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

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
Recorded Aug 11 2021 44 mins
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Presented by
Frank Burns, Kronologic & Abby Orlosky, Kronologic
Presentation preview: Meetings Most Wanted: Lead Sources That Drive Revenue With Calendar First™

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  • 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:
    - Acceptance rate benchmarks by messaging and type
    - 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
    Frank Burns, Kronologic & Abby Orlosky, Kronologic
    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!
  • Drive Expansion Revenue with No Friction Recorded: Jun 2 2021 31 mins
    Frank Burns, Kronologic and Chris Fronda, Logictry
    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
  • Sales Forecasting, Understand the 1 metric to focus on, featuring Tenbound Recorded: May 25 2021 51 mins
    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
  • Cross-Selling Challenges - Solving the Last Mile Problem with your Customers Recorded: Apr 22 2021 34 mins
    Jonathon Sellers, Director - Americas Acquisition Sales, Rackspace
    Cross-selling is Required Because:
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    - 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.
  • Virtual Event Follow Up: Delivering Pipeline and Revenue Recorded: Feb 25 2021 31 mins
    Rachel Bryant, Frank Burns
    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!
  • Driving Demand with Virtual Events Recorded: Feb 24 2021 58 mins
    Mark Kilens, VP of Content & Community (Drift), Scott Logan, VP of Marketing (Kronologic), and David Pitta, CMO (BrightTALK)
    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.
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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
    Mackenzie Fuentes, Tanya Dracolakis, Colleen Mann
    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.
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    Aaron Casanova, Alison Turner Telles, Kevin McKeown
    Aligning Marketing, Sales, and Customer Success to support the customer journey and revenue growth from transactional/self-service to subscription/sales-assisted
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    Bill Caskey, Bryan Neale, and Aaron Bollinger
    Sound Bytes & Sizzle Reels: How To Sell More with Video in 2021
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    Gregg Terris, Aaron Bollinger, Roma Patel
    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.
  • Giving your SDRs Superpowers with Virtual SDR Technology Recorded: Aug 7 2020 20 mins
    Aaron Bollinger
    SDRs who qualify opportunities for the your business are already heroes. Learn how technology can make them Superheroes!

    Aaron Bollinger, CRO of Kronologic and experienced sales leader, will share a framework for upgrading your team and process, based on real-life examples and client success stories.
  • Crisis Management in 2020 Recorded: Jul 30 2020 23 mins
    Trey Allison, Sydney Sloan, Brian Vital, William Tyree
    Business leaders discuss the challenges and opportunities of a tumultuous year in economics, safety, workflow, and teamwork.

    At barely the half way point of 2020, we can agree that it is a year like no other. For businesses on the rise and established enterprises, adapting to change in service of employees, shareholders, and customers has proven to be a wild ride. This panel of experts shares unique perspectives and answers viewer questions.
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  • Title: Meetings Most Wanted: Lead Sources That Drive Revenue With Calendar First™
  • Live at: Aug 11 2021 6:00 pm
  • Presented by: Frank Burns, Kronologic & Abby Orlosky, Kronologic
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