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Demand Generation

  • The Ultimate Sales Experience: The Customer Journey
    The Ultimate Sales Experience: The Customer Journey
    Melissa Madian, The Sales Experience Expert Recorded: Jan 16 2020 45 mins
    The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.

    You will learn:

    1.What mistakes you are making in your customer’s journey.
    2.How to easily avoid those mistakes by getting into the head of the customer.
    3.How to create situational awareness for your revenue-generating functions.
  • Watch Your Sales Language: What To Say & Avoid In Emails & Online
    Watch Your Sales Language: What To Say & Avoid In Emails & Online
    Liz Wendling, The Authentic Selling Expert Recorded: Jan 16 2020 40 mins
    Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
    In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
    Takeaways:
    • Understand how specific language either pulls people into you or pushes people away.
    • Discover the phrases that suck the power out of your communication and weaken your message.
    • Identify that predictable language that causes people to trust you, buy from you, follow you, listen to you, or dismiss you.
  • Using Intent Data to Fuel Your Sales Automation Programs
    Using Intent Data to Fuel Your Sales Automation Programs
    Charles Crnoevich, Head of Partnerships - Bombora and Shawn Elledge, CEO - Sales Lead Automation Recorded: Jan 15 2020 43 mins
    Join us for an educational webinar on how to use intent data to fuel your sales automation programs featuring Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.

    You will learn:

    How to identify companies consuming content related to your products and services
    How to pull and prepare your data
    How to target ideal prospects at those companies using sales automation platforms
    What types of subject lines that will get your emails opened
    Body copy that generates responses
    The importance of email domain strategies
    How to manage responses
    How to develop cadences that ensure no lead gets left behind
  • Squeeze More Revenue Out of Your Brand Campaigns ... conDati Shows You How
    Squeeze More Revenue Out of Your Brand Campaigns ... conDati Shows You How
    Ken Gardner, CEO and Founder - conDati Recorded: Jan 15 2020 29 mins
    At first glance it appears your brand digital ad campaigns are saturated. Throwing additional spend at them is not producing the revenue lift you hoped for. It seems you have hit the point of diminishing returns… but have you?

    Campaigns can appear saturated, especially if you limit analysis for bid optimization decisions to the confines of your ad platforms, but with the right tools in hand you could get 10%+ lift from those campaigns. In today’s complex marketing environment, an AI-based revenue optimization process that is continuous and sequential is needed. Sophisticated algorithms that identify high potential micro segments and can adapt to changes in market and competitive conditions are required to lift the return.

    Join conDati’s CEO Ken Gardner as he showcases how an online retailer leveraged conDati RevenueLift™ (an AI-driven marketing platform for campaign decisioning and predictive analytics) to drive an impressive 13% lift in e-commerce revenue over a historically low holiday period.
  • 5 Best Practices to Transform your Webinar Editorial Calendar
    5 Best Practices to Transform your Webinar Editorial Calendar
    Nick Markwith, Director, Communities Recorded: Jan 15 2020 46 mins
    Webinars are a proven tactic for driving engaged, qualified leads but are often executed poorly or without the audience in mind. A poor presentation can have the opposite effect intended if marketers and presenters don’t approach the webinars that deliver value, insights, and authenticity to your audience.

    Join Nick Markwith as he reviews how BrightTALK’s editorial team manages their 2,000 webinar editorial calendar and discusses the five best practices for developing a webinar editorial calendar that excites, engages and educates your target audience.

    In this session, you will learn how to:

    • Understand what drives your audience
    • Explore new sources of novel editorial ideas and formats
    • Identify best practices to keep your audience engaged and nurtured
  • The Whale Hunters Expert Series: Your One-Page Strategic Plan
    The Whale Hunters Expert Series: Your One-Page Strategic Plan
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jan 14 2020 22 mins
    The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.

    This episode features Laura Posey, Chief Instigator of Simple Success Plans. Laura invented the One-Page Strategic Plan, an awesome plan that literally fits on one sheet of paper and covers a whole year. It will change the way you plan, increase your revenue, and make your planning become an active, daily map to guide decision-making in all areas of the business:

    You will learn:

    1. Why strategic planning is a barrier to so many business owners.
    2. The 3 questions that you need to ask to guarantee you hit your goals in 2020?
    3. The four things you must do each day to achieve BIG goals.
    4. The 5 steps to a perfect one-page plan.
    5. How to make your strategic plan useful for every-day sales decisions.
  • Powerful Strategies to Build Long-Term Executive Relationships
    Powerful Strategies to Build Long-Term Executive Relationships
    Lisa Magnuson, The Landing 7-Figure Deals Expert Recorded: Jan 14 2020 37 mins
    Do you know what executive relationships are needed to land your largest prospect? Have you engaged the full account team to create your strategy for accessing and cultivating your executive sponsor in the most effective way? Is your executive engagement plan working?

    You will learn:

    1.The steps associated with building a powerful executive sponsor strategy
    2.The proven tools that account teams can use to engage senior leaders
    3.Why on-going relationship mapping is a fundamental element for your biggest account opportunities
    4.The benefits you can expect from a solid executive cultivation plan
  • Create A Culture of Business Acumen for Large Account Sellers
    Create A Culture of Business Acumen for Large Account Sellers
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Dec 20 2019 38 mins
    Part #12 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 sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
    You will learn:
    1. How to grow a sales team of specialists and generalists
    2. Lead your team in “looking around.”
    3. How to involve your company leaders in a business acumen culture.
    4. Sales training activities to develop insightful large account sales execs.
    5. Series summary
  • The Easy Way to Document & Prove Consent for TCPA Compliance
    The Easy Way to Document & Prove Consent for TCPA Compliance
    Adam Chickman - VP of Sales at ActiveProspect Recorded: Dec 19 2019 10 mins
    The Telephone Consumer Protection Act (TCPA) requires proof of prior written consent to contact prospects via telephone or SMS. Learn how you can acquire proof of consent for every lead you generate or buy from a third-party vendor.
  • Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Sales Management - Fireside Chat: How Sales Leaders Can Jump Start The Year
    Steven Rosen Recorded: Dec 19 2019 40 mins
    Sales Management Experts Steven Rosen and Mike Weinberg discuss “How Sales Leaders Can Jump Start The Year”.

    What are the 3 things a sales leader should be doing to ensure they can Jumpstart their year?

    - What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
    - What can they do to overcome each of these obstacles?
    - What are the top 1% of sales leaders doing to drive sales performance?
  • CMO Discussion: Turning Marketing Data into Business Growth
    CMO Discussion: Turning Marketing Data into Business Growth
    Christy Marble (Visier), Elissa Fink (Former Tableau), Denise Persson (Snowflake), Linh Ho (conDati), Lynn Girotto (Amperity) Recorded: Dec 18 2019 76 mins
    In this video, an amazing lineup of CMOs share key learnings in leveraging data and tech innovations to drive successful business growth.

    Christy Marble, CMO, Visier
    Elissa Fink, Former CMO, Tableau Serial Board Member and Advisor
    Denise Persson, CMO, Snowflake
    Linh C. Ho, CMO and Co-Founder, conDati
    Lynn Girotto, CMO, Amperity

    From the CMO fireside chat at Date/a Night Seattle held July 23, 2019.
  • Data Strategies Designed to Improve Your Lead Generation Efforts
    Data Strategies Designed to Improve Your Lead Generation Efforts
    Jason Hubbard, VP of Growth, SalesIntel & Shawn Elledge, Founder of the Lead Generation Institute Recorded: Dec 18 2019 34 mins
    Please join us for an educational webinar on how to use advanced data strategies to improve your lead generation efforts.

    Research studies suggest it takes 6-13 touches to generate a sales qualified lead. So the role data plays in any sales or marketing strategy is critical. Data impacts your targeting options, personalization capabilities, and the number of channels you can touch your prospects which impacts your cadences and overall effectiveness in generating SQL’s. The better the data, the better the results, period.

    Shawn Elledge will share a case study where he decided to focus on data quality vs. quantity and how the campaign open rates nearly tripled and response rates jumped 1200% generating over 8 million in opportunities on 30 days.

    Joining Shawn will be Jason Hubbard, Vp of Growth at SalesIntel.

    You will learn:

    Advanced database strategies
    Data preparation for lead generation
    Data appending options
    Data workflows and processes
    Data collection methods
    What to look for in a data provider
  • Maximize Success by Building a Peak Performance Sales Team
    Maximize Success by Building a Peak Performance Sales Team
    Jamie Crosbie, The Top Sales Talent Expert Recorded: Dec 18 2019 46 mins
    Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!

    You will learn:

    1. Learn to change the trajectory of the success of your sales team by at least 38%
    2. Determine how to maximize each sales team member to their full potential
    3. Teach your team to engage in a growth mindset which will propel sales results
    4. Learn the key qualities to evaluate to hire team members with a peak performance mindset
  • How to Build an Unstoppable Revenue Machine for 2020
    How to Build an Unstoppable Revenue Machine for 2020
    Christopher Ryan, The B2B Revenue Growth Expert Recorded: Dec 17 2019 45 mins
    2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.

    Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.

    You will learn how to:
    1. Quickly determine your place on the revenue growth curve.
    2. Evaluate the level of alignment between your marketing and sales organizations.
    3. Test and improve your branding and positioning relative to the competition.
    4. Discover and plug any sources of revenue leakage.
    5. Build a framework that supports consistent revenue growth.
  • Selling with Style – An Effective Way to Overcome Communication Style Bias
    Selling with Style – An Effective Way to Overcome Communication Style Bias
    Paul Watts, The Consultative Selling Expert Recorded: Dec 12 2019 44 mins
    One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

    You will learn:

    1.The different social styles (communication styles)
    2.How to recognize the ‘social style’ (communication style) of the person in front of you
    3.How to adjust your own style to improve your communication with that person
  • A Winning Demand Gen Strategy: Optimizing the Funnel Across the Buyer's Journey
    A Winning Demand Gen Strategy: Optimizing the Funnel Across the Buyer's Journey
    Mike Madden, Head of Commercial, Tim Ozmina, Sr. Marketing Specialist, Hayley Ferrante, Sr. Marketing Specialist, Marketo Recorded: Dec 12 2019 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 New Decade for Events: What to Expect in 2020
    The New Decade for Events: What to Expect in 2020
    James Huddleston, VP of Marketing, Certain Recorded: Dec 11 2019 61 mins
    Join our panel of industry experts & influencers as we dive into what to expect from events in 2020. We'll look at top trends from 2019, and cover a range of topics including:

    - Event marketing & promotion
    - Personalizing the attendee experience
    - Event technology
    - Event data management
    - Privacy & security
    - And much more!

    Panelists:
    * Nick Borelli, President of Borelli Strategies, Events Industry Influencer
    * Kathy Isola, Chief Customer Officer at Certain
    * Merideth Ranahan, Sr. Manager of Executive Event Production at Capital One
    * Beth Tiltges, Director of Field Marketing at Demandbase
  • Data, Data Everywhere — But Where are the Campaign Insights?
    Data, Data Everywhere — But Where are the Campaign Insights?
    John Lovett - Senior Director (Search Discovery) and Kelly McKeown - Senior Director, Revenue Marketing (conDati) Recorded: Dec 11 2019 54 mins
    Marketers continue to be inundated from all sides about artificial intelligence (AI) and machine learning. But what good is it when your campaign data exists in silos and you can’t see the “big picture” to actually understand your customer engagement better and improve your marketing campaign results?

    It’s now time to capitalize on the real gains AI and machine learning (ML) can provide to unify, anticipate and activate the cross-channel insights that are hidden within your customer journeys.

    Join our martech and data insights experts as they show you how to use AI and ML to drive pipeline and revenue growth. You’ll learn techniques to better plan, manage and execute your digital campaigns.

    Watch this webinar and learn:

    Ways to blend data silos to create a unified measurement data set
    How to define KPIs that matter to see what actions need to be taken
    Techniques to course correct campaigns in real time
    Tips for more accurate pipeline and revenue forecasting
  • 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 Recorded: Dec 10 2019 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
  • 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 Recorded: Dec 9 2019 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
  • Live Discussion: AI for the Data-Driven Marketer
    Live Discussion: AI for the Data-Driven Marketer
    Ken Gardner, CEO (conDati) and Linh Ho, CMO (conDati) Recorded: Dec 4 2019 33 mins
    Join conDati’s CEO Ken Gardner and CMO Linh Ho for a live discussion on the topic of AI, predictive models, and science-based recommendations to maximize marketing’s contribution to business success. conDati’s innovation in this area drew the attention of Gartner who recently named them a 2019 Cool Vendor in AI for Marketing.

    With the access to more data than ever, marketing is primed to tackle highly complex digital marketing problems using AI. Application of sophisticated algorithms is the key to getting deep customer insights and true value out of data. Doing so provides intelligence beyond what is seen with standard BI reporting, making campaign and investment decisions more precise and easier for data-driven marketers.

    What you'll learn:
    - How marketing data and technology has evolved
    - AI’s role in transforming marketing intelligence
    - Use of AI-powered technology for campaign decisioning
  • 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 Recorded: Dec 3 2019 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
  • 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 Recorded: Dec 2 2019 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.
  • Helping Remote Team Members Be Successful
    Helping Remote Team Members Be Successful
    Kevin Eikenberry, The Remarkable Leadership Expert Recorded: Nov 25 2019 45 mins
    You have hired people or moved people to work away from the office, but are you setting them up to succeed? Working remotely can be a great opportunity. It can also be stressful. For all the independence, control, and ability to work without interruption remote work allows, virtual workers can also feel isolated, frustrated and disengaged. It doesn’t have to be that way.

    In this session, best-selling author Kevin Eikenberry outlines key strategies to help organizations and leaders support remote team members. He will also share ideas specifically for individual remote team members to get more value and productivity from working remotely.

    You will learn:

    1.How to apply the 3 P Model of Remote Work
    2.A broader way to define success as a remote worker
    3.How to be more engaged and collaborative as a remote worker
    4.At least five ways to get better results when working remotely
  • Influence Customer Decision-Making from Within
    Influence Customer Decision-Making from Within
    Jeffrey Lipsius, The Customer Awareness Expert Recorded: Nov 21 2019 43 mins
    As a salesperson, can you remember a time when you said all the right things but your customer still wouldn’t buy? The problem wasn’t you. We all observed that decision-making ability varies between customers. Since your customer’s decision process is internal, it’s hidden from view. You can’t control it, but this doesn’t mean you can’t influence it for the better. In this webinar we’ll examine the customer’s internal decision process. We’ll present ways for you to influence decision-making in a positive way.

    You will learn:

    How to influence customer decision making without power struggles
    The importance of facilitating high quality buying decisions
    How you and your customer can work together as a team
  • Building Your 2020 Sales Plan for Professional Services
    Building Your 2020 Sales Plan for Professional Services
    Amy Franko, The Strategic Sales Expert Jan 20 2020 9:00 pm UTC 45 mins
    Spend a day in the life of top sellers or business developers, and you’ll likely find a common theme. They invest their time in the right prospects, clients, and sales activities. Your sales productivity becomes even more important in professional services, where you’re balancing business development with client delivery.

    How do you determine which prospects, clients, and sales activities to invest in? What will move your book of business, practice, or sales territory forward most quickly? Having the right sales plan will get you there.

    In this session, you’ll learn:

    1.The sales plan elements you need to focus on that will grow your book of business, sales territory, or practice.
    2.How to successfully choose verticals and become known (Even if you work within a defined territory or practice.)
    3.The activities that will keep your sales plan from gathering digital dust.
  • 4 Pillars of Video Marketing: Treat video as part of a campaign
    4 Pillars of Video Marketing: Treat video as part of a campaign
    Jon Mycroft, Jeff Kunken, Roma Patel, BrightTALK Jan 23 2020 5:00 pm UTC 60 mins
    Rich content is a hugely powerful demand generation resource, but developing that content is often resource intensive in itself. To get the greatest milage out of your content, a thoroughly planned promotional strategy should be considered at the outset.

    From atomization to follow-up content and additional steps prospects can take to advance the sales process, to the promotional emails ahead of your initiative, all stages should be considered.

    In this webinar learn best practices to get more bang for your content buck through mindful planning and tips to improve any campaign.
  • Leveraging Behavioral Intelligence to Grow & Scale Teams
    Leveraging Behavioral Intelligence to Grow & Scale Teams
    Mary Grothe, The Sales Behavioral Quotient Expert Jan 24 2020 4:00 pm UTC 45 mins
    Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success. This session discusses how to fuel BQ.

    You will learn:

    1. The top 10 knowledge and human-based skills that reps must have to become top performers.
    2. The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
    A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success.
  • The Whale Hunters Expert Series: Selling Cybersecurity Products and Services
    The Whale Hunters Expert Series: Selling Cybersecurity Products and Services
    Barbara Weaver Smith, The Large Account Sales Expert, with guest, Kim Caves Feb 4 2020 4:00 pm UTC 35 mins
    The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.
    This episode has special appeal for technology companies and sales execs, especially in cybersecurity.

    My guest for this episode is Kim Caves, Certified Partner and Office Head at the Whale Hunters in Calgary, an experienced large account cyber sales exec.

    Sales executives who are selling technology products and services in the cybersecurity market have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution providers in this space, today there are over 1200 vendors and 3600+ products competing to solve cybersecurity problems. Salespeople who want to win large accounts must define and communicate their differentiators.

    You will learn

    1. How to determine who the buyers are.
    2. How to develop trust to understand their vulnerabilities.
    3. When to approach target buyers. After a breach or more strategically?
    4. How to differentiate your offering.
  • 6 Integrated ABM Campaign Considerations for 2020
    6 Integrated ABM Campaign Considerations for 2020
    Leanne Chescoe, Sr. Manager, Marketing, Demandbase and Tenessa Lochner, Sr. Manager ABM Education, Manager, Demandbase Feb 5 2020 10:00 am UTC 52 mins
    Calling all Marketers!

    It is officially the year 2020, so what’s your vision?
    No seriously — no pun intended. What is your 2020 vision?
    When it comes to kicking off the new year with a full-funnel ABM campaign, there are quite a few things to consider.

    - Consideration 1. What programs should you stand up to support business objectives?

    - Consideration 2. How do you enable sales with kick-ass field marketing events that meet key accounts where they’re at?

    - Consideration 3. Does your content strategy ladder up to key themes, objectives, personas and pipeline goals?

    - Consideration 4. What about direct mail?

    - Consideration 5. You know you should leverage webinars, but how much is too much?

    - Consideration 6. ABM is better with friends, so when and how should you leverage strategic partnerships every step of the way in your ABM journey?

    Register today so that you can get real-deal, actionable insights on this marketer-to-marketer style webinar. During the session, Leanne and Tenessa will layout a best-in-class framework for full-funnel ABM along with recommendations on how your team can turn these considerations into action.
  • 4 Pillars of Video Marketing: Measure and Optimize your video campaigns
    4 Pillars of Video Marketing: Measure and Optimize your video campaigns
    Jeff Kunken, Jon Mycroft, BrightTALK Feb 11 2020 5:00 pm UTC 60 mins
    The need for a content marketing program is nearly universally understood, however, only 25% of B2B marketers report being able to effectively measure their effectiveness.

    Without accurate and actionable metrics and reporting, how can a marketer expect to improve?
    In this webinar we'll discuss what metrics are most useful, how to get richer engagement data, and how this data can be used to optimize your programs and content.
  • RE-SET 2020: DIY AUDIT your Demand Gen ROI in 45 mins
    RE-SET 2020: DIY AUDIT your Demand Gen ROI in 45 mins
    Philippe Ruttens, B2B Marketing & Sales Transformation Consultant & Coach Feb 12 2020 9:00 am UTC 60 mins
    “For over 40% of marketers, proving the ROI of their activities is their company second's biggest challenge (after lead generation).”

    Sources: CMO Council, Deloitte



    In this DIY "Revenue & ROI Audit” webinar you will learn in 10 steps how to self-audit your true marketing ROI in 2020 – based on your CEO’s commercial goals – to then plan how to improve on those month after month. We will focus on YOUR specific goals and ROI, combining practical steps and templates, so that you leave this 45-min webinar with your own Dashboard to then apply to your team: from AS-IS to TO-BE… aiming to boost your marketing ROI from 0-200% to 500%



    After more than 20 years helping SMEs and blue chips in various B2B sectors to grow their marketing ROI, international consultant & coach Philippe Ruttens will share tools, sources and his approach to audit your marketing campaigns and operations both through quick wins and long-term transformation. Whether your KPIs and goals are more focused on campaign ROI, profitability, team efficiency, customer engagement or brand trust, you will learn concrete steps and to measure and consistently increase your marketing team performance.



    This will be a dynamic exercise that will benefit you in three ways:

    1. Measure & benchmark your core KPIs based on your 2019 performance and commercial goals -> AS-IS

    2. Refine your 2020 vision, ROI & Revenue targets -> TO-BE

    3. Prioritise next steps to build a simple roadmap to accelerate this new year



    The best 45 mins of your 2020 career: Increase your team & ops performance, from campaigns to content and channels, at both a “next quarter” quick-wins level and for the next 12-18 months.
  • Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Executive Presence for Sales Leaders: Elevate your Influence and Credibility
    Julie Hansen, The Sales Presentation Expert Feb 12 2020 5:00 pm UTC 45 mins
    Struggling to gain access or make an impact in the C-Suite? Difficulty getting buy-in from team members? Stalled on your career path? You may not need more selling skills, you may need Executive Presence!
    Executive Presence is an underrated quality that allows sales leaders to exercise greater influence both inside and outside of their organization. It is the ability to communicate with confidence, credibility, and clarity in high-stakes situations, and a vital skill for sales leaders whose livelihood depends on inspiring others to take action.
    Fortunately, Executive Presence, like selling skills, can be learned. In this session Julie Hansen takes this critical, but fuzzy quality and breaks it down into tactical steps that sales leaders can take to immediately improve their Executive Presence – and therefore their influence.

    You will learn:.

    1.How to exhibit Executive Presence in those critical first moments
    2.How to speak with vocal authority
    3.What words are sabotaging credibility
    4.How to convey your message with clarity
    5.The power of communicating with passion and purpose
  • What Sales & Account Management Need to Know about Working with Buyers in 2020
    What Sales & Account Management Need to Know about Working with Buyers in 2020
    Warwick Brown, The Key Account Strategist Expert Feb 12 2020 6:00 pm UTC 45 mins
    Do you want to acquire, grow and retain more clients in 2020?
    The world of procurement is changing. Are you ready?
    The Deloitte CPO Survey has just been released and it’s a revealing and surprising look at the state of procurement.

    If you’re in sales or key account management then join this webinar and learn how to navigate the world of procurement in 2020.

    Discover:
    Why consolidation of suppliers could be your biggest risk or your biggest opportunity.
    How you should respond to the procurement risk factors.
    Why procurement is no longer just sourcing, but setting strategy and what you can do about it.

    You will learn:

    Highlights from the Deloitte CPO Survey
    How to make procurement risk factors work for you.
    How to position your organisation as a trusted partner.
    How to create a procurement focused strategy to grow client acquisition and retention.
    All this and much more.
  • In Sales Every Word Matters!
    In Sales Every Word Matters!
    Caryn Kopp, The Chief Door Opener Expert Feb 13 2020 5:00 pm UTC 45 mins
    The bar for sales standards has risen! “Technology-savvy customers have increasingly high standards, and explicitly seek trusted advisors over traditional salespeople.” –Salesforce State of Sales, 3rd Annual

    As sales reps struggle to connect, engage and book more meetings with their target prospects, they almost always overlook the most important element of achieving their goals – their sales message and approach. Personalization at scale doesn’t mean sending more boiler plate spam emails. It means developing targeted, personalized sales messaging that renders the competition irrelevant.

    In this session, you will learn:

    1.Why every word you use and say drives sales success OR not.
    2.Common blind spots when creating sales messaging.
    3.A method for developing a strong sales message that opens the door to more sales meetings.
    4.How this sales message strategy applies to the question’s sellers ask their prospects & clients.
    5.The next step to take right NOW to create better sales messaging.
  • Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Deal 1-Pagers for Sales Success: Qualify, Engage and Close More Deals
    Steve Landuty, The Unique Buyer's Experience Expert Feb 14 2020 5:00 pm UTC 45 mins
    Imagine closing a deal with just 1 page!

    In today’s complex business environment, simplicity and clarity of message win the day with Executives and Decision Makers. Our research in conjunction with the Harvard Business Manager indicates 52% of customer executives want more succinct first meetings and 63% want to see improvement with executive summaries to help them sell internally. In this webinar, we will share concepts and sales tools that have been created specifically to satisfy these customer executives’ needs. From Appointment 1-Pagers to Mutually Agree Action Plans and Deal 1-Pagers, these powerful templates will help you qualify, engage and close more of your most important sales opportunities.

    You will learn:

    1.Why ‘1-Pagers’ are received so well by Executives and Buying Center members
    2.How a simple format can help you engage customers and secure their commitment
    3.What it takes to create a detailed ‘1-Pager’ at various stages to accelerate your sales cycle
  • How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    How Tech Companies are Leveraging AI to Create Sustainable Pipeline
    Chad Burmeister, The AI for Sales Expert Feb 20 2020 4:00 pm UTC 45 mins
    The “automation revolution” has arrived and companies in all industries are turning to artificial intelligence to automate repetitive tasks in the sales process. In this session, Chad Burmeister, the AI for Sales Expert, will host Rob Wood, an early adopter of AI for Sales, to learn how ClicData leverages artificial intelligence to create sustainable pipeline.

    You will learn:

    How ClicData leverages AI for Social Sales that helped him reach out to thousands of potential resellers.
  • Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
    Kristie Jones, The Sales Call Reluctance Expert Feb 20 2020 5:00 pm UTC 45 mins
    Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018. 

    Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely. 

    In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.

    In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.

    You will learn:

    How to create an upfront contract with prospects that establishes how your sales process works
    How to teach prospects that you’re going to hold them accountable
    Why it’s necessary to give prospects homework and a deadline
    How to establish consequences for a prospect’s bad behavior
    What are the signs that it’s time to walk away from a deal that’s not progressing
  • How to Install Pre-call Planning Acumen
    How to Install Pre-call Planning Acumen
    Lisa Magnuson, The Landing 7-Figure Deals Expert Feb 27 2020 4:00 pm UTC 45 mins
    Pre-call planning is a game changer for enterprise sellers. The benefits include:
    Increase sales call effectiveness and therHow to Install Pre-call Planning Acumeneby close ratios by 20% or more.
    Accelerate your sales process through strategic thinking and careful planning for prospect meetings.
    Impress your customers through the use of thoughtful agendas where all participants are on the same page.
    Enhance your ability to truly listen and stay focused yet flexible during prospect interactions.
    Avoid ‘Bad’ calls and the associated fallout of a poorly executed customer exchange.

    Who should attend this webinar:
    Sales people who want to improve the quality of their prospect meetings.
    Sales VP’s and Sales Managers who want to learn how pre-call planning will have an immediate and dramatic impact on their sales results.
  • How to Grow Your Startup and Scale Your Product Using Rigorous Research
    How to Grow Your Startup and Scale Your Product Using Rigorous Research
    Robert J. Lewis, Ph.D. Jun 17 2020 5:00 pm UTC 60 mins
    A broad overview of basic research methods accessible to product-based businesses of all sizes. The discussion focuses on the most common and useful qualitative and quantitative research methods, and how to overcome each technique's individual disadvantages.

    Participants will learn:

    - How to define their business problem better, and choose the right method(s) to solve it.

    - How to practically implement several very useful methods without the need for proprietary software.

    - How to leverage the data they already have to find insightful patterns.

    - Which methods are out there. Business leaders often do not realize there is a method that has been built specifically for their class of problem.
    Having a broad understanding of the types of techniques that are out there (*and what they are for*) can be 90% of the battle.

    About the speaker:

    Robert J. Lewis, Ph.D. is a quantitative social scientist and software developer. His academic work in media psychology and entertainment has garnered more than 700 citations in his discipline. He has worked with multiple clients on various types of research problems, including Whatsmywine.com, Summery.ai, Crux Climbing Gym, and Rhu Collective.  Additionally, he taught analytics and research methods to advertising students for seven years at The University of Texas at Austin.