How to generate leads for your sales teams

Today’s B2B marketing teams are focused on lead gen to feed hungry sales teams. However, the buying process, especially for large deals, includes various buying committee members and longer sales cycles – which adds up to more complexity. Even with Account-based Marketing (ABM), B2B marketers still struggle to deliver qualified leads. To improve conversions amidst challenge, marketers need to more effectively use data for better go-to-market strategies, market positioning, messaging, and marketing campaigns.

In this live webinar, the founder of WaveLength Analytics, DC Marketing Tech Talks, and the MarTech Magnified conference, Natalie Robb, shares practical advice on using data to improve go-to-market plans, marketing campaigns, and gain share.

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In this webinar, you’ll learn: 
-Why you need to define your total addressable market and target market
-How quick and easy customer base profiling helps identify and prioritize new target accounts
-When and how to do custom, primary research-based market segmentation
-How to tie custom market segmentation to marketing campaigns and operations

About the Speaker, Natalie Robb
As an analytical marketing pioneer at WaveLength Analytics, Natalie Robb is a market analyst with decades of experience crushing data to build go-to-market strategies and high-value marketing content. Natalie uniquely combines technology, data, and marketing with a keen business perspective that has long helped technology and telecom clients gain competitive advantage. Dedicated to helping grow markets and firms, the WaveLength client list includes innovative startups and large tech firms like Microsoft and Nokia. In addition, Natalie organizes the DC Marketing Tech Talks Community and its acclaimed annual conference, MarTech Magnified. Natalie has a BA from University of Michigan and an MBA from the University of Texas at Austin. Learn more at www.wavelength-analytics.com or connect with her on LinkedIn at https://www.linkedin.com/in/nrobb/.

In order to make intelligent decisions from marketing data, B2B marketing execs need smart, precise data. Locating, vetting and analyzing this data, however, is one of the least exciting things for companies to prioritize. Many companies will choose volume over value and continue piling new data into their CRMs rather than taking on the slower, long-term work on proper data cultivation.

Join Launch Marketing’s Founder and CEO Christa Tuttle as she explores the importance of a strong data foundation in maximizing the profit potential of marketing. This presentation will discuss the true value of data in several components of an integrated marketing plan, from messaging, lead generation and more.


About Christa Tuttle

Christa founded Launch Marketing, a boutique marketing firm that acts as a virtual marketing team to B2B tech companies, in 2001. Under her leadership, the company has grown exponentially, to a portfolio of more than 150 clients to date.

Prior to founding Launch Marketing, Christa worked for Austin venture capital firm TL Ventures, where she managed marketing in-house and lent her expertise to its portfolio companies, helping them develop marketing plans and bring their first products to market. Before that, she led a marketing team at enterprise software company Trilogy, where her team successfully drove more than 50% of the lead generation.

"Are you missing the mark by focusing too much on the point"

Here are the Top-10 issues behind data driving business growth to distraction: Tracking, Timing,
Technology, Tips, Tasks, Terrorism, Trust, Tools, Team and Trends. This 30-minute webinar will address each one and provide actionable tips and ideas:

1 - Tracking - KTO-keep track of it all
2 - Timing - market, industry, global
3 - Technology - Faster than ever.
4 - Tips - "You can sell what you don't know"; Knowing what you are selling and to all those throughout the channel.
5 - Tasks - ahead and looking back
6 - Terrorism - for purposes of this presentation, terrorism are events perpetrated by others against you. Trust are events or efforts of goodwill or negligence/incompetency by you.
8 - Trust - You don't get a second chance to make a first impression.
7 - Tools - Human, Power, Quantum
9 - Team - Lead people, manage things
10 - Trends - Direct, not predict or react

By Thomas B. Cross CEO TECHtionary

Winner Corporate Vision Magazine Social Media Company of 2019

If you don't know what aspects of your marketing deliver the most results; or if you have access to analytics but don't understand what's it's telling you; or if data is hoarded by I.T in your organisation, you'll love this primer on how accessible marketing data can help you make better marketing and business decisions.

In another all new BrightTalk webinar, regular contributor René Power from Vision B2B Marketing and Training Ltd in the UK will share powerful strategies to help B2B product and service businesses maximise their expertise and marketing resources to drive the right kind of inbound enquiry.

In this session you’ll learn how to
- Understand what data you really need to help drive inbound traffic
- Test and learn when it comes to all your marketing activities and content
- Establish how free to use web, email and social media tools can give you a real advantage over competitors
- Improve awareness, engagement and conversion of traffic

Webinar attendees can get access to a bonus workbook for the webinar by emailing rene@visionb2b.co.uk ahead of live broadcast.

In this webinar, you will learn:

1. The secret to spend less time on Instagram and get more results
that you must know to dramatically cut down the time that you spend on Instagram, yet getting you more results and profits

2. The top 3 mistakes that business owners make on Instagram in 2019
by following advice that no longer works and I'll show you my insider tips on what does

3. The most effective way to sell your services and products on Instagram in 2019 and confidently connect with your followers like a pro to create more impact online

Instagram is constantly changing and is dramatically different in 2019 and beyond.

Instead of just another social media platform, Instagram can become the main source of your business leads, sales, and booked clients.

But a lot of the information and advice are outdated because so much has changed on this powerful platform.

Join this webinar to get the most updated on what it takes to market you and your brand successfully on Instagram in 2019.

About Laurie Wang:

Laurie Wang is an award-winning digital marketing consultant, coach and trainer helping entrepreneurs and business owners grow their audience online and convert their audiences into paying customers and clients. Her knowledge and understanding of the digital landscape have benefited an eclectic mix of clients from solo entrepreneurs, young start-ups to FTSE 100 giants, from Google to global advertising agency Ogilvy.

She has been featured by the Guardian, Fast Company, and write for publications such as Elite Daily and Digital Business Women. In 2017, she was named by the British Interactive Media Association as a top Rising Star in the UK Digital industry.

2020: The CMO is dead. Long live the Chief STOROI Officer !

B2B marketing used to be simple, now we live in a post-big data world, inundated by information, reports and dashboards.

Since 2010, B2B CMOs and their teams have been transforming too slowly from Marcom functions to demand gen, pipeline, ROI and revenue marketing models... but few have really been able to analyse data and visualise insights in the right way yet. Why is it so? Lack of process, talent, tools or wrong mindset?

From personas & pain points to channels & content, you will learn in one hour the key steps, tools and tips to save your and team’s career by increasing your stakeholders’ trust and becoming a revenue growth engine, from Insights to Stories and ROI.

In 2020, most CMOs and their teams will face the ultimate battle with their CEO/CFO: defending their budget and job by proving their value, strategy, campaigns and optimising their ROI fully.

Transforming to a Revenue Marketing Center of Excellence is a must and marketeers MUST act NOW !

We will shortlist 5 main phases, 10 KPIs and 25 actions to focus on the right 20/80 of your marketing operations and increase commercial ROI. Get ready for an energetic tour of core benchmarks, guidelines and inspiration to ensure that your team & career will not hit the “data wall” in 2020!

About Philippe Ruttens

Bringing over 25 years of experience as a B2B marketer at firms like Accenture, EY, MasterCard and Iron Mountain, Philippe coaches CMOs and helps sales & marketing teams transform faster into Revenue / ROI-driven marketing centres of excellence. Leveraging his multi-sector consultant and interim manager expertise combined with templates & process applied at many B2B clients, he combines his strategic demand generation vision, quick wins on campaigns & channels with a pragmatic people- and data-focused approach. Philippe’s WHY is to boost marketing teams transformation and help executives achieve faster & higher commercial objectives.

Join this 30 minute webinar and learn how scaling a business needs an ongoing stream of consistent sales opportunities. Attendees will hear how to achieve this, along with the processes, people and technologies that are required, along with the common mistakes made when implementing.

This session will also address:

● What is sustainable revenue all about?

● How do outbound “cold” efforts sit alongside inbound marketing - what are the differences and benefits of each?

● The ideal sales team: as you grow, who do you need and when?

● Start with data and end with data, and repeat

● Using technology: CRMs, automation, LinkedIn: which tools are best?

● Cold calling 2.0: there’s still a place for the phone

● Carouselling for success: never give up


About the presenter:
Elliot Zissman brings 20 years of success of taking technology companies from a low base to a strong number. For the last decade, his focus has been working directly with international companies, to launch into Europe, and with founders of businesses, to commercialise their sales operations and take them to the next level. Prior to this, he was a consultant for global enterprises advising on how the internet would disrupt their business.

He started his career at HSBC and holds a Masters in Economics from the University of Cambridge. Elliot is the founder of Phase 2, a growth accelerator. https://www.linkedin.com/in/elliotz/

Content is now the way that businesses should be selling their products and services. Creating a consistent content strategy will set you up for success. The presentation will cover ideal target market, marketing messaging, content creation, content hack to create a month worth of content with just one source and creating a content calendar.

The presentation will go deeper into the types of content and using a Content Hach where you can create ONE piece of content and repurpose it for the entire month. And lastly, the presentation will get into how to create a content calendar and distribute content, using tech platforms and social media platforms.

In this webinar, we will explore how selling practices whether traditional or ABM-account based marketing need to see the world through the eyes and "moccasins" of customers. Selling must embrace who their customers sell to and help them "pull their products off the shelf" of their customers.

When properly aligned, the marketing and sales teams can generate enormous value for
prospects and customers as well as profitable revenue for their organizations. In this
informative session, revenue growth and B2B marketing expert Chris Ryan will share actionable
strategies for utilizing your people, processes and technologies to create an unstoppable
revenue machine. Specifically, Chris will cover:
1. How marketing can help your sales reps move up the value chain.
2. The essential elements of an effective lead-to-revenue framework.
3. How to use a service level agreement to boost performance.
4. Why marketing needs to prove its contribution to revenue.
5. How to quickly assess performance and stop marketing and sales leakage

Laying the groundwork for sales and marketing alignment is vital to success. According to MarketingProfs, alignment leads to 36% higher customer retention rates and 38% higher sales win rates. Even though alignment is proven to be critical to success, it can be difficult to get teams on the same page with processes that facilitate synchronicity.

In this webinar, Launch Founder and CEO Christa Tuttle will help sales and marketing teams build the LINK to lock down criteria, identify standard processes, normalize regular communication and keep track of progress. By creating a shared language, processes and measures of success, B2B teams walk away from this webinar ready to establish a more efficient and united task force within the company.

Product marketers are not building a product, nor are they selling a product, so what do they do? Most often, they find themselves at the intersection of product development, sales, and marketing. The role is ambiguous - sometimes strategic with persona development, pricing, and messaging responsibilities or tactically focused on collateral, webinars, and research. Great product marketers thrive on the role’s ambiguity and cross-functionality. Attend this webinar for an inside look at the high-demand role of product marketing.

In all new BrightTalk webinar, regular contributor René Power from Vision B2B Marketing
and Training will share powerful strategies to help B2B product and service businesses
maximise their expertise and marketing resources to drive the right kind of inbound inquiry.
In this session you’ll learn how to
- Reverse engineer a sales funnel and align marketing activity to it
- Identify and understand the needs of target audiences
- Creatively create multi-use content and powerful integrated marketing programmes
including lead magnets, article syndication, email, PR, social and more.

Webinar attendees can get access to a bonus workbook for the webinar by emailingrene@visionb2b.co.uk ahead of live broadcast.

Is there sometimes a mismatch between your sales and marketing teams around social selling?

Perhaps all’s good, but you want great?

Either way, get the inside track on the 5 KEY ACTIONS marketers can take to raise brand awareness that generates a pipeline for their sales colleagues.

Access your FREE BONUS WORKBOOK for the webinar by emailing sarah@boostbusinessgrowth.co.uk ahead of the live broadcast.