Demand generation is the process through which a business integrates marketing and sales to move potential buyers down the sales funnel from interest to payment. The BrightTALK demand generation community is made up of thousands of professionals sharing and learning best practices for engagement marketing, demand generation and lead scoring and nurturing through interactive webinars and videos. Register and join the conversation to attend live webinars and have your questions answered by demand generation professionals and thought leaders.
Toni Schmelzle from SAP Concur, Marina Lemas from Gigamon, Kristy Murphy from Verizon, Frannie Danzinger from IntegrateRecorded: May 29 202031 mins
Today Marketing teams are under pressure to achieve ever-increasing lead targets which often end up in quality taking second place to quantity.
The result: pipelines filled with low quality leads, disappointing conversation rates and un-productive friction between marketing and sales.
Join leading marketers Toni Schmelzle, Senior Marketing Manager at SAP Concur, Marina Lemas, Integrated Demand Marketer at Gigamon, Kristy Murphy, Senior Marketing Manager, Demand Generation at Verizon along with Frannie Danzinger, VP Sales at Integrate as they discuss:
-How to navigate the pressure to meet lead targets without sacrificing quality
-What makes a Good and Bad Lead in 2020
-Strategies to eliminate Bad Leads
-What it all means for Marketing & Sales alignment
Bad leads damage more than just revenue. They diminish organizational trust and weaken down funnel programs before they even begin.
Jeff Kunken (BrightTALK), Kimbre Lancaster (Gremlin), Katie Stuart (BigID)Recorded: May 28 202060 mins
The world’s events are going virtual and whether you’re running a series of webinars or full online conferences, it’s more important than ever to step up your game. Join a panel of experts for strategic and tactical tips to stand out and drive results. In this interactive webcam panel, we’ll cover:
- Creating content that inspires, stands out and generates business
- Finding the ideal mix of presenters to win the trust of prospects and customers
- Promoting through the right channels so you’re presenting to the right audience
- Following up with registrants and attendees effectively
- Measuring results to show business value and refine your program as you go
Paul Watts, The Consultative Selling Expert w/guests Lisa Leitch & Adam SniderRecorded: May 28 202053 mins
Selling with sensitivity may be more important now than ever, this presentation will arm sales professionals and sales leaders with tried and tested approaches to dealing with customers and prospective customers during challenging times. The presentation will take the form of a panel discussion with questions posed and answered, allowing for viewers to chat their questions in also.
You will learn:
1. The superpowers to sell with sensitivity
2. What to do when your customer cannot buy now
3. Understanding why Consultative Selling is more important than ever
4. Balancing business with bravery
Chad Burmeister, The AI for Sales Expert, with guest, Chandler BoltRecorded: May 28 202030 mins
Learn how to go from Blank Page to Best Selling Author.
There’s a book inside you. And Chandler’s goal is to help you find it and turn it into a bestseller to accomplish your unique author motives–even if you’re busy, idea-less, or bad at writing like Chandler.
Jennifer Leake, The People Analytics Expert & Phil Gerbyshak, The Inside Sales ExpertRecorded: May 27 202044 mins
Sales teams have been forced to work remotely and virtually, and you’re still responsible for results. What is different about managing without direct contact and what is the same? Why may previously successful sales reps find themselves challenged when working remotely? This session offers managing best practices for sales teams, 3 key take-aways and a bonus surprise to help ensure sales success for you and your people.
You will learn:
1.How to lead with empathy and why it’s important
2.The Productivity Triangle – a Law of Thirds
3.The Work is the Same – The Setting is Different … and how to manage/lead this
4.The Most Important Things to Focus on - Everyday
5.Three Key Take-aways to Use NOW
Jaime Punishill, Brendan Walsh, Brian Randall & Karen Dawson - LionbridgeRecorded: May 27 202060 mins
What Marketing During COVID-19 Reminds Us That We Should Already Be Doing
Crises - like the current COVID-19 pandemic -- only serve to amplify the importance of the strategies we already knew were vital to successfully connecting with buyers in today’s world. While we chase conversational bots, AI driven marketing, ABM, video-based sales, and other strategies du jour, we are distracted from the basics necessary to reach, connect, and engage with potential & current customers.
Don’t be paralyzed by the environment or distracted. Come join our fireside chat and hear how one team has leaned into the current environment by focusing on the fundamentals and meeting buyers where they are right now. Join this hour-long panel discussion to get actionable advice, with specific examples, for how to create winning approaches that:
Amp up employee engagement to keep your employees focused, productive, happy, and thriving through this uncertain environment
Create emotional connections with your audiences by engaging your crisis response mode, staying true to your brand, & messaging empathically and authentically to connect your products or services to your buyer’s pain
Harness the digital only customer journey to make data driven decisions, pivot to agile marketing, and complete/optimize your remote buying experience
Jaime Punishill, CMO, Lionbridge
Brendan Walsh, Global Technical Search SME, Lionbridge
Brian Randall, Director NA Strategic Accounts, Lionbridge
Karen Dawson, VP of Brand Marketing, Lionbridge
Jonathan Joseph, Chief Strategy Officer, and John Zicker, Chief Data Scientist, at conDatiRecorded: May 26 202045 mins
AI driven marketing intelligence is the new standard in marketing analytics. And it’s all within your reach today. Join conDati’s Chief Strategy Officer Jonathan Joseph and Chief Data Scientist John Zicker to learn about the evolution of marketing intelligence, and best practices in applying AI/ML for higher pipeline and revenue conversions including these three use cases:
- Digital ad revenue optimization using machine learning to identify and recommend high-potential microsegments that will return lift
- Algorithmic and non-heuristic attribution modeling for a non-biased view across channels and campaigns
- Predictive marketing performance forecasting for forward looking visibility to inform strategy and budgetary decisions
Chris Wickson, GM of Events, IntegrateRecorded: May 26 202033 mins
The world of B2B face-to-face events has been hit harder than most by the Covid-19 pandemic. Uncertainty remains around when and how events will return, and the longer-lasting impact.
One thing few people can argue against is that B2B events will be back. They will always play a key, strategic role in any B2B Marketing and Sales strategy.
With that in mind and to coincide with the release of our new Guide entitled “How To Turn Events Into A Measurable, Pipeline-Generating Machine”, join on GM of Events at Integrate, Chris Wickson for this webinar.
Chris will be sharing insights, tactics and takeaways from the Guide that will help B2B Event Marketers prepare for the return of physical events:
-How to prepare a business strategy for your events
-Building the right events mix to hit your objectives
-Converting attendees into event qualified leads, pipeline and revenue
-Measuring and reporting event success
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: May 26 202034 mins
Do you know how to build a winning strategy to land your largest prospect, especially now during these challenging times? Has the account team mapped out all the strategy elements needed for success? Do you have short, medium and long term account goals that connect to your overall account strategy?
1.Why account strategy development is a fundamental element required to win 5X deals (i.e. contracts valued at 5X your average deal size).
2.What are the most important aspects to a winning strategy?
3.How account goals connect to strategy achievement.
4.Measures to determine if the account team is on the right track and set up for success.
For those salespeople who want to increase their sales productivity with 5X deal opportunities, charting your enterprise account strategy is essential.
Trent Warrick, Frank Hanley and MB Welch, BrightTALKRecorded: May 26 202062 mins
Can you actually create a great piece of content with a webcam? BrightTALK's Content Marketing Manager, Trent Warrick, is here to showcase a few simple tips and tricks that can elevate your video marketing programs.
As many professionals are faced with the challenge of remote working, creating video-based content and virtual events is more important than ever before. We'll highlight:
- Webcam fails and how to avoid them
- Angles, lighting and equipment that can be leveraged at home for professional-looking content
- How and when to get virtual support from a video producer
Chad Burmeister, The AI for Sales Expert with guest, Brian CookRecorded: May 26 202029 mins
Chad Burmeister, the AI for Sales Expert, will discuss the Future of Social Engagement with Brian Cook, CRO of Grapevine6.
You will learn:
1. How AI can be leveraged to personalize content for social engagement
2. Why is social engagement more important than ever before for executives?
3. What tools & technologies are most important in today’s selling environment?
Colleen Stanley, The Emotional Intelligence for Sales ExpertRecorded: May 21 202045 mins
Sales managers often get set-up to fail. You’ve heard this story. Top salesperson gets promoted to sales manager, only to discover the skills needed to develop and lead a sales team are very different than those of a seller---especially in difficult times. With education and training, many sales leaders end up hiring culture misfits or have trouble transferring the skills and habits that made them a resilient and successful producer.
There is a better way.
And that better way is learning how to incorporate emotional intelligence skill into your sales leadership processes.
1.Discover how to hire for Sales EQ. Stop hiring whiners and non-coachable salespeople. Start hiring resilient, coachable salespeople that can sell in any environment.
2.Uncover the invisible reasons your sales team doesn’t consistently execute the right selling skills and behaviors.
3.Improve your ability to train and coach your salespeople to the “next level.”
4.Build your sales team’s resiliency muscles. Create sales teams that bounce back quickly from adversity and failure.
5.Create sales cultures that embrace learning and change rather than fear.
Taylor Wheeler, Director of Digital Sales & MarketingRecorded: May 21 202050 mins
SEO isn't as difficult as you might think. And with dramatic changes in search behavior over the past few months, there is an opportunity for marketer's to ramp up their impact on SEO with some fundamental elements and hints on how to rank higher.
In this 45 minute webinar, Director of Digital Sales & Marketing, Taylor Wheeler, will walk you through:
• Defining Organic SEO
• Why SEO Matters
• SEO Ingredients
• Updates & Best Practices
• Marketer's Actionables
Barbara Weaver Smith, The Large Account Sales Expert with guest, Ray WeaverRecorded: May 21 202049 mins
This program is part of The Whale Hunters Expert Series, featuring interviews with experts on business development and enterprise sales. Today’s episode is geared to CEOs, sales and marketing leaders and other executives of small and midsize companies, especially tech companies and marketing companies.
My guest today is Ray Weaver, the new CEO of The Whale Hunters. Ray is a business veteran, leader and entrepreneur with 25 years of broad experience in technology, e-commerce, consulting, retail, entertainment and education. He co-founded Muse Paintbar and grew it to 30 stores along the east coast, and more recently founded Skeleton Key, an escape room concept.
Ray spent five years on the marketing faculty at the Harvard Business School—and before that was a technology marketing exec at Akamai, did a stint at Intel, and was a consultant at Deloitte.
Ray will be talking about his upcoming book, Sputnik’s Grandchild™, which explores the emerging explosion in science and technology brought on by the pandemic and offers you a framework to explore the forces, phases, and trends that will impact your business and markets. Additionally, it suggests how these issues will influence sales and marketing strategy and customer conversations.
You will learn:
1. Why this pandemic is the modern Sputnik
2. 3 forces creating economic changes
3. 3 phases of the post-pandemic economy
4. 5 trends that will impact your business
5, How to reframe your business to survive, evolve, and thrive post COVID-19
Chad Burmeister, The AI for Sales Expert with guest, Caroline LifeRecorded: May 21 202042 mins
Learn how AI for Sales and Marketing is being leveraged in the workplace.
You will learn:
1. Where AI is making its way into corporations (collaboration is a big one)
2. How sales & marketing can leverage AI in the buyer journey
3. Who should own the SDR/BDR team (the answer may shock you!)
Mark Boundy, The Value Pricing Sales Expert and special guest, Christine GilroyRecorded: May 20 202046 mins
In the shadow of CV-19, sales has become more demanding, especially in larger B2B opportunity pursuit. The type of discovery formerly performed by elite sellers and sales organizations is now a matter of survival for all; uncovering a customer’s value gaps during discovery is a critical skill, and we will explore it during this session. Please join Christine Gilroy, who has led technology sales for over two decades, and Mark Boundy who has not only sold, but has almost a decade of experience growing sales in a wide variety of industries as a sales consultant, coach, and facilitator.
You will learn:
1. A definition of value you can measure, track, and execute against.
2. That the most Important part of selling is what salespeople do worst.
3. How value builds in your prospect’s mind, and how sellers help it grow.
4. Why discovery is where you win.
5. Why discovering, building, then selling value is now a key to survival.
Purnima Menon (Marlabs Inc), Smitha Hemmigae (ThoughtWorks), Joe McCarthy (BrightTALK), Andy Wiggans (BrightTALK)Recorded: May 20 202064 mins
Learn how to drive demand with webinars with an emphasis on:
* Pivoting your in-person event strategy online
* Creating credible digital content that inspires and stands out
* Leveraging the right channels to boost webinar attendance and drive targeted leads
* Measuring campaign and content success through attribution
* Informing ABM strategy with intent data, in partnership with sales
Chad Burmeister, The AI for Sales Expert with guest, Alice HeimanRecorded: May 19 202029 mins
Chad Burmeister, the AI for Sales Expert, will have a fireside chat with Alice Heiman around the value of artificial intelligence for sales.
You will learn:
1. How sales leaders are thinking about Artificial Intelligence
2. How you can prepare for Q4/2020, a quarter predicted to be the best quarter in US history!
3. Some tactics you can use (like meditation) to get through difficult times
Mark Sellers, The Business Results ExpertRecorded: May 19 202049 mins
If you’re a sales leader, you need to know that your blindspots are killing your coaching and leadership. Blindspots prevent you from connecting and inspiring people to be their best. Performance and
business results suffer. Learn how to spot and manage your blindspots to become a greater leader and coach.
You will learn:
1. What Blindspots are
2. Why they’re killing coaching and leadership
3. Where Blindspots come from
4. What you can do about them
Chad Burmeister, The AI for Sales Expert with guest, Lisa MagnusonRecorded: May 19 202025 mins
Lisa Magnuson, author of The Top Sales Leader Playbook: How to Win 5X Deals Repeatedly shares how to 5X your deal size, without 5X’ing your investment in AI for Sales technologies. In her book, Lisa shares 16 key ‘Plays’ to exponentially grow revenues and drive leadership success and in this webinar, she’ll provide some nuggets on how you can do the same with your sales team.
You will learn:
1. How to develop and repeatedly close 5X deals - five times your average contract size
2. 16 key ‘Plays’ to exponentially grow revenue
3. People buy from people, AI may not be required?!
Adam Sharp, CEO & Co-founder, Clevertouch MarketingRecorded: May 19 202035 mins
Many organisations have over implemented marketing technology to the point of internal chaos and confusion. Few have taken the time to prioritise which platforms are necessary for their business and even less have built a strong and integrated marketing technology spine first.
So how can the CMO continue to expand marketing’s influence throughout the organisation? This session explores the current state of martech in 2020 and the 3 imperatives that CMOs must consider when they’re implementing technology this year, including:
- How to prioritise marketing technology and form an effective martech spine before building out the stack.
- The importance of simplification when our ability to consume marketing technology exceeds our ability to apply it.
- Why Marketing should focus on connecting to the business, not just connecting martech.
- How to use marketing technology to provide insight and value to wider stakeholders.
Amy Franko, The Strategic Sales ExpertRecorded: May 18 202046 mins
The vast majority of proposals aren’t effective at winning new business, especially in highly competitive situations. Why? The most common reason is that proposals tend to focus inwardly on your firm and its capabilities, instead of outwardly on the client and their business.
In this talk, Amy Franko will offer new ways to think about your proposal strategy and design. She’ll share best practices that have helped her to win hundreds of proposals in both her enterprise sales career and as an entrepreneur. You’ll walk away with concrete ways to improve your next proposal or RFP response.
You will learn:
1.Three “Do’s and Don’ts” of a standout proposal
2.A simple framework for shaping your proposal
3.Two strategies to improve your win rate when delivering your proposal
Scott Ingram, The Sales Success Expert & guest, Jake DunlapRecorded: May 18 202047 mins
Join Jake Dunlap and Scott Ingram as they talk about how to fully leverage LinkedIn as a core part of the new Modern Sales Strategy.
This will take some of the ideas first presented in Scott’s “Finding Sales Success on LinkedIn” webinar and go even further.
What you’ll find in this session isn’t a bunch of theory. Instead you’ll find actionable ideas based on what’s actually working in the real world.
Jake Dunlap is the Founder and CEO of Skaled Consultaint, a sales and growth consulting firm helping executives around the world accelerate their business growth with data-backed sales solutions.
Scott Ingram is the host of the Daily Sales Tips and Sales Success Stories podcasts. He’s also a quota carrying sales professional working for the professional services company, Relationship One, as an Account Director.
You will learn:
1.How to take your efforts on LinkedIn to the next level and actually get more meetings
2.What Digital Presence is and why you need it
3.Ways to get the most benefit in the least amount of time on LinkedIn
4.Learn new outbound strategies that work and convert
5.See a sample schedule that will allow you to keep your pipeline full and healthy
Adrienne Whitten and David FrickJun 1 20209:30 amUTC40 mins
Marketing automation is much more than just software. Marketing automation is a strategy.
Join Adrienne Whitten and David Frick as they discuss how digital transformation is touching marketer’s lives and changing the way we do business, and how to ensure your organization is prepared to join the digital revolution and not be left behind. In this webinar on marketing automation, you will learn:
What “Marketing Automation is a Strategy” really means and what’s new with marketing automation
What steps you need to take in order to prepare your organization for a shift in strategy
What benefits marketing automation can provide to organizations ready to embrace digital transformation
Ken Gardner, CEO and Founder - conDatiJun 3 20206:00 pmUTC30 mins
The past few months have been wild and scary for most businesses. The speed and force of the shutdown being way outside anyone’s experience. But some companies have snapped back quickly from the shock. So, what are these companies doing differently?
Join conDati’s CEO Ken Gardner as he shares what he is seeing across conDati's customers and the playbook that has emerged that is setting these companies up to greatly benefit as the economy rebounds.
• Which paid marketing campaigns to focus on
• Marketing channels that are performing
• Whether sales promotions are a key strategy
• Where you should be investing budget
Tenessa Lochner, Snr. Manager, ABM Education & Training, Demandbase & Jay Tuel VP Sales Development, DemandbaseJun 4 20209:00 amUTC55 mins
Learn how to transform your sales organisation from a reactive, lead-based model into a proactive, engagement savvy, Account-Based model.
Discover how to leverage data insights and internal partnerships to prioritise and personalise your outreach for pipeline generating engagement with your target accounts. Watch the webinar so that you and your sales team can understand:
- The state of ABM for Sales
- Why intent + engagement is the new lead
- The anatomy of a target account
- How to leverage marketing insights and intent data
- Best practices for operationalising ABM for Sales at scale
David Edwards, Greg Johnson, Jeff Kunken, and Michael Lacy (BrightTALK)Jun 4 20204:00 pmUTC60 mins
The current climate has brought about rapid and likely longstanding changes worldwide. In only a matter of months, we’ve seen local businesses, multinational corporations, and even entire industries, quickly pivot business operations and strategies just to stay afloat.
As marketers, we find ourselves asking, “where do we go from here?”
Join the BrightTALK team as our production experts unpack not only what they have seen working, but also what is on the horizon for virtual events. David Edwards, Business Manager & Associate Managing Director, Greg Johnson, Managing Producer, Jeff Kunken, Director, Creative Accounts, and Michael Lacy, Manager, Webinar Services, will use a rapid roundtable format to discuss:
- How virtual events have shifted recently
- What’s next for both marketers and the events industry
- How to set your team up for success and get ahead of the competition
Panel moderated by Fred Studer, CMO, TIBCOJun 4 20204:30 pmUTC30 mins
How quickly can a company pivot messaging and potentially product to their customers changing needs and align the company around a compelling story to take to market. Product marketing's role in Messaging and Sales enablement has never been more important. Companies must adapt to the new world and pivot to what customers need to buy and their sales teams need to sell.
Taylor Wheeler, Director of Digital Sales and Marketing & Melissa Sheehan, Director of Product StrategyJun 4 20205:00 pmUTC45 mins
Marketing for cannabis companies can be confusing and challenging but when done correctly, has the potential to be very fruitful. With the cannabis industry marked as essential, the time for increasing your market reach is now.
In this 45 minute webinar, V Digital Service's Director of Digital Sales & Marketing, Taylor Wheeler, and AdCellerant's Director of Product Strategy, Melissa Sheehan, will walk you through:
• How to reach the right customers
• How to track the success of your campaign
• What tools are available for you today including
- Organic and Local SEO
- Social Media
- Print Media
- Programmatic & Device-based targeting
Agustina Sacerdote, Product Marketing Lead, SquareJun 4 20205:30 pmUTC30 mins
Successful product marketing teams understand that they cannot be everything to everyone. This session provides a creative but pragmatic approach to market segmentation, persona development, and choosing where to focus.
Jon Rooney, SVP Products & Solution Marketing, New RelicJun 4 20206:15 pmUTC30 mins
Your customers have options. They can stay with their existing products, or they can switch to your competitors. Strong product marketers understand the competitive landscape. This session provides a framework to help you understand why you win or lose.
Mike Berger, VP Product Marketing, GainsightJun 4 20207:00 pmUTC30 mins
To effectively be the Voice of the Customer internally, you need to truly understand your customers and what they are experiencing. This session covers the key questions you need to get answers to in order to effectively serve your internal stakeholders.
Shezana Manji & Evelyn Watts, ShopifyJun 4 20207:45 pmUTC30 mins
Empathy is one of the most important skills of a product marketer. This session shares practical examples and ideas that you can use in your organization to truly understand your buyer and to convey that within your company.
Panel Moderated by Thomas DongJun 5 20204:30 pmUTC30 mins
Product positioning is one of the most important activities a growing company needs to get right, but there is so much complexity around doing it correctly. This executive panel answers questions on how to position your product in the market, how to get internal alignment, what role competition plays, and tips that have worked for them.
Tim Riesterer, Chief Strategy Officer & Dr. Carmen Simon, Chief Science Officer, Corporate VisionsJun 5 20205:15 pmUTC30 mins
Most sales decks are designed to be the backdrop for an in-person conversation. But 100% of sales calls are now virtual, and your slides are the focus of attention. In this session led by Tim Riesterer and Dr. Carmen Simon, you'll learn evidence-based techniques to build a compelling message and use visuals that will hook your sellers' audience, keep them engaged, and deliver a highly memorable presentation that inspires action.
Brian Kardon, CMO, Invision & Alex McDonnell, Sr PMM Market Intelligence, InVisionJun 5 20206:00 pmUTC30 mins
Since combining sales and marketing under the CMO, InVision has completely reset expectations for how these teams should work together. Brian will share his leadership perspectives as CMO, while Alex will offer his practical lessons for enabling sales teams on conversational posture and competitive positioning.
Matt Senatore and Dave RigottiJun 9 202010:30 amUTC60 mins
ABM is one of the hottest topics in B2B Marketing. Still, achieving success is no slam dunk. Watch special guest Matt Senatore, Service Director for ABM at SiriusDecisions, and Dave Rigotti, Marketo's Head of ABM, for their webinar, Change Your ABM Game with Top Tips from the Experts, where they dove into the current best practices and practical tips for success, no matter where you are on your account-based marketing journey.
The 5 things you need to get right with ABM
How to set strategy and drive execution with Sales
How ABM works alongside other demand strategies
Matthew Foyle, Field Engineering at AlgoliaJun 9 20204:00 pmUTC37 mins
Great search is an ongoing journey as websites, product offerings and customer needs evolve over time.
Join our product specialists to go over key aspects of Algolia search, such as:
- Fine-tuning relevance for a better CX
- Best practices around your search UI/UX
- Tips around Click Analytics and A/B testing
- Ways to improve your data quality
Melissa Madian, The Sales Experience Expert with guest, Kareen MadianJun 10 20205:00 pmUTC45 mins
Do clothes really make the person? In today’s virtual world, how you present yourself onscreen (or in person!) can affect the perception of your brand and consequently the sales experience you provide. Join Melissa Madian and special guest, stylist and fashion consultant Kareen Madian, as they discuss how fashion and style can affect your mood, your personal brand and the sales experience.
You will learn:
1. How to dress appropriately in this age of video conferencing.
2. How to organize your closet and shop for the things you need to make you more efficient.
3. How to improve your customer experience through style.
Aaron Bollinger, CRO (Kronologic), Frank Burns, Director of Account Management (Kronologic), David Pitta, CMO (BrightTALK)Jun 11 20204:00 pmUTC60 mins
In a time when many organizations are reducing quarterly goals and struggling to keep revenue flat, it’s rare for a business to uncover new opportunities and grow pipeline. Worse still, overburdened sales teams often lack the time and resources to work every lead, meaning large swaths of potential profits end up deprioritized and underworked.
The solution? Using AI to confirm virtual meetings.
Join David Pitta, CMO of BrightTALK, as he sits down with Aaron Bollinger, CRO of Kronologic, and Frank Burns, Director of Account Management at Kronologic, to discuss how teams, both big and small, can seamlessly cultivate high-value lead sources with always-on communication. Plus, we'll share how BrightTALK’s recent use of AI has increased response to opportunity creation by 22%, resulting in 12,000% ROI in only 90 days!
Jeff Bajorek, The Fundamentals/Principles Expert with guest Mike SimmonsJun 11 20206:00 pmUTC45 mins
Focus on a process, and you’ll get results. Focus on results, and you’ll get frustrated. In order to get the most out of your sales process, you need to understand what it is and what needs to happen at each step. Mike Simmons and I will break down the steps of the sales process, define what they are, what they aren’t, and what needs to happen in each so that you can repeatedly and reliably get results.
You will learn:
1. You have a sales process whether or not you want to admit it
2. The difference between a sales process and the buyer’s journey
3. What a sales process looks like
4. What happens in each step of the sales process
Amy Franko, The Strategic Sales ExpertJun 15 20208:00 pmUTC45 mins
Executive presence. Not always easy to define, but it can make or break your sales success. Executive presence is especially important to selling professional services, where you are selling expertise as a trusted advisor.
While it may be not be a stated factor in a buyer’s decision-making process, executive presence is worth your focus. It’s an indicator to your buyer that you are the best choice.
In this talk, Amy Franko will share strategies to boost your executive presence in four key pillars: acumen, communication, vitality, and impact. Developing your executive presence will accelerate your trusted advisor status and your sales success.
You will learn:
1. Definitions of each executive presence pillar
2. Specific strategies to build your acumen, communication, vitality, and impact
3. Keeping an executive presence mindset in sales
Science plays a pivotal role in modern society and the key way in which science is disseminated is through scholarly publishing. In this webinar, Mathias Astell (Chief Marketing Officer, Hindawi) will walk you through the ways in which a leading open access scholarly publisher uses customer and market data to develop a clear understanding of the trends and requirements in science communities around the world and uses this understanding to serve them with relevant, meaningful and impactful marketing. Through this webinar, attendees will gain an understanding of:
- The makeup of the science publishing market, including the actors, levers, risks and opportunities for a marketer
- The data required in effectively understanding this market
- How these behavioural, market and community data are practically utilised to engage this market
Science publishing is a fascinating, multi-billion dollar industry that is often somewhat obscure to those not in science or publishing – this webinar offers the chance to find out more about this industry and the interesting challenges and opportunities faced by marketers working in this space and the data they use to tackle them.
Caroline Hull and Shannon TaschereauJun 17 20201:30 pmUTC37 mins
As digital experiences are taking the place of in-person events, many marketing teams are needing to shift their strategies and focus on other creative tactics to help drive pipeline. Now more than ever, it's imperative to develop an events strategy that cuts through the noise and allows your customers to connect with your brand.
Watch Adobe Experience Cloud's Caroline Hull and Shannon Taschereau for their webinar, From In-Person to Digital: Tips for Shifting Your Event Strategy.
How Marketo is shifting their events strategy from in-person to digital
The different factors to consider when shifting your strategy
How to attract and engage buyers through digital experiences
Adam Snider, The Teaching Sales Skills ExpertJun 17 20202:00 pmUTC45 mins
Managers are stressed and stretched thin. They are accountable to their teams, their bosses and the business. In our fast paced competitive world, many leaders experience burnout far too early. Don’t just cope . . . conquer! Learn skills that will lead your organization and customers to successful outcomes, by doing less, accomplishing more and making a difference.
You will learn:
Being comfortable with changing the rules.
Not being your own worst enemy as a manager.
The clear distinction between manager and leader, you can apply.
6 core competencies that will arm you to do less accomplish more and make a difference.
2 skills that are easy to apply, that will build several of these key competencies