Leveraging the Sales Development Team to Convert your Campaigns

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.

With the ever-rising audience expectations and constant changes in technology and regulations, today’s landscape can feel more like a minefield than a greenfield for marketers. But what may initially appear as challenges, can be opportunities for you and your team to change your approach to campaigns and uncover new ways to meet your department and company goals.

Resister for this webinar to explore:

The growing number of considerations for today’s landscape
How technology can help – or hurt – your marketing campaigns
Tips and tricks for optimizing cross-channel campaigns

Lauren Pettiglio is a B2B marketer with nearly 10 years of marketing automation and campaign management experience. From strategy to analysis and reporting, her passion for demand generation has driven many creative solutions to challenges felt across industries. When she is not planning the next campaign or determining the best way to automate a process, you’ll likely find her singing along to a Broadway musical soundtrack.

Demand generation is a critical input to the sales process, but with competition on the rise and sophistication in martech stack, B2B demand generation has never been more complex. Fortunately, along with the swell of competition, a whole host of digital marketing tools have arrived as well. This has made generating leads both more complex and if done correctly, more effective. However, myths still continue to plague the whole demand generation process—confusing even the smartest marketers. In this webinar, we’ll look at debunking myths that lead to wastage of effort and money, so you can focus your efforts on your demand generation best practices.

About Sowmya Moni:

Sowmya is responsible for driving marketing & communications for Incture’s (www.incture.com) portfolio, globally. She has 20 years of marketing and product management leadership experience launching brand awareness, demand generation and sales enablement programs and campaigns at both start-ups and Fortune 500 companies such as HP and Oracle.

Sowmya holds an MBA from Management Development Institute, Gurgaon and a B.Com Honours degree from Delhi University, India. She also holds a PMP certificate from PMI.org and a certificate in Digital Marketing from Columbia Business School. She’s an active PMI global volunteer, CMO Council Member, and advocate for Gender Inclusivity in the Workplace.

About Incture

Incture® is a digital systems company and we deliver solutions with speed and at scale to address our customers’ complex business challenges. We are one of the largest providers of Digital Applications and Technology Solutions on SAP Cloud Platform and SAP On-Premise Platform. Incture is headquartered in Bangalore, India with offices in NA, SEA and the Middle East. We are currently serving more than 90 customers globally, many of which are on the Fortune 500 list.

The increasing role of digital and big data technologies in advertising has disrupted traditional ad agency business models. As advertisers consider how to confront these new challenges, a myriad of technology platforms can offer a variety of Ad/MarTech solutions.

Approaches like content marketing, reviews & recommendations, and social or influencer marketing are all considered viable ways to drive impact. But as advertising continues to decline, it’s Influencer marketing ($10BN industry in 2020) that has shown the greatest potential to reverse the trend of ad-fatigue, use of ad-blocker technology, and changing consumer behaviours of the new digital and mobile-only generation.

Take one look at the media landscape, and the bold new pioneer on the horizon is Influencer Marketing. But while it’s blazing new trails as the newest, boldest player in the advertising scene, it is often grossly misunderstood. Some point to its revolutionary successes. Others criticise its ineffectiveness. Leaving many with the perception that Influencer Marketing is simply a gleaming, glossy riddle wrapped in a mystery inside an enigma. Real observers know the truth: this pioneer has proven to be the only marketing discipline that delivers tangible consistent results for brands. And yet significant knowledge gaps on both the brand and creator sides keep the misconceptions alive.

Partnering with influencers is already familiar to us, but the market is undergoing constant change: Brands must continually evolve their strategies accordingly. The space is rapidly expanding as influencer types have proliferated and consequently fill every conceivable niche and sub-niche interest.

Each of these types offers distinct benefits and trade-offs for brands. But how to create a meaningful scalable program that folds into the entire marketing stack?

Here’s how: with date, insights, and a human touch.

For every B2B marketer who ever wondered 'why should B2C marketers have all the fun?', the 2010’s had all the answers. We got to learn frameworks such as inbound, ABM, conversational marketing, talk triggers and had access to technologies that helped us achieve those goals.

So, what’s next? Evoking strong emotions among your users/prospects for your product is the future for B2B companies, and the Product Led Growth (PLG) framework, combined with building communities is how you get there. Marketers should look at adopting specific elements of PLG’s framework whether you sell to SMBs, Mid-market or Enterprise businesses. PLG will soon become a basic expectation, like Inbound became a few years ago.

At the heart of PLG is the approach of giving users the ability to easily experience the product before the paywall and equip them to appreciate the value in the trial period or trial version. While companies have begun finding their stride with successful sales-marketing alignment, the stakes how now increased, the future is going to be about sales-marketing-product alignment.

Join this session for:

1. A quick introduction to PLG and how it will take you further along in the journey to higher personalization and higher organizational alignment

2. An approach to generating demand with traditional approaches, with some creative nuances, as you set yourself up for PLG

3. Build alignment with technology/product teams to structure data to move to PLG

4. A guide to building ‘tribes’ by connecting audiences with each other and with your company around theme of the problem you are solving for them

5. A recommended approach to structuring your team

6. Metrics you should track to measure performance

“For over 40% of marketers, proving the ROI of their activities is their company second's biggest challenge (after lead generation).”

Sources: CMO Council, Deloitte



In this DIY "Revenue & ROI Audit” webinar you will learn in 10 steps how to self-audit your true marketing ROI in 2020 – based on your CEO’s commercial goals – to then plan how to improve on those month after month. We will focus on YOUR specific goals and ROI, combining practical steps and templates, so that you leave this 45-min webinar with your own Dashboard to then apply to your team: from AS-IS to TO-BE… aiming to boost your marketing ROI from 0-200% to 500%



After more than 20 years helping SMEs and blue chips in various B2B sectors to grow their marketing ROI, international consultant & coach Philippe Ruttens will share tools, sources and his approach to audit your marketing campaigns and operations both through quick wins and long-term transformation. Whether your KPIs and goals are more focused on campaign ROI, profitability, team efficiency, customer engagement or brand trust, you will learn concrete steps and to measure and consistently increase your marketing team performance.



This will be a dynamic exercise that will benefit you in three ways:

1. Measure & benchmark your core KPIs based on your 2019 performance and commercial goals -> AS-IS

2. Refine your 2020 vision, ROI & Revenue targets -> TO-BE

3. Prioritise next steps to build a simple roadmap to accelerate this new year



The best 45 mins of your 2020 career: Increase your team & ops performance, from campaigns to content and channels, at both a “next quarter” quick-wins level and for the next 12-18 months.

The Marketing technology landscape is an endless shelf with countless offers, and lofty promises. The number of solutions on the market has doubled in the past three years to over 7000 vendors, each promising to revolutionize your tech stack.

In this session, we sit down with 3 visionary Chief Officers who have grown their businesses by cutting through the noise of option-paralysis and built winning MarTech stacks.

Customer experience is becoming a top priority for businesses and 2020 will be no different. Now more than ever, a good customer experience has the ability to affect success more than quality of product or service a company delivers. Research shows that 86 percent of buyers will pay more for a better experience, so how are you setting yourself apart from your competitors?

Our panel of experts will dive into the importance of the entire customer journey, from collecting in-depth knowledge about your customers with key data to then personalizing their experience to ultimately entice loyalty.

Most businesses are producing brand content for marketing purposes, but web traffic is rapidly accelerating toward rich media dominance. Streaming content can improve engagement by 18x and more than double your won deal conversions.

In 2020 content is no longer king, Rich engaging streaming content is king. Dive into streaming content to move customers or better yet, move them to action.

Join Rashmi Vittal, CMO at Conversica, and Olivia Dassler, Marketing Programs Manager at BrightTALK, for a special Ask the Expert conversation. During this Q&A, Rashmi will share insights on her overarching marketing strategy, her career trajectory, and tips for other marketing professionals. She'll also share her predictions for what the upcoming year has in store for B2B marketing.

This session is part of our CMO Priorities & Predictions Summit which features some of the world’s leading B2B marketing executives. Walk away with best practices to manage your teams, strategies to successfully take products to market and inspiring ideas for driving marketing program success in the new year.

Every year B2B marketers are faced with the same conundrum - drive more (and better) leads at a low cost. The goal is clear but the path to get there is not.

There is no one silver bullet for generating demand. In reality, a well-crafted demand gen strategy relies on a pool of carefully selected marketing channels, trustworthy data sources and constant optimization. In this panel discussion, we’ll discuss demand gen strategies for 2020, as well as predictions for the future of our industry.

After helping +300 companies and CMOs to scale, Michael Humblet & Philippe Ruttens will share their most effective Marketing & Sales strategies and tactics to win customers and accelerate your pipeline.

In this very hands-on keynote, Michael & Philippe will dig deep into 8 concrete cases & steps to prioritise your revenue marketing & sales tactics in 2020, and benefit from learnings gained at some of the most successful European scale-ups, corporates and help you grow faster. They will also cover through additional questions their own experience of working on both the Marketing & Sales sides, helping you to integrate both domains at best, measure your ROI jointly and accelerate your funnel conversion.

About the speakers:

Michael Humblet - Founder Chaomatic - maximising your revenue through winning sales strategies

Michael Humblet is obsessed with designing, building and scaling sales engines and founder of Chaomatic, focused on unlocking & maximizing revenue growth trusted by over +207 companies. He is a seasoned sales strategist who served in different Sales Leadership functions.

Philippe Ruttens – B2B ROI Marketing Coach

Bringing over 25 years of experience as a B2B marketer, Philippe coaches CMOs and helps sales & marketing teams transform faster into ROI-driven revenue marketing centres of excellence. Leveraging his multi-sector consultant/interim manager expertise developed at firms like Accenture, EY, MasterCard and Iron Mountain, he combines his strategic demand generation vision with a pragmatic people- and ROI-focused operational approach to help teams achieve their commercial objectives faster. www.ruttens.com

Executive leaders that are willing to take risks and stay on the cutting edge of marketing trends often position themselves to capture lots of new business, talent and market share. The most successful leaders, however, know how to build a strategic foundation that is strong enough to support innovative trends while providing a tried-and-true baseline that keeps things grounded as the marketing landscape continues to evolve.

Join Launch Marketing’s Founder and CEO Christa Tuttle as she illustrates how webinar attendees can create best practices that can evolve into “next” practices, moving the needle on both innovative and stable success. This presentation will cover several cornerstones of B2B marketing, including messaging and positioning, integrated marketing plans, marketing automation and more.