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Demand Generation

  • Omnichannel Marketing Excellence: It Starts With Email
    Omnichannel Marketing Excellence: It Starts With Email Andy Culligan, Head of Demand Generation, Emarsys Aug 22 2017 9:00 am UTC 45 mins
    The ultimate goal of marketing is to provide the consumer with a personalized experience across numerous channels and devices, at scale.

    The first step to achieving omnichannel excellence starts with an often-underestimated channel, email. Why start here? The answer is simple; the consumer is constantly changing channels and devices, but not email address. In essence, an email address is the consumers’ digital ID. This is the first part of key data that the marketer needs to start the omnichannel journey.

    In this presentation, we will focus on how to start your journey with the #1 digital channel for ROI, email.
  • Is Real-Time Content Creepy?
    Is Real-Time Content Creepy? Antony Humphreys, Adestra & Guy Hanson, Return Path & Jenna Tiffany, Let'sTalk Strategy & Lili Boev, dotmailer Aug 22 2017 2:00 pm UTC 75 mins
    One of digital marketing's biggest bugbears is the ability for brands to follow customers, often clumsily. Join this webinar on BrightTALK to hear how to make 'real time' work really well for your brand.

    Join us to find out:
    · Why to use it
    · How to use it effectively
    · Whether it actually makes a difference
    · If it's worth the time, money and effort to set-up for the long-term benefits

    Brands are increasingly investing in 'real time' content. This webinar will feature experts in email and real-time marketing to give you the answers your business needs. Explore what this actually means, and what the implications and rules are for marketers.
  • Poof! You're a Sales Manager..... Now What?
    Poof! You're a Sales Manager..... Now What? Deb Calvert Aug 22 2017 5:00 pm UTC 45 mins
    Congratulations on your new job! But did you have any idea it would be like this? If you're like most Sales Managers, you're left to your own devices to figure it out. No training, no time to learn, and no room for error. Maybe we can help. Join Deb Calvert and find out how you can be successful as a Sales Manager, even beyond making the numbers.
  • Cognitive Computing and the Marketing Machine
    Cognitive Computing and the Marketing Machine Liz Miller - CMO Council, Brady Fox - IBM Aug 22 2017 5:00 pm UTC 75 mins
    In a study conducted by the CMO Council in partnership with IBM, 42 percent of marketers surveyed indicated that their top digital experience goal in the coming year was to better connect the multitude of campaigns being executed across the organization into a comprehensive, connected customer experience that could drive engagement throughout the engagement lifecycle. The challenge is how they will get there when 56 percent of marketers admit that data for their organizations is in more of a state of collection than action, or data is only being used to measure past activities. How will marketers—who are struggling to turn data to insight and insight into action—be able to reach their goal of a connected, robust digital experience? That is, how will marketing achieve this goal along with all of the other engagement, experience and operational goals that they must reach? How can data stop being a challenge and start being the fuel for innovation and engagement?

    Enter the new era of analytics and operations that look to “machines” to deliver smarter decisions and outcomes through amplified analytics and improved experiences. You have likely heard buzz around machine learning, artificial intelligence or cognitive computing. Perhaps you have thought that these terms are more buzz than reality—don’t they all just mean the same thing? If you are like the 24 percent of senior marketing leaders that the CMO Council surveyed, you are not 100-percent sure what cognitive computing is or what value it could bring to the organization.

    To help answer some of these questions and to bring some much-needed definition to this evolving and exciting conversation, the CMO Council will be speaking with Brady Fox, who leads strategy and execution for North American Sales with IBM’s Watson Marketing and Predictive Analytics group.
  • Scalable Personalization that Goes Beyond Hi [FirstName]
    Scalable Personalization that Goes Beyond Hi [FirstName] Jesse Ariss, Senior Product Marketing Manager, Vidyard; Daniel Gaugler, CMO, PFL Aug 22 2017 7:00 pm UTC 45 mins
    Scaling personalization seems to contradict the very definition of the word. As marketers, we'd love to give each of our contacts a truly unique, multi-channel experience. But just thinking about all of the work it would take to do this often scares most of us away from doing any personalization other than a few variable fields in emails. And that's not what's going to help you reach your revenue goals this year.

    Join our webinar to learn how to start chipping away at the personalization behemoth. We'll share 4 tactics with corresponding real world examples that will help you hit the ground running toward more personalized experiences that drive engagement and conversion.

    You’ll learn how to:
    -Leverage qualitative sales data to improve the customer experience
    -Use creative video content to ramp up the revenue of your ABM Programs
    -Use behavioral and inferred intent data to deliver the right content at the right time
    -Give each customer a unique, multi-channel experience, no-matter their place in the buyer’s journey
    -Move quickly with adaptable content and nimble marketing automation and sales programs
  • Modern Email Marketing - Relatively Simple Algorithms for the Future
    Modern Email Marketing - Relatively Simple Algorithms for the Future Maurice Flynn, Marketing Director, Altaire Aug 23 2017 9:00 am UTC 45 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
  • 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 Aug 23 2017 2:00 pm UTC 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.
  • Using Predictive Analytics to Empower Customer Experience
    Using Predictive Analytics to Empower Customer Experience Patrick Rice, CEO, Lumidatum Aug 23 2017 3:00 pm UTC 45 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.
  • 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 Aug 23 2017 5:00 pm UTC 75 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.
  • 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 Aug 23 2017 5:00 pm UTC 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)
  • Getting your email marketing team GDPR compliant
    Getting your email marketing team GDPR compliant Steve Henderson, Compliance Officer, Communicator Corp Aug 24 2017 10:00 am UTC 45 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.
  • 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 Aug 24 2017 7:00 pm UTC 45 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.
  • Back to Sales School
    Back to Sales School Debbie Mrazek Aug 29 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.
  • How to Advance The Sale With 95% Certainty
    How to Advance The Sale With 95% Certainty James Muir Aug 29 2017 8:00 pm UTC 45 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.
  • 4 Smart Ways to Find and Win New Clients
    4 Smart Ways to Find and Win New Clients Alen Mayer Aug 30 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
  • 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 Sep 5 2017 3:00 pm UTC 45 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.
  • Three Keys to Performance Excellence — for teams and individuals
    Three Keys to Performance Excellence — for teams and individuals Tim Hurson Sep 5 2017 5:00 pm UTC 45 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.
  • Sales Enablement which Actually Enables Sales
    Sales Enablement which Actually Enables Sales Caryn Kopp, Chief Door Opener Sep 5 2017 6:00 pm UTC 45 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.
  • 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) Sep 6 2017 2:00 pm UTC 45 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?
  • Social Selling & Relationships
    Social Selling & Relationships Maxwell Bogner, Tamara Schenk, Shawn Karol Sandy, Moderator: Viveka Von Rosen Sep 6 2017 3:00 pm UTC 45 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.
  • 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 Sep 6 2017 5:00 pm UTC 45 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!
  • Creating Value in Every Sales Call
    Creating Value in Every Sales Call Michael Pici, Brian Burns, Jeffrey Lipsius, Lisa Dennis, Moderator: Deb Calvert Sep 7 2017 3:00 pm UTC 45 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.
  • Relationship Intelligence® for Salespeople”
    Relationship Intelligence® for Salespeople” Jim Cathcart, CSP, CPAE Sep 7 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.
  • Mindful Selling
    Mindful Selling Jeffrey Lipsius Sep 11 2017 5:00 pm UTC 45 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.