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Demand Generation

  • 4 ways to improve customer retention - for B2B SaaS companies
    4 ways to improve customer retention - for B2B SaaS companies
    Arun Trivedi Recorded: Jul 17 2019 20 mins
    According to Gartner, 34% Product Marketers at Technology & Service Providers select retaining clients as one of their most important challenge. Growth continues to be a strategic business priority for CEOs. This webcast presents 4 strategies companies can adopt to improve customer retention & grow the business
  • 4 Step Process To Handling Any Objection
    4 Step Process To Handling Any Objection
    Lloyd Yip, The Startup Sales Expert Recorded: Jul 17 2019 48 mins
    “No’s” are inevitable in sales. But how can you break past these objections and help your prospects understand that your product and service can actually provide value? We will go through a methodical 4 step framework that will help you deconstruct every objection in order to flip it around to ultimately close the deal.

    You will learn:

    1.The exact 4 steps to use for objection handling
    2.Live examples of these 4 steps in action
    3.Examples of objection handling gone wrong (and how to fix them)
  • All About Marketing Automation - What It Is & Why It Works
    All About Marketing Automation - What It Is & Why It Works
    Mike Madden Recorded: Jul 16 2019 56 mins
    As a marketer, you've probably wished you could respond to prospective buyers anywhere and everywhere, at any moment in time, right? With triggered campaigns, you can! Watch Mike Madden, Director of North America Commercial & Customer Demand Generation, as he broke down the powerful use cases for triggered campaigns, from scoring specific actions to prioritizing leads for sales to creating timely emails from website visits!

    You'll learn:

    The definition of a triggered campaign and how they work

    How triggered campaigns can be applied to amplify the marketer's relevance in the moment

    Ways triggered campaigns can be leveraged across the entire buyer's journey
  • NS1 found webinar success and rebuilt their post-GDPR database with BrightTALK
    NS1 found webinar success and rebuilt their post-GDPR database with BrightTALK
    Jess Bahr, Senior Director of Growth, NS1 Recorded: Jul 12 2019 3 mins
    NS1 turned to BrightTALK to acquire new leads, and nurture those leads already in their database with engaging thought leadership webinar and video content.

    BrightTALK allowed NS1 to be more efficient and increase their webinar cadence, and the leads coming in were of higher quality. In fact, when NS1 instituted an Account based marketing approach, they found more overlap between the BrightTALK audience and the target account list than any other source.

    GDPR hurt NS1's EMEA database. BrightTALK has been a valuable tool in rebuilding this after GDPR went into effect..
  • Nlyte saw a 50% increase in net new names using BrightTALK for content marketing
    Nlyte saw a 50% increase in net new names using BrightTALK for content marketing
    Karen Hutton, Senior Director of Marketing. Nlyte Software Recorded: Jul 12 2019 2 mins
    Modern buyers devour a great deal of content while self-educating, long before ever contacting a vendor. Knowing this, Nlyte Has developed their online marketing strategy centering around thought leadership webinar content.

    Prior to using BrightTALK Nlyte had a great deal of content and thought leaders, but didn't have the proper outlet. After launching their BrightTALK Channel within the IT space, they enjoyed a 50% increase in net new names.
  • Arm Treasure Data extends their own database with audiences on BrightTALK
    Arm Treasure Data extends their own database with audiences on BrightTALK
    Erik Archer Smith, Marketing Director, Data, Arm Treasure Data Recorded: Jul 12 2019 3 mins
    After trying many webinar platforms, Arm Treasure Data went with BrightTALK due to the turnkey nature, easy to use platform, and built-in audiences.

    They have seen growth through their promotions, native traffic on BrightTALK.com, and through their involvement in online Summits
  • Multi-Channel Prospecting: Fishing Where The Fish Are
    Multi-Channel Prospecting: Fishing Where The Fish Are
    Scott Ingram, The Sales Success Stories Expert Recorded: Jul 11 2019 34 mins
    How do the best B2B sales professionals and top SDRs get more meetings more often? They don’t just cold call, write compelling prospecting emails or leverage their social selling skills. They’re doing all of the above and more. You’ll walk away with actionable tools and tactics to improve your own sales prospecting efforts immediately afterwards.

    You will learn:

    1.How to develop your own multi-channel prospecting approach
    2.Find the best ways to reach your best prospects
    3.Learn how to increase your contact and conversion rates
    4.Discover the secrets to getting higher reply rates
  • Engaging Prospects Across Platforms
    Engaging Prospects Across Platforms
    Alice Heiman, The Sales Growth Expert Recorded: Jul 11 2019 19 mins
    Where Are Your Prospects?
    You need to meet your prospects where they are. That might be at a trade show or event, their office, the phone, via email or text, or on social media. Meeting them where they improve the customer experience. So many decision makers are on LinkedIn and other social platforms that salespeople today must be experts at social selling.

    Build Brand Awareness
    You want your company and sales reps to be in the path of your prospects when they need you. That means you need to use all the tools available. But, it’s hard to know where, especially on social media, it’s worth having salespeople spend their time.

    Sales Coaching
    Are your salespeople using the right platforms? Sales development is getting harder, so it’s critical to ensure sales productivity to fill the pipeline. It is possible that your prospects may be using platforms that your sales reps are not currently using for business. So, what do we do?

    You will take away new ideas for:
    Sales and marketing alignment to engage prospects across platforms
    How to coach your sales reps to use multiple platforms effectively
    What will engage your prospects on each platform
  • You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    You Can’t Win If You Can’t Connect: Sales Strategies to Engage Modern B2B Buyers
    Barbara Giamanco, The Strategic Social Selling Expert Recorded: Jul 11 2019 48 mins
    Sales opportunities are often lost in that first prospecting phone call, sales email or social media interaction. Why? Because sellers make it all about them. Engaging in social and digital selling strategies are a waste of time if you don’t engage your prospects with relevance, and at the RIGHT time and with the RIGHT message.

    You will learn:

    1.Multi-channel strategies for engaging buyers on their turf – social, digital, email, phone.
    2.Why HOW you sell is MORE important than what you sell.
    3.A fact-finding process that turns information into business insights prospects care about.
    4.The sales messages buyers DO NOT ignore.
    5.How asking the right questions and listening to the answers moves deals forward.
  • Generating Sustainable Revenue is key to long term success
    Generating Sustainable Revenue is key to long term success
    Elliot Zissman, Director, Phase 2. Recorded: Jul 11 2019 33 mins
    Join this 30 minute webinar and learn how scaling a business needs an ongoing stream of consistent sales opportunities. Attendees will hear how to achieve this, along with the processes, people and technologies that are required, along with the common mistakes made when implementing.

    This session will also address:

    ● What is sustainable revenue all about?

    ● How do outbound “cold” efforts sit alongside inbound marketing - what are the differences and benefits of each?

    ● The ideal sales team: as you grow, who do you need and when?

    ● Start with data and end with data, and repeat

    ● Using technology: CRMs, automation, LinkedIn: which tools are best?

    ● Cold calling 2.0: there’s still a place for the phone

    ● Carouselling for success: never give up


    About the presenter:
    Elliot Zissman brings 20 years of success of taking technology companies from a low base to a strong number. For the last decade, his focus has been working directly with international companies, to launch into Europe, and with founders of businesses, to commercialise their sales operations and take them to the next level. Prior to this, he was a consultant for global enterprises advising on how the internet would disrupt their business.

    He started his career at HSBC and holds a Masters in Economics from the University of Cambridge. Elliot is the founder of Phase 2, a growth accelerator. https://www.linkedin.com/in/elliotz/
  • Neuromarketing - How to be Remembered
    Neuromarketing - How to be Remembered
    Dr Carmen Simon, Cognitive Neuroscientist and Lauren Adam, Head of Marketing, Marketo Recorded: Jul 11 2019 61 mins
    Did you know that 90% of content that you share are forgotten after 2 days? How do you expect your buyers to act on your message if they only remember a tenth of it? How do you even know which tenth they'll remember?

    Join this webinar to hear from Dr Carmen Simon, a Cognitive Neuroscientist, author of Impossible to Ignore: Create Memorable Content to Influence Decisions, and a renowned keynote speaker.

    You will learn:
    - Strategies for transforming yourself and your marketing message into something worth noticing and remembering
    - How people pay attention, remember content, and ultimately act on it
    - How you can turn Neuroscience into Neuromarketing by using insights from how the brain process information and tend to remember it - or, more often - forget it
  • How to Improve Your Sales Close Rate and Stop Wasting Your Time
    How to Improve Your Sales Close Rate and Stop Wasting Your Time
    Julie Hansen, The Sales Presentation Expert Recorded: Jul 10 2019 33 mins
    Average sales close rates hover around 20%. That means 80% of a salesperson’s time is wasted. Sometimes the business goes to a competitor, but many times it goes to “No Decision.” To improve your sales close rate, you need to eliminate those no decisions and work for every competitive advantage – both before and during your presentation or pitch. In this session you’ll learn what specific things YOU can do to improve your sales close rate.
    You will learn:

    1.The Top 3 reasons deals go to “No Decision”
    2.Effective Closing tactics BEFORE your pitch
    3.Effective Closing tactics DURING your pitch
    4.Calls-to-Action that really work
    5.When to walk away from an opportunity
  • Seven Best Ways to Improve Sales Performance
    Seven Best Ways to Improve Sales Performance
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Jul 10 2019 44 mins
    Learn how to optimize your sales force to generate revenue-producing results even if you are tight on budget or headcount. Based on extensive research and experience, this online event will show you how to best prioritize your marketing and sales activities to improve performance using the fewest (and least expensive) resources. Sharing real-life failure and success stories, presenter Chris Ryan provides step-by-step sales enablement and lead-to-revenue modeling tools to turnaround sales performance.

    Gain action items that work for marketing and sales management, as well as for sales reps and marketing professionals. Topics include branding, prospect selection, sales and buying processes, lead-to-revenue, sales enablement, and marketing and sales alignment. As a bonus, all attendees will receive a free copy of Chris Ryan’s bestselling book, The Expert’s B2B Revenue Growth Playbook: Actionable Strategies to Make Your Business Soar.

    By attending this event, you will:
    1.Uncover methods to grow revenue using your existing resources.
    2.Win battles for competitive advantage.
    3.Change hearts and minds in your marketing team to enthusiastically support sales enablement.
    4.Stop revenue leakage fast.
    5.Generate better results with less time and money.
  • Scaling B2B Demand with Authentic Connections
    Scaling B2B Demand with Authentic Connections
    David Pitta, CMO, BrightTALK and Trent Warrick, Content Marketing Manager, BrightTALK Recorded: Jul 9 2019 59 mins
    Your marketing team is focused on efficiently delivering results, however as the buyer’s journey (if it can still be called that) becomes less linear and more complex, you’re facing ever-increasing stress on resources. To effectively reach and convert targets at scale, new perspectives and methodologies are crucial for balancing these competing needs.

    In this live webinar, BrightTALK’s CMO David Pitta and Content Manager Trent Warrick will share how to maximize efficacy with authenticity, while scaling using intent data, and reserving your team’s resources for high-value activities.

    In this webinar, you’ll learn:

    -How to identify authentic intent
    -How to build your business by building trust
    -How to scale through strategic use of tools and human capital
  • CX and the Power of Customer Centric Data
    CX and the Power of Customer Centric Data
    Gerald Murray & Janet Dulsky Recorded: Jul 9 2019 63 mins
    Digital transformation has forever changed the rules of engagement with our audiences. Buyers now expect a seamless and engaging experience throughout their journey, putting the burden on organizations to break down departmental silos and create a seamless, unified customer experience (CX). Whether you end up a winner or not will depend on how you respond to these market shifts and change the way you acquire, use, and steward customer data.

    Join us for a live webinar featuring IDC Research Analyst, Gerry Murray, and Marketo Director of Customer Marketing, Janet Dulsky, as they explore the power of customer centric data and the impact it can have on CX.

    You'll learn:

    The definition of CX and big trends

    CX leadership, roles, and metrics

    The new rules for marketers, including harnessing the power of customer centric data
  • Leveraging Real Behavioral Intent to Identify and Convert Your Buyers
    Leveraging Real Behavioral Intent to Identify and Convert Your Buyers
    Val-Pierre Genton, VP Product Marketing, BrightTALK Recorded: Jul 2 2019 55 mins
    When you think of your customers as a jumble of demographics and lead scores, it's easy to miss the critical intent indicators that help you understand their pain points and needs on a deeper, more human level. For those of you who have started using intent signals to prioritize accounts or leads, you're likely challenged by the fact that anonymzed data without any context around where the engagement happened and for how long, makes it hard to turn intent signal into business growth. Discover the behavioral indicators that signal real intent for identifying and converting your ideal accounts and buyers. Learn how to use them to boost content and demand marketing success.

    In B2B marketing, acquiring and inspiring prospects and customers can feel like a frustrating guessing game, but that doesn't have to be the case. Join BrightTALK's very own Val-Pierre Genton for a dialogue on one of the most important topics in marketing. You'll walk away from this session with insights on:
    Truly defining your audience. We'll look beyond cookie-cutter personas and help you get into the mindset of your buying committee.
    Tapping into the intent signals that really matter via proprietary, first-party data and key sources that give you the full picture.
    Putting it all together. Turn intent into engagement in a few steps.
  • Driving Growth as a Bank CEO
    Driving Growth as a Bank CEO
    Michael Dalis, The Drive-Sales Expert Recorded: Jun 27 2019 45 mins
    You are a Senior Leader at your bank, you want to accelerate revenue growth.  You spend a lot on marketing and business development, so why aren’t your sales with qualified clients growing at the pace you need?  While you have had success in your own new client pursuits, it is less clear what role you and your Leadership team play in enabling a stronger BD effort. Michael Dalis — a recognized leader on the subject of B2B selling, a former banker, sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

    -identify the likely root causes of your organization’s slow revenue growth,
    -avoid the common failure points in business development initiatives, and
    -pick your spots where strong Leadership and Coaching accelerate sales growth.

    Following this webinar, it will be clear what you can do as a banking leader to drive faster Business Development growth by making the right adjustments to your Business Development investment.

    You will learn:

    1.Why the responsibility for growth cannot be fully delegated.
    2.What roles senior leadership plays in growth
    3.How to play those roles effectively
  • Proven Relationship Mapping = More Enterprise Contacts
    Proven Relationship Mapping = More Enterprise Contacts
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jun 26 2019 45 mins
    Do you know what relationships are needed to land your largest prospect? Is each relationship mapped to a primary and secondary person in your organization? Have you analyzed each of these relationships to set appropriate relationship goals?

    You will learn:

    1.Why is relationship mapping a fundamental element for all large prospect development?
    2.What are the most important aspects to a winning relationship map?
    3.How to determine if you are on the right track and set up for success.
  • Event Execution - Get Your ROI and More
    Event Execution - Get Your ROI and More
    Expert Marketing Advisors Recorded: Jun 20 2019 24 mins
    End-to-End Event Execution: Elevate Physical Events to Digital Success

    Events are a handy tool in a marketer’s toolbox. At the surface, they serve as a great opportunity to get in front of the right target audience, interact with potential and current customers, spread brand awareness, and lead generation. Most businesses focus on the booth look, SWAG, table arrangement, etc. Though those are all important things to focus on, we are here to urge you- Don’t be like most businesses! Take your event beyond!

    In this webinar we will teach you how to extend the life of your event and the depth of your marketing arsenal. Get more leads and better leads than your competitors through our proven end-to-end event execution strategy.

    In this webinar you will learn:
    - Pre-Event, During Event and Post-Event Best Practices
    - How to leverage the event to supplement your Digital Footprint, SEO, SEM
    - Capturing Onsite Event Value to make an impact online for months after the event has ended

    At the end of the day, events are expensive $$$ and though they are a valuable vehicle in generating quality leads, there is more that you can do to get extreme ROI for your business. Join us as we cover big picture event strategies and day-of tactics that will make a big difference in growing your marketing reach.


    About Expert Marketing Advisors: With over 20+ years experience in B2B marketing, we have proven success in the market and in the tech industry. Our team of highly-seasoned experts reach all areas of marketing and bring companies to the next level at a pace your competitors will not be able to match.
  • Creating a Winning Content Strategy for Your Business Using Tech Platforms
    Creating a Winning Content Strategy for Your Business Using Tech Platforms
    Jean Ginzburg, Founder & CEO, JeanGinzburg.com Recorded: Jun 19 2019 42 mins
    Content is now the way that businesses should be selling their products and services. Creating a consistent content strategy will set you up for success. The presentation will cover ideal target market, marketing messaging, content creation, content hack to create a month worth of content with just one source and creating a content calendar.

    The presentation will go deeper into the types of content and using a Content Hach where you can create ONE piece of content and repurpose it for the entire month. And lastly, the presentation will get into how to create a content calendar and distribute content, using tech platforms and social media platforms.
  • Building Strategic Customer Assessments
    Building Strategic Customer Assessments
    Thomas Cross, CEO, TECHtionary.com Recorded: Jun 19 2019 35 mins
    In this webinar, we will explore how selling practices whether traditional or ABM-account based marketing need to see the world through the eyes and "moccasins" of customers. Selling must embrace who their customers sell to and help them "pull their products off the shelf" of their customers.
  • Optimizing Marketing and Sales for Greater Value and Profitability
    Optimizing Marketing and Sales for Greater Value and Profitability
    Christopher Ryan, CEO & Founder, Fusion Marketing Partners Recorded: Jun 19 2019 45 mins
    When properly aligned, the marketing and sales teams can generate enormous value for
    prospects and customers as well as profitable revenue for their organizations. In this
    informative session, revenue growth and B2B marketing expert Chris Ryan will share actionable
    strategies for utilizing your people, processes and technologies to create an unstoppable
    revenue machine. Specifically, Chris will cover:
    1. How marketing can help your sales reps move up the value chain.
    2. The essential elements of an effective lead-to-revenue framework.
    3. How to use a service level agreement to boost performance.
    4. Why marketing needs to prove its contribution to revenue.
    5. How to quickly assess performance and stop marketing and sales leakage
  • Values Based Sales Leadership
    Values Based Sales Leadership
    Jeffrey Lipsius, The Customer Awareness Expert Recorded: Jun 19 2019 45 mins
    Are you tired of constantly being the one who keeps your sales team motivated? Wouldn’t it be great if your salespeople learned to motivate themselves? True motivation comes from within. Secure your salespeople’s inner-motivation by creating a selling culture that promotes it. Culture is shaped by values. This webinar introduces seven values sales leaders can implement to create a high performance selling culture.

    You will learn:

    1.The seven values for securing a high performance sales force
    2.How to motivate salespeople from within
    3.The root cause of interference to sales performance
    4.To ignite a perpetuating cycle of ongoing sales learning and improvement
    5.How to perpetuate your sales team’s continuous learning and improvement
  • Linking Sales and Marketing to Boost Bottom Line Impact
    Linking Sales and Marketing to Boost Bottom Line Impact
    Christa Tuttle, CEO, Launch Marketing Recorded: Jun 19 2019 38 mins
    Laying the groundwork for sales and marketing alignment is vital to success. According to MarketingProfs, alignment leads to 36% higher customer retention rates and 38% higher sales win rates. Even though alignment is proven to be critical to success, it can be difficult to get teams on the same page with processes that facilitate synchronicity.

    In this webinar, Launch Founder and CEO Christa Tuttle will help sales and marketing teams build the LINK to lock down criteria, identify standard processes, normalize regular communication and keep track of progress. By creating a shared language, processes and measures of success, B2B teams walk away from this webinar ready to establish a more efficient and united task force within the company.
  • How to Integrate Sales and Marketing for Large Account Success
    How to Integrate Sales and Marketing for Large Account Success
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jun 19 2019 38 mins
    Program #6 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.

    The most successful large account sales operations fully integrate their marketing and sales functions in an approach usually called Account-Based Marketing and Sales. Although the term typically refers to technology solutions, the technology is an enabler—not the fundamental approach. Failing to capture the lifetime value of a large account customer is where most companies of all sizes miss the mark. Close alignment of sales with marketing markedly increases the likelihood of major account growth.


    You will learn:
    1.What is marketing’s role in the integrated process?
    2.How to integrate two units that are hostile or disinterested.
    3.What options you have for managing an integrated unit or closely aligned divisions.
    4.Where Sales Enablement may fit into an integrated process.
    5.How and why you should treat a large account as a “Market of One.”
  • What Sales Can Learn From an FBI Special Agent
    What Sales Can Learn From an FBI Special Agent
    Carole Mahoney, The Sales Coach Expert Jul 22 2019 4:00 pm UTC 33 mins
    Join host Carole Mahoney as she talks with Christopher Freeze, an FBI Special Agent in charge of Mississippi, whose has strengthened partnerships with public and private sector agencies, bring attention to the challenges facing law enforcement, and encourage individuals to demonstrate leadership in all aspects of their professional and personal life.

    In this 30 minute interview, Carole talks with Chris about:

    How to build rapport when people aren’t inclined to be open with you and when you don’t have a lot of information to go on, or what to do with the information you do have.
    Why building relationships internally is just as important as building relationships with your buyers.
    What salespeople can learn about resilency from an FBI agent who has had many doors slammed in their face.
    What sales leaders and executives need to understand about how personal trauma can impact their teams.
  • How to Map and Support A Large Account Sales Process
    How to Map and Support A Large Account Sales Process
    Barbara Weaver Smith, The Large Account Sales Expert Jul 24 2019 4:00 pm UTC 45 mins
    Part #7 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.
    In this presentation, we are moving from the 3-part phase on “Structure” into the first of 3 webinars in the “Process” phase, starting with your company’s sales process. Although the so-called “Buyer’s Journey” is of course chronological, I reject the notion that it can be reduced to a linear series of steps in a process. It’s much more cumbersome and convoluted than your CRM typically allows you to believe! This session is about how to manage that process and teach your sales reps how to manage it.
    You will learn:
    1. What kind of large account sales process do you need?
    2. What’s the most important point in your process?
    3. How to move from process steps to account planning.
    4. What technology tools are most helpful?
    5. How to handle a very long sales cycle.
  • How to Develop a Winning Strategy for your Top 5X Account
    How to Develop a Winning Strategy for your Top 5X Account
    Lisa Magnuson, The Landing 7-Figure Deals Expert Jul 24 2019 5:00 pm UTC 45 mins
    Do you know how to build a winning strategy to land your largest prospect? Has the account team mapped out all the strategy points? Do you have short, medium and long term account goals?

    You will learn:

    1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
    2.What are the most important aspects to a winning strategy?
    3.How to determine if you are on the right track and set up for success.
  • Salesforce Implementation Checklist: 10 Must Do’s in Every New Salesforce Org
    Salesforce Implementation Checklist: 10 Must Do’s in Every New Salesforce Org
    Stacy O'Leary Jul 25 2019 5:00 pm UTC 60 mins
    Having a great Salesforce implementation strategy from the start is the best way to achieve optimal ROI on your Salesforce investment while building a scalable, long-term solution that your company can use for years to come.

    Join Expert Marketing Advisors and Quickly Consulting to learn what tools are needed to help achieve the best ROI for your business. 5X certified specialist, Stacy O’Leary will take you step-by-step through the process of setting up Salesforce to meet the needs of your organization. With Salesforce specific marketing guidance we are here to help give the best direction for your organization.
  • A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    A Winning Events Strategy: Wow Your Guests and Accelerate Pipeline
    Caroline Hull, Head of Field Marketing, Esther Kim, Sr. Field Marketing, Shannon Mellen, Field Marketing - Marketo and Adobe Jul 30 2019 9:00 am UTC 38 mins
    You'll learn:

    - Which KPIs to consider when planning your events
    - How to plan different type of events for each stage of the funnel
    - How marketing should align with sales to ensure successful closing events
  • Future-Proof Your Sales Career and Beat the Bots!
    Future-Proof Your Sales Career and Beat the Bots!
    Deb Calvert, The People Engagement Expert Jul 31 2019 6:00 pm UTC 45 mins
    As a salesperson, you need confidence and passion to win. But as buyers and AI options continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?
    Join Anita Nielsen, author of Beat the Bots, and host Deb Calvert to learn strategies so you can get up off the mat and come out swinging.

    You will learn:

    1.How to use the power of personalized value to differentiate yourself.
    2.Make Human-to-Human connections with your buyers.
    3.Use the new ABC: Always Be Considering your client’s needs.
    4.Psychological principles that make you more effective in delivering value.
  • Create Incredible Customer Experiences Using Conversational Marketing
    Create Incredible Customer Experiences Using Conversational Marketing
    Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, an Adobe Company Aug 1 2019 9:00 am UTC 46 mins
    You'll learn:

    - How to incorporate chat bots into your overall marketing strategy
    - How, when, and why you should use conversational marketing
    - How to measure your success
  • Critical Channels of Choice
    Critical Channels of Choice
    Liz Miller - CMO Council, Jeff Winter - Pitney Bowes Software, Jerry Judge - The Fearless Group Aug 1 2019 3:30 pm UTC 75 mins
    Are marketers truly delivering on omnichannel experiences? Or are we substituting digital-only strategies and overlooking the blend that consumers actually expect and prefer?
  • Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Marketing Analytics 101: How to Prove and Improve Marketing Impact with Data
    Jordan Con, Product Marketing Manager, Marketo, an Adobe Company Aug 6 2019 9:00 am UTC 41 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.

    You'll learn:

    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
  • Exceeding the Requirements of the Trust Economy
    Exceeding the Requirements of the Trust Economy
    Liz Miller - CMO Council Aug 8 2019 5:00 pm UTC 75 mins
    Is now the moment the CMO must adopt the mantle of Champion of Trust, or should securing brand trust be left to others to advance?
  • INSIGHTS > STORIES > TRUST > REVENUE > ROI : 5-phase guide to STOROI marketing
    INSIGHTS > STORIES > TRUST > REVENUE > ROI : 5-phase guide to STOROI marketing
    Philippe Ruttens, B2B Marketing & Sales Transformation Consultant & Coach Aug 14 2019 8:00 am UTC 45 mins
    2020: The CMO is dead. Long live the Chief STOROI Officer !

    B2B marketing used to be simple, now we live in a post-big data world, inundated by information, reports and dashboards.

    Since 2010, B2B CMOs and their teams have been transforming too slowly from Marcom functions to demand gen, pipeline, ROI and revenue marketing models... but few have really been able to analyse data and visualise insights in the right way yet. Why is it so? Lack of process, talent, tools or wrong mindset?

    From personas & pain points to channels & content, you will learn in one hour the key steps, tools and tips to save your and team’s career by increasing your stakeholders’ trust and becoming a revenue growth engine, from Insights to Stories and ROI.

    In 2020, most CMOs and their teams will face the ultimate battle with their CEO/CFO: defending their budget and job by proving their value, strategy, campaigns and optimising their ROI fully.

    Transforming to a Revenue Marketing Center of Excellence is a must and marketeers MUST act NOW !

    We will shortlist 5 main phases, 10 KPIs and 25 actions to focus on the right 20/80 of your marketing operations and increase commercial ROI. Get ready for an energetic tour of core benchmarks, guidelines and inspiration to ensure that your team & career will not hit the “data wall” in 2020!

    About Philippe Ruttens

    Bringing over 25 years of experience as a B2B marketer at firms like Accenture, EY, MasterCard and Iron Mountain, Philippe coaches CMOs and helps sales & marketing teams transform faster into Revenue / ROI-driven marketing centres of excellence. Leveraging his multi-sector consultant and interim manager expertise combined with templates & process applied at many B2B clients, he combines his strategic demand generation vision, quick wins on campaigns & channels with a pragmatic people- and data-focused approach. Philippe’s WHY is to boost marketing teams transformation and help executives achieve faster & higher commercial objectives.
  • How to Boost Your Sales, Leads, and Clients on Instagram in 2019
    How to Boost Your Sales, Leads, and Clients on Instagram in 2019
    Laurie Wang, Digital Marketing Consultant Aug 14 2019 10:00 am UTC 45 mins
    In this webinar, you will learn:

    1. The secret to spend less time on Instagram and get more results
    that you must know to dramatically cut down the time that you spend on Instagram, yet getting you more results and profits

    2. The top 3 mistakes that business owners make on Instagram in 2019
    by following advice that no longer works and I'll show you my insider tips on what does

    3. The most effective way to sell your services and products on Instagram in 2019 and confidently connect with your followers like a pro to create more impact online

    Instagram is constantly changing and is dramatically different in 2019 and beyond.

    Instead of just another social media platform, Instagram can become the main source of your business leads, sales, and booked clients.

    But a lot of the information and advice are outdated because so much has changed on this powerful platform.

    Join this webinar to get the most updated on what it takes to market you and your brand successfully on Instagram in 2019.

    About Laurie Wang:

    Laurie Wang is an award-winning digital marketing consultant, coach and trainer helping entrepreneurs and business owners grow their audience online and convert their audiences into paying customers and clients. Her knowledge and understanding of the digital landscape have benefited an eclectic mix of clients from solo entrepreneurs, young start-ups to FTSE 100 giants, from Google to global advertising agency Ogilvy.

    She has been featured by the Guardian, Fast Company, and write for publications such as Elite Daily and Digital Business Women. In 2017, she was named by the British Interactive Media Association as a top Rising Star in the UK Digital industry.
  • Essential data for marketing content that converts
    Essential data for marketing content that converts
    Rene Power, Founder, Vision B2B Marketing and Training Ltd Aug 14 2019 12:00 pm UTC 45 mins
    If you don't know what aspects of your marketing deliver the most results; or if you have access to analytics but don't understand what's it's telling you; or if data is hoarded by I.T in your organisation, you'll love this primer on how accessible marketing data can help you make better marketing and business decisions.

    In another all new BrightTalk webinar, regular contributor René Power from Vision B2B Marketing and Training Ltd in the UK will share powerful strategies to help B2B product and service businesses maximise their expertise and marketing resources to drive the right kind of inbound enquiry.

    In this session you’ll learn how to
    - Understand what data you really need to help drive inbound traffic
    - Test and learn when it comes to all your marketing activities and content
    - Establish how free to use web, email and social media tools can give you a real advantage over competitors
    - Improve awareness, engagement and conversion of traffic

    Webinar attendees can get access to a bonus workbook for the webinar by emailing rene@visionb2b.co.uk ahead of live broadcast.
  • Marketing Data Driving You to Distraction
    Marketing Data Driving You to Distraction
    Thomas B. Cross CEO TECHtionary Aug 14 2019 2:00 pm UTC 45 mins
    "Are you missing the mark by focusing too much on the point"

    Here are the Top-10 issues behind data driving business growth to distraction: Tracking, Timing,
    Technology, Tips, Tasks, Terrorism, Trust, Tools, Team and Trends. This 30-minute webinar will address each one and provide actionable tips and ideas:

    1 - Tracking - KTO-keep track of it all
    2 - Timing - market, industry, global
    3 - Technology - Faster than ever.
    4 - Tips - "You can sell what you don't know"; Knowing what you are selling and to all those throughout the channel.
    5 - Tasks - ahead and looking back
    6 - Terrorism - for purposes of this presentation, terrorism are events perpetrated by others against you. Trust are events or efforts of goodwill or negligence/incompetency by you.
    8 - Trust - You don't get a second chance to make a first impression.
    7 - Tools - Human, Power, Quantum
    9 - Team - Lead people, manage things
    10 - Trends - Direct, not predict or react

    By Thomas B. Cross CEO TECHtionary

    Winner Corporate Vision Magazine Social Media Company of 2019
  • Value Over Volume: Zeroing In on Data that Drives Revenue
    Value Over Volume: Zeroing In on Data that Drives Revenue
    Christa Tuttle, Founder and CEO, Launch Marketing Aug 14 2019 3:00 pm UTC 45 mins
    In order to make intelligent decisions from marketing data, B2B marketing execs need smart, precise data. Locating, vetting and analyzing this data, however, is one of the least exciting things for companies to prioritize. Many companies will choose volume over value and continue piling new data into their CRMs rather than taking on the slower, long-term work on proper data cultivation.

    Join Launch Marketing’s Founder and CEO Christa Tuttle as she explores the importance of a strong data foundation in maximizing the profit potential of marketing. This presentation will discuss the true value of data in several components of an integrated marketing plan, from messaging, lead generation and more.


    About Christa Tuttle

    Christa founded Launch Marketing, a boutique marketing firm that acts as a virtual marketing team to B2B tech companies, in 2001. Under her leadership, the company has grown exponentially, to a portfolio of more than 150 clients to date.

    Prior to founding Launch Marketing, Christa worked for Austin venture capital firm TL Ventures, where she managed marketing in-house and lent her expertise to its portfolio companies, helping them develop marketing plans and bring their first products to market. Before that, she led a marketing team at enterprise software company Trilogy, where her team successfully drove more than 50% of the lead generation.
  • Uncovering the Most Useful Metrics for Planning Season
    Uncovering the Most Useful Metrics for Planning Season
    Ken Evans, Senior Director, Marketing Operations at Fuze Aug 14 2019 6:00 pm UTC 58 mins
    It seems like every year, once the chaos of your marketing planning process is over, you look back and think to yourself, “next year, I’ll be more prepared for this!” Yet when the next year rolls around, planning season sneaks up and becomes just as troublesome once again.

    With FY19 planning season knocking on your door, now is your chance to break this vicious cycle. But where should you start?
    By examining the metrics that will guide marketing as to where to invest their resources in the coming year.

    Watch this recording to learn how Ken Evans, Senior Director, Marketing Operations at Fuze wrangles the right metrics to make sure planning season is a success.

    In this webinar, we’ll answer these questions:

    • What metrics should I use during planning season and why?
    • Who within marketing (and beyond) cares about these metrics?
    • What technologies does Ken use to collect these metrics?

    You’ve still got time to get ahead of planning season. Don’t miss your opportunity!
  • A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    A Winning Digital Ad Strategy: How to Optimize at Every Stage of the Funnel
    Paulo Martins, Head of Digital Marketing, Demand Generation & Scott Minor, Digital Marketing Program Manager, Marketo Aug 15 2019 9:00 am UTC 60 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.
  • A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    A Winning Demand Generation Strategy: Tactics to Optimize the Funnel Across the
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Aug 20 2019 9:00 am UTC 49 mins
    You'll learn:

    - 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
  • The Power of The 4th Quarter – Sales Strategies To Finish Strong
    The Power of The 4th Quarter – Sales Strategies To Finish Strong
    Meridith Elliott Powell, The Connection Expert Aug 21 2019 3:00 pm UTC 45 mins
    It is fourth quarter what is your plan? Believe it or not, the fourth quarter is the most important business sales quarter of the year. What you do in fourth quarter not only determines your numbers for the year, it has a major impact on your future success as well.
    But fourth quarter is famous for being the quarter you slow down, stop selling, and over-indulge in activities that do anything that keep sales growing.
    Keeping the energy high and the drive going through fourth quarter can be tough! First you’re tired; you have worked hard all year long to meet your sales quotas, excel at your goals and ensure that your bottom lines is healthy and strong. Not to mention the fact that fourth quarter comes with schedule overload: budgeting, holidays, parties and a much needed break from the everyday routine.
    But if you want a strong first quarter – the key is to start now. You need a strategy to keep the momentum going. Join us for this high-energy, power-packed webinar designed to put you ahead of your competition, and drive strong to the finish line.


    You will learn:

    1. Why fourth quarter is the key to success in sales
    2.Proven strategies that keep clients engaged, an business moving through fourth quarter
    3.Epic ideas to position yourself for more closed sales first quarter
    4.Secrets to getting clients to put you at the top of their holiday list
    5.Your personal plan of action
  • AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    AI for Business & IT - 8 Technologies, 9 processes, 10 checklist items
    Arun Trivedi Aug 21 2019 4:00 pm UTC 45 mins
    As AI becomes all-pervasive, more and more companies need to start thinking about how AI can help in their business transformation and optimization journey. According to a Gartner survey, 54% respondents plan to start deployment within the next few years. However, their are multiple barriers, including finding a starting point and fear of the unknown.

    This webinar breaks down AI for the business & IT - what use cases should CIOs and business organizations focus on and how do we get started? What are the possible use cases? How do we even go about thinking about AI in our organization in a structured way?
  • How to Lead the Buyers’ Process in Large Accounts
    How to Lead the Buyers’ Process in Large Accounts
    Barbara Weaver Smith, The Large Account Sales Expert Aug 21 2019 4:00 pm UTC 45 mins
    Description: Part #8 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.
    Volumes have been written about how to match your sales process to “the buyers’ journey.” Frankly I think most people involved in selecting and influencing big, complex buying decisions in large corporations don’t have any real clue how to do it. Procurement people have a set of procedures and rules, but they still have to satisfy the end users, who may have very different ideas about what criteria are most important. And the relative power of procurement and executive users varies greatly. Smart sellers know how to lead the buyers to the right decision, and how to do that is the subject of this webinar.

    You will learn:

    1. How to locate and connect with the appropriate buyers and influencers.
    2. How to plan with an internal team.
    3. How to plan for the initial meeting..
    4. How to prepare great questions.
    5. What to do when the process stalls.
  • Be the CEO of Your Sales Career
    Be the CEO of Your Sales Career
    Scott Ingram, The Sales Success Stories Expert Aug 22 2019 4:00 pm UTC 45 mins
    Whether you're looking to get started in sales, or are already established and want to plan the next steps of your sales career path this, is for you! In this webinar Scott Ingram, founder of Sales Success Media, will talk with David Weiss, Sales Executive at ADP and author of “Your Definitive Sales Career Guide,” about how to start, grow and manage your sales career journey.

    You will learn:

    1.    The best way to get a strong start in the sales profession
    2.    Intentionally advancing into better opportunities and bigger earnings
    3.    How to develop relationships with mentors
    4.    What it will take to get to the next level
  • State of marketing automation in 2019
    State of marketing automation in 2019
    Katie Jameson - Head of EMEA Marketing at Act-On Software Sep 5 2019 2:00 pm UTC 60 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.

    The data we collect here will be used to manage your webinar booking and provide you with useful and relevant sources of B2B Marketing content. By registering for this webinar you specifically consent to us passing on your details to Act-On so that they can contact you by email or by telephone with details of marketing products that they provide. For more information on how we manage your personal data please see our privacy policy below:

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • How to Manage Your Team’s Performance Inside A Large Account
    How to Manage Your Team’s Performance Inside A Large Account
    Barbara Weaver Smith, The Large Account Sales Expert Sep 18 2019 5:00 pm UTC 45 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.
  • Take Best-Practices to Next-Practices: Forward-Thinking B2B Marketing Strategies
    Take Best-Practices to Next-Practices: Forward-Thinking B2B Marketing Strategies
    Christa Kleinhans Tuttle, Entrepreneur, Experienced Marketer and CEO, Launch Marketing Oct 9 2019 3:00 pm UTC 60 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.