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Shift Happens: How to Transform Your Buyer Engagement Strategy, NOW

The world has obviously changed a lot in 2020, and to be a successful sales org, you have to be able to adapt and change with it. That means that you, as a sales leader, have to arm your team with the tools they need to adapt their buyer engagement strategy to a completely new normal. Join us for this session and you’ll learn how to:

1. Set your sales team up for success as they approach selling in a post-COVID world.
2. Tailor your outreach to each buyer’s changing needs
3. Deploy relevant new sales plays in days, not weeks
Recorded Nov 17 2020 58 mins
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Presented by
Julianne Thompson (Head of Sales Development @ Drift), Chad Nuss (Founder & CRO @ InsideOut)
Presentation preview: Shift Happens: How to Transform Your Buyer Engagement Strategy, NOW

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  • How Marketers Can Not Only Survive, But Thrive in Today's Digital World Recorded: Nov 24 2020 57 mins
    Kate Adams (VP of Marketing @ Drift), Mark Kilens (VP of Content & Community @ Drift)
    Obviously it’s important to double down on your digital strategy in a work from home world. But that’s just one piece of the puzzle. NOW is the time for experimentation in your marketing strategy and a reinvestment in your people and culture.

    Which is why we’ve curated everything marketers need to know right now to achieve your goals, manage your team, and align with your sales staff to ensure that you emerge stronger than ever from this crisis.

    And we’re breaking down the whole kit and kaboodle for you. Sign up to learn:

    1. How major brands like Gong, Acquia and Outreach are adapting to a completely digital world

    2.How to use this crisis to renew your focus on your customers and become a more empathetic marketer

    3. How to execute on pipeline and thrive in spite of the current financial climate
  • Why a Revenue Team is Your Key to Unlocking Your Full Revenue Potential Recorded: Nov 19 2020 53 mins
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    Nothing great is ever achieved alone. And that principle is especially true when it comes to driving revenue for your business. Achieving consistent growth requires total buy-in and alignment across your org. That’s where a revenue team comes in. Join Drift and Clari for this session as they show you:

    1. Why establishing a revenue team is the best way to significantly grow your bottom line
    2. How a revenue team helps to align leaders from across your business in pursuit of a common revenue objective
    3. Real life examples of the impact of a successful revenue team
  • Shift Happens: How to Transform Your Buyer Engagement Strategy, NOW Recorded: Nov 17 2020 58 mins
    Julianne Thompson (Head of Sales Development @ Drift), Chad Nuss (Founder & CRO @ InsideOut)
    The world has obviously changed a lot in 2020, and to be a successful sales org, you have to be able to adapt and change with it. That means that you, as a sales leader, have to arm your team with the tools they need to adapt their buyer engagement strategy to a completely new normal. Join us for this session and you’ll learn how to:

    1. Set your sales team up for success as they approach selling in a post-COVID world.
    2. Tailor your outreach to each buyer’s changing needs
    3. Deploy relevant new sales plays in days, not weeks
  • Here’s Exactly How to Sell to the C-Suite Recorded: Oct 29 2020 57 mins
    Kyle Bastien (Director of Sales Enablement @ Drift), Devin Reed (Content Strategy @ Gong)
    When it comes to selling to the C-suite, you only get ONE shot. But the truth is, most sales pros aren’t equipped to nail these high-stakes meetings. That’s why Drift and Gong are sharing data-backed insights that will help you master the most important meetings in your pipeline, specifically:

    -The biggest mistake sellers make when meeting with senior decision makers.
    -Advanced selling tips for getting DMs to say “Yes”
    -Framework for navigating the true buying cycle
  • How to Enable Your SDR Team to Deliver Extreme Value to Your Buyers Recorded: Oct 27 2020 56 mins
    Julianne Thompson (Head of Sales Development @ Drift), Dan Gottlieb (Senior Analyst, Sales Practice @ TOPO)
    84% of SDRs fail to consistently hit their quota each month…84 PERCENT!!! I’m sorry, but I just can’t stand for that high of a number. Which is why for this first session of the series, we’ve teamed up with our friends at TOPO to help you increase your SDR team’s productivity. Join us to learn how to help your SDR team:

    -Prioritize and engage the right accounts at the right time
    -Learn the insights and techniques they need to boost their productivity
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  • Enhancing the Customer Experience with Conversational Marketing Recorded: Oct 22 2020 56 mins
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    With COVID-19 sticking around for the long-haul, Conversational Marketing solutions have become more important than ever. However, despite the rise in online experiences for buyers, there’s still a gap between what customers expect and the reality of what is being offered to them.

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    Join Mark Kilens and Matt Heinz (President of Heinz Marketing) for a discussion on how organizations leverage conversational marketing today, what benefits are they seeing, and what they see as the most effective part of their CM programs. You’ll learn about:

    1. The challenges that come from using Conversational Marketing solutions
    2. Research-backed solutions to drive your conversational marketing ROI
    3. How to apply these learnings into your own Conversational Marketing strategy
  • How to Create a Two-Day Virtual Event with 8,698 Attendees in Just Six Weeks Recorded: Sep 30 2020 55 mins
    Janna Erickson (Head of Events, Drift) and Mark Kilens (VP of Content & Community, Drift)
    In-person events are kind of a no-go right now…

    And with such a major demand gen channel taken off the table indefinitely, marketers everywhere are being forced to adjust on the fly to hit their numbers.

    So what do you do when you can’t bring prospects to your event? You bring the event to your prospects!

    Join our very own event pros, Janna Erickson and Mark Kilens, to learn how they put together a nearly 10,000 person virtual event in just six weeks after COVID hit. You'll learn:

    -How they built a virtual event from nothing to nearly 9,000 attendees in 6 weeks
    -How to create the energy of an in-person event in an online environment
    -Tips for breaking through the noise and driving demand to your online event
  • Unifying Your Sales and Marketing Teams With a Revenue Engine That Prints Money Recorded: Sep 24 2020 49 mins
    Tricia Gellman, Mariana Cogan, Saima Rashid
    SO much of a customer’s journey is now digital.

    Which means that we, as marketers, have to play an even bigger role in driving pipeline and business outcomes. It also means that we need to be fully aligned with the rest of the organization to become smarter in how we prioritize vital resources.

    In order to be truly customer obsessed, your digital efforts need to start and end with the customer. So we’ve partnered up with experts at PTC, 6sense, and People.ai to show you how to build a Revenue Engine – a comprehensive, account-specific marketing and sales strategy from the ground up. You'll learn:

    -Identify and prioritize target accounts showing intent
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    -Identify and replicate our ideal proven pathway to pipeline
  • CMO Roundtable: How Top CMOs Achieve Marketing Alignment With Their CEOs & Board Recorded: Sep 17 2020 46 mins
    Tricia Gellman (CMO, Drift), Ryan Bonnici (CMO, G2), Matt Heinz (President, Heinz Marketing)
    As marketers, it’s easy for us to see the value in what we do. But what about for the sales team? What about for the CEO and Board?

    For marketing to be seen as a reliable revenue-driver today, the onus is on CMOs to not only create programs that support the goals of the business, but to also communicate the efficacy of those programs to sales leaders, their CEO, and their Board.

    Join Tricia Gellman (CMO at Drift), Ryan Bonnici (CMO at G2), and Matt Heinz (President of Heinz Marketing) for a CMO roundtable webinar on how CMOs achieve marketing alignment with their CEOs and boards. You'll learn:

    -Anecdotes from our speakers on how they achieve marketing alignment
    -The core tenets to enable tighter alignment with sales, marketing, and company leadership
    -Common pitfalls that hinder cross-functional coordination and impede collaboration
Weekly webinars for marketing and sales professionals
Drift is a revenue acceleration platform that helps make it easy for your buyers to buy. Our conversational webinars are geared towards marketing and sales professionals that want to create a best-in-class buying experience that the modern B2B buyer has come to expect.

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  • Title: Shift Happens: How to Transform Your Buyer Engagement Strategy, NOW
  • Live at: Nov 17 2020 5:00 pm
  • Presented by: Julianne Thompson (Head of Sales Development @ Drift), Chad Nuss (Founder & CRO @ InsideOut)
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