussion to learn specific ways to achieve sales success, crush your quota, and be the sales pro your customers look forward to meeting with. Deb Calvert from People First Productivity Solutions will moderate with guests Lisa Dennis, founder of Knowledgence, Jeffrey Lipsius, author of Selling to the Point, Brian Burns, host of The Brutal Truth about Sales & Selling, and Michael Pici, Director of Sales at HubSpot.

    Join us live to post your questions for the panel discussion and to hear from 4 points of view on everything related to value creation in sales.

    By supplying your contact information, you authorize the panelists and HubSpot to contact you with more content and/or information about each of its services. You further authorize the moderator to pass your information to HubSpot for these purposes.
  • How to Address The Biggest Challenge for Both Inbound AND Outbound Sales
    How to Address The Biggest Challenge for Both Inbound AND Outbound Sales James Muir, Best-selling author, speaker and active VP of sales. Recorded: Sep 6 2017 37 mins
    Discover the biggest challenge to both inbound and outbound sales efforts and how to address it so both thrive. In this session, you will learn the key component for success in both your inbound and outbound sales strategy.
  • Attract Buyers Like a Magnet with these Sales Strategies
    Attract Buyers Like a Magnet with these Sales Strategies Barbara Giamanco, Sales and Social Selling Advisor Recorded: Sep 6 2017 43 mins
    To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
  • Social Selling & Relationships
    Social Selling & Relationships Maxwell Bogner, Tamara Schenk, Shawn Karol Sandy, Moderator: Viveka Von Rosen Recorded: Sep 6 2017 49 mins
    Inbound Marketing, Outbound Selling, Social Selling and Content Marketing: So many options. So little time!
    If you have been struggling to find a balance between staid and traditional outbound selling and time-sucking inbound strategies, do I have the panel for you! I will be interviewing three of the world’s foremost experts in Sales, Social Selling and Inbound Marketing. Shawn Karol Sandy, Tamara Schenk and Maxwell Bogner will share their thoughts and tactics on winning strategies they have used to bridge and balance the gap between Inbound and Outbound.
  • Building a community the FinTech way, from digital banking to blockchain
    Building a community the FinTech way, from digital banking to blockchain Ina Yulo and David Edwards, Senior Content Strategy Managers for FinTech and Financial Services (BrightTALK) Recorded: Sep 6 2017 49 mins
    FinTech is one of the biggest buzzwords these days, and unfortunately this means the market can get quite saturated with content.

    How can you grow, nurture and continue to engage a community of professionals who are keen to learn, educate themselves, and stay updated on the latest trends and topics in FinTech and Financial Services?

    David and Ina are Senior Content Strategy Managers for BrightTALK's FinTech and Financial Services communities which have over 400,000 members globally. Together, they organise online and offline events where leading experts debate and discuss topics ranging from innovation in payments, blockchain, mobile banking, and more.

    Join this session where you will learn:
    -What makes good FinTech content?
    -How to keep your followers or subscribers engaged and coming back for more
    -How to manage conversations where speakers might have opposing views
    -How can incumbents create compelling content that helps them better compete with "cooler" challengers?
    -How can speakers best position themselves to become credible thought leaders?
    -What are the top trending keywords in FinTech that will help your marketing campaigns?
    -How can you make the most out of a speaking opportunity?
  • Sales Enablement which Actually Enables Sales
    Sales Enablement which Actually Enables Sales Caryn Kopp, Chief Door Opener Recorded: Sep 5 2017 41 mins
    When sales is truly enabled, the right sales team consistently achieves maximum success in every performance moment from opening new relationships to closing sales. The enabled sales team has the right message, has demonstrated proficiency in the process, dependably executes on the right recipe and has the right support at their fingertips, To do this effectively key elements of the enablement process, which are typically overlooked, MUST be right.
    In this webinar you will learn how to:
    Pinpoint prospects more likely to say yes in a shorter time frame to avoid misusing time
    Craft messaging which keeps prospects/clients engaged and sales moving forward at every stage
    Uncover blind spots which can ruin results even if everything else you do is right.


    Tune in to also hear the bonus you get when you get Sales Enablement right. When Business Development is done right, there is no limit to what can be accomplished.
  • Three Keys to Performance Excellence — for teams and individuals
    Three Keys to Performance Excellence — for teams and individuals Tim Hurson Recorded: Sep 5 2017 38 mins
    A straightforward, research validated structure to enhance performance at any level. This program presents three easily implementable strategies to: set better goals, leverage the science of performance-based skill development, and monitor and course correct any plan of action to achieve maximum productivity.
    Designed to give leaders, managers and individuals the tools they need to improve performance—in themselves, their colleagues, and their teams.
  • This Will Change Your Approach to Sales Enablement: Defining Sales Enablement
    This Will Change Your Approach to Sales Enablement: Defining Sales Enablement Elinor Stutz, Mike Kunkle, Nancy Nardin, Moderator: Alice Heiman Recorded: Sep 5 2017 49 mins
    Sales enablement is providing the sales organization with what they need to sell more effectively. How is your organization doing that and what do you need to know about the future of sales enablement? Alice Heiman will lead a lively panel discussion on this topic. Please join her, Elinor Stutz, Inspirational Speaker and Educational Trainer at Smooth Sale, Nancy Nardin, Founder of Smart Selling Tools, and Mike Kunkle, VP Sales Transformation Services at Fast Lane as they define sales enablement and discuss its future.
  • How to Advance The Sale With 95% Certainty
    How to Advance The Sale With 95% Certainty James Muir Recorded: Aug 29 2017 49 mins
    Discover a method to closing that advances the sale with 95% certainty, is zero pressure and involves just two questions. In this session, you will learn the exact technique for advancing the sale while making clients feel more educated, in control, and causes them to see you as a facilitator and consultant.
  • Back to Sales School
    Back to Sales School Debbie Mrazek Recorded: Aug 29 2017 46 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Data Insights That Reveal the Motivation of the Mobile-First Consumer
    Data Insights That Reveal the Motivation of the Mobile-First Consumer Matt Buckenham, VP Sales and Business Development at Telmetrics Recorded: Aug 24 2017 47 mins
    In today’s mobile-only world, consumers research, engage and buy on the move and with their smart phone. They have a high expectation of choice and flexibility and are more likely to connect with brands that engage with them in their preferred mode of communication, and that includes text, talk and email. But to give consumers the choice they want, you have to understand their behavior better. In this webinar, you will learn what consumer data is available and how to form the insights you need to help you maximize the response from your campaigns, and connect better with your consumers.

    About the presenter:
    Matt Buckenham is consistently at the forefront of mobile technology from his first job out of school at a mobile network startup Orange in the U.K. to the startup team for MyThum Interactive, Canada’s first mobile app agency.

    He has led the way for a number of other breakthrough firsts for the mobile industry that you already use or have heard of: the first international SMS agreements, mobile bookings for Air Canada, and vehicle apps for the auto industry.

    One of his most rewarding projects, though, was launching “Mobile Giving” an app that was used to raise 10 million in donations for Haiti and all with the support of Alicia Keys.
  • Getting your email marketing team GDPR compliant
    Getting your email marketing team GDPR compliant Steve Henderson, Compliance Officer, Communicator Corp Recorded: Aug 24 2017 48 mins
    Join us on this webinar and learn:
    - What are the new challenges with gaining consent for new and existing data.
    - How technology and clever copywriting can help with new sign-ups(examples on how to make sign-up both compelling and compliant with GDPR and ePrivacy)
    - How to run your own GDPR audit

    About Steve Henderson:

    With over a decade’s experience, Steve is a data protection and email deliverability specialist and is an expert on the impact of the GDPR to the email marketing industry. Steve has worked with the DMA since 2012 and was elected to the DMA Email Council in 2015.
    Steve belongs to the CIPP/E (Certified Institute of Privacy Professionals – Europe), the CIPT (Certified Institute of Privacy Technologists) and was recently awarded the IAPP Fellow of Information Privacy.
  • Solid from Start to Finish: Planning for Results-Oriented Events
    Solid from Start to Finish: Planning for Results-Oriented Events Kristen Alexander, Chief Marketing Officer at Certain; Allison Snow, Senior Analyst, B2B Marketing at Forrester Recorded: Aug 23 2017 45 mins
    More than ever before, marketers are tasked with proving the ROI for all activities including events, which typically account for 30% of the budget. From field events like sales dinners to product roadshows and user conferences, events are a major contributor to business results like pipeline creation and influence, engagement and closed deals. Event marketing is sometimes reduced to driving event registrations, but leading marketers are looking for ways to increase results across the spectrum from pipeline to close. In this webinar, guest speaker Allison Snow will talk through the smart marketing tactics you can employ before during and after events to drive better business results and how to tie those tactics back to ROI.

    In this webinar you will learn:
    - Marketing tactics to deploy before an event to drive registration and measure success
    - How to conduct real-time marketing at events to funnel highly engaged leads into nurture tracks
    - Smarter event follow-up (70% of marketers say they are not satisfied with the time it takes them to follow up with leads after an event)
  • Is Email The Junk Mail of Tomorrow? Not if We Can Help It!
    Is Email The Junk Mail of Tomorrow? Not if We Can Help It! Liz Miller - CMO Council, Julie Gibbs - Gigamon, Tommy Lamb - Teleflora Recorded: Aug 23 2017 61 mins
    At the dawn of the digital age, email heralded a bold turn away from junk mail and battling the paper bulge of the overworked mailbox. But in today’s crowded engagement landscape, email has started to feel more like a cheap imitation of its scan-and-junk bulk snail mail predecessor.

    According to the technology research group, Radicati, 205 billion emails are sent each day. Not even social can compete with the power of email, according to a Forrester report that indicates that people are twice as likely to sign up to receive a brand’s emails as they are to interact on Facebook. But, as email open rates are increasing year over year according to Epsilon, rising from 31 percent to 34.1 percent, email CLICK rates are in decline, dropping from 3.5 percent to 3.1 percent in Q3 of 2016.

    Nonetheless, email continues to deliver. According to the Direct Marketing Association, in 2016, email had a median ROI of 122 percent, nearly four times higher than other marketing tactics including social, direct mail and search. And, according to a recent CMO Council study, 52 percent of consumers surveyed say email is a critical part of the customer experience, second only to access to a corporate website.

    The spray and pray messaging approach of old is no longer applicable to emails. Where personalization reigns, what are the new rules of email marketing engagement and how have CMOs adjusted strategies to optimize emails as part of a holistic customer experience?

    Join the CMO Council as we assemble a panel of marketing leaders who have all evolved email strategy to advance the customer experience and pull this powerful point of connection out of the junk mail pit.
  • Using Predictive Analytics to Empower Customer Experience
    Using Predictive Analytics to Empower Customer Experience Patrick Rice, CEO, Lumidatum Recorded: Aug 23 2017 44 mins
    Predictive analytics & artificial intelligence are transforming the way all companies connect with customers. The customer experience is on the verge of being completely redefined with A.I.

    In this talk, you will learn what it takes for a business to deliver this new 21st-century customer conversation. Patrick will cover:

    - Collecting & Managing CX data - What I learned analyzing 3 billion records at Amazon
    - We have the data, now what? AI & the Future of Customer Experience
    - How to use Predictive Analytics to find the right customer on the right channel
    - 3 ways to drive ROI for your business by applying AI to improve the Customer Experience

    Patrick is CEO of Lumidatum which helps CMOs apply artificial intelligence to the customer experience in order to grow revenue. He has been in the data and analytics space for over a decade including running a machine learning and advanced analytics team at Amazon.
  • Learn How to Save Time and Money When Creating Email Content
    Learn How to Save Time and Money When Creating Email Content Renee Chemel, VP Marketing, PowerInbox Recorded: Aug 23 2017 45 mins
    Do you have too much email content? Not enough email content? Does your website team get all of the glory and cool content?

    In this webinar we will give you tips on how to save time and money when looking for ways to create content for your email campaigns. It really is as easy as using the same bells and whistles incorporated in your websites and using them directly on your email campaigns.

    Your emails will shine with relevant and engaging content that will be the envy of your colleagues and make your customers want to click whatever your content is offering.
  • Modern Email Marketing - Relatively Simple Algorithms for the Future
    Modern Email Marketing - Relatively Simple Algorithms for the Future Maurice Flynn, Marketing Director, Altaire Recorded: Aug 23 2017 41 mins
    Maurice Flynn is a recognised expert in real time, marketing prediction (data+tech) & it's real world, enterprise scale application. With his 20+ years in email marketing for companies big and small, he has built a process/algorithm over time to help
    companies achieve dramatic improvement in their marketing across email and other channels with an integrated approach.

    Join this webinar to learn more about Maurice's formula:

    STAGE 1. WHAT 1a - Data:Loyalty/Commerce/ CRM/App/Web/Social /Other 1b
    - Simple Data ETL 1c -Predict::ML+Clustering/ DecisionTrees/Regression
    /Bayes/DeepNN /Other

    STAGE 2. WHY 2a - Predict Value: eg CLTV 2b - By Micro Segments 2c -
    Contextural 2d - Compliant

    STAGE 3. HOW 3a - Content Library 3b - Content Render & Cache 3c -
    Probabilistic ID 3d - Programmatic Real Time

    STAGE 4. OPTIMISE 4a - Control Test 4b - Battle of Algo’s Scoring 4c -
    More Data Sources 4d - Algo Weights
  • Actionable Insights on Partner Referrals: Takeaways from the benchmark report
    Actionable Insights on Partner Referrals: Takeaways from the benchmark report Trisha Winter, CMO, Amplifinity Sep 26 2017 3:00 pm UTC 45 mins
    Join Trisha Winter, CMO of Amplifinity, as she shares the data from the analysis of all referral partner programs run on the Amplifinity referral platform and what the data means for those that want to get more high quality leads from their partner network.

    Trisha will cover:
    > Details behind the data
    > Key findings from analysis
    > Lessons learned for marketers running referral partner programs
  • Enhancing Email Marketing with New Targeting and Customer Experience Tactics
    Enhancing Email Marketing with New Targeting and Customer Experience Tactics David Daniels, CEO & Founder, The Relevancy Group | @EmailDaniels Sep 26 2017 3:00 pm UTC 60 mins
    Join Kath Pay of Holistic Email Marketing, and esteemed marketing industry analyst David Daniels, as he shares new research, tactics and strategies to improve the customer experience and relevance. David will review several new innovations and technologies and discuss their effectiveness.

    David’s presentation and discussion will address the following:
    • Data utilization in email marketing and the efficacy of real time data
    • Individual targeting and the rise of People Based Marketing and its role in email marketing
    • The impact of machine learning and other artificial intelligence technology on email marketing
    • Innovations in mobile utilization to drive mobile app usage
    • The challenges and opportunities of utilizing embedding video in email

    David will also take your questions and offer access to research reports available for download.

    About David Daniels – CEO & Founder, The Relevancy Group
    Follow David on Twitter @emaildaniels Learn more at www.relevancygroup.com

    As CEO of The Relevancy Group, David directs market research and advisory services essential to digital marketing. Direct Magazine said David is “one of the most influential experts in email marketing, if not the most influential.” Co-author of ‘Email Marketing An Hour A Day’, David has held senior level positions at Forrester, JupiterResearch, Apple, Anthropologie and other top brands. In 2017 David was named Email Marketer Thought Leader of the Year by the eec/DMA. David is also the Publisher and Founder of The Marketer Quarterly a digital magazine for marketers by marketers available for free with registration at www.marketerquarterly.com or via the MQ App on Apple, Google and Amazon.
  • Why you can't sell to or work with Skeptical Technical Decision Makers
    Why you can't sell to or work with Skeptical Technical Decision Makers Babette Ten Haken Oct 3 2017 3:00 pm UTC 45 mins
    Technical decision makers intimidate many sellers. As a result, sales and support teams sell themselves short. Learn how to overcome obstacles and cultivate relevant and lucrative relationships that impact customer acquisition and customer retention.
  • Activating and Shaping the Customer Journey:Lessons From JD Williams Group on Ho
    Activating and Shaping the Customer Journey:Lessons From JD Williams Group on Ho Vicky Currie, JD Williams, Tony Brown, Teradata Customer Journey Solution and Mary Anne Hensley, CMO Council Oct 4 2017 3:00 pm UTC 75 mins
    It is easy to commit to delivering to exceptional customer experiences, but executing on the same can often be the hardest step. Join CMO Council, Teradata and JD Williams in part 2 of our webinar series to hear how organizations can enhance the customer experience and influence their buyers’ next steps to align with organizations’ desired goals and objectives.

    During this one-hour webinar, Vicky Currie, Head of Segmentation and Selections in the Customer Insight Group for JD Williams, will share insights around how the company transitioned from just collecting customer data to influencing customer decisions with predictive insight. Specifically, Currie will share how JD Williams moved from mapping the customer journey to actually understanding where customers are in the buying process, and then intervening with the right offer, at the right time and through the right channel, to lead customers to a purchase. Hear Currie explain how the ability to combine insights with action has helped JD Williams to meet business objectives, drive revenue and, above all, improve the customer experience.

    Joining the CMO Council and Vicky Currie will be Tony Brown, Vice President of Product Management and Business Development, Teradata Customer Journey Solution. Tony will share insights on the critical steps marketers must take to better inform and shape the buyer journey.

    Among the topics to be discussed:

    •How data and analytic insights can help identify a customer’s stage in the buying journey
    •Why integrating online and offline data is critical for a holistic view of the customer
    •Real-life business benefits of optimizing customers’ journeys
  • Three Strategies to Avoid a 'Once and Done' Approach with C-Suite Executives
    Three Strategies to Avoid a 'Once and Done' Approach with C-Suite Executives Lisa Magnuson, Founder & CEO, Top Line Sales Oct 11 2017 3:00 pm UTC 45 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Powering the Shift to Agile
    Powering the Shift to Agile Liz Miller - CMO Council, Dario Debarbieri - IBM Watson Oct 12 2017 5:00 pm UTC 75 mins
    Today’s marketing machine must be aligned to the agile flow of today’s fickle customer, able to adjust and adapt in real-time, thinking and often predicting behaviors in context to allow an organization to swiftly advance, iterate and optimize across functional boundaries.

    The CMO Council, in partnership with IBM Watson, will share new thinking and best practices for making this new marketing operation a reality in a one-hour interactive webcast featuring subject-matter experts and brand leaders currently making the bold shift to meet the customer where they stand. Joining the session will be Dario Debarbieri, CMO of IBM Watson North America and longtime CMO Council Advisory Board member, who will discuss the latest trends, from the API economy to the real opportunity of cognitive computing being applied to the marketing engagement engine.
  • Increase Engagement and Sales with Effective Sales Contests
    Increase Engagement and Sales with Effective Sales Contests Debbie Mrazek, President Oct 17 2017 3:00 pm UTC 45 mins
    This webinar will help those in charge of conducting contests to inspire results and actions to increase sales. Learn how to create a successful SALES contest that can change behavior and your bottom line….which can be FUN! Learn what to to reward, how to reward and types of rewards.
  • How to Create a Webinar Factory: Lessons Learned from The Content Wrangler
    How to Create a Webinar Factory: Lessons Learned from The Content Wrangler Scott Abel, Chief Wrangler at The Content Wrangler Oct 17 2017 5:00 pm UTC 60 mins
    The Content Wrangler is a San Francisco-based global digital media company that exists to help organizations adopt the tools, technologies, and techniques they need to connect content to customers.

    A small shop with two employees, The Content Wrangler uses webinars to build awareness, develop interest, and spot right-fit prospects. To compete with much larger firms, the company leverages its content strategy know-how to produce nearly 100 webinars a year on BrightTALK.

    Producing that many programs may seem unrealistic for even a much larger team, but it’s possible because the company applies principles from lean manufacturing to their webinar production processes -- a format that any company can replicate.

    Join BrightTALK for a special presentation from Scott Abel, Chief Wrangler at The Content Wrangler. You’ll learn how The Content Wrangler built one of the fastest growing—and most engaged—channels on brighttalk.com.

    You’ll discover how adapting lessons learned from single-source publishing can be applied to your webinar production process, enabling you to produce more webinars with less effort.
  • Aligning B2B Content to Specific Buyers: Industry, Job Role, Location & More
    Aligning B2B Content to Specific Buyers: Industry, Job Role, Location & More Melanie Turek, Fellow & Vice President of Connected Work at Frost & Sullivan Oct 17 2017 9:00 pm UTC 60 mins
    Is your content targeting the right audience? General information is great for broad-based marketing, but creating sticky communities requires that you go deep.

    That might mean offering insights that are outside your core competency, but which will add significant value for your users. And it definitely means providing insights that target specific buyers based on the industry they're in, their geographic location (or that of the company they work for), their job role, the size of their business, and more.

    The goal is to deliver information that is so relevant, your members see you as a thought leader not just in your area of expertise, but in theirs.

    This webinar will discuss the need to go beyond your content comfort zone and offer recommendations on how to create the content you need to appeal to buyers on a personal level.
  • Quality that Converts: Using Content as a Catalyst for Action
    Quality that Converts: Using Content as a Catalyst for Action Charlotte Bohnett, Director of Demand Generation & Brooke Andrus, Content Marketing Manager at WebPT Oct 18 2017 5:00 pm UTC 45 mins
    On its own, “quality” is a subjective term. What’s high-quality to one person might seem mediocre to another. So, how do you ensure the content your company produces is better—and higher-quality—than what your competitors are offering? Simple: You measure quality based on conversion.

    After all, you shouldn’t be creating content in a vacuum: each piece you produce should have a purpose beyond merely meeting your—or your company’s—subjective standards for quality.

    Beautiful, unique, well-constructed content doesn’t mean a whole lot if it doesn’t move the proverbial needle—whether that needle points to increased top-of-funnel traffic, more demo submissions, or greater upsell potential.

    In this webinar, Charlotte Bohnett and Brooke Andrus will discuss how they’ve leveraged content in a way that not only sets WebPT—a niche healthcare software company—apart from its competitors, but also supports the company’s overarching marketing goals and, most importantly, drives action.

    As part of this discussion, the presenters will highlight several key examples of content that have shown immense conversion value, including:

    - Themed pillar pages, blog posts, and downloads that work in tandem to capture and retain search traffic as well as drive email submissions

    - Free educational webinars that drive genuine lead activity and feature content and design that are far superior to anything else available in the rehab therapy industry—as well as carefully planned and executed promotion and distribution of those webinars

    - An industry salary guide download that has generated unprecedented top-of-funnel email submissions—and is easily replicable in most B2B spaces
  • Are You Measuring the Performance and Effectiveness of Your SEO Keywords?
    Are You Measuring the Performance and Effectiveness of Your SEO Keywords? Chris Raulf, SEO Training Expert & Founder of Boulder SEO Marketing Oct 19 2017 5:00 pm UTC 45 mins
    In today’s online driven world, a website is often one of the most important marketing tools for a business. Yet, many websites even lack the most basic search engine optimization (SEO) best practices.

    Being able to research, identify and optimize your website for the keywords your potential customers type into Google is crucial to succeeding with SEO. In fact, it’s essential to outrank your competition in the search engines.

    Any professional SEO agency will perform in-depth keyword research before starting a project, and so should you. In this 45-minute long online session, Chris Raulf, Founder & President of Boulder SEO Marketing, will present:

    • Why you NEED to perform keyword research
    • Tools, tools, tools: Keyword research is a (free and paid) tools driven process
    • How to research and select the initial list of target SEO keywords and phrases
    • How to identify the “low-hanging fruit” keywords that will immediately increase search traffic to your site
    • How to put the keywords to work for you
    • How to measure the performance and effectiveness of your target SEO keywords

    Webinar attendees will learn the concept of keyword research for SEO and be able to measure and monitor the effectiveness of their target SEO keywords.

    About Chris Raulf
    Chris Raulf is the founder of Boulder SEO Marketing, a boutique digital marketing training and consulting agency located in beautiful Denver and Boulder, Colorado. Chris is an SEO training expert and he teaches students around the globe on how to improve their website’s rankings in Google search results. His international background makes him one of the few professionals in the industry who truly live and breath multilingual search engine optimization on a daily basis.

    Learn more about Chris and Boulder SEO Marketing by connecting with him on LinkedIn (https://www.linkedin.com/in/chrisraulf) and Twitter (@swisschris).
  • How to Optimize Your Content for Funnel Conversion and Revenue Impact
    How to Optimize Your Content for Funnel Conversion and Revenue Impact Feng Hong, Senior Product Marketing Manager, Full Circle Insights Oct 19 2017 7:00 pm UTC 45 mins
    “How can I get smarter about my content creation? What topics and types really impact performance?” You work hard to generate and market the content you believe is valuable and educational for your audience. When it comes to B2B, a performance-driven marketer needs to go beyond wordsmithing and growth hacking, and enter the realm of analytics and insights.

    Join Feng Hong, a Senior Product Marketing Manager at Full Circle Insights with a background in performance analytics in B2B, as he discusses a step-by-step methodology for using content performance data in your CRM and marketing automation to guide content planning and creation.

    Learn how to:
    ·Categorize and cross-compare dimensions of content to optimize for performance
    ·Leverage Salesforce to understand content impact on your sales funnel KPIs
    ·Utilize attribution modeling to trace revenue contribution back to the content you generated
  • 5  Ways to Turn Around Weak Sales Messaging
    5 Ways to Turn Around Weak Sales Messaging Lisa Dennis, President, Knowledgence Associates Oct 24 2017 3:00 pm UTC 45 mins
    Sometimes the messaging delivered by Marketing doesn’t have enough punch when used in the field by sales people trying to get the attention of a prospect. Content creation and sales conversations are different! Learn 5 ways to strengthen sales messaging and stay consistent with your offering’s core message and engage the buyer.
  • How AI Can Help Sales Leaders Measure What Matters
    How AI Can Help Sales Leaders Measure What Matters Barb Giamanco Oct 26 2017 4:00 pm UTC 45 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • 4 Smart Ways to Find and Win New Clients
    4 Smart Ways to Find and Win New Clients Alen Mayer Nov 1 2017 5:00 pm UTC 45 mins
    Are you frustrated with your sales results, even though you have put a lot of time, money and effort, your heart and soul into growing your revenue? Looking to grow your sales, quickly and effectively, but also prevent buyer’s remorse and keep your clients loyal?

    This webinar will help you identify new ways (that you can start using right away!) to find, engage, win and keep new clients.

    Here's what you will discover:
    1.FIND: How to find new clients who are in the market today
    2.ENGAGE: How to connect with them instantly and engage into a dialogue
    3.WIN: How to remove any resistance and win new clients
    4.KEEP: How to prevent buyer’s remorse and keep your clients loyal
  • Centralizing Intelligence to Power Individualized Experiences
    Centralizing Intelligence to Power Individualized Experiences Liz Miller, CMO Council and Mark Swenson,Teradata Nov 9 2017 6:00 pm UTC 75 mins
    True one-to-one interaction is considered the holy grail of customer experience. However, according to a recent CMO Council study, only 7 percent of marketers are able to consistently create these individualized experiences across all channels.

    For the third and final webinar of this series, the CMO Council and Teradata are concluding the conversation around shaping customer experiences by focusing on the importance of coordinated cross-channel messaging through a centralized hub for all customer interactions—one that listens to all interactions, automatically tells marketing channels when and about what to say based on all the latest data and machine-learning analytics, and applies contact governance so that your marketing is smart and optimized, not fragmented by channel.

    During this one-hour webinar, our expert panel will share insights around how companies can build one central messaging hub for all customer interactions, regardless of channel. Marketers can elevate their marketing with a marketing hub to optimize and coordinate messaging, analytics and data so that the messaging automatically shifts, whether it’s time to sell or time to provide customer care, ensuring that each interaction is good for the customer and the brand. A featured brand expert will also share their company’s challenges in this area, as well as the steps they have taken in order to create consistent cross-channel messaging for the customer and make one-to-one experiences a reality for their organization.

    Among the topics to be discussed:

    • Challenges to achieving a full, cohesive view of all customer interactions
    • How to balance multiple customer interaction strategies amid the focus on clicks and conversions
    • Industry best practices and results from marketers who are coordinating their
    marketing in a hub and how it has elevated their marketing
  • Personalizing a Value Proposition for a Key Executive
    Personalizing a Value Proposition for a Key Executive Lisa Dennis, President, Knowledgence Associates Nov 15 2017 9:00 pm UTC 45 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Prospecting When Your Competition is Not
    Prospecting When Your Competition is Not Caryn Kopp, Chief Door Opener Nov 20 2017 7:00 pm UTC 45 mins
    Welcome to The Sales Experts Channel! We are a community of 63 sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.