How to Align your Sales and Marketing Teams for More Revenue

Uncertain times call for going back to the basics, while staying nimble to respond as the
situation keeps evolving in your industry. Marketers in every industry find themselves in a
surreal situation today with the health crisis and potential financial crisis staring at us.
Now more than ever we need to build a content marketing strategy that not just wins the
attention of our audience in a highly competitive environment, but also finds a way to make lives easier.

The 4 components to craft such a successful content strategy involve the need to have a
deep understanding of the: 

1. Questions the user would ask as they move through the buying journey
2. Buying journey
3. Channels where users spend time seeking solutions to their biggest challenges
4. Data that will give you insights into how users are engaging with your content

Join this webinar to access best practices and frameworks to:
 Build a content strategy that revolves around the users’ needs
 Identify the right distribution channels for each phase of the funnel
 Data you should collect to help you optimize your content strategy

With the current global crisis, marketers will need to approach marketing differently as we move forward. The temptation may be to stop marketing, creating or speaking to your audience. However, we must continue to prepare for growth and look to the future. This presentation will focus on content strategies marketers can implement when a crisis tempts you to stop marketing or pause your efforts. The goal is to pivot, not pause.

Attendees will learn:
-The importance of assessing your current content
-Creative ways to repurpose content for the current situation
-Strategic tactics for connecting the dots for business development
-How to look for opportunities and leverage your company’s content

How many marketers could answer complex questions like “Which 2 campaigns are demonstrating more than 10% growth in number of opportunities quarter over quarter?” 

Among the organizations we’ve surveyed, maybe two out of ten. 80% would have to wait for a data analyst to create a report, a very manual human-to-human process. What if a machine-to-human AI approach could deliver those insights in seconds and without any manual work or asking questions?

It’s time to solve the “last-mile” problem of user adoption and reduce dependence on reports and dashboards. Join this session to learn how one CMO went from 13-months-prep-time-for-the-annual-report approach to:

Scaling BI and analytics tools beyond analysts to regular marketing users
Leveraging AI and ML to automatically surface and deliver business insights
Interacting with data through natural language audio-visuals instead of creating more reports and dashboards

Also, learn how the largest energy drink manufacturer, largest global pharmaceutical company, and the largest exporter of Californian wines are solving these challenges.

Content marketing is never easy even in the best of times. B2B audiences have little time, little tolerance for anything but the most relevant and compelling material, and timing is everything (i.e., if it’s not the right time, don’t bother me!).

Today, of course, we’re not exactly living through the best of times. Amid the onoing pandemic, B2B buyers are dealing with extreme market disruption and a fundamental rethink of where their businesses go next. Every industry and every account is different but overwhelming uncertainty is everyone’s new normal.

In this context, how can we develop and deliver content that counts? What are our customers and prospects looking for, how can we know, and how can we be most helpful in this most stressful of times? We’ve already pivoted to deal with the lockdown; how should we think about content marketing for the rest of this year and beyond?

Join ITSMA’s Rob Leavitt to explore what’s working now and what’s next for content marketing as we begin to shift from immediate responses to the COVID-19 crisis to the “next normal” of ongoing uncertainty. Rob will showcase effective new approaches and explore longer term guidelines for successful content marketing in a constantly changing environment.

Many of us are exposed to the adage to constantly think outside the box.

However, if we pause for a moment and recognise that our ‘new normal’ has resulted in not just us experiencing isolation, but also our budgets. We tend not to venture thinking inside the box because we are consumed with what’s outside it.

The evolution of content during a crisis is forcing us to re-evaluate, repurpose & refresh what we have spent hours initially creating. Great content has the potential to stay relevant for evergreen use.

Join this session and take away insights from the following:

The 3 Cs (contact-centric content) and how to re-build this view
The content conundrum – how to re-purpose the content strategy
The migration of content consumption during a crisis

Join us for a behind the scenes look at BrightTALK. Nick Fagan will provide an overview of how we work with marketers to support their content and demand marketing goals.

You'll get to see how our technology works to support webinar, video and virtual event strategies in light of COVID-19 and you can ask any questions live.

Social media, data analytics and artificial intelligence are all changing how marketers are connecting with their customers—are you ready for the revolution? This panel will explore the ways in which new technology is forcing marketing teams to rethink their practices, spanning everything from building the brand to developing new campaigns. Join us for a lively discussion that will help you drive your organization into the next decade.

Join the Conversation to Learn:

- How does social media affect brand/campaigns/engagement?
- How are AI and analytics impacting campaigns?
- What role does personalization play, and how can I make it happen?
- What compliance requirements do I need to worry about?
- How are internal relationships and networks affecting the marketing team?

Moderated by Melanie Turek, VP Research and Fellow - Connected Work, Frost & Sullivan

Panellists
Janice Dru, Senior Marketing Director, Cambridge Innovation Center
Christie Post, Marketing Director, Hypergiant
Ray Renna, US Marketing Director, IVI RMA GLOBAL

Every demand gen marketer knows how complex the marketing mix has become—every day you get a LI message, cold email, or ABM outreach about how X new tool can get you Y% more leads. It’s incredibly exciting, but it poses a challenge. When constrained by time, resources, and budget, how do you grow acquisition meaningfully and scalably?

During this webinar, I'll share seven tenets I've learned in my experience leading demand generation for two high-growth SaaS companies. Whether you're just starting out or looking to deepen your marketing know-how, you'll discover how to keep yourself grounded with strategies and tactics that drive results.

Being a successful DTC marketer isn’t about relying on a silver bullet or mastering one paid channel. I'll show you how to think holistically about the sales and marketing funnel, develop a multi-channel approach, and accelerate sales pipeline. Register now!

Customers are demanding intelligent omni-channel engagement. Marketers are expecting satisfying and challenging work experiences and rich career opportunities. Businesses require profitable organic growth.

Read how to achieve all of the above through cross-functional work teams in an integrated marketing ecosystem!

Absent compelling content, the most carefully designed campaigns fall flat. The challenge, of course, is that our customers and prospects are inundated with content and tune out all but the most timely and relevant material. And the C-suite audiences we all want to engage are the toughest of all.

Marketers obsess over the newest tools and channels (TikTok, anyone?) but what we say is at least as important as how we say it. Yes, we’re all moving to more video and interactive (as well as back to direct mail), but how can we ensure that the core of our campaigns is substantive content that our audiences actually care about?

Crafting compelling content, especially for executive-level audiences, is no simple task. Join ITSMA’s Rob Leavitt and Optum’s Leslie Cozatt to explore what the most skeptical buyers are looking for and how the most successful marketers are developing and using C-suite thought leadership content to accelerate demand in the most challenging markets.

Simplify your demand generation process by breaking it down and focusing on the components that matter most. Dividing the process into 4 steps, you can create an effective demand generation strategy that will drive interested leads into your sales team's open arms. Rather than chasing potential customers down and selling them on the same value propositions you and all your competitors are using, consider what it will take to make them chase you.

· Define your audience

o Maximize the effectiveness of your campaigns by starting with understanding the needs your product satisfies, and who will benefit most

· Gather insights

o Consider how and where your audience spends their time to identify what their interests, needs, or parallel pain points they may suffer from are

· Demonstrate value

o Create compelling content that attracts them to you and demonstrates value – something that will make your audience say thank you

· Set the bait

o Lastly, use your content and leverage targeted marketing channels to drive leads to you

Bios:

As General Manager of Contrast Digital, Keith directs all marketing activities and has a track record of successfully growing client revenues and lead volume quarter over quarter. He has had his insights featured in publications like Forbes, Entrepreneur Magazine, Sales and Marketing Magazine, and HubSpot Sales to name a few.

Specializing In digital demand generation, Dennis has been in the marketing industry for nearly a decade. He has worked on campaigns across industries including software, professional services, and construction, executing campaigns that have helped drive leads in excess of $20M in potential revenue.

Presenters:

Keith Johnstone, GM, CMO, CDO, Contrast Digital Marketing

Dennis Le, Digital Demand Generation Manager, Contrast Digital Marketing

Whether you are in sales and marketing you will be aware of the growth and adoption of LinkedIn. LinkedIn is now the preferred platform of choice for many when it comes to lead generation.

You may be using the platform for content sharing, advertising or brand awareness. This webinar outlines why you should consider LinkedIn for direct lead generation, too.

Rod Sloane will be sharing

Three key insights
Five key questions

that you should be asking your sales team to improve their LinkedIn cold prospecting to build your early pipeline activities.