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    • How AI is Maximizing Lead Conversions, with Kerry Cunningham of SiriusDecisions
      How AI is Maximizing Lead Conversions, with Kerry Cunningham of SiriusDecisions Kerry Cunningham of SiriusDecisions and Gary Gerber of Conversica Recorded: Nov 28 2017 6:00 pm UTC 58 mins
    • The Demand Unit Waterfall is a powerful guiding tool for marketers, but it’s completeness leads to a complexity that was, until now, inherently impossible to manage completely. The good news is that Artificial Intelligence (AI) services have emerged that empower marketers to wrestle down complexity and maximize throughput of qualified leads to Sales.   

      In this webinar, Kerry Cunningham of SiriusDecisions  and Gary Gerber of Conversica will expose the characteristics of companies that successfully maximize their sales leads, and describe how Demand Unit thinking, coupled with AI-powered tools, is forever changing what it means to be an effective marketer. Attendees will learn:

      - Why the Demand Unit Waterfall approach is superior to many earlier methods
      - Why artificial intelligence is the breakthrough technology with which to leverage it
      - How combining the two can rapidly make any marketing organization far more effective

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    • 7 Steps to Put Your Lead  Nurturing on Steroids
      7 Steps to Put Your Lead Nurturing on Steroids Mary Firme, Chief Lead Accelerator at Reachforce, and Justin Gray, CEO at Lead MD Recorded: Dec 4 2013 6:00 pm UTC 62 mins
    • There is a lot of information on why marketers should do lead nurturing but there isn't a lot of information on how to do it and especially how to do it well. If you believe everything you read, lead nurturing looks easy. In reality, there are a number of critical considerations to have a truly effective lead nurturing machine. If you are just trying to figure out lead nurturing or you are ready to pump your lead nurturing programs with steroids, this webinar is perfect for you. Justin Gray, CEO of LeadMD, and Mary Firme, Chief Lead Accelerator from Reachforce, will present real lead nurturing success stories with specific instructions on how to make it happen.

      Viewers of this webinar will learn:

      -How to create messaging with personality and product persuasion
      -How to create buyer persona specific nurture programs
      -The perfect content mix - how to avoid being a cliche
      -How data segmentation can supercharge your lead scoring and nurturing efforts

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    • ITSPmagazine chats with Marian Merritt, Lead for Industry Engagement NICE/NIST
      ITSPmagazine chats with Marian Merritt, Lead for Industry Engagement NICE/NIST Marian Merritt, Lead for Industry Engagement NICE/NIST Recorded: Feb 11 2017 4:55 pm UTC 4 mins
    • ITSPmagazine meets up with Marian Merritt, Lead for Industry Engagement at NICE/NIST during AppSec California, to discuss diversity and education. Some of the main points covered during our chat:

      - With less than 11% of ethnic diversity and less than 10% of women in the cybersecurity field, diversity is one of the strategic goals in the National Initiative for CyberSecurity Education (NICE).

      - NICE has community-based approaches to get more people aware of cybersecurity careers, leveraging the local community education opportunities and getting them in touch with employers.

      - Raising awareness about security is something that every citizen needs to take upon themselves for their own personal safety but also their children's safety.

      - The day you get hacked or the day you get breached is far too late to then consider security.

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    • The Truth Behind Lead Qualification for Sales and Marketing Alignment
      The Truth Behind Lead Qualification for Sales and Marketing Alignment Barbara Giamanco, CEO of Social Centered Selling Recorded: Dec 28 2016 2:00 pm UTC 58 mins
    • Your sales and marketing teams' ability to work together to achieve core revenue objectives is a perpetual challenge within organizations. When it comes to lead qualification and follow-through, both camps often point fingers at each other. Sales says marketing delivers bad leads; marketing says sales doesn't follow up on leads they provide. However, 61% of B2B marketers admit to sending "leads" directly to sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report.

      No longer can marketing hand over a list of names of people who downloaded a white paper and call it good. And to top it off, the lead qualification problem is compounded by sales and marketing being measured against conflicting metrics.

      But what's the solution? This webcast will help you understand the truth behind meaningful and effective lead qualification. See what's possible with better lead qualification and help get sales and marketing out of their silos.

      Join this webcast to learn how to:
      - Involve your CEO to help solve sales and marketing misalignment
      - Learn the top 3 reasons that misalignment occurs, resulting in faulty pipeline accuracy
      - Tie leadership to a lead management process
      - Understand the behavior that leads from interest to close
      - Create a lead definition that everyone in your organization understands
      - Prepare your sales team to be accountable to the lead follow-up process

      This webcast is part of our Microsoft Dynamics Business Applications webcast series. Sign up for this session, or the entire series today!

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    • How your business can unleash high-value web and mobile leads
      How your business can unleash high-value web and mobile leads Richard Dumas, Director of Product Marketing, Five9; Michael Boland, Industry Analyst, BIA Recorded: Feb 11 2015 6:00 pm UTC 61 mins
    • As more consumers use smart phones to search for information while on the go, advertisers are embracing a new (old) way to connect with consumers by turning mobile searches and mobile ads into phone leads. According to Google, 70% of all mobile searchers have called a business directly from search ads using Adwords click-to-call ads and research firm BIA, estimates that mobile search will generate more than 70 billion calls from consumers to businesses in 2018!

      While the prospect of moving beyond impressions and clicks to drive new, high-value, phone leads is incredibly appealing to many businesses; it is also raising some important questions:

      •How will businesses manage the exploding call volume?
      •How can inbound calls be identified by the advertisement that was clicked on?
      •How can non-lead related calls be routed to self-service channels?
      •How can the most important calls be routed to right person to respond?
      •How will they be tracked?
      •How can businesses staff to handle fluctuate call volume?

      Join Michael Boland, industry analyst from research firm BIA/Kelsey and Richard Dumas, Director of Product Marketing at Five9 for this informative webinar that addresses the above questions around this mobile click-to-call trend and provides useful advice for businesses that want to maximize sales conversions from mobile click-to-call campaigns.

      If you run local business and want to learn how to acquire more new customers you will benefit by attending this webinar!

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    • What Lead Scoring is & How to Use It
      What Lead Scoring is & How to Use It Kentico Recorded: Mar 10 2015 2:25 pm UTC 5 mins
    • 4 minutes to learn everything you need to know about lead scoring. With lead scoring software you can easily identify your hottest leads that require immediate action from your Sales team, those not yet ready to buy but could benefit from further nurturing, and those not interested that should be abandoned for the time being, so as not to waste your time or resources.

      Qualify your leads to increase the efficiency of your sales team, shorten sales cycles and increase revenue. Try Kentico EMS lead scoring software now or schedule a 1-on-1 demo for free at http://www.kentico.com.

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    • How to convert online visibility into tangible leads and sales
      How to convert online visibility into tangible leads and sales Paul Thomas, MD, Lead Forensics Recorded: May 24 2011 2:30 pm UTC 61 mins
    • We have so much information available to us about what is happening on our websites, we can see what our visitors are doing, which pages are most popular, where their eyes travel first and which keywords are getting them there, but which pieces of intelligence are most valuable and how can we turn this information into physical leads and sales to prove ROI from our investment in analytics tools?

      Paul Thomas, Managing Director of Lead Forensics, talks about how his clients are taking their online analytics one step further and uncovering web leads they didn't know they had.

      Hear how leading B2B businesses are maximising their return from their online investment and are driving more leads and revenue from their digital campaigns than ever before.

      The webcast includes a 20 minute Q&A hosted by B2B Marketing's editor.

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    • Best Practices for Using Social Listening to Generate Leads and Accelerate Sales
      Best Practices for Using Social Listening to Generate Leads and Accelerate Sales Adam Hutchinson, Demand Generation Manager at Socedo Recorded: May 25 2016 3:45 pm UTC 55 mins
    • Social media listening tools have been around for a while now. They enable marketers to identify and assess what’s being said about their brand and products. Most marketers understand the benefits of these tools at a high level, including reputation management, generating leads, attracting customers, identifying influencers and improving customer service.

      But most B2B marketers still wonder, how can I actually use the data from my social listening activities in a way that helps me generate new leads and engage with my leads at scale?

      In this presentation, Socedo will discuss best practices for using social media listening to generate new leads and to follow-up with leads in real-time to accelerate your pipeline. Learn how to:

      •Use social media keywords and organic engagement to trigger actions such as an alert to your sales team, an automated email with a relevant piece of content, an invite to an event, and more.
      •Use social media data to ensure accurate lead scoring model

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