Name: Uplevel Your ABM Efficiency
Start: 2023-03-22T17:00:00Z
End: 2023-03-22T17:50:21.000Z
Location: BrightTALK
Rating: 0

RollWorks, a division of NextRoll, Inc., offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks’ solutions address the needs of organizations large and small —from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com.

In today’s complex B2B landscape, hypergrowth-focused marketing leaders rely on account-based marketing as a critical strategy to increase pipeline and materially impact revenue for their organizations. But account-based experiences are only as strong as the data that fuels them.To navigate compounded economic challenges, businesses need acquisition strategies built on a strong customer-centric data foundation.

In this fireside chat, RollWorks’ President Mihir Nanavati and Postal’s Founder/CEO Erik Kostelnik will share how they built data-driven businesses that infuse customer obsession throughout the go-to-market strategy and the tactics today’s marketers can’t afford to ignore.
Join them as discuss:
- How to harness data to navigate ongoing buyer change and longer sales cycles to fuel growth
- Why a strong data foundation enables marketing and sales teams to systemize offline engagement and target high-quality prospects effectively
- How to capture more revenue by making strategic shifts in your marketing approach now

Account-Based Marketing on Fire

Is lead generation still relevant in 2023? Join revenue gen and marketing leaders from RollWorks and Drift for a lively roundtable webinar to discuss and debate whether leads are dead or not.

During the webinar, we'll get into:
- A deep dialogue around signals and what to focus on 
- If thought leaders killed the lead - what did they give us instead? 
- Will we ever stop arguing about leads being dead? 
- The role of account-based marketing as an alternative to lead generation 
- How to incorporate lead generation into your own marketing strategies, and pitfalls to avoid


The panel experts will offer their perspectives on these topics and more, sharing their experiences and insights. You’ll leave with a better understanding of the current state of lead generation and its potential for driving business growth.

Is the MQL dead? Should it be?

In 2023, when there are very likely fewer B2B purchases being made, no business can afford to ignore the signals that identify in-market buyers. A new approach to driving business growth, Buying Signal-Based Revenue Generation, has combined myriad first- and third-party buyer data with predictive capabilities to allow marketing to move beyond just MQLs. The future of revenue generation is here: you can now deliver five distinct types of ToFu signals to sales instead.

Join Jodi Cerretani, VP of Marketing at RollWorks, and guest speaker Malachi Threadgill, Principal Analyst for Account-Based Marketing at Forrester, as they walk through how to operationalize this powerful new approach to radically expand your ToFu. Finally give sales what they’ve been looking for: more at-bats (during a time where they need it most).

You'll learn:
- Why MQLs have always been important, but are no longer enough
- 5 signals sales needs to banish the cold call for good
- How to nail the multi-signal, non-MQL-only handoff
- The best automatic “next action” per signal to keep in-market buyers warm

How Buying Signal-Based Revenue Generation is Transforming B2B Marketing

Snowflake is one of those tech success stories we all know about and envy: Startup to IPO in eight years, one of the largest software IPOs in history, $6.5B in total assets as of 2022, and the list goes on. But what you may not know is that behind that rocket-ship-like growth is a small but massively sophisticated ABM program, led by Snowflake’s Sr. Director of ABM, Hillary Carpio and ABM Manager, Andi Quilalang.

Watch this 18-min session to get a behind-the-scenes look at the steps Andi and her team took in building inspirational ABM impact, including:
- The 3 key elements required to get started the right way;
- 5 steps to take your ABM program from good to great; and
- What’s next for Snowflake’s ABM program.

Snowflake: ABM From Startup To IPO (And Beyond)

Join this panel of experts from RollWorks, Calendly, Alyce & Drift as we discuss how to ABM-ify existing GTM strategies to build awareness with the right accounts, target accounts with high revenue potential, and increase conversion rates across the funnel.

You'll learn:
- What it takes to build an account-based foundation
- How to assess your organization’s readiness for ABM
- Why aligning GTM teams is critical in today’s complex buyer landscape
- How to use account-based tools to drive business value and success

ABMify Your Revenue Strategy: Your Secret Weapon for Sales and Marketing Success

In today’s landscape, B2B marketing challenges are complex, but the journey to close deals doesn’t have to be. With an all-in-one account-based platform powered by data and machine learning like RollWorks, customers are finding it easier than ever to identify, engage target accounts and measure success. 



In this deep-dive designed for all — whether you’re new to ABM or a master of your craft — Jodi Cerretani, RollWorks’ Sr. Director of Demand Generation, will provide real-life examples of how we find success with RollWorks and how marketers (and sellers) can apply best practices to optimize their own programs.

ABM 101: Building & Optimizing Your Program

Did you know ABM has helped 70% of B2B marketers align marketing and sales efforts to close business more efficiently?

To learn how you can make the partnership between your own sales and marketing teams sing, join RollWorks’ Sr. Directors of Demand Gen and SDRs in a lively discussion exploring the five pillars of marketing and sales alignment that help their teams work together in lockstep. It’s a don’t-miss session that’ll help ensure your own marketing and sales functions are working efficiently and effectively together to drive business results in 2022.

You’ll walk away with:
- Clarity on the five pillars and why they matter;
- The core characteristics of “best-in-class” partnerships between marketing and sales teams;
- An understanding of how to evolve your relationships from good to great; and
- Scalable strategies to ensure collaboration between teams — no matter how large.

The 5 Real Pillars of Marketing and Sales Alignment

RollWorks and Forrester have teamed up to create a powerful report highlighting how SMBs can invest in ABM as an overall engagement strategy. When alignment between leadership, marketing, and sales, becomes a priority, the results deliver a target account strategy with improved lead conversion rates, better customer retention and overall sales efficiency.  

In this webinar you will learn: 
Common challenges B2B marketers face and how ABM strategies can help
How to focus your initial ABM strategies to maximize revenue efficiency
The effectiveness of personalization, especially in a work from home environment
And more...

5 Surprising ABM Facts all SMBs Need to Know

Interested in experimenting with account-based marketing (ABM) but unsure where to start? Join Sagefrog and RollWorks for our webinar, Account-Based Marketing 101. This interactive discussion covers everything you need to know about getting started with an ABM strategy.

You’ll walk away with:
A clear understanding of ABM and how your business can benefit
Key steps for getting started with an ABM strategy
Proven tips for ABM success

Search Account-Based Marketing 101: What You Need to Know About Getting Started

Let’s be honest—ghosting happens to the best of us. And from a sales perspective, when a prospect goes cold (or doesn’t respond at all from the get go), it can hit extra hard. Especially as the race tightens to reach goals before 2022 turns into 2023. 

During these moments of prospect frustration, it’s time to double-down on customer obsession. 

In a recent report on the state of customer obsession, Forrester found that customer obsessed companies grow their revenue 3.4X faster than the rest! Why? Because customer obsessed = customer committed. And when you’re customer committed, prospect personalization is easier than ever. 

Join this panel discussion, led by RollWorks' VP of Sales Development, to hear actionable tips (that you can easily implement!) from sales leaders at Rollworks, Postal and Catalyst to level up your prospect personalization.

You'll learn: 
* How to embrace a philosophy of customer obsession and why it'll help you remain adaptable in today's ever-changing market 
* Why intent is the secret to real personalization (hint: your marketing team may already be reaping its power!) 
* Easily implementable account-based strategies to turn key prospects into key accounts

Ghosted No More: Top Personalization Strategies of Customer-Obsessed Sellers

As marketing teams prepare for an economic downturn, one approach is standing out for its ability to deliver high-impact results with speed: ABM. With an account-based approach, teams can focus their spend and target specific accounts with the highest fit, intent, and engagement to help drive revenue fast.

Join Kelly Hogan, Sr. Revenue Marketing Manager at RollWorks, in this masterclass to learn how to use ABM to scale growth across every stage of the buyer's journey. You’ll walk away knowing: 
• How ABM helps you make the most of your budget
• Key strategies to continue generating revenue during a down economy  
• ABM hacks to support your new business and post-sale goals

Why ABM is a Must in a Downturn Economy

Wouldn’t it be great if you walked into a store and were instantly greeted by a sales rep that already knew your interests and needs? That’s the new must for the B2B buyer journey: Personalized conversations at every stage. When buyers prefer to research and interact with companies on their own terms, avoiding complex websites, form-fills, and generic services and messages at all costs, your company needs to be available with fast, accurate, and relevant answers.

Join RollWorks’ Kelly Hogan and Drift’s Caitlin Seele as they share their best plays and strategies to help you deliver the personalized chat experiences today’s B2B buyers crave. With the power of predicting what’s useful to each customer’s journey in your own hands, you’ll be driving real-time conversational ABM in no time.

After this session, you’ll be able to:
- Create personalized experiences that are a must-have when it comes to B2B buyer engagement tactics;
- Automate conversations in a creative and scalable way; and
- Engage with prospects and customers the moment they’re ready.

Let’s Talk Conversational ABM: Why You Need Personalized Chat Experiences

On the road to revenue, one strategy is standing out not just for its ability to increase marketing and sales ROI, but also to drive pipeline and revenue goals: account-based marketing. In fact, three in four B2B revenue teams are turning to ABM, and if you aren’t one of them, consider this talk with RollWorks and Digital BIAS a must-attend session to learn why ABM could be your biggest opportunity to drive better results than ever before in 2023.
You’ll walk away knowing:
- The benefits of ABM (shorter sales cycle, higher win rate, higher deal sizes)
- How ABM helps you capture demand with the 5% who are in market today and create demand with the 95% that are out of market
- Practical tried and true ABM plays you can implement tomorrow to see results immediately

Landing Your “Sales Whale”: ABMified Revenue Strategies That Convert

As a modern, growing sales org's pipeline engine, sales development teams (and the pipeline they create) are paramount for long-term growth. Great leaders know that high-quality SDR management leads to high-quality pipeline, the foundation of continued success for not just the sales team, but the entire organization. 
In this panel discussion, seasoned sales and marketing leaders from Mindtickle, Atrium, Iterable, RollWorks talk through how to motivate and manage their SDR teams with data-driven strategies that sharpen the tip of the sales-funnel spear, create revenue, and drive growth. These leaders will hash out once and for all: 
Is sales development sales or marketing? 
How marketing and sales can partner together to improve the conversion of both sides of the funnel
What a well-tuned marketing and sales engine look like - i.e. what companies are killing it.

Mission: PipeGen - Sales Development Leadership In Growth Organizations

The perfect touch. As marketers, we’re used to driving toward the “just right”: the right conversation, at the right time, served to the right person, priming them to make the right decision in that right moment. But we’ve all been there, sending an email coming in a little too hot or pushing a nurture campaign that had, well, run cold. There’s a better way to meet prospects and customers where they are. If you’re interested in learning how getting it “just right” can be more than fairy tale lore, this deep dive into account-based marketing with RollWorks.
You’ll come away learning: 
1. A “good, better, best” approach to optimize your ABM strategies, regardless of your marketing sophistication or business size
2. How to align GTM teams and tactics throughout the customer lifecycle
3. How to measure the value of your efforts

When “Just Right” Just Works: The Goldilocks Effect of ABM

Get growth hacking tips to level up your ABM efficiency and drive results with fewer resources in this powerful 45-min webinar featuring RollWorks’ VP of Revenue Marketing, Jodi Cerretani, and SmartBug Media's CEO, Jen Spencer. Learn how to make a big impact quickly by simply modifying your targeting, leveraging your automation, and ensuring an in-market account never passes you by. 


You can expect to leave with real tactics designed to deliver results, despite your budget cuts!
Takeaways from this webinar include how to:
- Trigger pipeline-generating programs using tech, not people
- Use readiness signals to ID previously invisible in-market accounts
- “Hack” growth with retention and expansion plays

Uplevel Your ABM Efficiency

B2B Marketing

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Marketing and Sales Alignment

Account Based Marketing

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Demand Generation

Sales Acceleration

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