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.
Each year, Microsoft and its technologies and products are mentioned over 115 million times in the social ecosphere. How does a company like Microsoft leverage social media as a mechanism to build relationships with audiences including prospects, customers and fans? The Microsoft Customer Experience Center (CXC) manages social engagement programs for over 30 of Microsoft’s core brands and audiences across 110+ social channels, with the overall purpose of building rich customer experiences through quality audience engagements.
You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
Inside Sales has been a critical success factor for winning B2B companies. This success has also created key challenges that can limit future scale.
Join MRP and SiriusDecisions in this fast-paced live webinar as we unpack these challenges and deliver actionable insight for you to direct or redirect your efforts.
Helping to put an end to cold calling, we’ll be discussing how AI will transform inside sales:
- Account prioritization – how to apply data to inform timing and needs
- Lead consolidation – becoming expert at markets
- Topic identification – develop certainty in knowing needs and timing
- Automation – How a prioritized queue will automate the calling workflow of sales teams
- Predictive – How embedded AI and machine learning enable real-time predictive execution
Let’s face it, doing more of the same isn’t working. MRP Next Generation Inside Sales is powered by artificial intelligence and allows your team to work smarter. Our prioritized calling queue is powered by a combination of engagement data, real time intent and historical contact data. We’ll help you put an end to cold calling through for more intelligent and relevant conversations.
Register for this webinar and join Kerry Cunningham, Senior Research Director of Demand Creation Strategies, SiriusDecisions and Kevin Cunningham,CEO, President and Co-Founder, MRP as they discuss where the future of inside sales is headed.
Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
Imagine, for a moment, walking into a store where you have only made a purchase one time before. The salesperson runs up to you and greets you by name, and before you can get a word in edge-wise, he offers you five other products that are almost identical to the one you purchased before. Then, without warning, he invites you to talk with five other customers who not only look eerily similar to you, but are also all wearing the same item you purchased. Then, as you begin to hasten your exit—because at this point, you are fairly certain that the salesperson is a stalker—he begins to shout down the corridor after you, begging you to come back and offering you coupons and discounts as your brisk walk turns into an all-out sprint away from the insanity.
It is so easy to imagine this scenario in real life, but it is far more difficult to admit that this is the very experience that many of us have inadvertently created for our customers across the omnichannel landscape. So it begs the question: When did we forget how to build real relationships with real, live human beings?
In this latest installment of the CMO Council’s thought leadership series, “Get to Know a CMO,” Liz Miller will have a one-on-one session with Frank Grillo, Chief Marketing Officer at Harte Hanks, seasoned veteran of the advertising, marketing and telecommunications industries, and a passionate advocate for bringing the human back to marketing.
Join the CMO Council as we hear Frank’s position on what customer centricity truly is (and what it isn’t), how marketing can be made human again, and where we lost our relationship skills somewhere along the way. Liz will also be asking Frank about his own path to becoming a CMO, which has seen stops along the way as the COO of telecommunications companies and a long track record of serving as the chief growth engine and customer experience orchestrator for large, dynamic organizations.
Your best business is new business with your current large accounts. As the CEO or chief sales officer of a $5m to $250m company, how do you deploy your sales resources to make that happen systematically? You need a carefully crafted plan! Tune in to learn more.
In this webinar, Metadata.io CEO Gil Allouche will talk about the different ways AI is being used by marketers. From analyzing data to orchestrating new marketing campaigns, AI is powering marketing activities in new and exciting ways and affecting interactions throughout the entire customer lifecycle. As an example of how AI can have a tremendous impact on marketing practices, Gil will focus on its role in lead generation. Webinar attendees will learn:
- What Machine Learning is in relation to AI and how it connects your data to find patterns
- Examples of how machine learning can identify target audiences, including the 20 percent that creates 80 percent of your revenue
- How AI technology can help marketers prioritize their budgets to focus on the most effective programs
- Starting with small, iterative uses of AI in marketing can be the most effective way to understand what will yield the most ROI
Gil Allouche founded Metadata.io to make demand generation easy for non-technical marketers. The Metadata.io platform and AI Operator evolved from Gil's experiences hacking various marketing and CRM systems to get the solutions he needed.
In the ongoing dialogue around touchpoints, experience, engagement, data and the ever-growing martech stack, why is it easier to talk about replacing email platforms than it is to talk about what is going wrong with our email strategies? In our quest for personalization, when did email become a commodity of communication and not a strategic engagement? Is it too late to shift the strategic mindset from blasting to engaging?
The CMO Council, in partnership with Adestra—the official engagement platform of the peer-powered network and one of the most trusted names in email and technology—will host an interactive executive roundtable to debate and discuss where and how data-rich engagements, including email, have shifted and transformed strategies.
From customer experience to relationship management, email has long been the cornerstone of ongoing customer campaigns, but rather than being seen as a channel of influence, loyalty-building and customer engagement, it is traded as a commodity—the cheapest option in the direct marketing toolkit.
Among the topics to be discussed by the executive panel are:
• Redefining email engagements for the C-suite: Where and how should the discussion shift?
• Calculating the cost of irrelevance: What is the real risk facing brands that continue to “spray and pray” in today’s era of rapid customer defection?
• How the best-of-the-best brands connect the customer, content and context
• Are we ready for what’s next? From engagement in the age of GDPR to building trust in the era of Cambridge Analytica, how do we prove that we know our customers and simultaneously earn customer trust through our digital engagements?
Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert Kevin Davis. Steven and Kevin will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.
No powperpoint, no videos, just open and frank discussion.
Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
For Account Executives, Business Owners, or Service Providers, prospecting, and new business development often falls to the bottom of the priorities pile. Current customers are more urgent with more immediate rewards. Endless prospecting is difficult to sustain and produces nominal results. This session delivers a NEW BIZ DEV strategy – a new concept with increased results.
Trying to get your sales team to be on the same page? Locking down on optimized sales actions and best-practices? Want to build a Sales Playbook beyond paper documentation? We'll show how to lock down right-practices and roll it out to your salespeople in a way that they'll REALLY use.
The esports market is on fire. Last year 43 million people watched the League of Legends world championships, a multiplayer fighting game. And it's not a niche market of teenage boys in basements. A recent report found that 31 million people watch esports tournaments in the U.S., and more than double that -- 68M -- in China.
And the question is -- how do you monetize that at scale?
Look to the wild success of the Asia-Pacific esports companies. The companies who stage events like China’s 2017 Riot Championships, which posted more than 32 million viewers, have been able to compel customers to actually pay to view content, and even tip players, with the right streaming and payment technologies.
Don’t miss this VB Live event for keen insights from leaders in the space on how U.S. companies can effectively operate globally or begin to expand globally. You’ll learn how to confront the challenges that scaling your audience can pose and improve it, from west to east, as you look to capture more of the global audience opportunity.
Register now for free.
You’ll learn about:
* The opportunities provided by the growth in the esports streaming content market
* What's causing the streaming content surge and market growth
* The technology making this explosive esports growth possible on a global scale
* Confronting the problems around scale in markets like China and elsewhere
* Dean Takahashi, Lead Writer, GamesBeat
* Johannes Waldstein, CEO, FanAI Inc.
* Roc Harry, Relationship Director, Worldpay
* Carter Rogers, Senior Analyst, SuperData Research
Does your training fall on deaf ears? Research confirms 87 percent of traditional sales training doesn’t stick.
In this session, you’ll learn the four pillars required for a results-producing training and coaching program. Learn to leverage scientifically proven methods to increase ramp-up time and decrease turnover.
We’ve all seen the explosion of marketing technology companies over the past several years, clearly illustrated in Scott Brinker’s Marketing Technology Landscape that grew from 150 companies in 2011 to over 5,000 last year.
Today, we’re seeing many marketers who have been part of the martech tool buying spree in recent years take a step back and assess both how their stack works together and if they’re getting ROI from each piece. On the other hand, exciting developments in Artificial Intelligence (AI) have added capabilities and enhanced others.
So how do we make sense of the martech landscape today? How do you build a stack that answers business needs and takes advantage of cutting edge technology?
We’re excited to feature David Lewis, CEO of DemandGen, a leader at the forefront of making sense of today’s marketing tools for his clients, along with several innovative marketers who will discuss:
- Martech’s evolution in recent years
- Building a stack that makes business sense and delivers ROI
- Where martech is going, notably the impact of AI
Imagine, for a moment, taking on transformation at the size of Microsoft. As a global, multinational, billion-dollar organization, scale alone could be daunting…after all, you are asking more than 124,000 employees to change along with you. But transformation is exactly what Microsoft achieved, up-ending corporate structure, breaking down product-centric silos and fostering a culture of market-centric and customer-centric innovation to advance the organization. The second webcast in our series will focus in on how this massive transformation impacted, shaped and empowered marketing leaders in the organization to engage with the customer in completely new and different ways.
How much should a lead cost? More than you think but probably less than you are currently paying. In this session Dan will discuss what a lead is and isn’t, how to optimize the return on any lead generation program and whether to “build vs. buy”.
When asked if they have good Sales and Marketing alignment, many leaders would quickly nod their heads. "Of course we do!" But when it comes down to it, is that alignment real? Are there clear SLAs in place for the treatment of leads and opportunities on both the Sales and Marketing sides? Is the impact of that alignment measurable? Do lead flow, reporting and other critical operations plumbing work as they should? How does this need to evolve as marketing is being asked to support growth across the customer experience?
We're excited to feature noted Marketing and Sales expert Matt Heinz, who will moderate a roundtable with visionaries from both functions where we'll discuss how to make tangible, measurable Sales and Marketing alignment a reality.
In this roundtable we'll cover topics like:
- How the best teams have operationalized Marketing and Sales' responsibilities
- How to measure the Marketing's influence at all stages of the buying cycle
- Which operational pitfalls to avoid
The Chief Marketing Officer (CMO Council) and RedPoint Global are partnering to host a one-hour webinar on May 1, 2018, at 10am PST/1pm EST to discuss our latest report—titled “The State of Engagement: Bridging the Customer Journey Across Every Mile”—which reveals how brands are using connected, contextual and personalized engagements to reach customers through the last mile of their journey with a brand.
Join Liz Miller, SVP of Marketing here at the CMO Council, and John Nash, Chief Marketing and Strategy Officer for RedPoint Global, as they unveil the findings from a quantitative survey of more than 150 marketers, in addition to insights from interviews with marketing leaders at Coca-Cola, AllRecipes.com, Aston Martin and more.
Miller and Nash will explore the issues and challenges that organizations continue to struggle as they look to deliver consistent, reliable, data-driven and personalized engagements across an ever-expanding list of touchpoints. They will also share the strategies that leading companies are using to turn intentions into measurable action. The webcast will also take a closer look at the brands that are successfully differentiating themselves through better engagements by delivering the experiences that consumers want.
Two Sales Experts duke it out on this fun webinar to earn your LIVE VOTE for best business growth investment. Learn trade secrets and best practices for leveraging your people for success. Who will earn top billing in your budget? Oh, and the loser will post a LOSER picture of the winner’s design.
Every B2B marketer knows that great content is a key ingredient for winning growth strategy. Content marketing has changed dramatically since the “more is more” days. The best marketing teams, armed with better measurement capabilities, are taking a more thoughtful approach, delivering helpful, high-quality content and attributing its impact on growth. They’re also shifting their content mix. With 80% of web traffic expected to be video by 2020 (Cisco), streaming content like webinars and videos are no longer just a tick box for a top funnel asset. Target audiences want more engaging, interactive and human experiences online. Successful content teams are acquiring and inspiring their ideal audiences how, when and where they want at all stages of the customer journey.
In this lively roundtable, marketing content expert Steve Gershik and top marketers on the cutting edge of content will discuss:
- Leveraging the most compelling forms of content in 2018 at every stage of the buyer’s journey
- Making great storytelling a key part of your process
- Tips for measurement of content performance, connecting campaigns to revenue
The CMO role is in a time of great change. On the B2C side, we're seeing several noted CPG brands like Coca Cola eschewing the CMO role and instead hiring Chief Growth Officers. In B2B, there is some traction in the rise of CGOs but the broader trend shows the CMO role becoming much more metrics and revenue-driven. It's an exciting time for marketers but it's critical to understand what's driving this dramatic shift.
Liz Miller, SVP, Marketing at CMO Council will host a lively roundtable with several notable CMOs. In this session we'll explore why this shift is happening, how businesses should think about these leadership roles, and what this means for Marketing as a whole.
- How the emergence of key technologies has powered the shift to CGOs and revenue-focused CMOs
- How the need for growth influences breaking down old siloes across organizations and placing big bets on innovation
- What a CGO does and whether your company needs one today
More than ever, buyers are educating themselves with content at every stage of the customer journey. And with an average of seven different buyers involved in any B2B purchase decision, the need for a personalized approach is now more critical than ever.
Jason Oakley, Product Marketing Manager at Uberflip, explains how Uberflip's Content Experience Platform (CEP) enables you to create engaging, personalized content experiences at scale.
Do you have a LinkedIn profile simply because you feel you ought to? Or, have you been meaning to set one up, but don’t know where to start? Chances are, even more advanced users of LinkedIn are not maximizing the platform to its fullest. With careful curation, it can be one of the most powerful tools in your arsenal, enabling new opportunities, driving new business and partnerships, and giving you the power to position yourself as a thought leader in your space. In this workshop, LinkedIn novices and vets alike will learn quick wins and ninja tricks to get LinkedIn to do the heavy lifting. Hear how to increase your profile strength, strategically grow your network, boost your search value, and much more. Discover how investing less than an hour per week can pay big dividends in achieving your personal and professional aspirations.
About the presenter:
Amanda Healy is an award-winning marketing demand generation leader, national speaker and keynote, and social media advocate. She currently works as a Senior Marketing Manager at TIBCO Software, driving global campaigns for the company’s enterprise integration and cloud solutions. She has trained world-class teams ranging from startups to Fortune 500 companies to leverage social media, and has spoken at industry-leading conferences including the Massachusetts Conference for Women, the Women In Technology International Summit, Microsoft Envision, Social Tools Summit, Watermark’s Lead On Conference for Women, and many more. Profiled by the Washington Post, interviewed by WBZ, lauded as “Social Genius” by the Boston Social Tools Summit, and named to BostonSpeak’s “24 Experts On How to Become a Great Public Speaker” list, Amanda is one to watch.
Nobody wants to sold to or to be just a database target. You need to engage prospects. Today’s buyers want to be heard and helped, on their terms, not yours. Join Jill Rowley, Marketo’s own Chief Growth Advisor and social selling evangelist, to discuss how marketing and sales teams can work together to transform your digital sales strategy.
Mike Bosworth has been a thought leader within the field of sales and marketing over the last several decades. He is an author, speaker, entrepreneur, story seeker and sales philosopher.
Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) co-author of Customer Centric Selling (McGraw-Hill, 2003) and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection and The Power of Story (McGraw-Hill, 2012).
ABM is not something marketing can do alone. One of the four basic principles is partnering with sales. So, whether you’re taking a one-to-one, one-to-few, or one-to-many approach to the accounts that matter most—or even a blended strategy—alignment with sales will be the difference between mediocre and outstanding results.
Join Bev Burgess, ITSMA’s ABM practice leader to explore the alignment you need for different types of ABM and the best ways to achieve sales buy-in and ongoing engagement with your program. Bev will draw on real examples from ITSMA's marketing excellence award winners as well as the latest research on best practices.
By leveraging the power of the cloud, artificial intelligence and machine learning, mapping devices are getting smarter over time, recognizing patterns and farming insight from contextualized data. And that means smart cities and data-based Location of Things navigation is becoming a reality.
Cities can analyze and improve congested traffic. Freight companies with connected trucks can better manage logistics, optimize fleets, and track customer engagement. And cars will learn to make split-second decisions on our behalf, making the call on turning left or hitting the breaks when it recognizes a pedestrian is in the crosswalk.
To find out more about how cloud-based, AI-powered location technology is creating the highly accurate and always up-to-date maps that can revolutionize everything from autonomous cars to connected cities, don’t miss this VB Live event!
In this webinar you'll learn:
* How to leverage the power of the cloud, AI, and machine learning across devices by contextualizing location data in real time
* Understand the role of location-based data mapping in the "Location of Things"
* The application of data-enriched mapping to industries like retail and automotive
* How "Location of Things" powered by geographical data can be used to connect autonomous driving, smart mobility, and smarter cities
* Chris Pendleton, Principal PM, Azure Maps
* Peter Frans Pauwels, Co-founder, TomTom
* Jennifer Belissent, Principal Analyst, Forrester
* Rachael Brownell, Moderator, VentureBeat
When you have one chance with a prospect, how do you quickly establish the connection necessary to move the call forward? In this session you’ll learn how professional actors quickly connect with scene partners and confidently engage audiences - and how to apply those skills for more successful sales calls!
If Men are from Mars and women are from Venus, then it can certainly sometimes feel that Sales is from one universe while marketing is from a completely different one! But we know that when sales and marketing can align, great things happen - Marketo estimates that sales and marketing alignment can help your company become 67% better at closing deals. But although we know the benefits of sales and marketing alignment, we seem to struggle to achieve it with Forrester Research estimating that only 8% of companies have strong alignment between their sales and marketing departments.
What are the barriers to achieving alignment though? And most crucially can they be overcome? And assuming you want to drive better alignment, where do you actually start?
These are the types of challenges that Agent3 seeks to address with its customers as it helps them sell more to their key and named accounts. Joined by Julie Woods-Moss, ranked by Forbes as the 16th most influential CMO globally in 2017 and recently CMO at Tata Communications and John Seaner, CMO at 1010data, Greg Salmon, Senior Vice President, Agent 3 will host a webinar that has one aim; to help you better understand how to achieve sales and marketing alignment 'nirvana'. Drawing from his experience working with brands such as Cisco, Sony and Salesforce, Greg will quickly provide five immediate steps that you can take to drive better alignment before Julie and John provide their own examples of approaches that worked for them in driving better internal alignment at their respective organizations. Intended to provide readily applicable, 'real world' advice, this webinar will be an invaluable source of insight in helping you drive better sales and marketing alignment and, in the process, put you on the path to generating the 209% more revenue from marketing that Marketo believes can be gained form aligning sales and marketing.
Traditionally, B2B marketers have attempted to go wide with their campaigns in an effort to reach the largest number of people with a broadly appealing message. But for the past few years, leading companies have started to embrace Account Based Marketing, which identifies key accounts in the company portfolio and then targets them directly with content and messaging designed to appeal just to them.
The goal is typically to land or maintain high-value accounts that, together, can deliver 80% or more of annual revenues—and thereof deserve 80% or more of your marketing resources. This session will outline the benefits of ABM and offer a few cautions to beware of along the way—ensuring success as you embark on this new and effective journey.
Presented by Melanie Turek, VP Connected Work, Frost & Sullivan
As a Fellow and VP of Research for Connected Work at Frost & Sullivan, Melanie covers a broad range of markets, leveraging long-standing relationships with leading industry participants’ senior executives and customer organizations.
Melanie has more than 25 years' experience covering video and web conferencing, social networking, unified communications, voice, IP communications, instant messaging and presence, and the end-to-end customer experience, as well as a wide range of business software and services.
Melanie brings deep technical expertise and in-depth understanding of the ways in which technology can positively impact business processes and performance. She studied social anthropology at Harvard, and she views technology transformation through that lens.
In this presentation, Kelly Waffle will show how to make ABM programs more effective, efficient, and actionable by reaching the hard-to-reach buyer globally. Many talk about ABM, some run pilot programs, and a few see expectations meeting success. Kelly will share tips, proven techniques, and research to help you see success with:
* Account and Contact data analysis
* Audience profiling and segmentation
* Global account reach and targeting
* Program metrics
* Campaign optimization
* Measurement and reporting
* The Last Mile - passing insights to Sales
Tune into this session to learn how to better connect with the hard-to-reach buyers across your target accounts, and have more meaningful conversations with your Management and Sales.
Connecting with your target accounts and looking at customer lifetime value holistically are foundational components of any successful account-based marketing (ABM). From defining who they are, to converting them into loyal customers by working synergistically to consistently deliver an awesome buying and customer experience – when done right, ABM can incite a Go-to-Market “revolution” for enterprises. In this session, hear from Marketo CS alumna and now Head of Marketing at Folloze, a leading ABM Engagement Platform, how to best enable your “ABM Trifecta” – the collaborative efforts of your sales, marketing and CS teams – to engage, develop, win and RETAIN your top target accounts faster. Specifically, in this session you will learn:
•Best practices in defining and identifying your target accounts and how to set them up operationally
•What we mean by the “Bow-Tie Funnel Effect” and its role in enabling companies to be more customer-centric, while also optimizing for and sustaining revenue growth
•How the key to conversion (both from initial deal or by land-and-expand) is achieved through meaningful digital engagement that is education-driven and consultative – via the “ABM Trifecta”
Want to solve the mystery of Sales Forecasting? It's actually not a secret. There are major keys that Sales Leaders and Salespeople miss in all the weekly/monthly sales commotion. We'll lock down on best-practices and ways to assure forecasting accuracy and avoid common errors and misconceptions. Let's nail your forecast!
Triblio has nailed down 5 key ingredients to award-winning ABM campaigns. We’ve enabled thousands of ABM campaigns, and our clients have won recognition from Demand Gen Report, SiriusDecisions, and TOPO. Distilled down to 5 essentials, the secret sauce to ABM incorporates the right mix of organizational support, target account assessments, segmentation, goals & metrics, and ABM campaign tactics.
As you build out your ABM program, we’ll help you explore essential questions in modern B2B marketing such as:
- How do I reach anonymous stakeholders?
- How do I help multiple stakeholders in a buying center reach a consensus?
- How do I deliver relevant messaging at each purchase stage?
We’ll also show real examples of how clients tackle 1:1, 1:FEW and 1:MANY account targeting, including case studies on Plex and FinancialForce.
In the account-based game, you’re not looking for one big hit. You need your entire lineup to consistently perform across all nine innings. Join this webinar to learn how to draft the best accounts, manage your ABM campaign lineup, and keep score.
We will show you how to:
* Prioritize target accounts through a data-driven approach
* Manage full-funnel ABM campaigns
* Build an ABM scorecard for marketing and sales
* How to Knock Your ABM Out of the Park
* Stephanie Kelly - Director of Marketing and ABM Operations, Terminus
* Torrey Dye - Director of ABM, Terminus
Mistakes are a natural part of business and yet we don’t always deal with them very well. Please join us to:
Get more comfortable with mistakes
How to move past them
How to learn from them
…..and be even more successful in sales because of them.
This Webinar will focus on leveraging the latest technology to effectively and efficiently reach niche B2B audiences at scale.
By combining cutting-edge Digital Media technology with accurate offline data, participants will learn how to deliver their message to B2B decision makers with pinpoint accuracy to drive leads and increase revenue.
The rise of ABM has inspired an important rethink of how best to measure marketing impact. Rather than focus on activities, outputs, and marketing-qualified leads, ABM-ers are shifting to account-based revenue metrics, such as pipeline contribution, funnel velocity, win rates, and deal size. But not all revenue is created equal.
Driving growth with new types of solutions, marquee accounts, and top priority markets can be especially significant to achieve strategic corporate objectives. To move ABM from revenue contributor to strategic growth driver, ABM-ers need to focus on all three R’s of strategic marketing: Reputation, Relationships, and Revenue.
Join ITSMA SVP Rob Leavitt to explore how the most effective ABM programs are bringing the 3 R’s down to the account level and using them to drive long-term corporate innovation, growth, and success.
Please join us for the CMO Council’s upcoming live webcast, in partnership with IBM, “Doing More With Data.” Join us on June 7, 2018 at 10am PT / 1pm ET as we explore how the shift toward the customer has necessitated innovation across data, analytics and holistic operations.
Among the key issues to be discussed are:
-How marketing, commerce and operations executives are centralizing and putting today’s deluge of data to work, as well as finding new ways to extract value from multiplying sources of insight (IoT, MarTech apps, third-party APIs) and unstructured content (both inside and outside the enterprise)
-Issues of data availability, accessibility, quality, timeliness, dependency, disorder, drag, delay and dysfunction
-Competitive imperative to leverage real-time, refined data for revenue growth, customer gratification and trusted decision support
-How to help functional business leaders review, value and prioritize data assets; provide them a self-assessment tool to identify most relevant sources of data, and determine what types, sources, formats, and interfaces would boost marketing and business performance
-Gaps and deficiencies in the data value chain as it results to customer journey, path to purchase, lifetime value, and end-to-end experience.
Whether you’re establishing a new sales enablement function or upgrading your current approach, join sales enablement expert Mike Kunkle for this webinar to hear:
How sales enablement should be defined
The foundational building blocks that will lead to success
Services to consider offering
How to perpetuate success with systems thinking
There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.
Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.
No powperpoint, no videos, just open and frank discussion.
Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.
What’s the single best thing to improve your win-rates? The answer is better discovery.
In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.
AI is rapidly reshaping how retailers reach and engage customers across channels and in real time. And because your success in retail is so deeply interconnected with customer experience, from browsing to decision, purchase to post-purchase pleasure, AI is increasingly going from nice-to-have to necessity for higher sales and bigger bottom lines.
With billions of customer behavior data points, transactional histories in the trillions of dollars, and pinpoint segmenting, AI turns hazy ROI best-guess calculations into data-driven predictions. It helps you uncover new customers, and adds science to the art of targeting your audience.
Learn more about how retail organizations can use AI to find and evaluate customers, seize tailored opportunities along your customer’s journey, offer hyper-personalized recommendations and more, when you join this VB Live event!
Register now for free!
Attend this webinar and learn:
* How AI helps retailers curate content, offers, and experiences to revolutionize customer acquisition and engagement.
* How companies can leverage AI to uncover new markets
* The role of AI in data-powered email marketing (e.g. empowered segmentation), voice and visual search
* The future of AI in retail: What's next?
* Rob Roy, Chief Digital Officer, Sprint
* Jaimy Szymanski, Principal Analyst, Kaleido Insights
* Rachael Brownell, Moderator, VentureBeat