Name: 2025 Federal playbook: strategy, cycles and how to stay ahead
Start: 2025-05-29T15:00:00Z
End: 2025-05-29T15:00:33.000Z
Location: BrightTALK

Providing B2B Lead Generation Services Since 2002

memoryBlue has established a reputation as a trusted B2B lead generation company for businesses looking to enhance their sales performance and increase their customer base.

memoryBlue proudly maintains a global presence with strategically positioned offices in the United States, London (UK), and Singapore, enabling us to cater to clients not only in these regions but also across LATAM, EMEA, and APAC. Our diverse and multilingual team ensures comprehensive coverage and support for businesses worldwide.

For well over 20 years, our team of highly skilled sales professionals has been effectively filling sales pipelines. Thanks to our proven track record of success, memoryBlue has provided B2B lead generation services for numerous clients to achieve their sales objectives and drive business growth.

As we head into 2026, one thing is clear: the sales leaders who win won’t be scaling with yesterday’s tactics. They’ll be rewriting the playbook—prioritizing smarter outsourcing, bold leadership, and a human-first approach to AI. 

In this future-focused session, Lauren Bailey, CEO of Factor 8, joins memoryBlue’s Josh Francis and Jason Smith, moderated by Michelle Galatis, to unpack how top-performing sales organizations are evolving. From the rise of outsourced SDR models to the redefinition of sales metrics, this panel will break down the biggest trends shaping the year ahead. 

Together, they’ll offer predictions on: 
-The rise of strategic sales outsourcing as a core GTM growth lever 
-Why leadership development will be 2026’s most valuable investment 
-How AI will augment SDRs while preserving the power of human connection 
-The shift from activity metrics to outcome-based performance 

Whether you're scaling an SDR team, exploring outsourced solutions, or reimagining your GTM motion, this session will give you the insights and frameworks to build a sales engine fit for 2026—and beyond.

2026 sales predictions: what the winning playbook will look like

From selling skis at Deep Creek Lake to leading sales at Carson & SAINT, Patrick DiGioia’s career is proof that the right foundation can take you anywhere.

In this episode of People Behind the Pitch, Senior Account Executive Aaron McCann sits down with Patrick to talk about what it takes to build confidence early, lead with empathy, and stay grounded through growth.

They’ll discuss the lessons that shaped Patrick’s journey from SDR to Director of Sales, how mentorship and structure fueled his success, and why coming full circle in his career feels like the ultimate win.

People Behind The Pitch: From the slopes to sales leadership with Patrick DiGioia

When sales needs to break into new territory, expand into a market, or build momentum for a new business line, marketing has to act as a force multiplier. The challenge is doing that when budgets are flat and teams are stretched thin. 

In this webinar, Flo Broderick, CRO at General Index and Nicola Anderson, CMO, Coach and Advisor, will share how they align sales and marketing to create pipeline momentum and drive revenue growth. Joined by Catarina Hoch, Head of Marketing at memoryBlue, they explore what it takes to balance day-to-day demand generation and brand programs with the agile, campaign-driven support sales needs to stay ahead. 

From generating qualified leads and warming target accounts to providing the campaign air cover that helps reps close faster, you’ll hear how organizations can extend their reach through outsourced or shared marketing resources that keep sales moving without adding headcount. 

Whether you’re part of a startup or a large enterprise working lean, you’ll walk away with practical frameworks and real-world examples for doing more with less...and keeping sales momentum strong.

Marketing that keeps sales moving forward

What happens when Sales and Marketing leaders align on a bold outbound strategy? For Qualpay, it meant transforming sales development from a persistent pain point into their #1 source of closed deals—fueling $244M in pipeline and $115M in revenue. 

In this interactive fireside chat, Elisabetta Cattaneo, (VP Marketing, Qualpay) and Cari Jaquet (CMO, memoryBlue) and share the real story behind that transformation. Together, they’ll unpack what worked, what didn’t, and the practical lessons Revenue leaders can apply to accelerate growth in their own organizations. 

Join us to learn: 

-How Sales and Marketing partnered to redefine outbound success 
-Why Qualpay’s first outsourced sales attempt failed—and how they fixed it 
-The frameworks that turned SDRs into an extension of their revenue engine 
-Actionable takeaways for scaling pipeline in complex, niche markets 

This isn’t theory. It’s a candid conversation between two leaders who’ve done it—and are sharing how you can too.

Inside Qualpay’s $115M growth playbook: a fireside chat for revenue leaders

When it comes to international expansion, the playbook looks different in every region. What works in the US can backfire in Germany. What scales in EMEA might stall in APAC. And hiring locally? That’s just the start. 

In this fireside chat, we’re bringing together memoryBlue global leaders — from both North America and EMEA — alongside a customer who’s led multi-region growth firsthand. Together, they’ll unpack the real stories behind smart expansion: what worked, what didn’t, and what they’d do differently.   

You’ll walk away with: 
- First-hand insight into what makes or breaks a regional rollout 
- How regional teams sync (or clash) with HQ — and what actually enables smooth cross-functional execution 
- Hidden pitfalls companies face when entering EMEA, APAC, or North America 
- Proven frameworks for launching and scaling across markets 

This is a behind-the-scenes look at global growth from people who’ve done it, supported by insights from 1.4M+ data points in our industry report. 

Speakers: 
- Manjit Dhillon, European SDR/Inside Sales Leader, Vertex 
- George Walshe, Managing Director, EMEA, memoryBlue 
- Jake Cerulli, Head of North America Sales, memoryBlue 
- Johanna Prieto, Global Head of Customer Experience, memoryBlue

Selling across borders: real lessons from 1.4M global touchpoints

Seasonality doesn’t have to stall your pipeline. While holidays and market cycles can slow buyer activity, top-performing sales teams use this time to outpace competitors and gain traction with key accounts.

Join memoryBlue for this fast-paced, tactical session where we reveal the top 5 ways to succeed during seasonal slowdowns. Whether your team is navigating holiday lulls or adjusting to changing work patterns like WFH, you’ll learn actionable strategies to sustain momentum and keep deals moving.                                                                                                                                   -How to identify and focus on accounts that are most active during seasonal dips
-Proven tactics to double or triple outreach efforts without burning out your team
-The role of technology in helping you prepare, pivot, and execute smarter campaigns
-Strategies for refining your Ideal Customer Profile (ICP) to align with market rhythms
-Creative ways to keep pipeline healthy and your reps motivated during quieter months                                                                                                                                                 Don’t let seasonality catch you off guard. Walk away with a game plan to turn “down time” into your team’s biggest competitive advantage.

Top 5 strategies to crush seasonality in sales: how to stay ahead when everyone else slows down

In this episode, we are joined by memoryBlue Alumni and former customer Albert Tejera, now serving as the Director of Sales, North America at CheckIt. Albert shares valuable insights into his career journey, the evolution of his sales approach, and the impact of niche technology in modernizing industries that have traditionally lagged in digital adoption.

Albert provides a closer look at how CheckIt is transforming manual, outdated processes such as pen and paper restaurant operations into efficient, technology-driven solutions. He discusses what it is like to sell to diverse buyers across industries, why niche technology deserves more attention, and how his own professional path pivoted in response to the pandemic.

This is a must-watch conversation for anyone interested in sales, career growth, and the power of digital transformation in overlooked markets.

People Behind The Pitch: Driving digital change with Albert Tejera

In this high-impact training session, Josh Braun breaks down the secret to more effective cold calls: detachment, curiosity, and problem discovery. 

Instead of pitching and persuading, learn how to "poke the bear" with neutral, thought-provoking questions that reveal pain points and create real conversation. Through real examples, live coaching, and sales psychology, Josh teaches SDRs how to relax, sound more human, and book more meetings by sorting, not selling. 
Perfect for new and experienced reps alike looking to level up their cold outreach game. 

Key takeaways: 
- How intent shapes tonality (and how to fix it) - The power of neutral questions and problem-led discovery 
- Real cold call examples and live roleplays - How to build a prospect list that converts 
- Why “solutions have no value without problems” For SDRs, AEs, sales managers, and anyone who’s tired of pushy, ineffective cold calls.

Stop pitching, start poking: sales training with Josh Braun

Sales plans aren’t failing because teams are lazy—they’re failing because the playbooks are outdated. 

In this candid conversation, Mark Ward, Managing Consultant at Revenue Arc, and Glenn Haertel, Global Head of Sales at memoryBlue, unpack what it really takes to build high-performing sales teams in today’s complex, fast-moving environment. 

They’ll explore: 
-Qualification as a dynamic, CRM-integrated process—especially traditional frameworks like MEDDICC often fall short in navigating today’s long-cycle, complex B2B deals. 
-Avoiding common mistakes in scaling your revenue engine by understanding what true growth enablement looks like—from go-to-market strategy and team structure to talent development and sales tech alignment. 
-Where AI fits (and doesn’t) in the real-world sales development mix 

This session isn’t about theory—it’s about what works, what doesn’t, and how to stop spinning your wheels. Join us for a grounded and honest discussion about building sales systems that can actually scale in the current market environment.

Rethinking the sales playbook: what today's sales teams actually need

Global expansion sounds like a growth play—until it becomes a drain on your resources. What many revenue leaders underestimate isn’t the opportunity—it’s the operational complexity: from navigating labor laws in Germany to understanding relationship-driven sales in Japan. Scaling a sales team abroad without the right strategy can lead to skyrocketing costs, cultural misfires, and compliance headaches. 

Join Chris Doggett, Founder and Owner of Revenue Process Improvement, Hannah Allen, Managing Director and Ryan Briggs, Global Account Executive & Sales Team Lead at memoryBlue, for a frank and fast-paced discussion on how to build high-performing international sales teams without burning through budget—or leadership bandwidth. 

Drawing on real-world lessons and battle-tested insights, this session will cover: 

Why copy-pasting your U.S. sales playbook rarely works overseas 
-The hidden costs of international hiring, payroll, and compliance 
-How cultural misalignment can stall momentum—and how to avoid it 
-Why Employer of Record (EOR) platforms solve some problems but create others 

Whether you’re entering EMEA, APAC, or LATAM, this webinar will equip you with the frameworks, tools, and tactical guidance to scale smart—so you’re not just going global, you’re going profitable. 

Who should attend: 
 Revenue leaders, Sales VPs, Ops Directors, and Founders at fast-growing B2B tech companies ready to scale internationally without costly mistakes. 

Can’t afford to get global expansion wrong? 
 Then don’t miss this conversation. Your next market might be half a world away—but the roadmap to success starts here.

Global expansion - how to build a sales team overseas, overnight

As the federal landscape undergoes rapid shifts—from policy changes and procurement reforms to evolving workforce dynamics—government contractors must recalibrate their go-to-market strategies. This dynamic panel discussion brings together seasoned experts in national security, business development, and public sector communications to explore how companies can thrive amid change.

Key takeaways include building agile and diverse talent pipelines, adapting marketing and messaging to resonate in a tech-forward, AI-powered procurement environment, and leveraging strategic partnerships to fast-track federal engagement. Whether you’re new to public sector sales or scaling an established presence, this session delivers actionable insights on aligning with federal priorities, navigating compliance with confidence, and unlocking opportunity through community and collaboration.

Navigating Federal Transitions: Talent, Tech & Teaming Insights

In the inaugural episode of People Behind The Pitch, memoryBlue’s Aaron "Big Country" McCann sits down with Manoj Jasra, a seasoned sales and marketing executive and memoryBlue customer, to uncover the strategies driving success in today’s tech landscape. With years of experience helping businesses scale and optimize revenue, Manoj shares his expert insights on:

-The evolving role of sales and marketing alignment
-Leveraging data to drive smarter decision-making
-Winning strategies for tech sales teams in a competitive market
-Lessons from his own journey in leadership and growth

Whether you're a sales professional, entrepreneur, or executive looking to sharpen your approach, this session will leave you with actionable takeaways to accelerate your business.

People Behind The Pitch: Unlocking Growth Strategies in Tech Sales

Sales Development Representatives (SDRs) are the driving force behind effective lead generation and sales pipeline growth, yet their potential is often underutilized.  

 

In this fireside chat, CRO Dean Hickman-Smith shares his approach to growing revenue and shares proving strategies for optimizing SDR programs to deliver measurable results.  

 

Moderated by Aurelien (AKA Ray) Mottier, President of memoryBlue, this talk covers: 

 

The critical role of SDRs play in modern sales organizations 

Are SDRs an extension of marketing or a sales partner? 

How to align SDR teams with organizational goals for pipeline generation and intelligence gathering 

Lessons on SDR deployment from global organizations 

How technology and AI are shaping the future of SDR functions

Maximizing the Impact of Outsourced SDRs: Lessons from a CRO's Playbook

Navigating the modern B2B tech buying cycle is more challenging than ever. Buyers are conducting more self-guided research, expecting highly personalized, relevant interactions when they do engage with sales. Meeting these elevated expectations requires more than just great sales techniques—it demands strategic collaboration between marketing and sales, fueled by actionable insights from intent data. 

In this session, Jat Hayer, SVP of Sales, EMEA (Informa TechTarget), and Aurelien Mottier, President (memoryBlue), will share insights and strategies on how industry-leading organizations leverage real purchase intent data to identify in-market accounts, engage key buying team members, and tailor outreach so it resonates. 

This session will cover: 

• How marketing can equip sales teams to meet buyers where they are in their journey. 
• Practical ways to use intent data to build personalized, contextually relevant outreach. 
• Real-world examples of how B2B tech industry leaders are driving alignment and achieving results through intent-driven strategies.

Exploring Intent Data: Driving Revenue through Insights-Driven Strategies

In today’s shifting federal sales landscape, the game is longer, the stakes are higher, and the old playbook no longer applies. 

In this 30-minute panel discussion, memoryBlue’s Head of Customer Experience, Johanna Prieto, moderates a candid conversation with three public sector experts — Ron Cooke, Beau Vrbas, and Luke Rutigliano — who are in the trenches every day, supporting organizations selling into complex, long-cycle federal deals. 

Together, they’ll unpack what’s really happening inside federal agencies in 2025 — and what top-performing teams are doing differently to win.

2025 Federal playbook: strategy, cycles and how to stay ahead

Sales Acceleration

Federal Government

Sales Development

Sales Cycle

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2025 Federal playbook: strategy, cycles and how to stay ahead

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