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Demand Generation

  • Culture is the Catalyst
    Culture is the Catalyst
    Martin Lindstrom, Bestselling Author Recorded: Nov 25 2020 59 mins
    Let's Get Digital Bootcamp Episode 3. Join Martin Lindstrom, best-selling author, transformation expert, and one of Time Magazine’s “World’s 100 Most Influential People” as he talks about how culture is the key to facilitating this transformation.
  • The Future of Martech, powered by artificial intelligence
    The Future of Martech, powered by artificial intelligence
    Chad Burmeister, the AI for Sales Expert and John Turns Recorded: Nov 24 2020 33 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with John Turns, Vice President of Strategy about the future of marketing technology (Martech) and the role of artificial intelligence.

    You will learn:
    1. How to enhance LinkedIn outreach with emojis and personalization to drive connection
    2. The changeover from tactical marketing to overwhelming the customer across all of their different devices and experiences
    3. The future of marketing – attention and engagement, AI can power these external tools like augmented reality
  • Data Driven Marketing - The Trust Factor Replaces The Price Facto
    Data Driven Marketing - The Trust Factor Replaces The Price Facto
    Chad Burmeister, The AI for Sales Expert and guest, Eric Dreshfield Recorded: Nov 24 2020 25 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Eric Dreshfield, Sr. Partner Marketing Manager at ActiveCampaign.

    You will learn:
    1)Why the trust factor has replaced the price factor
    2)How companies leverage automation and technology to build trust
    3)The future of AI in Sales & Marketing
  • Future Proof: How to Create a Lead Scoring Model That Scales
    Future Proof: How to Create a Lead Scoring Model That Scales
    Kylie Alexander Recorded: Nov 24 2020 47 mins
    With the right lead scoring model in place, you and your team are able to make the most out of every lead that enters your pipeline.

    Watch Kylie Alexander, Marketing Operations Manager and lead scoring expert, share how you can create a lead scoring model that will scale with your business.

    You'll learn:

    How to partner with the right stakeholders to make decisions that are aligned across the business

    Lessons the Marketo Engage operations team has learned so you don't make the same mistakes

    How to plan for a scoring model that will scale
  • Jennifer Aniston, storytelling and why sales know best about customer lifecycle
    Jennifer Aniston, storytelling and why sales know best about customer lifecycle
    John Aloy, head of strategic sales, O2; and David van Schaick, CMO, The Marketing Practice Recorded: Nov 24 2020 31 mins
    John Aloy is Head of Strategic Sales at O2 Telefonica. He’s been using ABM to improve customer value in strategic accounts for over four years.

    In this webinar, he’ll share his journey with TMP CMO, David van Schaick. Together they’ll take you on a journey that will reveal the art of growing strategic customers, and what all this has to do with Jennifer Aniston.

    We hope you will leave inspired anew about the power of storytelling in ABM.


    Your personal data:

    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. Your data will also be shared with B2B Marketing and The Marketing Practice who is sponsoring this webinar. For more information on how we manage your personal data please see our privacy policy.

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • How to Extend the Customer Lifecycle with Marketing Automation
    How to Extend the Customer Lifecycle with Marketing Automation
    Sarah Moore, Senior Customer Marketing Manager, Act-On Software Recorded: Nov 19 2020 34 mins
    Your unique product or service offering distinguishes you from the competition. And since 91% of customers are likely to shop with brands that deliver personalized recommendations, tailoring your brand experience along their entire lifecycle journey is crucial. Doing so fosters retention and cultivates a loyal following. It also strengthens customer relationships based on the quality and benefits of your offerings. Let's discover why customer advocacy is the new competitive differentiator.

    In this webinar we’ll explore:
    - How to turn your customers into advocates with marketing automation
    - Tactics such as segmentation and scoring to assess your customer’s unique set of needs and interests
    -Real-life examples of programs that engage around your product and service offerings
    - Ways to expand your relationships with brand advocates
  • Effectively Selling to the C-Suite
    Effectively Selling to the C-Suite
    Steve Bistritz, The Selling to Senior Executives Expert Recorded: Nov 19 2020 47 mins
    The first edition of Selling to the C-Suite was an instant classic. Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, it revealed why some salespeople gain trusted advisor status while others get the ejector seat. The first edition became a sales best-seller and has already had a major impact on the sales profession.

    Now fully revised and updated, the second edition of the book explains how the impact of online tools and social media are revolutionizing the way executives buy, and how you can successfully sell to them

    This webinar will also explore what else senior executives told us about their relationships with professional salespeople, including how salespeople should align with the relevant executive to win those critical key deals.

    Many of the concepts and models in the book have already been field-tested with a sales training workshop that was developed several years in advance of the book. In fact, many of the graphics within the book were extracted from that workshop.

    You will learn how to:

    1.Identify and align with the relevant executive for your sales opportunity
    2.Optimize your connections to executives, using simple LinkedIn techniques
    3.Expand relationships without jeopardizing relationships with irrelevant executives
    4.Establish credibility with executives, so as to get continued access to them
  • Inbound Lead Conversion Strategies: 5 Strategies You Can Implement Today
    Inbound Lead Conversion Strategies: 5 Strategies You Can Implement Today
    Jason Oakley, Director of Product Marketing, Kaylee Edmondson, Director of Demand Gen, Dan Cmejla, Community & Partnerships Recorded: Nov 19 2020 48 mins
    Inbound lead conversion is arguably the most important component of inbound marketing. After all, it doesn’t matter how many leads you generate or how efficient your inbound marketing methodology is if you can’t actually convert leads into customers.

    It’s where action turns into revenue.

    There are numerous features that factor into your inbound lead conversion rate -- everything from web design and navigation to the checkout process. But at the end of the day, implementing the right inbound lead conversion strategies for your business is what’s most important.

    In this webinar, we’ll take an in-depth look at 5 inbound lead conversion strategies we’ve personally tried to help you master this aspect of inbound marketing. That way, you’ll know what to focus on and which tactics might be most effective for turning your own leads into customers.
  • Virtual Solution Presentation Strategies for Professional Services
    Virtual Solution Presentation Strategies for Professional Services
    Amy Franko, The Strategic Sales Expert Recorded: Nov 19 2020 61 mins
    How you present your firm’s solutions to your prospect or client is one your best opportunities to differentiate your firm.

    You’ve done the hard work of designing a proposal to deliver on the outcomes they’re looking to accomplish. Don’t leave your proposal presentation to chance, especially with the additional complexity of virtual selling environments.

    In this talk, Amy Franko offers presentation strategies to help you master virtual sales environments. They can be used in a variety of situations, ranging from the informal sales conversation to the formal RFP pursuit. These are the same strategies she uses to win new business and grow long-term clients.

    You will learn:

    1. How to ensure you have the right decision makers “in the virtual room”
    2. Practical strategies to create standout presentations, specific to virtual environments
    3. Creating momentum after the presentation to accelerate the closing process
  • Webinar: Brand Authenticity and the Power of Personalisation
    Webinar: Brand Authenticity and the Power of Personalisation
    DMA, AAR, Mind, Swizzels Matlow, Worldwide Cancer Research Recorded: Nov 19 2020 66 mins
    Uncover the power of personalisation and brand authenticity alongside AAR, MIND, Swizzels Matlow, and other experts and discover how it can be used to your advantage. Tune in for discussion, debate, and leading insights, as you unpick the theory and dive into the makings of personalisation and brand authenticity.
  • What Good Will Come From 2020? Wake Up & Get Online!
    What Good Will Come From 2020? Wake Up & Get Online!
    Chad Burmeister, the AI for Sales Expert and Steve Brown Recorded: Nov 19 2020 35 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Steve Brown about the imperative of what it means to take your business online in 2020 and beyond.

    You will learn:
    1. The change experienced in 2020 was the compelling event to move online
    2. What is a “Zoom first strategy”
    3. Transformation – what changes after 2020, forever?
  • ABM Master Class: Scaling, Part I
    ABM Master Class: Scaling, Part I
    Tenessa Lochner, Director of ABM Strategy and Execution, Demandbase Recorded: Nov 19 2020 50 mins
    In this two-part webinar series, we will dive into what it means to scale ABM based on your organization’s maturity. ABM is more critical now than ever, BUT there is still a place for some traditional Demand Generation (there we said it!)

    In part 1, we will define what “scaling ABM” even means. (Hint: it’s different for every company). We’ll also walk through what it is to do ABM with Demand Generation elements by showing real-life stories of companies who are doing it with success.

    Watch this webinar and learn how to:

    -Define what ABM at scale looks like for your company.
    -Harness the power of both Demand Generation and ABM.
    -Deliver results with ABM no matter where you are on your scaling journey.
  • BrightTALK Local Singapore: Driving Conversions with Digital Content
    BrightTALK Local Singapore: Driving Conversions with Digital Content
    Eying Wee (Rubrik), Adeline Goh (Gigamon), Joseph McCarthy (BrightTALK) Recorded: Nov 19 2020 45 mins
    If you create great content and nobody sees it, what’s the point? Join Singapore’s top content marketers to hear how they’ve shifted their strategy during the pandemic to maximize the ROI of their campaigns.

    They’ll share their secrets about:
    - Standing out from the digital noise during the pandemic with engaging, valuable content
    - Aligning content with demand generation strategy
    - Understanding campaign goals and personas to create relevant content
    - Designing virtual events to succeed when your audience has Zoom fatigue
  • Live Nation, PGi, and TechTalk Summits Presents: The Future of Events
    Live Nation, PGi, and TechTalk Summits Presents: The Future of Events
    Barbara Bouman, Vice President of Special Events, Live Nation Special Events and Mark Roberts, Chief Marketing Officer, PGi Recorded: Nov 19 2020 48 mins
    Organizations have had to rethink their strategy for in-person events in light of the COVID-19 pandemic. What’s clear is that events aren’t going away; they’re just going to look different in the months and years ahead.

    Research conducted by The Harris Poll revealed more than half (54%) of employed Americans working from home due to COVID-19 would not be comfortable attending large, in-person work-related events this year. To ensure participants’ safety and comfort as part of the “next normal,” organizations must move to a hybrid approach for events, including town halls, sales conferences and experiential events to ensure a better experience for everyone involved.

    Join PGi, the leader in virtual events, and Live Nation Special Events, the national leader in incredible venues and epic events, for a candid conversation about the future of hybrid events in the “next normal.”

    During this interactive session, you’ll learn:
    How hybrid events are a popular way of holding a “responsible” gathering without endangering safety.
    How to host a compelling, successful hybrid event that engages audiences.
    How to create a hybrid event that provides value and unique content, ensuring excitement for all participants.
    The latest trends and best practices with in-person and hybrid events in the “next normal.”

    Are you going to deliver something unique that no one else is? Join this interactive session to understand the latest trends and best practices with in-person and hybrid events as we embrace the “next normal.”
  • Marketing Playbooks That Will Drive More Account-Engagement and Revenue in 2021
    Marketing Playbooks That Will Drive More Account-Engagement and Revenue in 2021
    Etai Back, CEO and Co-Founder at Folloze and Laura Ramos, VP and Principal Analyst from Forrester Recorded: Nov 18 2020 58 mins
    Join Folloze and Laura Ramos, VP and Principal Analyst from Forrester for an informative webcast where we will share practical guidance for quickly evolving the performance of core account-based programs. Learn how top B2B brands such as Cisco, RingCentral, ServiceNow, Autodesk, and others plan to translate engagement into revenue and #GetItDoneIn2021.

    - Realigning teams around a customer-centered mindset through data and deep sales and marketing alignment.
    - Significantly improve the outcomes of your demand generation programs and virtual events by incorporating value-based and content-powered experiences.
    - Connect marketing-led programs with sales-delivered pipeline and bookings.
  • Expanding Success: Taking Advantage of the Interacting Google Ecosystem
    Expanding Success: Taking Advantage of the Interacting Google Ecosystem
    Adam Dorfman, Director of Product Growth - Reputation.com and Josh Pizarro, Strategic Partner Manager Channel Sales - GMB Recorded: Nov 18 2020 54 mins
    How does Google itself want business owners to manage their online presence within the Google ecosystem?

    No part of Google My Business (GMB) – Q&A, reviews, listings, visuals, attributes – is an island. Each part feeds back into the other in an ecosystem that creates a snowball effect fueling visibility, conversions, feedback, company improvement and revenue. In this webinar, Reputation.com Director of Product Adam Dorfman is joined by Google Strategic Partner Manager Josh Pizarro to discuss how Google itself wants business owners to manage their online reputation and customer experience to take advantage of the interacting Google ecosystem. During our presentation we’ll discuss:

    • What Google’s algorithm weighs when ranking a company’s searchability
    • How pieces of a Google presence communicate with and build off each other
    • How you can ensure these different parts reinforce each other
    • Why managing Google presence with dedicated resources is imperative
  • AI for Sales Compensation and the Impact of Covid on Compensation
    AI for Sales Compensation and the Impact of Covid on Compensation
    Chad Burmeister, the AI for Sales Expert and Michelle Seger Recorded: Nov 18 2020 53 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, will talk with Michelle Seger about their where AI for Sales is being leveraged in the sales process after collaborating with hundreds of sales leaders.

    You will learn:
    1. How AI is being used in Sales Compensation
    2. Compensation philosophy
    3. The impact of Covid on the growth inside sales
  • Managing Sales Opportunities: New Approaches for Today’s Selling Environment
    Managing Sales Opportunities: New Approaches for Today’s Selling Environment
    Steve Bistritz, The Selling to Senior Executives Expert Recorded: Nov 17 2020 49 mins
    As a sales leader you rely on your forecast data to be accurate. As a salesperson you feel providing sales data doesn’t help you sell, and is extra “paperwork.” As a result, the forecast data is typically incomplete, inaccurate, or irrelevant.

    What if you had an opportunity management process that salespeople knew would help them sell and enticed them to provide accurate information for their own benefit, while also providing sales management the data they need in the process?

    In this webinar we’ll present an opportunity management process that salespeople embrace because it helps them close deals and also provides sales managers the information they need to drive the process.

    Some of the concepts and models discussed in the webinar were extracted from the 2nd edition of the best-selling sales book, Selling to the C-Suite, and those same concepts have already been field-tested with a sales training workshop that was developed several years in advance of the book.

    You will learn how to:

    1. Quickly and effectively assess the status of each sales opportunity
    2. Shorten sales cycles and dramatically impact the outcome of critical sales campaigns
    3. Improve your ability to forecast deals with a higher level of confidence
    4. Communicate the status of sales opportunities to others in the sales organization
  • Content Intelligence: Developing a Data-Driven Content Strategy
    Content Intelligence: Developing a Data-Driven Content Strategy
    Nick Markwith, Sr. Director of Content, BrightTALK Recorded: Nov 17 2020 59 mins
    Developing your understanding of your target audience is important, but turning those insights into an actionable strategy that proves ROI can be difficult for the most seasoned marketer. It’s easy to get lost and hard to know where to begin without the right tools or strategies to help develop your ideas into a repeatable content plan.

    In the second episode of the Content Intelligence Series, Nick Markwith will explore how to start developing a data-driven content strategy that produces results from an analytical perspective. Join this episode to learn:
    - What elements are needed for your content strategy
    - How to understand your strengths and opportunities through analysis
    - How to leverage topics and formats drive results
  • Using Video Effectively in Virtual Selling
    Using Video Effectively in Virtual Selling
    Chad Burmeister, the AI for Sales Expert and Julie Hansen Recorded: Nov 17 2020 23 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Julie Hansen about her background in sales and acting, and how to use video effectively in a virtual world

    You will learn:
    1. Lessons learned from acting
    2. How to leverage video effectively in sales
    3. Video is no longer optional, learn why
  • Account-Based Webinars: The Good, The Rad and The Necessary
    Account-Based Webinars: The Good, The Rad and The Necessary
    Angel Harley, Senior Manager of ABM Programs and Kevin Rooney, Senior Director of Sales Development Recorded: Nov 16 2020 55 mins
    Join this webinar to discover the good, the rad, and the necessary account-based webinar strategies and tactics that keep your pipeline healthy, your sales teams happy, and your target accounts engaged.

    During the session, webinar enthusiasts will learn:

    -The Good. Create a webinar plan that aligns with your content strategy.
    -The Rad. Mind the pipeline gap with innovation and content experimentation that keeps your audience engaged at every step of their journey.
    -The Necessary. Partner with sales on follow-up, by leveraging personalization, intent, engagement, and account scoring.
  • Changing Channels: How the Right Cross-Channel Mix Makes Every Marketing Dollar
    Changing Channels: How the Right Cross-Channel Mix Makes Every Marketing Dollar
    Mike Madden, Director of Commercial Demand Generation for Adobe Experience Cloud Recorded: Nov 13 2020 38 mins
    Watch our webinar, Changing Channels: How the Right Cross-Channel Mix Makes Every Marketing Dollar Go Further.

    Featured speaker Mike Madden, Director of Commercial Demand Generation for Adobe Experience Cloud, discusses how to create a more proven, more personalized, and more profitable path to purchase.

    In this webinar, you will:

    Discover how to measure performance beyond engagement metrics, to understand if and how your campaigns are generating revenue

    Improve your coordination efforts across channels, so that your customers receive a cohesively branded and personalized experience that can accelerate their journey

    Find out how to choose the right mix of channels for your business, and how to create the right content for those channels that aligns with the customer’s stage in the buying process
  • Converting Transactional to Subscription Revenue
    Converting Transactional to Subscription Revenue
    Aaron Casanova, Alison Turner Telles, Kevin McKeown Recorded: Nov 12 2020 26 mins
    Aligning Marketing, Sales, and Customer Success to support the customer journey and revenue growth from transactional/self-service to subscription/sales-assisted
  • Managing a Sales Team- Your Reps Are Your Customers
    Managing a Sales Team- Your Reps Are Your Customers
    Jeff Bajorek, The Fundamentals/Principles Expert and guest, Christie Walters Recorded: Nov 12 2020 40 mins
    Jeff and special guest Christie Walters talk about leading a sales team in today’s selling environment

    You will learn:
    1. Discussing sales management techniques from the standpoint of micromanagement versus a hands off approach.
    2. How to hold your team accountable as a leader
    3. Understanding and working with the individual people on your team as a manager
  • BrightTALK Local West Coast: Demand Generation Strategy
    BrightTALK Local West Coast: Demand Generation Strategy
    Morgan Cantrell (BrightTALK), Navin Mittal (Director, Marketing), Sebastian Rehaag (System Soft) Recorded: Nov 12 2020 68 mins
    How does your team build a demand generation strategy that actually works? Achieving marketing-generated revenue goals can be a challenge which is why understanding the right approach is the key to the success of any campaign. Join some of the west coast's top marketers, as they give an inside look at what have proven to be winning demand generation strategies and how they are shaping their plans for 2021.
  • Marketing Attribution: The Journey from Cost Center to Cash Cow
    Marketing Attribution: The Journey from Cost Center to Cash Cow
    Andy Schneider Nov 30 2020 10:30 am UTC 21 mins
    Watch Adobe’s webinar, Marketing Attribution: The Journey from Cost Center to Cash Cow.



    Featured speaker Andy Schneider, Solutions Consultant at Adobe, discusses the overall importance of attribution, the two different models that can be applied to your marketing strategy, and how to incorporate automation to increase efficiency and productivity at scale.



    During this webinar, you will:



    Discover the key differences between attribution and analytics, and why both must come together for successful digital campaigns
    Get an idea of the challenges marketers face when it comes to connecting ROI to marketing efforts
    Learn more about the two most-used attribution models, their pros and cons, and see which one may better align with your business needs
    Gain a better understanding of what the automation process of attribution looks like, and the fundamental approaches you’ll need to know
  • Webinar: Brexit - What are Marketers Doing to Prepare?
    Webinar: Brexit - What are Marketers Doing to Prepare?
    DMA Nov 30 2020 3:00 pm UTC 75 mins
    DMA’s resident legal and policy experts will take you through all you need to know to prepare your business for any outcome.
  • B2B Sales Operating System for Growing a Business
    B2B Sales Operating System for Growing a Business
    Liz Heiman, The Sales Growth Expert Nov 30 2020 6:00 pm UTC 45 mins
    Get control of your sales by implementing a sales operating system that makes your sales manageable and predicable. Sales is not a black box that you drop leads into the top of and hope something comes out the bottom. A solid sales operating system establishes a strategy and process to follow and manage. With those in place you can see where you stand against your goal and how to reposition your team to get the results you need.

    In this webinar, you will learn:

    1.What a sales operating system is
    2.How a sales operating system works
    3.The components of a sales operating
  • Webinar: Why Insight-Driven Marketers are the Engine of Growth
    Webinar: Why Insight-Driven Marketers are the Engine of Growth
    Lead Forensics, VervelQ, Peak Indicators, Radisson Hotel Group, Kingpin Communications Dec 1 2020 3:00 pm UTC 75 mins
    Join our webinar to hear from Peak Indicators and learn why marketers need to adopt growth as their key directive and get a handle on the complexity of marketing data.
  • The state of events: What is in store for 2021?
    The state of events: What is in store for 2021?
    Chris Wickson, VP & General Manager, Events at Integrate Dec 1 2020 4:00 pm UTC 60 mins
    In-person B2B events are slated to return in 2021. And it’s forcing marketers to talk about the elephant in the room. Because events remain one of the most siloed and expensive of all marketing channels. But that’s about to change.

    Since marketing budgets are under the microscope now more than ever, it’ll be up to event marketers to rethink their game plan and take a new approach that overcomes past challenges and limitations.

    Sign up to hear the results of Integrate’s latest research on how top marketers across the US and UK are thinking about 2021 event strategy.

    Join Chris Wickson, VP & GM of Events at Integrate, to hear:

    • What the new, expanded scope of the event marketer includes.
    • How to plan for hybrid virtual and in-person events
    • How to better align events with demand gen and revenue goals.
    • Why creating connected customer journeys is critical to success.


    Your personal data:

    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. Your data will also be shared with B2B Marketing and Integrate who is sponsoring this webinar. For more information on how we manage your personal data please see our privacy policy.

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • Get Out Early or Win
    Get Out Early or Win
    Steve Landuyt, The Unique Buyer's Experience Expert and guest, Phil Kreindler Dec 1 2020 4:00 pm UTC 45 mins
    The amount of effort required to win or lose a deal is more or less the same. Both have increased significantly as customers need to justify their decision by comparing alternatives. In a large deal you could invest 25-30 days of selling time, so it is crucial to get out as early as possible or win.

    Get out as early as possible…
    Most companies have a robust set of opportunity qualification criteria to justify the resource investment. It is perfectly legitimate to ask the customer to discuss your qualification criteria and to disengage if the answers prove the deal is not a good fit.

    …or Win
    Once you have decided to pursue an opportunity, how do you know that your sales process is good enough to win? In our experience, you must do 5 things you have never done before.

    You will learn:
    • Why salespeople chase “dead deals”.
    • Qualification questions to ask yourself and the customer.
    • How to walk away from a dead deal (or RFP) and disengage professionally.
    • Gamechangers that turn your sales process into a USP.
    • Benefits of a T-Shaped Funnel.
  • Mindset Matters in Sales
    Mindset Matters in Sales
    Chad Burmeister, the AI for Sales Expert and Neal Phalora Dec 1 2020 5:00 pm UTC 31 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Neal Phalora, The Brian Warrior, about the role of Mindset in Sales.

    You will learn:
    1. Now that home and work life has become one, if you have a challenge in your home life, it can easily carry over into your work life
    2. In most communication, it’s not that it is missed communication, it’s miffed communication
    3. All of our decisions are made through emotions, how does this relate to sales?
  • Grow Your Business with Customer Retention Strategies in 2021
    Grow Your Business with Customer Retention Strategies in 2021
    David Greenberg, SVP of Marketing, Act-On Software and Cara Frank, Chief of Staff & VP of Marketing, Simpleview Dec 1 2020 5:00 pm UTC 43 mins
    Given the online revolution of the past decade, paired with the current COVID-19 pandemic, businesses are looking for new opportunities to grow through digital innovation. Now is the time to create product and service affinity for your products and services early-on and implement engagement strategies that attract and retain customers beyond the point-of-sale.

    And since 87% of customers are more willing to renew or repeat their purchases with brands that deliver exceptional personalized experiences, developing effective customer marketing campaigns that exceed their expectations and support their initiatives is paramount.

    In this webinar, we’ll explore how you can:
    - Evolve your marketing strategies beyond the traditional point-of-sale
    - Use customer marketing to boost retention
    - Engage and track behaviors at various funnel stages using marketing automation
    - Implement campaign strategies to properly welcome, onboard, and support new customers for sustained success
  • Finding Opportunity in Disruption - How to Accelerate Business Growth
    Finding Opportunity in Disruption - How to Accelerate Business Growth
    David Rowan, Founding Editor-in-Chief Wired UK and Amazon #1 business best-selling author Dec 2 2020 4:00 am UTC 58 mins
    Let's Get Digital Bootcamp Episode 4. David Rowan, Founding Editor-in-Chief at Wired UK will share current business trends and the “new rules” that businesses are following to accelerate purposeful innovation and business growth.
  • ABM Master Class: Scaling, Part II
    ABM Master Class: Scaling, Part II
    Tenessa Lochner, Director of ABM Strategy and Execution, Demandbase Dec 2 2020 10:00 am UTC 53 mins
    In part 2 of our Scaling series, we talked about where the rubber meets the road, personalization. ABM practitioners know all-too-well the challenges that come with mobilizing that unique, account-specific information for 1-to-few or 1-to-many programs.

    We discussed different approaches to research and information gathering, approaches for customization based on the insights gathered, and the technology and tools that support impactful ABM at scale.

    You will leave with:

    -A clear framework for how to pursue personalization based on your ABM strategy.
    -Tools and technology that support impactful personalization by role and account at scale.
    -Real-world examples of successful programs using next-level personalization.
  • How to build a through-partner channel program that works for you
    How to build a through-partner channel program that works for you
    James Taylor, Commercial Director at Kingpin Communications and Judit Nagypal, Partner Recruit Lead at Microsoft Dec 2 2020 12:00 pm UTC 60 mins
    For B2B technology brands, getting the most out of your partner programs can be the difference between success and failure, especially in these times of global economic uncertainty.

    To succeed, channel leaders need to harness new data, technology, tactics and techniques to ensure their channel is delivering genuine measurable business impact.

    In this 45 minute webinar, we will hear how Judit Nagypal, Partner Recruit Lead at Microsoft and James Taylor, Commercial Director, Kingpin Communications have worked together to build and execute a successful scalable, multi-region through-partner program for Microsoft Western Europe.

    In this webinar, you'll learn:

    • How to choose the right partners
    • How to build a scalable through-partner lead-generating engine.
    • How to understand your partners better – their challenges and priorities, their go-to-market strategy and their specialization.
    • How to measure the success of your program, scale and optimize.
    • What you need to avoid.

    Your personal data:

    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. Your data will also be shared with B2B Marketing and Kingpin Communications who is sponsoring this webinar. For more information on how we manage your personal data please see our privacy policy.

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • Stop Overthinking Content: Show Your Expertise Using the Power of Q&A
    Stop Overthinking Content: Show Your Expertise Using the Power of Q&A
    Peter Evans (Co-Founder & CEO) and Deanne Taenzer (Expertise Marketing Expert) ExpertFile Dec 2 2020 4:00 pm UTC 60 mins
    Your audience has questions. Your experts have the answers. Studies show that structured Question and Answer type content can grow traffic to your website by as much as 10x by taking advantage of recent Google algorithm updates that boost organic search rank. In this session we’ll show you the fastest and most effective ways to create engaging Q&A type content with your experts.

    What you will learn
    ----------------------

    The #1 reason why Q&A structured content can outperform all other forms of content on your website.

    Also...

    - Why Q&A content is becoming critical if you want to get your experts at the top of Google.
    - How to rapidly create high quality content by engaging your subject-matter experts.
    - Best practices for using Q&A content to quickly fill in content gaps on your website.
    - How Q&A content boosts brand visibility, engagement, lead generation and sales conversions
  • Hire the Best, Upgrade the Rest
    Hire the Best, Upgrade the Rest
    Jamie Crosbie, The Top Sales Talent Expert & guest, Mark Winter Dec 2 2020 7:00 pm UTC 45 mins
    Do you have a strong team in place to achieve your revenue goals in 2021? Learn trade secrets and best practices for leveraging your people for success. Hiring the best and upgrading the rest will transform your sales organization with higher quality talent.

    You will learn:

    •Learn why it’s critical to hire elite sales talent
    •Understand a qualification process to uncover the “it” factor
    •Discuss why sales roles should not be thought of as a P&L line item
    •Understand how to prioritize training and why
    Learn how to put metrics and process to work for you
  • Flip the Switch: Content That Converts
    Flip the Switch: Content That Converts
    Val-Pierre Genton, VP of Corporate Development, and Olivia Dassler, Manager of Marketing Programs, (BrightTALK) Dec 3 2020 3:00 pm UTC 72 mins
    Plan. Develop. Promote. Amplify. Repeat. The sheer amount of time and energy needed to create tactical, engaging content that converts can drag down a team when not done strategically.

    Join our VP of Corporate Development, Val-Pierre Genton, and Manager of Marketing Programs, Olivia Dassler, as they pull-back the curtain on BrightTALK’s own content production engine. You’ll come away with actionable best practices that set you up for success and prepare your team to capitalize on opportunities as they arise.

    They’ll focus on:
    - Generating scalable awareness and demand through always-on webinar and video programs
    - Creating a content plan that features all potential forms of content
    - Tips and tricks to speed up the content development process without sacrificing quality
    - Best practices that put your content to work for you
    - How to push measurement and performance monitoring to the next level

    As a special bonus, get access to the real-life templates the BrightTALK marketing team uses to plan, develop, promote, and maximize our own game-changing content.
  • AI for Selecting BDRs
    AI for Selecting BDRs
    Chad Burmeister, the AI for Sales Expert and Gregg Frederick Dec 3 2020 3:00 pm UTC 28 mins
    Chad Burmeister, the AI for Sales Expert on the Sales Experts Channel, talks with Gregg Frederick, Chief Development Officer at G3 Development Group about the role of AI in sales.

    You will learn:
    1.Where G3 is seeing AI deployed in businesses
    2. The role of AI in BDR selection
    3. Where is AI for Sales heading
  • 3 Ways To Plan For Success In 2021
    3 Ways To Plan For Success In 2021
    Diane Helbig, The No Selling Sales Expert Dec 3 2020 4:00 pm UTC 45 mins
    2020 has been a challenging year for many small business owners and sales professionals. While we don’t know what 2021 will bring we can create a strategy for how we are going to grow our businesses. In this webinar we’ll explore 3 steps you can use to create your own growth strategy

    You will learn:

    1.The value of reviewing your current client base along with past prospects, past clients, and current prospects
    2.The importance of exploring new markets
    3.How to expand your thinking around the value of your offering
    4.The elements of a growth plan that takes the pandemic into account
  • 2020 Learnings You Need to Heed Heading into 2021
    2020 Learnings You Need to Heed Heading into 2021
    Linh Ho, COO and Co-Founder - conDati Dec 3 2020 6:00 pm UTC 45 mins
    For many of us this past year has changed the way we do business. Not all of it being bad. Digital transformation accelerated a whopping 5-10 years in just 90 days! But what does this mean heading into 2021?

    For those that held back, thinking we would be back to ‘normal’ by now, it’s time to act to stay competitive. Companies need to adopt an agile mindset to pivot and adapt to whatever is thrown their way. Temporary band-aid solutions need to be replaced with permanent adaptable solutions. Trusted strategic partnerships need to be forged.

    Join conDati COO and co-founder Linh Ho as she shares her perspective on 2020 and what marketing and ecommerce leaders should focus on in 2021.
  • How Operations Drives Wins For Sales and Marketing
    How Operations Drives Wins For Sales and Marketing
    Mackenzie Fuentes, Tanya Dracolakis, Colleen Mann Dec 3 2020 7:00 pm UTC 45 mins
    Operations are the unsung heroine of the revenue organization - delivering efficiency, growth, stability, and analysis. Learn how experts from three companies see the importance of this function, and its two big internal "customers," Sales and Marketing.
  • Rally Sales & Marketing Around the 4Ps of Sales Effectiveness to Boost Revenue
    Rally Sales & Marketing Around the 4Ps of Sales Effectiveness to Boost Revenue
    Sonny Dasgupta, Head of Product Marketing at Conversica & David Rowlands, Editor at B2B Marketing Dec 3 2020 8:00 pm UTC 60 mins
    An effective lead follow-up strategy is vital to successful pipeline generation but many businesses struggle to adhere consistently to a cohesive process, often leaving revenue on the table. Well-aligned sales and marketing teams can work together to form streamlined processes to convert leads into pipeline—and ultimately new business.

    To understand trends in lead follow-up strategy and efficacy, Conversica investigated 1000+ companies and evaluated their engagement process as defined by the 4Ps of Sales Effectiveness: Promptness, Persistence, Personalization, and Performance.

    Join this webinar to hear the findings of this research and leave with key takeaways including:

    ● Understanding where your company’s performance stands relative to others in your industry
    ● Which factors are strong indicators of success or failure
    ● Specific measures you can take to align your Sales team with best practices for optimum success


    Your personal data:

    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. Your data will also be shared with B2B Marketing and Conversica who are sponsoring this webinar. For more information on how we manage your personal data please see our privacy policy.

    https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy
  • The Simple Fix to Fill Your Deal Pipeline with a New Revenue Source
    The Simple Fix to Fill Your Deal Pipeline with a New Revenue Source
    Joanne Black, The Referral Selling Expert Dec 3 2020 9:00 pm UTC 45 mins
    The gap between inbound and outbound referrals is cavernous. You have an untapped highest value revenue source just waiting. This source will help you generate significant qualified opportunities in your sales pipeline, increase your revenue and profits, decrease risk, ensure sales effectiveness, and reduce your cost of sales. Enroll them as your outsourced sales team. Take action now, fill your sales pipeline with qualified leads, and drive revenue.

    You will learn:

    1. Where your highest-value revenue stream is hiding
    2. Identify the referral gap, that if not closed, will derail your sales
    3. Tactics to fill your sales pipeline with only qualified leads
  • The Right Way To Use Discovery When Networking
    The Right Way To Use Discovery When Networking
    Diane Helbig, The No Selling Sales Expert Dec 8 2020 4:00 pm UTC 45 mins
    Networking isn’t about making a sale. It IS about learning, connecting, and building community. Discovery, when used correctly, can be key to networking success, or failure. In this webinar we explore the mindset and tactics that will maximize your networking results.

    You will learn:

    1. What Discovery is, and isn’t when networking
    2.How to engage when attending a networking event
    3.How to use discovery online
  • B2B Animation: Repurposing Existing Content
    B2B Animation: Repurposing Existing Content
    Helen Easter, Associate Producer, Jeff Kunken, Director, Creative Accounts and Steve Madeja, Producer (BrightTALK) Dec 8 2020 4:00 pm UTC 60 mins
    In a world where content is increasingly more complex and data-centric, B2B marketers are turning to animation to create engaging videos and gifs that stand out without breaking the bank.

    “Animation is only expensive if it’s a one-off. If you build it into your content motion, it can be cost-effective and powerful.” - Steve Madeja, Producer (BrightTALK)

    As marketers, we need to wring every last drop out of the content we work so hard to produce. In this episode, we’ll explore how leveraging animations can breathe life into existing content without having to start from scratch. We’ll strategize the types of B2B content that best lend themselves to animation and demonstrate how you can captivate new audiences through multiple formats.

    Join Helen Easter and Steve Madeja as they take you behind the scenes with The Studio, the BrightTALK content series pulling back the curtain on B2B video production in the marketing world.
  • FAST BREAK SERIES The Digital Front Door and the Covid Impact
    FAST BREAK SERIES The Digital Front Door and the Covid Impact
    Joe Fuca, CEO at Reputation.com, Alexandra Morehouse, CMO at Banner Health Dec 8 2020 5:00 pm UTC 45 mins
    We all saw the increasing importance of Digital Transformation coming - but no one realized the rate at which 2020 would accelerate the need to put your plans to action. Meeting your customers where they are, is now more important than ever.

    Join me for a conversation with Banner Health CMO Alexandra Morehouse, as we explore how this year has forever changed the way we interact with our customers.

    Join Reputation.com CEO Joe Fuca for a conversation with Banner Health's CMO, Alexandra Morehouse, as they explore how this year has forever changed the way we interact with our customers. We'll touch on:
    • Lessons learned from the front lines - Innovative tactics to open your Digital Front Door
    • Enhancing your skill set - how the roles of marketing and customer experience have merged in order to improve customer facing programs
    • Tips for fast tracking your digital transformation efforts to boost ROI
    • Ways you can measure your customer experience improvement

    Joe Fuca
    CEO, Reputation.com
    A thirty-year technology veteran, Joe Fuca is known in Silicon Valley for leading both private and public companies through worldwide growth phases, transformative customer success, and category leadership. Most recently the president of worldwide field operations at SaaS breakout FinancialForce, Joe was responsible for all enterprise-class sales, implementation and customer success groups. He was the first executive brought into DocuSign to build out the infrastructure necessary to grow the company ten-fold to $250 million in four years.

    Alexandra Morehouse
    CMO, Banner Health
    Alexandra Morehouse joined Banner Health as chief marketing officer in 2015. Prior to that, she held marketing leadership roles for Kaiser Permanente, AAA, Charles Schwab and American Express. Morehouse earned a bachelor’s degree at Harvard University and a master’s in business administration from Harvard Business School.
  • What Sales Can Learn About Self Care
    What Sales Can Learn About Self Care
    Carole Mahoney, The Sales Coach Expert and guest Jeanette Bronée Dec 8 2020 5:00 pm UTC 28 mins
    2020 has certainly been a difficult year. As COVID rocked the world, and many struggle to adjust to their new routines, the silver lining is that this pandemic has brought a long needed focus onto a silent crisis of burnout that has been going on for too long.

    Join Carole Mahoney and self care expert and speaker Jeanette Bronée for a discussion where they will cover:

    1. What is the impact at work when we don't take good care of ourselves?
    2. Why do so many of us choose burn-out over self-care?
    3. What can leaders do to encourage this in the workplace and culture or if you are in a role where leadership doesn't do this, what are some things individuals can do?