Name: VMware Account Expansion: Engaging the Install Base
Start: 2021-07-13T19:00:00Z
End: 2021-07-13T19:00:29.000Z
Location: BrightTALK

Kronologic is the world's first Calendar Monetization Engine that uses the calendar to orchestrate's your organizations most valuable resource, time itself.

Meetings Most Wanted [Part 3]

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

How Time Management Can Streamline Your Sales Pipeline

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

4 Ways to Crush EOY Goals with Cross-Selling & Upselling

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:
- Acceptance rate benchmarks by messaging and type
- How to optimize your approach to improve acceptance rates
- Ways to overcome common challenges with show rates

Meetings Most Wanted [Part 2]: How to Drive Acceptance Rates

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

3-Step Framework: How to Promote and/or Get Promoted in the Revenue Organization

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

Meetings Most Wanted: Lead Sources That Drive Revenue With Calendar First™

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.

Value per Meeting: The Forecasting Metric You Need

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.

How CDW, BrightTALK, and VMWare Use Innovative Tactics to Turn Data into Dollars

During the pandemic, driving additional customer revenue became more of a focus point than ever before because new business was so hard to generate. For many companies, this shift exposed shortfalls in best practices to do this effectively.

Join this webinar to hear Kronologic and Logictry discuss best practices around enabling your reps with the right talking points and how to land those customer meetings without wasting time.

In this webinar, you’ll learn how to:

Identify expansion opportunities for your team
Schedule expansion calls outside of support focused conversations
Deliver the right talking points for teams with a variety of expertise
Provide talk tracks for new products without weeks/months of training

Drive Expansion Revenue with No Friction

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

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

Cross-selling is Required Because:
- 80% of you customers use 20% of your solution/offering
- You acquire a company and need to drive revenue across customer bases
- Channel selling requires pulling multiple solutions together

However, cross-selling is more difficult because of The Last Mile Problem. Finding and coordinating these complex sales discussions wastes a lot of time that should be spent in building value. Not to mention, the challenge of driving an additional purchase when most customer interactions revolve around customer services tickets. 

Join Rackspace and Kronologic as we discuss these cross-selling challenges and how to overcome them.

Cross-Selling Challenges - Solving the Last Mile Problem with your Customers

Your virtual event is done and the chaos of hosting, producing content, or just running a session is behind you. Lead follow up and proving ROI is priority from the minute the event wraps. It doesn't have to be as hard as it always has been, even if it was an industry event and every other sponsor is trying to beat you to the punch. Rachel and Frank share best practices and take your questions on how to ensure events deliver dollars!

Virtual Event Follow Up: Delivering Pipeline and Revenue

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.

Join us as David Pitta, CMO (BrightTALK), sits down for a panel discussion with Mark Kilens, VP of Content & Community (Drift) and Scott Logan, VP of Marketing (Kronologic). They’ll discuss how marketing teams of all sizes can (and should) use virtual events to connect with core audience segments and drive long-term demand. From establishing the right strategy to enabling your sales team, you’ll get actionable advice you can implement to ensure your virtual events generate leads and close deals.

Driving Demand with Virtual Events

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!

Kronologic Presents: Christmas For Closers

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.

How Operations Drives Wins For Sales and Marketing

Aligning Marketing, Sales, and Customer Success to support the customer journey and revenue growth from transactional/self-service to subscription/sales-assisted

Converting Transactional to Subscription Revenue

Sound Bytes & Sizzle Reels: How To Sell More with Video in 2021

How To Sell More with Video in 2021: Sound Bytes & Sizzle Reels

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

Sales Enablement

Sales Strategy

Customer Marketing

Customer Engagement

Customer Success

Upsell

Cross Selling

Sales Technology

Sales Development

Pipeline

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.

Demand Generation

The marketing operations and automation community on BrightTALK is composed of thousands of marketing automation professionals. Learn and share best practices for marketing campaign analysis, outbound marketing and lead creation with hundreds of on-demand webinars and videos. Increase your engagement and fine tune your funnel management strategy by asking questions during live, interactive webinars with marketing automation peers and industry leaders.

Marketing Operations and Automation

Get powerful marketing insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which marketing strategies and techniques are driving customer and revenue growth.

Marketing

The marketing community on BrightTALK is made up of thousands of engaged marketing professionals. Find relevant webinars and videos on marketing strategy, branding and more presented by recognized thought leaders. Join the conversation by participating in live webinars and round table discussions.

The inside sales community on BrightTALK is made up of thousands of engaged inside sales professionals. Learn best practices for teleprospecting and lead qualification as well as advice for implementing sales prospecting tools. Join the discussion by attending on-demand and live inside sales webinars and round tables.

Inside Sales

The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.

Get powerful insights on how to best serve today's customers. If you want to create a successful customer experience today, you will have to appeal to the need for “alone together” time. Millennials, Gen X, Boomers or Silent Generation all look for shared but individual experiences.

Customer Experience

Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.

Sales

The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.

Get powerful operations insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which systems and processes are driving operational efficiency, maximizing value and customer success.

Operations

In the business management community, commercial experts will be sharing webinars and videos on an array of subjects. From sales and marketing, to finance, productivity and growth, this content will help you stay up-to-date with the current economic environment and provide timely management insight to drive business growth.

VMware Account Expansion: Engaging the Install Base

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About this talk

Kronologic