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Demand Generation

  • Sales Legends Series - An Interview with Jeffrey Gitomer
    Sales Legends Series - An Interview with Jeffrey Gitomer Deb Calvert with special guest Jeffrey Gitomer Recorded: Jul 20 2018 45 mins
    Join Deb as she interviews Sales Legend Jeffrey Gitomer!
    Gitomer - Defined (git-o-mer) n. 1. a creative, on-the-edge, writer and speaker whose expertise in sales, customer loyalty, and personal development is world renowned. 2. known for presentations, seminars and keynote addresses that are funny, insightful, and in your face. 3. real world. 4. off the wall. 5. on the money. 6. gives audiences information they can take out in the street one minute after the seminar is over and turn it into money. He is the ruling King of Sales. See also: salesman.

    AUTHOR. Jeffrey Gitomer is the author of The New York Times bestsellers TheSales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude.

    Most of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, The Little Teal Book of Trust, Social BOOM!, The Little Book of Leadership, and the 21.5 Unbreakable Laws of Selling. Jeffrey’s books have appeared on major best-seller lists more than 500 times and have sold millions of copies worldwide.

    OVER 75 PRESENTATIONS A YEAR. Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and virtual training programs on selling, YES! Attitude, trust, customer loyalty, and personal development.
  • How to Unlock Amazing Sales Results by Improving Your Social Evidence
    How to Unlock Amazing Sales Results by Improving Your Social Evidence Paul Watts CSP CSL Recorded: Jul 19 2018 28 mins
    Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
  • MRP and guest Forrester Discuss Qualities of ABM Leaders
    MRP and guest Forrester Discuss Qualities of ABM Leaders Jim Regan and Steve Casey Recorded: Jul 18 2018 64 mins
    Join our guest Steve Casey, Principal Analyst for B2B marketing at Forrester, and Jim Regan, CMO and Co-Founder at MRP, to learn why artificial intelligence and machine learning are crucial to future proofing your account based marketing strategy. ABM and AI are converging and delivering actionable triggers to transform your customers’ experiences forever.

    Steve and Jim will share their perspectives on why utilizing AI to make predictions on prospects’ buying patterns and using those predictions to inform content strategy has shown greater results in account-based marketing strategies.

    Here’s what you’ll learn from this webinar:
    •Why AI should inform and operationalize your ABM strategy
    •When centralized insights can enable a consistent content strategy by target account
    •How to close the loop on integrated ABM strategies to identify and replicate high performing tactics, while eliminating the low performing ones
  • Fireside Chat Series: Building a Sales Driven Culture
    Fireside Chat Series: Building a Sales Driven Culture Steven Rosen and Ken Thoreson Recorded: Jul 13 2018 49 mins
    Join sales management expert Steven Rosen and his guest sales management expert Ken Thorson for no hold barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • Driving Pipeline Outside the Inbox
    Driving Pipeline Outside the Inbox Tara Robertson, Director of Revenue Marketing @ Uberflip & Natalie Holtgrewe, Director, Growth Strategy @ Intelligent Demand Recorded: Jul 12 2018 43 mins
    Email nurture campaigns are a B2B marketing must, and when executed effectively, can really move the needle and help guide qualified leads down the funnel. But isn’t it time your team went beyond the basic email nurture and took a multi-channel approach?

    Register for our live webinar featuring Natalie Holtgrewe, Group Director, Growth Strategy, at Intelligent Demand to hear multi-channel campaign tips from an expert.
  • How to Grow Your Hi-Tech Business with Branding, Content & Storytelling
    How to Grow Your Hi-Tech Business with Branding, Content & Storytelling Jean Ginzburg, CEO, Ginball Digital Marketing Recorded: Jul 11 2018 51 mins
    To get your brand message across to your audiences, it’s key to know where they are hanging out. With users now spending an average of 20 minutes per day on social media, most of the audiences audiences of hi-tech companies are hanging out on either Facebook, Instagram, LInkedIn, Youtube or another social media platform. Before we can get onto social media, it’s pertinent to craft a message about our brand and about our products or services.

    Join this live webinar with Jean Ginzburg, Digital Marketing Expert and #1 Best-Selling Author, as she covers how best to extract the message from your own business and how best to create it for your target audience.

    Once we have crafted our message, we will cover on how best to create content, what types of content works best now and the components of a well-crafted content piece. And now we are ready to distribute our messaging and content across social media. We will also cover specific examples of branding, messaging, content and social media from the hi-tech and SaaS industries.
  • Content that Sticks: What We've Learned in the Past 15 Years
    Content that Sticks: What We've Learned in the Past 15 Years Scott Abel, President, The Content Wrangler; David Pitta, BrightTALK; Val-Pierre Genton, BrightTALK Recorded: Jul 10 2018 33 mins
    A lot has changed since webinars first became available over a decade ago. Scott Abel, the mastermind behind The Content Wrangler, has been at the forefront of using webinars for marketing success.

    During this talk, we will explore how webinars went from new technology in the early 2000s to the marketing must-have that they are today. Scott Abel will sit down with BrightTALK’s very own David Pitta, Chief Marketing Officer and Val-Pierre Genton, VP Product Marketing, to discuss trends, best practices and predictions for the future.
  • Building a Vibrant Network of Female Leaders
    Building a Vibrant Network of Female Leaders Megan Bozzuto,International Association of Women; Kelly Harris, BrightTALK Recorded: Jul 10 2018 31 mins
    Join us for this inspiring Q&A with Megan Bozzuto, Sr. Marketing Business Partner at the International Association of Women (IAW). IAW is a global in-person and online professional networking platform that provides nearly one million women with the forum, education, and services to thrive in an interconnected world.

    During this talk, Megan will highlight how webinars have become an integral component of IAW’s marketing efforts, as well as techniques and best practices for success. The last 15 minutes will be reserved for audience questions, so be sure to tune in live!
  • Experimental and Experiential: Pivotal's Content Marketing Secrets
    Experimental and Experiential: Pivotal's Content Marketing Secrets Pieter Humphrey, Rita Manachi, David Pitta Recorded: Jul 10 2018 31 mins
    B2B tech content marketing is hard, but when you have the right key strategic elements, a good team, and an iterative, experimental approach it can not only be impactful but fun.

    Join Rita Manachi and Pieter Humphrey to learn about how Pivotal's B2B content marketing evolved from humble beginnings to a core strategy and channel used by product marketing, our customers, users, partners, analysts - even our own consultants!
  • Tuning in to Context: Achieving Quality, Consistency and Transparency in Digital
    Tuning in to Context: Achieving Quality, Consistency and Transparency in Digital Mary Anne Hensley, CMO Council ; Mike Olson, Fox Rent-a-Car Recorded: Jul 10 2018 52 mins
    For obvious reasons, video represents an unprecedented level of opportunity for companies looking to amplify their digital engagement efforts. However, many companies still lack a formalized strategy for implementing video, and worse, the metrics currently being used to gauge the success of video are questionable, at best. Many organizations are still applying the same metrics for online video that they use for TV advertising, and with Facebook and Google both admitting to flawed, incomplete and often incorrect reporting structures for video campaign outcomes, it is becoming more important than ever for marketers to establish reliable strategies and metrics for video performance.

    With the level of opportunity that video presents, how can marketers ensure that they are getting the biggest bang for their video investments? What metrics truly matter when it comes to understanding video campaign success, and how can marketers achieve the contextual consistency they need to really understand how their videos are performing?

    To address these issues, the CMO Council will be hosting a webinar to explore the greatest barriers to success when it comes to implementing video campaigns that deliver the intended results, in addition to the metrics needed to gain full transparency into video performance to understand who is viewing videos—as well as when and where they are being viewed—and determine their impact on the bottom line.

    The webinar will be on July 10 at 10am PST/1pm EST, and presented by Mary Anne Hensley, Director of Content and Marketing Programs here at the CMO Council; Ben Segal with Vuble, and Mike Olson with Fox Rent-a-Car.
  • Driving Acquisition and Engagement in Financial Services
    Driving Acquisition and Engagement in Financial Services Ludivine Evra, Natasha Power, Stuart West Recorded: Jul 10 2018 31 mins
    Over the past couple of years, marketing in financial services has evolved greatly. There’s been a transition from text-heavy, long form content to engaging rich media that reaches potential and current customers at various stages of the sales journey.

    During this panel, we will hear from marketers at both Lombard Odier and Schroders Investment Management for an inside look at their marketing efforts. We will discuss:

    • Defining your goal and audience in financial services
    • How webinar engagement maps to the customer journey
    • Achieving success commercially through sales alignment
  • Introducing the 2018 BrightTALK Awards
    Introducing the 2018 BrightTALK Awards David Pitta, CMO, BrightTALK Recorded: Jul 10 2018 16 mins
    BrightTALK now has over 7+ million professionals who join 75,000 free talks and 1,000+ online summits to discover new ideas, technologies, and insights.

    For the first time, BrightTALK studied this data across over 1,000 businesses so we can honor marketers that have demonstrated excellence on BrightTALK. With ten total categories, including Most Prolific Channel, Highest Rated Talk, and Most Successful SMB, the BrightTALK Awards highlight success across BrightTALK's most popular communities: IT, Financial Services, and Line of Business.

    Join this session to learn more about the data we analyzed, key metrics for Channel and webinar success, and top performers from 2018.
  • How to Be Relevant in a World that Won't Stop Talking
    How to Be Relevant in a World that Won't Stop Talking Dawn Brock, NETSCOUT; Tim Garon, (ISC)²; Yuliya Shlychkova, Kapersky Lab; Val-Pierre Genton, BrightTALK Recorded: Jul 10 2018 34 mins
    Content marketing educates, engages and inspires. But how do you know what your audience wants to consume? With adults spending an average of 10 hours a day on screens, competition for your audiences’ attention is fiercer than ever.

    In this session, we will explore strategies for how marketers can keep their message relevant and enticing through webinar content. The marketing experts from NETSCOUT, (ISC)², Kaspersky Lab will highlight how a tactical rich media approach has helped them reach their demand and engagement goals.
  • Riadh Dridi: Insights from a Growth-Focused Enterprise CMO
    Riadh Dridi: Insights from a Growth-Focused Enterprise CMO Riadh Dridi, CMO, RingCentral Recorded: Jul 3 2018 14 mins
    Riadh Dridi, CMO of Ringcentral, leads a cutting edge enterprise marketing team, known for its operational excellence. In this interview, Riadh covers some of the biggest topics facing marketing leaders today.

    He gives his thoughts on:
    How to operationalize your marketing organization for growth
    How the relationship between brands and customers is changing
    How marketing content is evolving
  • The Sales Leader’s Role in Conquering the Complex Sale
    The Sales Leader’s Role in Conquering the Complex Sale Alice Heiman, Founder & Chief Sales Officer Recorded: Jun 28 2018 42 mins
    It is getting harder to close large enterprise deals. It’s not as easy as it used to be, and it requires sales and company leadership to become involved. Without doing the salesperson’s job, what is your role as a sales or company leader in closing these complex sales?
  • How AI is transforming retail customer acquisition strategies
    How AI is transforming retail customer acquisition strategies Rob Roy, Chief Digital Officer, Sprint Recorded: Jun 28 2018 61 mins
    AI is rapidly reshaping how retailers reach and engage customers across channels and in real time. And because your success in retail is so deeply interconnected with customer experience, from browsing to decision, purchase to post-purchase pleasure, AI is increasingly going from nice-to-have to necessity for higher sales and bigger bottom lines.

    With billions of customer behavior data points, transactional histories in the trillions of dollars, and pinpoint segmenting, AI turns hazy ROI best-guess calculations into data-driven predictions. It helps you uncover new customers, and adds science to the art of targeting your audience.

    Learn more about how retail organizations can use AI to find and evaluate customers, seize tailored opportunities along your customer’s journey, offer hyper-personalized recommendations and more, when you join this VB Live event!

    Register now for free!

    Attend this webinar and learn:
    * How AI helps retailers curate content, offers, and experiences to revolutionize customer acquisition and engagement.
    * How companies can leverage AI to uncover new markets
    * The role of AI in data-powered email marketing (e.g. empowered segmentation), voice and visual search
    * The future of AI in retail: What's next?

    Speakers:
    * Rob Roy, Chief Digital Officer, Sprint
    * Eugene Feygin, SEO Manager, SearsPartsDirect.com
    * Jaimy Szymanski, Industry Analyst & Founding Partner, Kaleido Insights
    * Rachael Brownell, Moderator, VentureBeat

    Sponsored by Drift
  • 5 Disciplines to Improve Sales Skills This Quarter
    5 Disciplines to Improve Sales Skills This Quarter Shawn Karol Sandy w/ special guest Dianna Gearin Recorded: Jun 28 2018 45 mins
    For Account Executives, Business Owners, or Service Providers, there are dozens of books, blogs, and podcasts that promise to help you increase sales results. But what do YOU need to focus on to improve? In this session, we’ll break down the 5 key areas to focus for personal growth and sales success!
  • The Power of Discovery for Increasing Win Rates
    The Power of Discovery for Increasing Win Rates Mike Kunkle, VP, Sales Transformation Services Recorded: Jun 22 2018 49 mins
    What’s the single best thing to improve your win-rates? The answer is better discovery.

    In this webinar, Mike Kunkle shares a framework that will enable your sales force to understand your customers better than ever before, to build a compelling case for change and deliver what our buyers value.
  • The 8 Elements of a Complex Sale
    The 8 Elements of a Complex Sale Alice Heiman, Founder & Chief Sales Officer Recorded: Jun 14 2018 47 mins
    Is your sale complex?
    Are there multiple buying influences and long sales cycles?
    Are these deals getting more complex and harder to close?

    If you have a B2B complex sale, there are 8 elements you need to be aware of to help you shorten your sales cycle.
  • Optimizing Visibility and Lead Conversion in the Channel
    Optimizing Visibility and Lead Conversion in the Channel Devon Wellbrock Recorded: Jun 13 2018 26 mins
    According to the 2018 Channel Marketing Report, the top challenges for channel leaders are:
    •Visibility around MDF spend and ROI
    •Trouble optimizing MDF spend
    •Overall poor channel lead conversion
    With MDF allocations continuing to increase in 2018, these issues can drastically impact the performance of your channel revenue.

    Register for this webinar and join Devon Wellbrock, SVP of Enterprise Accounts, Americas, MRP as she discusses how you can improve visibility and lead conversion in the channel.

    Here’s what you’ll learn in this webinar:
    •How to ensure MDF is optimized and spent on the right mix of marketing tactics
    •How to ensure channel marketing programs positively affect your bottom line
    •Methods to gain better visibility into marketing generated pipeline, conversion and historical campaign analytics
  • Value Prop Clinic - Fixing a Broken Message
    Value Prop Clinic - Fixing a Broken Message Lisa Dennis Recorded: Jun 13 2018 46 mins
    See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.
  • Fireside Chat Series - Sales Management: How to Execute with Excellence
    Fireside Chat Series - Sales Management: How to Execute with Excellence Steven Rosen with special guest Tibor Shanto Recorded: Jun 8 2018 41 mins
    Join sales management expert Steven Rosen and his guest sales expert Tibor Shanto for a no holds barred fire side chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • Six Ways to Make Sales Negotiations Less Painful and More Profitable
    Six Ways to Make Sales Negotiations Less Painful and More Profitable Shawn Karol Sandy Recorded: Jun 8 2018 41 mins
    Too often we fold like a house of cards and give away margin during negotiation because we’ve not prepared for this part of the deal. Or, the entire sales process circles around price, terms, and negotiation like the earth revolves around the sun.
    So, how do you set yourself up for negotiation that is truly win-win? In this session, you’ll learn six ways to more profitably negotiate.
  • 3 Crucial Sales Manager Competencies
    3 Crucial Sales Manager Competencies Carole Mahoney, Sales Change Agent & Coach Recorded: Jun 7 2018 39 mins
    There are a lot of demands on a sales manager, but only 3 areas where a sales manager should be spending 75% of their time. In this session you will learn which 3 competencies are crucial, what is involved in each, and how they impact the team.
  • Doing More With Data
    Doing More With Data Liz Miller, CMO Council Recorded: Jun 7 2018 74 mins
    Please join us for the CMO Council’s upcoming live webcast, in partnership with IBM, “Doing More With Data.” Join us on June 7, 2018 at 10am PT / 1pm ET as we explore how the shift toward the customer has necessitated innovation across data, analytics and holistic operations.

    Among the key issues to be discussed are:

    -How marketing, commerce and operations executives are centralizing and putting today’s deluge of data to work, as well as finding new ways to extract value from multiplying sources of insight (IoT, MarTech apps, third-party APIs) and unstructured content (both inside and outside the enterprise)
    -Issues of data availability, accessibility, quality, timeliness, dependency, disorder, drag, delay and dysfunction
    -Competitive imperative to leverage real-time, refined data for revenue growth, customer gratification and trusted decision support
    -How to help functional business leaders review, value and prioritize data assets; provide them a self-assessment tool to identify most relevant sources of data, and determine what types, sources, formats, and interfaces would boost marketing and business performance
    -Gaps and deficiencies in the data value chain as it results to customer journey, path to purchase, lifetime value, and end-to-end experience.