Name: Best Practices for Improving Sales Territory Management
Start: 2022-11-30T18:00:00Z
End: 2022-11-30T18:00:28.000Z
Location: BrightTALK
Rating: 0

Leadspace is the world's #1 B2B Customer Data Platform (CDP). The company powers leading enterprises like Microsoft, Salesforce and Trimble to find, create and accelerate closeable business. The platform is built on its B2B Buyer Data Graph and uses tens of thousands of buying data signals to build and operationalize a company's total addressable market (TAM), ideal customer profile (ICP), fit, intent and engagement models. Sales and marketing teams use the platform to give them a competitive edge so they know who their best customers are, understand their whitespace opportunities, and can dramatically improve the effectiveness of their sales and marketing programs. To learn more, visit Leadspace.com.

Eliminate guesswork and doubt for your sales teams when dealing with leads and building pipeline. Use data and AI/ML insights to inform “next actions”, such as which accounts to focus on, when to send a lead to inside sales, and where to spend your advertising dollars. Learn how identity resolution is the foundation for high-performing predictive models to work, what signals you should pay attention to, and how to work effectively across channels for best demand generation performance.

How to Use Identity Resolution and AI for Insights and Next Best Actions

Identity Resolution is foundational to creating accurate and complete buying teams within target accounts. It requires pulling data across personas, profiles, third-party, intent, and location sources. An identity resolution framework gives you a competitive advantage by associating buying signal data with each person and activating those personas within the buying teams. It is also critical to implementing a lead-to-account matching process, along with taking the guesswork out of targeting for marketing campaigns and sales prospecting. 
Learn what identity resolution is, what the key drivers are for precise data association, and best practices from the field, so you can assemble prospect buying teams swiftly and accurately.

Mastering Identity Resolution to Assemble Prospect Buying Teams

Sales and marketing teams know that targeting prospects is a slow and tedious process, given how incomplete and siloed profile data is for both sales and marketing teams. Having a single view of your customer/prospect data makes it easier to effectively target the right people at the right time, across the buying team. But creating accurate profiles, and matching them to the right accounts is complex and hard. Using a Customer Data Platform can instantly empower sales and marketing by blending siloed data and creating buyer profiles for individuals, buying groups, companies, and accounts. This lively webinar will cover key drivers and case studies for successful identity resolution implementations including anonymous web visitor discovery, personal-to-business profile matching, lead-to-account matching, and data unification across data sources.

Identity Resolution Explained: Profile the Right Prospects

Customer data platforms were originally designed with B2C marketers in mind, so they don't cater to the unique needs of B2B marketers. In B2B sales and marketing, you need to know who your best customers are, understand your sales whitespace opportunities and be able to seamlessly activate across both sales and marketing processes to personalize the end-to-end customer experience. You need to qualify, prioritize, segment your inbound demand and match them to accounts to optimize your funnel conversions. In addition, you need to get  insights and AI capabilities to promote customer personalization and consistent omnichannel marketing. A solid B2B CDP should be able to do all of this and it should help eliminate data silos, compiling everything into a unified company and persona buyer profiles to be accessed by essential departments, including sales, customer support, and marketing. 

Join us and learn more on what to look for in a B2B CDP!

How is a B2B CDP Different from a B2C CDP?

Does Sales complain about leads and bad data? Are phone numbers inaccurate or don’t get you to the right person? Are you missing key personas you require to close the sale?
If this sounds familiar, join us to discuss. You’ll hear about best practices for improving your database and sales funnel and be presented with an offer you won’t want to refuse.

How to Improve Your Prospect Database and Save 50% Annually

Three out of four B2B sales and marketing teams rely on intent data to prioritize ABM outreach. Intent data provides insight into which companies are searching for you and have intent to use your product type. While that’s useful information, it simply doesn’t paint the full picture necessary to target the best deals in the B2B world. Teams that use intent data have an advantage as they can have a better understanding of which companies are ready to buy. This webinar will explore the types of intent data and how to combine them with other signals to avoid the pitfalls that happen to those who are unaware.

B2B Intent Data: How to Generate Closeable Leads Faster

Today’s highest-performing growth engines are leveraging AI with predictive, intent, persona and engagement signals.  See how the Informatica team harnessed Leadspace Revenue Radar in their state-of-the-art marketing engine to drive 50% of net-new pipeline. Leadspace and Informatica will share best practices in utilizing AI to create real-time profiles, target accounts with the highest buying propensity, build persona-based segments/campaigns and fuel sales to qualify and close demand.

Informatica and Leadspace: The AI-Driven Growth Engine

30% of sales and marketing teams that get started with AI face alignment challenges across the organization. Implementing AI means new processes and a different way of working. Change acceleration is important and means you’ll have the ability to pivot quickly. Learn the key steps to getting a shared vision and alignment across sales and marketing and how to implement quickly for an agile approach.

How to Get AI Working in Sales and Marketing Fast: Accelerating Change

Leading businesses are increasingly implementing AI models for revenue operations in order to correlate activities with their revenue outcomes. Sales and marketing teams want to focus on the outcomes and use those outcomes. However, most businesses don’t understand that a consistent approach to revenue profiling and operations is the prerequisite to unlock the full value of their AI models. Join us to learn more about how to have an agile process and where to focus for the biggest impact.

Best Practices for Tuning Your AI Models

Take the guesswork out of campaign segmentation and territory prioritization. Put your resources on your best targets and see a 5-10x lift in pipeline. Learn how data on intent, account fit, persona, and engagement can help you create dynamic territories and campaign segments to be responsive in real time. Join this webinar on the foundational steps to getting started.

Get Started with AI Targeting for Sales and Marketing

Four out of five companies struggle to have AI-ready data and AI is not effective without the right data. One of the top challenges B2B teams face is a lack of well curated data and matched company and person profiles that include critical data fields that are the cornerstone for driving sales and marketing AI driven workflows. Join this webinar to learn where to start your data  journey, what are the top use cases to investigate, and how to determine where to invest.

Get Your Customer and Prospect Data AI-Ready

The use of AI can be scary for marketers. And some sales professionals don’t trust the leads that marketing sends over from AI-driven lead programs. But AI can be used to manage and predict who will be your best customers, boosting marketing and sales  efficiency and effectiveness while reducing costs. Join Katie Linford and Marge Breya as they demystify the AI black box. By attending, you will better understand who’s using these technologies, how they are using them successfully, and the pitfalls to look for.

The Survival Guide To Sales & Marketing AI

Set up your sales teams for success. CDPs are critical to account-based marketing and selling and are critical to improving pipeline and closing sales. Marketing is usually in the driver's seat when it comes to CDPs but Sales can be too. CDPs give them the ability to see their total addressable market, which companies are in market now, and who on the buying team they should focus on, and what that individual is up to. Join us for this webinar to see how your sales teams can do the same. It’s that easy!

3 Ways Sales Can Use a CDP to Improve Account-Based Selling

Companies who use segmentation are seeing a 60% increase in pipeline. What’s stopping you from seeing similar results? If you’re not already using market segmentation techniques and would like to, then make sure you’re doing it the right way. You can use segmentation to improve your marketing campaigns and the performance of your sales team and sales plays. In this webinar, learn how to properly segment your customers and market to increase pipeline and maximize revenue.

How to Build and Maintain B2B Buyer Profiles for Market Segmentation

This session will cover how to choose the best CDP for your business and what to look for, including how to:
*  Unify first- and third-party data to build closeable pipeline.
*  Understand your total addressable market and best whitespace opportunities.
* Improve your data accuracy across both sales and marketing.
* Optimize your lead-to-account mapping.

Lastly, we'll walk through a short demo to show what CDPs can do live and in action.

How to Choose the Right CDP for Your Business

Choosing sales and marketing accounts based on gut just isn't enough anymore. To be successful, it all comes down to identifying your TAM and buyer profiles at the person, account, and buying center levels. In this session, learn how to segment, score, and prioritize entire buying groups – as well as individuals within accounts – instead of just accounts. Armed with this information, you will find it so much easier to target the right people, with the right campaigns, at the right time – before your competitors do!

How to Double your Account-Based Marketing Performance

Reliably finding, creating and accelerating closeable business is at the heart of building a corporate growth engine. Leveraging a real-world case study, Bob Strohmeyer will share best practices for building a marketing engine that can double marketing-generated opportunities. He will discuss how to utilize AI to create real-time profiles, target accounts with the highest buying propensity, build persona-based segments/campaigns, and fuel sales to qualify and close demand.

Build a Marketing Engine to Double Marketing-Generated Opportunities

Creating sales territories, assigning them to reps and monitoring their performance can be slow or never-ending. At best, the process is a combination of intuition and internal data analysis but the result is often inequitable sales territories. It’s the reason why turnover is high and so many sales reps struggle to meet their numbers. This webinar will walk you through the ways in which a CDP can help you create a strategy to manage your territories, based on data. Ensuring equitable territories means your sellers hit their numbers.

Best Practices for Improving Sales Territory Management

Customer Data

Customer Data Platform

Sales Development

Demand Generation

Data Management

Territory Management

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.

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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.

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Best Practices for Improving Sales Territory Management

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