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Sales Forecasting, Understand the 1 metric to focus on, featuring Tenbound

Marketing’s pipeline forecast is Hot with Sunny,Clear Skies.

Sales sees that pipeline as Cool and Overcast with Fog because they’re busy closing deals.

This webinar will address the root causes for this pipeline discrepancy and what your true north leading indicators are. You’ll also discover ways to better align rep priorities with campaigns and better pipeline building sales activities.

Pipeline building tactics your walk away with:

- Leading indicators that work and how to measure them
- What the best pipeline building sales action it and why
- Small adjustment to better align marketing, SDR and Sales actions
Recorded May 25 2021 51 mins
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Presented by
David Dulany, Founder, Tenbound & Scott Logan, VP Marketing, Kronologic
Presentation preview: Sales Forecasting, Understand the 1 metric to focus on, featuring Tenbound

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  • Meetings Most Wanted [Part 3]: See How Dialpad Brought Calendar First™ to Life Recorded: Oct 21 2021 32 mins
    Sonia Lucyga, Dialpad, Frank Burns, Kronologic, Nick Owens, Kronologic
    In Parts 1 & 2 of our “Meetings Most Wanted” webinar series, we covered how to identify your most valuable meetings/leads sources and ways to drive those discovery calls for sales.

    Now, it’s time to take a deeper dive into the revenue planning process and how to put the meetings most wanted method into action.

    Join us to see how Dialpad strategically planned and executed the Calendar First™, 1-click accept approach that resulted in significant sales pipeline creation.

    Register for the interactive webinar to learn:
    - The framework for determining your forecast and value per meeting
    - How to implement the meetings most wanted approach
    - Steps Dialpad took to successfully book more revenue-producing meetings
  • 4 Ways to Crush EOY Goals with Cross-Selling & Upselling Recorded: Oct 3 2021 53 mins
    Scott Logan, VP of Marketing, Kronologic | Frank Burns, Director of Customer Marketing, Kronologic
    Expanding revenue from existing accounts should be easier than new business growth, right?

    Traditionally, sales focuses on new business, which leaves customer-focused reps stretched between resolving issues and maintaining current customer relationships.

    In addition to timing and communication constraints, even identifying expansion opportunities can be difficult - each customer has unique needs and requires a customized offering.

    Take control of this challenge and join this interactive event to:

    - Learn new cross-sell/upsell strategies used by companies from various industries
    - Discover how to set triggers & automate your campaigns to drive customer pipeline/revenue at scale
    - Understand the nuances of improving revenue forecasts + pipeline to maximize your account expansion pipeline
  • Meetings Most Wanted [Part 2]: How to Drive Acceptance Rates Recorded: Sep 23 2021 39 mins
    Frank Burns, Kronologic; Abby Orlosky, Kronologic
    In Part 1 of our “Meetings Most Wanted” webinar series, we reviewed how to identify your most valuable meetings/lead sources. It’s now time to drive those discovery calls for sales.

    Traditionally, you’d “lead chase” with calls, emails, LinkedIn, etc. Then, once your 10-step, 14-day sequence gets a response, there’s a lot of back and forth just to schedule the meeting. Or you hope your prospect books the meeting for you, using a 5-10 step link-based scheduler.

    It shouldn’t be so hard!

    Meeting Acceptance is the ONLY prospect-validated step in the sales cycle, which is why this signal is the highest form of qualification toward new pipeline and should be made as easy as 1 click!

    Join us to learn how to get more sought-after, revenue-producing meetings on your and your team’s calendars with no effort from your sales team. You deliver meetings, not leads, and the rep just shows up.

    Register for the interactive webinar to learn:
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    - How to optimize your approach to improve acceptance rates
    - Ways to overcome common challenges with show rates
  • 3-Step Framework: How to Promote and/or Get Promoted in the Revenue Organization Recorded: Aug 25 2021 35 mins
    Frank Burns, Kronologic, Tanya Dracolakis, BrightTALK, Lauren Odlen, Vonage, & Amrith Sundar, VMWare
    Revenue teams—alignment of sales, marketing, and customer success—are growing at a rapid rate in the new revenue era. And with all the new methods to accelerate revenue comes new career opportunities.

    However, the path to getting promoted can seem unclear or unattainable without a solid framework on how to reach the next level.

    Hear how revenue leaders at Enterprise B2B organizations used a strategic 3-step framework to get promoted and thrive.

    Register for the panel discussion to learn from real-world examples, including:
    - How to leverage the 3 key steps to expedite career growth
    - When to adopt new strategies and supporting tech
    - Ways to effectively align your revenue team on messaging, strategy, and metrics
  • Meetings Most Wanted: Lead Sources That Drive Revenue With Calendar First™ Recorded: Aug 11 2021 44 mins
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    Everyone in marketing and sales wants their teams to hold as many revenue-based meetings as possible. However, not all efforts and lead sources drive the meetings you need to hit your pipeline and revenue goals.

    In this webinar, we’ll break down your “Meetings Most Wanted” from the lead sources you expect the most from. We’ll also explore how applying the Calendar First™ methodology will help you attain the numbers you want vs. what you’re seeing.

    Join us to discover:
    - What your "Meetings Most Wanted" are
    - Tips to prioritize the highest value, revenue-producing meetings
    - How the new Calendar First™ approach outperforms the traditional method
  • Value per Meeting: The Forecasting Metric You Need Recorded: Jul 23 2021 60 mins
    Scott Logan, VP Marketing, Kronologic
    Forecasting the top of the funnel is one of the hardest things to do because there are so many variables with wild ebbs and flows. There is finally a more simple and more accurate way that helps both sales AND marketing.
  • How CDW, BrightTALK, and VMWare Use Innovative Tactics to Turn Data into Dollars Recorded: Jul 23 2021 36 mins
    Scott Logan, VP Marketing, Kronologic
    We spent tens of thousands of dollars or more on innovation and data to make sure our campaigns are set up for success, so don't waste that investment using decades old sales processes. Here are three examples from enterprise companies that have taken a different approach to turning data into dollars to increase their pipeline and revenue.
  • VMware Account Expansion: Engaging the Install Base Recorded: Jul 13 2021 30 mins
    Brian Sullivan, VMware & Frank Burns, Kronologic
    As an innovator in virtualization and cloud solutions that has already saturated much of the enterprise, VMware has an opportunity to add more value for its customers by expanding the work they do together. But how does a global provider with a variety of custom services approach the puzzle of matching customer needs and growing relationships?

    In this talk, Brian Sullivan from VMware will dig deeper into this puzzle and the role of process, automation, and measurement in driving scalable success.
    Frank Burns from Kronologic will host and explain the campaign work that Kronologic and VMware did together to increase opportunities for the VMware Customer Accounts Team.

    Learn how:
    - Customer account data drove targeting and timing for Propensity Leads
    - Invitations to account reviews are crafted in terms of value to the recipient
    - Calendar automation removed a specific bottleneck in the account growth product
    - VMware will continue to apply this approach to different sales motions, departments, and regions.

    Join us with your questions and comments for an impactful talk!
  • VMware Account Expansion: Engaging the Install Base Recorded: Jun 16 2021 30 mins
    Brian Sullivan, VMware & Frank Burns, Kronologic
    As an innovator in virtualization and cloud solutions that has already saturated much of the enterprise, VMware has an opportunity to add more value for its customers by expanding the work they do together. But how does a global provider with a variety of custom services approach the puzzle of matching customer needs and growing relationships?

    In this talk, Brian Sullivan from VMware will dig deeper into this puzzle and the role of process, automation, and measurement in driving scalable success.
    Frank Burns from Kronologic will host and explain the campaign work that Kronologic and VMware did together to increase opportunities for the VMware Customer Accounts Team.

    Learn how:
    - Customer account data drove targeting and timing for Propensity Leads
    - Invitations to account reviews are crafted in terms of value to the recipient
    - Calendar automation removed a specific bottleneck in the account growth product
    - VMware will continue to apply this approach to different sales motions, departments, and regions.

    Join us with your questions and comments for an impactful talk!
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    David Dulany, Founder, Tenbound & Scott Logan, VP Marketing, Kronologic
    Marketing’s pipeline forecast is Hot with Sunny,Clear Skies.

    Sales sees that pipeline as Cool and Overcast with Fog because they’re busy closing deals.

    This webinar will address the root causes for this pipeline discrepancy and what your true north leading indicators are. You’ll also discover ways to better align rep priorities with campaigns and better pipeline building sales activities.

    Pipeline building tactics your walk away with:

    - Leading indicators that work and how to measure them
    - What the best pipeline building sales action it and why
    - Small adjustment to better align marketing, SDR and Sales actions
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    Even as production values continue to rise for virtual events, a strong ROI remains crucial. But industry-leading experiences are no longer just an Enterprise opportunity - small and medium-sized teams can use virtual events to drive demand and accelerate brand awareness.

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  • Kronologic Presents: Christmas For Closers Recorded: Dec 10 2020 55 mins
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    Holiday Gifts for Revenue Pros! Join Kronologic and Celebrity Guests for Gifts of Good Ideas, Gifts of Inspiration, Gifts of Comedy, and Gifts of Music!
  • How Operations Drives Wins For Sales and Marketing Recorded: Dec 3 2020 44 mins
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    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.
  • Converting Transactional to Subscription Revenue Recorded: Nov 12 2020 26 mins
    Aaron Casanova, Alison Turner Telles, Kevin McKeown
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  • How To Sell More with Video in 2021: Sound Bytes & Sizzle Reels Recorded: Oct 23 2020 61 mins
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    Learn how a Fortune 500 Hardware, Software, Cloud, and Services empire optimized the outreach process to existing accounts and found cross-sells, up-sell, renewals, and other opportunities.
  • MSP Masterclass, Leave No Lead Behind: The Science of Converting Leads>Meetings Recorded: Aug 11 2020 61 mins
    Aaron Bollinger and Trey Allison
    Strategies and specific messaging to increase the conversion rate of your leads.
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  • Title: Sales Forecasting, Understand the 1 metric to focus on, featuring Tenbound
  • Live at: May 25 2021 2:55 pm
  • Presented by: David Dulany, Founder, Tenbound & Scott Logan, VP Marketing, Kronologic
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