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.
Christopher Ryan, The B2B Revenue Growth ExpertRecorded: Sep 19 201945 mins
Companies of all sizes thrive or simply survive, based on their ability to develop a strong, consistent and repeatable pipeline. According to CSO Insights, 67% of CEOs polled stated that their #1 goal is acquiring new customers. Experts Jim Hale and Chris Ryan will share their top strategies used to accelerate pipeline growth at some of the most dynamic U.S. and international companies. In this dynamic and fast-paced presentation, you will learn the threats on both the marketing and sales sides, that can prevent pipeline growth and also discover the best opportunities you have to stop revenue leakage and get on a solid growth path.
Ryan and guest expert Hale will discuss important topics like: how to ensure that your pipeline numbers are accurate; why too much technology and processes can hurt you; why your messaging can be even more important than sales skills; how marketing and sales can work together synergistically to boost revenue faster; and why an account-based marketing (ABM) program may be your best bet for selling larger deals. Specific examples will be provided of companies that used these strategies to go from low-growth to high-growth.
You will learn:
1.What you need to fix now to get your pipeline in order.
2.The danger signals that your pipeline is in trouble.
3.How to use opportunity assessments to improve pipeline accuracy.
Why marketing plays a big role in sales pipeline growth.
Chaz Horn B2B Sales and Marketing StrategistRecorded: Sep 18 201945 mins
Join Chaz Hoirn B2B Sales and Marketing Strategist, for this presentation that will give you the five essential pillars.
When it comes to conquering LinkedIn, Chaz has come up with a system called TABS. He landed on that particular acronym because it’s all about keeping tabs on yourself and your business.
The “T” is for “technique.” Chaz stresses that technique isn’t about manipulation, but, rather, having the intention to serve. It also refers to being the driver of the sales and marketing process, as opposed to simply being a passenger.
The “A” refers to “attitude,” which means that you need to get in the proper mindset in order to perform to the best of your abilities. In the proper mindset, you’re able to bypass a lot of the fluff that might come your way and focus in on the core issues.
“B” is for “behaviors.” This is the process of not just putting yourself to action, but finding the right actions. A large part of successful behaviors has to do with consistency, thinking on the fly, and being spurred by your failures instead of debilitated.
The final letter, “S,” stands for “strategy.” This is all about finding an audience and establishing yourself as an authority. Without this, your audience has no reason to listen to you over anybody else and will happily scroll right past you to the next person.
Jeff Raymond, Executive Director, Client Engagement – Launch MarketingRecorded: Sep 18 201931 mins
At its best, an organization’s content anticipates the needs and interests of those they wish to start or advance a conversation with. It’s simply there when audiences need it and served up in an easily accessible and engageable manner that adds up to a positive experience.
Conversely, gaps in content availability, inattention to the steps required to get one’s content, and disconnected follow-up leads to negative experiences and, ultimately, unmet objectives.
Join us as we examine:
- How to assess whether you have the content you need
- What it takes to create a reliable and effective content engine
- The friction points that impede content engagement (and how to address them)
Clarice Lin | The ROI Doctor | Founder of BaselineLabs | Head of Content-AnalyticsRecorded: Sep 18 201948 mins
In recent years, many companies and marketers struggle to prove the return on investment in content marketing and how storytelling plays such a pivotal role in the overall business strategy. On the other hand, companies who focus only on Return-On-Investment (ROI) face unsurmountable challenges in turning new customers into returning customers.
If you want your company to outshine your competitors, return on emotion (ROE) is the real key in balancing your monetary returns and getting your customers return yet again and again.
In this session, I’ll share with you:
- Why measuring ROI is no longer sufficient in your customer acquisition and retention strategy
- What Return-On-Emotion is all about and why you’ve to focus on this key metric in 2020
- How to strike a balance between driving higher profits and keeping your customers happy and satisfied
David Pitta, CMO, BrightTALK and Val-Pierre Genton, VP Product Marketing, BrightTALKRecorded: Sep 18 201960 mins
In today’s B2B marketplace, competition is fierce. Buyers fall prey to one-size-fits-all marketing campaigns and pushy sales calls that often leave them feeling confused and uncertain in their decision. As the marketing landscape evolves, the word authenticity has become more and more applicable.
So, how do you prove your commitment to the customer through genuine content, ultimately winning their hearts and minds? In this live webinar, BrightTALK’s CMO David Pitta and VP, Product Marketing Val-Pierre Genton explain why authenticity matters and how to leverage this concept across your content, marketing, and sales processes.
In this webinar you’ll learn:
· How to tell authentic stories with your marketing content
· How to cultivate authentic buyer connections
· How to ground your decisions on authentic results
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Sep 18 201935 mins
Description: Part #9 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
When you have sold a deal into a big corporation, you will often have a delivery team inside that account, led by a project manager, at the same time that another sales rep or account manager from your company is working to land new business. The new business opportunity may be in another facility—in another region, a different subsidiary, even another country. Far too often, there is no contact between the team inside and the team selling new business. That’s a huge lack of foresight and opportunity, both to serve your client better and to improve your chances of success. This webinar is about how to manage your inside team(s) to produce steady new revenue from your large account.
You will learn:
1. What assumptions you should make about your global clients.
2. How management training and sales training needs to address these issues.
3. What opportunities you should be looking for.
4. How to use this circumstance to become a trusted advisor.
5. How to align your sales strategy with your customer’s strategic objectives.
Rod Sloane, Linkedin Pirate, Linkedin as a ServiceRecorded: Sep 18 201936 mins
Join this talk to discover:
- What is a sales story
- Why you need a sales story?
- Why you need more than one story ...beyond the company story
- How to tell a sales story
- Storytelling Resources
- StoryTelling Creation
- Practising your Story
- Getting better at Storytelling
Chris Wickson, GM of Events, Integrate; Anjie Roberson, Senior Product Marketers, IntegrateRecorded: Sep 18 201928 mins
Join Integrate for an exclusive webinar to learn how forward-thinking B2B marketers are harnessing the power of face-to-face events, and turning them into a key revenue channel.
Physical events account for approximately 18% of total marketing budget spend, making them the biggest single area of investment for B2B marketers. Yet we’re often still unable to quantify success. Why?
Despite advances in marketing technology, when it comes to exhibiting, we’re still left using old-school lead capture methods like paper forms, badge scanners and business cards. The result? Poor quality leads, slow follow-up and missed sales opportunities.
Join this webinar to learn about:
•why the exhibition industry is holding back B2B marketers from maximizing ROI
•how modern marketers can evolve their approach to exhibiting by taking a unified view of event lead management
•a closer look at real world examples of event lead management success
René Power, Founder, Vision B2B Marketing and Training LtdRecorded: Sep 18 201944 mins
When we talk storytelling from a business marketing perspective, what do we even mean?
What are the key elements? And how can we tell a story in a way to encourage people to know, like, trust and transact with us?
In an all new BrightTALK webinar, regular contributor René Power from Vision B2B Marketing and Training will discuss how B2B product and service businesses can produce more interesting content that positions their expertise and delivers a more human customer experience.
In this session you’ll learn:
- How to create a story arch that taps into customer interests
- How to link real experiences and takeaways to motivate customers to action
- Build and empower experts in your business
As always, webinar attendees can access a bonus workbook for the webinar by emailing email@example.com ahead of live broadcast at 1pm GMT on 18th September.
René Power, Founder, Vision B2B Marketing and Training Ltd
René consults, trains and speaks with organisations large and small around the world on topics of marketing, branding, communications and business growth. Training and marketing clients have included Nordson, Kingspan and Rolls-Royce plc. His proprietary Market with Intent programmes are available to clients online, as a coached face-to-face group, as in-company programmes and as a delivered one-to-one marketing service.
Find out more at www.visionb2b.co.uk
Connect on Linkedin at https://www.linkedin.com/in/renefp
Follow on Twitter at https://twitter.com/renepower
Yotam Gutman, CEO, ContexyRecorded: Sep 18 201938 mins
Effective storytelling requires authenticity, but also tenacity. The ability to generate quality, engaging content is crucial for creating and maintaining marketing momentum. However, marketers that are required to do so over and over again usually end up “dry”, and either reduce the frequency of publications or their quality.
In this webinar, content marketer Yotam Gutman will discuss the pitfalls of content marketing and propose tested way to continuously create quality content.
Key takeaways include:
- Content ideation strategies
- Content creation tactics
- Content re-use methods
- Tips and tricks for generating content when there’s nothing more to say…
Michael Humblet, Founder, Chaomatic, School of Sales and The House of SparkRecorded: Sep 18 201945 mins
Thought leadership is a new powerful way to scale yourself and your company by building alignment between sales and marketing.
Discover how to build a B2B lead generation machine where prospects consistently contact you while building your brand. In this session we’ll go into the strategies and pragmatic tactics and we will share tons of use cases.
- Your prospects have changed – have your methods?
- Blueprint to scale content
- framework to flip inbound to outbound marketing
- Linkedin framework to scale
- Use cases
Presenter bio & info:
Michael Humblet is obsessed with designing, building, training and scaling sales machines and founder of Chaomatic, School of Sales and The House of Spark, focused on accelerating revenue growth. Michael Humblet is the host of The Sales Acceleration Show, a sales and marketing focused Q&A show on how to accelerate your business.
Philippe Ruttens, B2B Marketing & Sales Transformation Consultant & CoachRecorded: Sep 18 201946 mins
Do you think your CEO really cares about how creative your latest storytelling campaign was?
Of course, content, stories and brand experience are the foundation of B2B marketing to generate customer trust as, even with data and marketing automation, we still play on a human-to-human, P2P field.
However a more structured approach is required to engage your seven communities optimally through insights-based storytelling. This requires “pain point-based” stories while delivering maximum ROI at every step of the buyer journey, 90% of which is measurable.
Philippe will explain 10 practical steps as core principles for optimising your storytelling impact with a required ROI and REVENUE focus, accompanied by examples of dashboard/benchmarks, including:
· How to start from a solid data and insights foundation
· Develop a list of key questions on your stakeholders’ mind
· Which KPIs to use as priority for your content, campaigns and channels
Not only are insights and ROI key components of your storytelling strategy but also the visualisation of your data into stories. The DATYLON framework and examples will also explain further how the way you communicate your data and stories to your stakeholders is key in WOW-ing your audiences, from customers to CEO.
This webinar is a summary taken from Philippe’s full “STOROI” approach to make your marketing team a success in the 2020s. READ MORE on “The CMO is dead, long live the chief STOROI o
Bringing over 25 years of experience as a B2B marketer, Philippe coaches CMOs and helps sales & marketing teams transform faster into ROI-driven revenue marketing centres of excellence. Leveraging his multi-sector consultant/interim manager expertise developed at firms like Accenture, EY, MasterCard and Iron Mountain, he combines his strategic demand generation vision with a pragmatic people- and ROI-focused operational approach to help teams achieve their commercial objectives faster. www.ruttens.com
Matthew Pollard, Rapid Growth Coach and Bestselling Author, Rapid Growth Coach®Recorded: Sep 17 201957 mins
Do your members or channel partners feel they are on an endless hamster wheel, just trying to keep their business going? They provide an amazing product or service, but despite all their efforts and good intentions, their day-to-day is a constant struggle to find interested people, set themselves apart, and make the sale – all while competing against established industry players and dealing with customers who seem to care about only one thing… PRICE.
In this game-changing keynote, participants will walk away with a complete understanding of where they have been going wrong, and they’ll know the three instantly-implementable strategies to turn it all around.
- Finally differentiate yourself and put an end to competing on price
- Understand why you can’t (and shouldn’t be) everything to everyone
- Discover your niche market of motivated, excited-to-buy customers
- Achieve a new outlook on sales
Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, MarketoRecorded: Sep 17 201960 mins
Digital ads are an essential component to any good marketing campaign. Watch Paulo Martins, Head of Digital Marketing at Marketo, and Scott Minor, Marketing Program Manager at Marketo, for their webinar, A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel. They dive into the digital campaigns they run at each stage of the funnel, as well as the KPIs they look at to ensure their focus is in the right place.
Carole Mahoney, The Sales Coach ExpertRecorded: Sep 16 201922 mins
Join host Carole Mahoney as she talks with Peter Cutrer, a 15-year Firefighter/EMT, Fire Marshal, Fire Instructor and Deputy Chief who now trains public safety agencies like NASA, Disney, Boston Fire, FDNY, and ESPN.
In this 30 minute interview, Carole and Peter discuss:
1. How training and preparation allow you to respond to situations appropriately when they arise.
2. How to determine if you are cut out for a certain type of training and career.
3. How to maintain a level of emotional control in stressful situations.
Advice that sales executives and leaders should know in regard to how they think about training their teams.
Andrew Kuegler - Head of Deliverability at Act-On, Wael Elasady, deliverability expert at Act-OnRecorded: Sep 12 201961 mins
B2B filters can be a bit more challenging to get through!
You already know that email marketing is capable of transforming your marketing efforts. But do you understand the subtle differences in B2B and B2C email deliverability best practices? Join our deliverability webinar and hear from our Head of Deliverability, Andrew Kugler, and deliverability expert, Wael Elasady, as they discuss the challenging world of B2B deliverability.
* Do you understand deliverability best practices?
* Are you trying to engage with prospects and nurture your leads?
* Do you know the difference between B2B and B2C email deliverability best practices?
* Are you using Filters correctly? Learn what they are they and how are they involved
Jordan Con, Product Marketing Manager, Marketo, an Adobe CompanyRecorded: Sep 10 201941 mins
Marketing analytics is at the top of every marketing team’s priority list. But for many, it can feel overwhelming. Watch Jordan Con, Product Marketing Manager at Marketo, for our webinar, Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data, where he sets the foundation for a solid marketing data and analytics strategy, no matter where you are in your journey.
How, when, and why to use journey and impact analytics
How to prove and improve impact with attribution data
What goes into good dashboards and reports
Barbara Giamanco, The Strategic Social Selling ExpertRecorded: Sep 9 201948 mins
Are you trying to build a profitable business using 3rd party partners to sell for you and can’t figure out what’s going wrong?
Many companies operate under a channel sales model without ever having heard of the term, much less understand how to create a channel selling team that sells their products profitably and consistently.
This session focuses on the 7 deadly mistakes companies make when putting a channel selling strategy in place.
You will learn:
The skills you need to sell through 3rd parties.
How to choose the right partners and onboard them for success.
About a system of tools to help you plan, manage and steer a straight course to powerful, profitable partner-centric partnerships.
Lisa Leitch, The Sales Evolution ExpertRecorded: Sep 6 201948 mins
Are you frustrated by writing sales emails that don't get a good response? Either you're not getting many replies (cue the crickets) or your emails don't move the sales process forward much (cue the snails!).
Well, there's good news. In this new webinar, award-winning copywriter Steve Slaunwhite and Teneo Results president Lisa Leitch will show you strategies that will boost your sales email success rates by 35% or more.
You'll walk away with several step-by-step techniques you'll be able to use right away to craft emails that get noticed, get opened and — most importantly — get actions. Think of the impact that will have on your prospecting, your follow-ups, your sales.
You will learn:
A few minutes of research will enable you to write customized messages that get better responses
The double whammy approach to increase your response rate
Blocking time every week to pro-actively prospect
Sam Melnick, VP Marketing at AllocadiaRecorded: Sep 5 201950 mins
Your marketing plan and how well you execute it is the #1 thing that determines your success as a marketing organization, quarter after quarter and year after year.
Effective marketing planning is a must-have for all high-performing teams yet too many enterprise organizations struggle to build and execute on a single planning process. For them, planning is disjointed and chaotic – they don’t know what’s working, what’s not and where they should invest next for maximum impact. As a result, their marketing execution can seem constantly behind the eight-ball: reactive, rather than proactive.
We spoke to a group of high-performance marketing leaders and analysts to uncover four of the most effective and practical ways they’ve evolved planning at their organizations.
We dive into each one:
•Aligning marketing plans with company-wide strategy;
•Making practical use of analyst frameworks;
•Combining top-down with bottoms-up planning; and
•Achieving harmony with the finance department.
If you’re a marketing leader looking to build sound planning practices that give rise to functional, measurable plans that can truly drive revenue, this webinar is for you.
Jen Badder, Senior Marketing Strategist - Act-On, Kristin Foster, Programs and Events Manager - Act-OnRecorded: Sep 5 201950 mins
: 61% of marketers say generating traffic and leads is their top challenge. So why is it so difficult?
Join us and gain valuable insights as Act-On Senior Marketing Strategist, Jenn Bader, and Event Manager, Kristin Foster, uncover the make-up of a powerful strategic roadmap that will ensure your next marketing automation campaign is fully optimized to exceed your expectations (and your boss'). In this first webinar of the series we will talk about how your company can:
* Take control of your marketing
* Improve sales
* Achieve growth
* Develop a plan
Katie Jameson - Head of EMEA Marketing at Act-On SoftwareRecorded: Sep 5 201953 mins
Chances are you're already using marketing automation (MA) in your business. If not, you’re more than likely to have explored the possibility of investing in the technology, considering how much it can transform your marketing.
But with technology ever changing, what does MA really look like in 2019? Who’s using it successfully, to what end, and what sort of success are they seeing?
Act-On recently teamed up with London Research to answer these questions and uncover the state of MA in 2019.
In this webinar, led by Katie from Act-On, you'll learn:
1. What the past, present and future of MA looks like and what changes you need to be ready for.
2. How different industries are making the most of MA.
3. The differences in adoption between B2B and B2C companies.
4. What the common obstacles are for implementation and how to overcome them.
5. What marketers want from their vendors in comparison to what they actually offer.
Katie will also be sharing with you some tips to get the most out of your marketing automation and will be free to answer any questions you may have.
Katie is Director, EMEA Marketing at Act-On Software. A marketing automation native, for the past ten years she has implemented, integrated and executed programmes on a variety of marketing automation platforms at industry leading companies such as Symantec, Paywizard and ResponseTap.
Kevin Eikenberry, The Remarkable Leadership ExpertRecorded: Sep 4 201945 mins
Getting promoted to a supervisory role is exciting . . . and scary. A promotion to leadership, supervision or management brings new responsibilities, new relationship dynamics, and new opportunities for personal and career growth. And often, new leaders don’t get the training, support, and guidance they need to be successful.
Did you know that 40% of new managers fail within the first 18 months of promoting them? Why? They got promoted because they were good at their job—not because they can actually lead people. They’ve never led people, dealt with challenging time management issues, administered company policy or had to deal with upper management directly before. In other words, they’re completely unprepared.
The good news is first-time managers and supervisors can learn the kinds of things it usually takes managers years to learn. Whether you are in learning and training or HR wanting to help others in this important and challenging position or are that new leader yourself, this interactive and informative webinar will help you be more effective and successful.
You will learn:
1. The most common mistakes new leaders make (and some solutions)
2.The four perspectives that must change for a new supervisor to be successful
3.How to manage relationships and expectations during the transition – up, down and across the organization
Andrew Kuegler - Head of Deliverability at Act-OnRecorded: Aug 29 201961 mins
Email testing and first impressions are not new but it can feel confusing.
When should you test? What should you test? How do you gauge success? Come learn about deliverability and testing for the best results! We’ll be sharing insights from our head of email deliverability, Andrew Kuegler, who will show you what to test and how to measure the efforts your team puts into email and testing! During the webinar, we’ll discuss:
* First impressions matter to Google too!
* What does a first email need to have?
* But what's the best way to do it? Test!
* What changes make the most difference?
* Adaptive Sending
Join sales management expert Steven Rosen and his guest sales leadership expert Jonathan Whistman for an insightful Fireside Chat. In this episode, they will share their insight on what it takes and how to become a STAR sales leader and Sales Boss.
Few PowerPoint, 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.
Effective sales leaders/sales bosses can produce tremendous results. The challenge is most sales managers are too busy to focus on becoming a STAR sales leader.
You will learn:
- How to become a STAR sales leader/Sales Boss
- What are the right Behaviors that sales bosses exhibit
- How Bosses impact the outlook of the team
- The skills necessary to be a STAR sales leader
- The impact your stature has on the team
Simon Gerzina (VP & Managing Director, BrightTALK) & Jeff Kunken (Director, Creative Accounts, BrightTALK)Sep 25 20193:00 pmUTC60 mins
Having a great concept and plan for producing a video project is only the beginning. With any rich media project, thinking through the objective and audience from the beginning is key to getting ROI. Equal emphasis should be placed on the eyes for the project as the project itself. The goals of the project must be specific and defined, with distribution and production following this.
In this session, Simon Gerzina and Jeff Kunken from BrightTALK will discuss how to take a holistic approach to planning your video projects with an emphasis on the distribution strategy to achieve better results and greater ROI. You will also hear from marketers on how their KPIs and goals directly shape webinar and video strategy.
Kevin Eikenberry, The Remarkable Leadership ExpertSep 30 20197:00 pmUTC45 mins
Do you need more and more effective leaders in your organization? Are you unhappy with the efforts you have made in developing leaders in the past or just wish you could do more? Do you wish you got a higher ROI on your leadership development investments?
If you are interested in helping more leaders create better results for the benefit of their teams, themselves and your organization, this will be a great investment of your time.
Our organizations have never needed more effective leaders more than now; and yet most organizations feel something from a mild frustration to a serious pain regarding the effectiveness of their leadership development processes.
In this practical and relevant webinar we get back to basics and explore proven principles of leadership and learning. Then we will introduce a framework that will work; and give you a plan for applying your organizational needs, goals, and culture to the framework to create more effective leaders in your organization.
You will learn:
1.Identify the specific challenges with your current Leadership Development process
2.Describe a comprehensive framework that provides a starting point to create your organizational model
3.Identify a roadmap to implementation
Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, MarketoOct 1 20199:00 amUTC49 mins
- How to select lead generation programs and evaluate successes
- How to plan email and nurture programs to move prospects through each stage of the marketing funnel
- Strategic tactics to create sales-ready leads
Tamir Sigal, CMO, Quadient and Sam Melnick, VP of Marketing, AllocadiaOct 3 20196:00 pmUTC56 mins
Savvy marketing leaders recognize that if they’re able to better understand and manage their teams’ investments they’ll be able to justify their spend to other executives. However, CMO Tamir Sigal realized he could do so much more by treating all of his data, including investment data, like a strategic weapon. By working with his team to create a foundational data strategy, he has been able to gain impactful insights from data and create a better experience for his organization by:
• Showcasing the financial impact of marketing programs in order to justify an increased headcount and budget for his team
•Empowering his team members to directly manage their own budgets because they have the insights to know where to best spend their next dollar
•Creating a culture where team members are encouraged to innovate because they know what has been successful and want to further expand in those areas
Christa Kleinhans Tuttle, Entrepreneur, Experienced Marketer and CEO, Launch MarketingOct 8 20193:00 pmUTC60 mins
Executive leaders that are willing to take risks and stay on the cutting edge of marketing trends often position themselves to capture lots of new business, talent and market share. The most successful leaders, however, know how to build a strategic foundation that is strong enough to support innovative trends while providing a tried-and-true baseline that keeps things grounded as the marketing landscape continues to evolve.
Join Launch Marketing’s Founder and CEO Christa Tuttle as she illustrates how webinar attendees can create best practices that can evolve into “next” practices, moving the needle on both innovative and stable success. This presentation will cover several cornerstones of B2B marketing, including messaging and positioning, integrated marketing plans, marketing automation and more.
Katie Lewis, BrightTALK | Emily Pachuta, Invesco | Matt Preschern, Forcepoint | Rashmi Vittal, ConversicaOct 9 20193:00 pmUTC45 mins
Every year B2B marketers are faced with the same conundrum - drive more (and better) leads at a low cost. The goal is clear but the path to get there is not.
There is no one silver bullet for generating demand. In reality, a well-crafted demand gen strategy relies on a pool of carefully selected marketing channels, trustworthy data sources and constant optimization. In this panel discussion, we’ll discuss demand gen strategies for 2020, as well as predictions for the future of our industry.
David Pitta, BrightTALK | Fred Studer, Financial ForceOct 9 20194:00 pmUTC45 mins
Join some of the world’s leading B2B marketing executives to learn about their priorities and predictions for 2020. Walk away with best practices to manage your teams, strategies to successfully take products to market and inspiring ideas for driving marketing program success in the new year.
Simon Gerzina, BrightTALK | Stephanie Stahl, Content Marketing Institute | more speaker TBAOct 9 20197:00 pmUTC45 mins
Most businesses are producing brand content for marketing purposes, but web traffic is rapidly accelerating toward rich media dominance. Streaming content can improve engagement by 18x and more than double your won deal conversions.
In 2020 content is no longer king, Rich engaging streaming content is king. Dive into streaming content to move customers or better yet, move them to action.
Katie Nachtwey, BrightTALK | Carol Meyers | Lee Roquet, Yellowfin | Kim Hahn, KustomerOct 9 20198:00 pmUTC45 mins
Customer experience is becoming a top priority for businesses and 2020 will be no different. Now more than ever, a good customer experience has the ability to affect success more than quality of product or service a company delivers. Research shows that 86 percent of buyers will pay more for a better experience, so how are you setting yourself apart from your competitors?
Our panel of experts will dive into the importance of the entire customer journey, from collecting in-depth knowledge about your customers with key data to then personalizing their experience to ultimately entice loyalty.
David Pitta, BrightTALK | Sangram Vajre, Terminus | Karen Steele, LeanData | Jon Miller, EngagioOct 9 20199:00 pmUTC45 mins
The Marketing technology landscape is an endless shelf with countless offers, and lofty promises. The number of solutions on the market has doubled in the past three years to over 7000 vendors, each promising to revolutionize your tech stack.
In this session, we sit down with 3 visionary Chief Officers who have grown their businesses by cutting through the noise of option-paralysis and built winning MarTech stacks.
Adam Leslie - European Leader Sales & Marketing SolutionsOct 10 20192:00 pmUTC60 mins
Data is a vital asset for all companies – yet we are sitting on a huge mountain of it that we don’t use effectively.
89% of B2B sales and marketing professionals believe data quality drives the right campaigns but only half are confident in the quality of their data.
While many marketers know the pain of dirty data, they find it difficult to relay that to their stakeholders.
So how can this webinar help you understand the impact data quality can have on your business?
In this webinar, you'll learn:
1. What does best practice in data management really look like? And how to make a case for it?
2. Whats the true cost of poor data?
3. Understanding marketing's role at the centre of data-savy organisations
4. How promoting excellence in data quality can benefit your standing career as a marketer
5. Why data quality matters to stakeholders across the business - and how to get them onside
6. How do you create and maintain a culture of data quality in all teams and departments?
Adam Leslie (presenter) is an expert in data commercialization, taking concepts through internal signoff, development, and sales to become a major revenue line.
Joel Harrison, editor-in-chief and founder at B2B Marketing. Joel is an evangelist for B2B and a regular speaker at conferences and at inhouse marketing team meetings.
Payal Jain, marketing director at JCURV and Women in Data. In 2016 Payal was recognised as the most influential data professional in the DataIQ Top 100 Leaders, and recently shortlisted as Women of the Year in the 2019 Credit Awards.
Your personal data:
Sam Ngo and Connor BouthotOct 10 20195:00 pmUTC46 mins
New data privacy laws continue to roll out worldwide. Browsers are doubling down on user-tracking behaviors. And with GDPR-esque laws coming to the U.S. — including the CCPA — companies need to provide a standard of consumer privacy.
What most brands don’t realize, though, is these data privacy measures offer an opportunity to build trust with their customers and garner greater customer loyalty. Consumers expect to give up data — if they get something in return.
A CDP with identity resolution functionality can help you unify and activate customer data on their terms. Be prepared to take advantage of new data privacy laws by joining our webinar.
Paul Watts, The Consultative Selling ExpertOct 10 20198:00 pmUTC45 mins
Top performing salespeople understand that the ability to negotiate is key to maximizing profit for their organizations. In this webinar we will cover how to effectively plan for and execute on strategic negotiations in high stakes deals.
You will learn:
1.The different types of negotiation
2.How to identify which type of negotiation is suitable for different situations
3.An in-depth planning process for important negotiations
4.How to effectively handle negotiations to achieve Win-Win outcomes
Laura Kightlinger - Customer success director EMEA at Seismic SoftwareOct 15 20193:00 pmUTC60 mins
The modern B2B buyer has great expectations and an unprecedented amount of options.
They perform a majority of their research independently and if they do engage, they need value & insight delivered as quickly and seamlessly as possible.
Anything less wastes their time, and time kills deals.
How do sales and marketing teams come together to successfully address these challenges?
Join this webinar, hosted by Seismic Software, to hear a panel of experts share their real-world experiences, including:
1. Which industry trends are creating the modern B2B buyer.
2. What the challenges are adapting to this change.
3. How to equip your sales team for continued success.
4. How to effectively measure the ROI from alignment.
Laura Kightlinger is the director of customer success for EMEA at Seismic Software, where she is responsible for starting and scaling the customer success management team for the region, owning customer adoption and retention. Prior to Seismic, Laura spent 3 years at Qubit, where she started the Customer Success team, growing it from inception to 15 team members globally while implementing all of the systems and processes required for account management and renewal.
Bill Jooste - CTO at The Asset Management Company: Bill leads the AME's technology and change teams. He has spent over 20 years delivering innovative change and technology programmes at firms like Investec and Credit Suisse.
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Connie Kadansky, The Sales Call Reluctance ExpertOct 15 20194:00 pmUTC45 mins
We all know that you cannot sell to someone you cannot get in to see.
Many sales trainers and managers give the glib advice of "just pick up the phone."
Well, for many salespeople, that advice just doesn't cut it.
Sales Call Reluctance is an emotional hesitation to initiate contact with potential buyers. It is fear, which is a mental response to a perceived threat. The good news is that it is a learned habit. You can unlearn it. Our habits are written in our bodies. Trying to overcome Call Reluctance mentally does not work in the long run. To become confident lead generators who are unstoppable, you need to involve your whole being, which includes your body posture, your emotions, and your language. When you are prospecting, your emotions are controlling the show.
You will learn:
1.The four different body postures that will positively influence your lead generation.
2.The emotions and feelings that stop most salespeople from being their best and what to do about them. You will learn how to navigate through the emotions of prospecting.
3.The internal language that can shift your focus and attention while prospecting and also on your sales calls.
Liz Heiman, Chief Strategy OfficerOct 23 20196:00 pmUTC45 mins
The funnel is a powerful sales tool. Once you understand what the stages of the funnel are and how the sales math works, the funnel will become the tool you use to manage your sales team as well as the corporate resources needed to support sales and delivery.
The stages of the funnel
The Sales Math
Using the Funnel to Predict
Using the Funnel to Manage Resources
Irene Rivkah Krasnoff, Digital Marketing & Sales Strategist, Sapir Management GroupDec 23 20194:00 pmUTC60 mins
Social Selling is the art of selling via social media. It's based on cultivating relationships and building authentic connections so that the selling process isn't awkward. As a result, your prospective client isn't defensive, anticipating having to say "no" to you. Why? Because you already laid the groundwork by building relationships via social media, and establishing a deep sense of trust where you're seen as the expert. Soulful social selling is about framing the sales conversation as a two way process to dig deeper into their specific challenges in a totally relaxed environment where the prospective client feels it's OK to say no.
You can even sell via livestreams and get "hell yeses!"
By using social media to produce compelling and valuable content, you're laying the groundwork during the early stages of the marketing and sales cycle for the client to internally say "yes" to your products or services. You'll learn how to use social media to develop relationships across 4 key phases: captivate your ideal clients' attention, cultivate online conversations, connect with your ideal clients and deepen the relationships & convert to paying clients without resorting to closing techniques that feel contrived, manipulative and product focused versus client focused.
Social selling is soulful because you're relying on your intuition to guide the conversation versus using a rigid structure. The conversations are still structured, but you have the flexibility to move in a different direction based on what your ideal client shares with you.