Name: Knock-em out: Train your sales team to win at every stage of the buyer’s journey
Start: 2020-08-05T15:00:00Z
End: 2020-08-05T15:00:58.000Z
Location: BrightTALK
Rating: 4.73

This channel provides practical advice to help B2B marketers understand the rapidly evolving marketing landscape, and to make best use of new techniques and tools.

Social media is, theoretically, a B2B marketer’s dream, especially LinkedIn. It gives you the power to reach hundreds, thousands or even millions of people, and it puts speed, creativity and humour above all else. 

The problem, of course, is translating that into any meaningful business results. After all, what good does 1 million people liking your company’s post do if they’re all the wrong people, not in market, or you can’t prove that any of those engagements turned into a sale?

Because of these reasons (and then some), social media often doesn’t get the investment it deserves from B2B organisations. Fortunately, there are ways that B2B marketers can build social media into their overall marketing strategies that can be proven to drive growth. In this session, guest speaker Karen Tan, Forrester Principal Analyst, explains:

 - How to use social media as one part of your omnichannel marketing strategy.
 - How to prove the impact it’s having on marketing success, and making the business case for investment.
 - How social media can be used to build brand equity and drive engagement with your prospects throughout your campaigns.

How to drive revenue with your B2B social media strategy

While marketing and technology have become increasingly sophisticated, display advertising and content syndication has, for many, been left in the stone age. 

As other strategies and tactics become increasingly exciting or popular, theseis powerful tools are often not used to its full potential, leading to disgruntled marketers (and CFOs) and even a possibly damaging impact on your brand (after all, who wants to be spammed by an irrelevant advert?).

However, used properly, and in a targeted, data-driven way, display advertising (combined with content syndication) can be a reliable and effective way to create a predictable pipeline for your business. With that in mind, this session will talk through:

 - How to ensure your display adverts reach the right people, at the right time, in the right channel.
 - How to use display adverts and content syndication to nurture leads throughout the funnel (and not bombard everyone with the same weak brand awareness content!).
 - How to prove the powerful impact this marketing strategy is having for your business’ overall revenue goals.
 - A real-life case study of how one technology company used this strategy to generate more than €1.5 million in qualified sales pipeline.

Create predictable marketing pipeline with display advertising integrated media

What was once the new kid on the block has now matured. ABM may no longer be the silver bullet in B2B marketing, but it’s alive and kicking out better results than ever. Despite similar challenges in EMEA and the US, mass adoption has revealed radically contrasting regional perspectives.

In 'The Great International ABM Debate 2023', Transmission in association with The Global ABM Conference, six seasoned ABM practitioners take their continental views to the table in three live debates.

Session 1: “AI is going to change everything about ABM.”
Session 2: “The ABM hype is gone and so should ABM.”
Session 3: “ABM is no more or less creative than other programmes.”

Join our line-up of ABM experts and practitioners to hear their insights on:

- Will AI change everything about ABM or just some specific aspects?
- Do we accept now that ABM is a discipline and not just good marketing?
- Will ABMers ever start being more creative?
- Explore the differing perspectives between the US and EMEA – two very similar markets doing very different marketing.
- Learn the opinions and priorities of leading ABM practitioners from the US and EMEA markets.

Speakers: 
Neil Berry - Global Account Based Marketing Director - CapGemini
Rhiannon Blackwell - Account-Based Marketing (ABM) Leader, Global Marketing Organisation - PwC
Vanessa Schotes - Chief Marketing Officer - Enfuce
Ryan Almond - Global Vertical Marketing & ABX Director - Henkel
Sandy Walters - Global Account Based Marketing Manager (Business Messaging) - Meta
Lisa Perry - Senior Director, Account-Based Marketing - Salesforce

This event is for ABM practitioners from client side organizations. The organizer reserves the right to decline registrations from non-applicable companies and job functions.

B2B Marketing will use your details to send you the requested information and to stay in touch via email about events, products and services from b2B Marketing and our webinar partner Transmission. You can unsubscribe at any time.

The Great International ABM Debate

B2B marketing has radically transformed in a few short years. Just as we’re moving away from a global pandemic, we enter a bear market with a looming recession on the horizon.

This combination of past, present and future is causing longer sales cycles for B2B brands and leading to headaches for sales and marketing. And with this the need to drive pipeline and revenue growth has come to the top of any marketers’ agenda.

Against this backdrop, full-funnel marketing needs to take centre stage – the key to ensuring long-term, consistent growth in an age characterised by uncertainty.

Using research from B2B Marketing, this webinar will look at how +250 B2B marketers feel towards brand and demand marketing, exploring the barriers and opportunities to leverage how an aligned approach can help drive pipeline and revenue growth in a bear market. You’ll learn:

● How marketers think about brand and demand marketing in a bear market.
● The disconnect between B2B marketers and their full-funnel budget allocations.
● The barriers to full-funnel marketing.
● What marketers can do to impact full-funnel pipeline acceleration.

Survive & thrive: Driving pipeline & revenue growth during an economic recession

Lead generation has long been centered around capturing information from forms. Want to check out this case study? Fill out a form. Get pricing info? Fill out a form.

The problem? Forms don’t start a conversation; they’re a barrier to entry. But not every marketing and sales team depends on forms to fill their pipelines with leads. In fact, the consumer research platform, Voxpopme, ditched forms long ago. They’ve since turned to Conversational Marketing for a more frictionless customer experience, to increase website conversion rate, and more.

And now they want to share everything they’ve learned with you. On DATE, join us to learn: 

- How Voxpopme reinvented themselves using Conversational Marketing
- How you can scale conversations without forms (and without losing the human touch!)
- Voxpopme’s future plans around account expansion, prospecting, and ABM efforts

Doubling the conversion rate with conversational marketing

The customer journey has changed for good. Potential customers spend weeks, months or even years silently researching brands online. And even if they engage with your material, it doesn’t mean they’re ready to buy.

You need to know how to deliver the right content at the right time and in the right channels. In other words, focusing on the middle of the funnel - not the top.

This webinar is in conjunction with a report produced with B2B Marketing. Register now to learn:

-The importance of a buyer-journey-focused content marketing strategy.
-How the middle of the funnel is broken, and why it needs to be fixed.
-The dangers of not fixing the funnel.
-How you can unstick the middle of the funnel.

Register now to hear the actionable insight from Glenn Landauer, VP customer experience strategy at MOI Global!

Unstick the middle of the funnel

Post pandemic, we’re seeing an ever more competitive landscape. Buyers are demanding an increasingly digital experience and it’s creating a pivotal time to rethink the way internal teams work together to increase revenue streams.

We believe RevTech is the answer. Marketing, Sales and Revenue teams need to transform their digital engagement strategies, think differently and deliver strong engagement with every buyer interaction.

But the right tools, support and data can take them to the next level and move them ahead of their competition. The key is in integrating technology solutions and powering them with a solid data foundation.

RevTech helps to bring together internal teams and valuable sales and marketing data from the technologies that house it — the Martech, Salestech, and Adtech — to support integrated Marketing campaigns. 

By connecting these tools Sales and Revenue teams can make more confident decisions based on the data and insights derived. 

Marketing teams can build more targeted audiences, activate campaigns consistently across channels and deliver more personalised experiences. Together, they can drive faster growth for their businesses.

RevTech – Rethink how your Marketing, Sales and Revenue teams work together.

ABM is more than just another marketing channel, it's a new go-to-market approach full of new processes, metrics, and challenges. 

We're here to help you get started with a view into the full customer lifecycle, an overview of multi-channel marketing, and tips on how to run your first ABM programs.

Join us to learn:

• Why a multi-channel approach should be the goal of everything you do with ABM
• An actionable, easy to understand framework to help you execute your account-based programs
• An end-to-end campaign example that walks through data, segmentation, sales activation, metrics, and more

Crawl, Walk, Run Your Way to ABM Success

People make decisions based on what they remember, not on what they forget. The problem is, people will forget 90 percent of what you share with them after two days. 

If your goal is to influence your buyer’s behavior in some way, how can they act on your business content if they only remember a tenth of it? How do you even know which tenth they’ll remember?

In this session with Dr. Carmen Simon, cognitive neuroscientist and Chief Science Officer at Corporate Visions, you’ll discover several practical, science-backed techniques to transform your content into something worth noticing and remembering. 

You’ll learn how people pay attention, remember content, and ultimately act on it based on neuroscience research, which reveals how the brain processes information and tends to remember it (or not). You’ll discover how to:

• Ease cognitive processing by using consistent mental models.
• Appeal to the brain’s two pathways to attention and memory.
• Offer content that people like and want.

Sign up to learn how to convert neuroscience insights into practical guidelines you can use to craft content with lasting impact

The neuroscience of memorable content

With only 5% of your customers ready to buy at any moment, it’s critical that marketing supports them throughout the funnel, and converts them before the opportunity is lost.

But how? The buyer journey has grown more complex than ever. And with so much noise in the purchasing process – multiple decision makers, an excess of choice, and not enough differentiation – prospects are frequently becoming stuck mid-funnel. So where should we begin fixing it?

Join tech marketing experts as they bust some myths, discuss common challenges, and ignite the ideas that are fundamental to supporting a more effective demand generation strategy in 2022.

This webinar answers:

• How to dispel the myths that are misguiding your campaigns to IT decision makers?
• Which ideas and innovative technologies turn your demand gen activity into award-
        winning results?
• What’s the secret to making marketing’s contribution more visible to the board?

Demand gen is broken: Fixing the funnel

For many years, B2C has led the way when it comes to using data and technology to deliver a seamless, personalised digital customer journey.

But now, business decision makers are demanding a B2C-like digital experience in their B2B buyer journey’s. They expect a frictionless, immediate, and personalised digital journey, in which relevant information is available across multi-channels, platforms and formats. This provides a huge opportunity for B2B organisations bold enough to think digitally, while those who fail to deliver risk falling behind their competition.

In this webinar, Kingpin and Omobono will provide actionable guidance as to how you can embrace data, technology and creativity to deliver a seamless account-based customer experience focused on driving leads, optimising conversions and delivering insight to your account teams.

We will cover:

-Using data and insights to analyse your existing digital customer journey.
-Aligning your digital experience to the needs of your buyer.
-Using data and technology to target named accounts.
-Making small moves to drive big changes.
-How to know when you’re successful.

How to create impactful B2B digital experiences to drive growth

The days of simply packaging features into messaging and content are over. 
Marketing must now enable all customer-facing teams with the right content at the right time to have effective customer conversations that will drive strategic growth.

Hear Highspot’s Head of Marketing Nikki Dawson talk to Stephanie Liais, Senior Product Marketing Manager at DocuSign, about how they drove closer collaboration between marketing and sales plus strategic advantage through content and guidance at scale.

Learn how to:
● Strengthen marketing's role through impactful content management.
● Empower sales to drive more personalised and engaging conversations with customers 
        through Guidance and Sales Plays.
● Build a bridge between marketing & sales through the creation of Sales Plays.

Gaining strategic advantage through content and guidance

The idea that "practice makes perfect" applies to far more than learning a new instrument or language, it is also applicable when discussing the ever-changing B2B sales landscape.

Today’s buyers are more informed and demanding than ever and require that sellers are ready at a moment’s notice with value-added insights. For that reason, sales readiness – a critical component of sales enablement encompassing efficient onboarding, ongoing communication, and effective training & guidance – has become a must-have capability for every sales organisation.

In this webinar, you’ll learn how typical sales training processes have become outdated and gain best practices on how to create modern, streamlined sales training that better equips sellers to compete and close deals.

Sign up to learn: 

● How to shorten ramp times
● How to improve on quota attainment
● How to train & equip sellers for customer conversations

Sales readiness at scale: The key to unlocking revenue growth

Revenue enablement has moved from buzzword to real-world, pretty darn quick. And that’s because it works. A revenue enablement approach:

1. Arms every customer-facing role in your business with consistent, effective content and messaging
2. Enables every team member to deliver this content to your buyers through their entire journey.

In this webinar you’ll learn the fastest, easiest and most effective ways to do exactly that.

And you’ll get the practical insights that can help you turn your sales and marketing into a ‘Modern Selling and Revenue Engine.'

Reserve your place now to ensure you get right up to date with:

• The essential tactics and tools for aligning sales & marketing throughout the buyer journey.
• How to use your marketing content to create a consistent and highly engaging buyer experience.
• The easiest way to distribute the right content to your customer-facing people.
• How to analyse content performance in detail, to drive and build an even more effective content plan.
• How to embed successful ABM into your Revenue Enablement strategy.

How to transform your sales & marketing teams into a modern selling engine

Today, B2B Buyers are not waiting for you to connect with them, they are online doing their own research working out the best path to purchase. With changing buyer demands and disconnected Marketing departments, many marketing leaders are rethinking their strategy from the ground up. Those who do it well can rewrite the rules of engagement,


Integrate, together with Heinz Marketing, recently surveyed over 200 global marketers, in order to uncover the fundamental shifts marketing organisations are experiencing today.

Join Chris Wickson, VP & GM at Integrate, to hear some of the key findings, that include:


- What B2B marketing teams look like today
- How marketers believe their organisational structure needs to change
- What steps marketing leaders are taking to position themselves for success

Speaker Chris Wickson- General Manager, EMEA of Integrate, the leader in Precision Demand Marketing, an emerging category purpose-built to help B2B marketers drive an omnichannel demand strategy at scale. Previously, Chris was CEO & Co-Founder of Akkroo, a B2B Event Tech solution that was acquired by Integrate for $34M in 2019.
 

Sign up now, we would love to share these insights with you!

The state of marketing maturity

We all know things have changed over the last 18 months. 

The question is: what are the top, most effective product marketers doing differently now - and what can be learnt from them? 

Highspot recently conducted a detailed survey of more than 100 marketers to find the answers to that very question. The eye-opening survey findings form the basis of this compelling webinar, featuring an expert panel of senior product marketers. 

Register now to make sure you get up-to-date ASAP with: 

● The top-priority challenges for product marketers in these turbulent times 
● The 3 specific tactics you can build into your PM strategy, right now, to get more wins 
● The secret to identifying your top performing assets to ramp up your marketing results 
● Why buyer experience has become so crucial, and how to build it into your own marketing plans 

Your webinar panel features Libby Buttenwieser (Product Marketing Manager at Headspace), Jarod Greene (VP of Product Marketing at Highspot) and Marissa Gbenro (Head of Content Marketing at Highspot). 

Your personal data: 

The data we collect here will be used to manage your webinar booking and provide you with useful and relevant sources of B2B Marketing content. 
Your data will also be shared with B2B Marketing and Highspot (sponsors of this webinar) who may contact you in relation to this webinar and additional relevant content.  For more information on how we manage your personal data please see our privacy policy. https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy

How to best navigate today’s product marketing challenges

Account-based marketing is all about targeted, smart, and efficient revenue growth. 

It’s about doing more with less during a year when budgets are slashed. And it’s also about providing a personalized buying experience for your customers. 

If you need a starting point or inspiration to do even more with your go-to-market strategy, this webinar is for you.

What you’ll learn in this webinar:

● An explanation and history of account-based marketing
● Key benefits of adopting an ABM strategy
● The steps you can take to implement a successful ABM strategy
● Account-based marketing KPIs to measure (and those to ignore)
● How to optimize your ABM campaigns for B2B success

About the presenter:

As GM EMEA, Gavin's role is to lead Terminus's international expansion and customer success in the region.

With over 25 years of enterprise software experience leading high performing teams in organisations such as Oracle, Marketo, Sitecore and now Terminus, Gavin brings a wealth of knowledge and experience working with leading Marketing, Revenue and Digital business leaders and their teams to apply an account-based marketing approach to help target, activate, engage and measure new business acquisition, revenue expansion, customer retention and increase engagement velocity.


Your personal data:

The data we collect here will be used to manage your webinar booking, and provide you with useful and relevant sources of B2B Marketing content. Your data will also be shared with B2B Marketing and Terminus who are sponsoring this webinar. For more information on how we manage your personal data please see our privacy policy.

https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy

A blueprint to account-based marketing

With 80-90% of the buyer's journey complete before a buyer even reaches out to sales, the ability of Marketing teams to adjust their growth strategies to stand out has never been more important.

Martech tools have long promised the ability to help you “reach the right buyer in the right channel at the right time.”  

However, with hundreds of tools to choose from, marketing & sales teams are often executing these channels in siloes. This means intent signals from one channel aren’t shared with others. 

What businesses need is a singular view of customers. You need to know who is likely to buy, where they are in their journey, and how to reach them. Then you need to make the whole thing feel personalized. Once you have your ideal customer set for a campaign, you need to share it with the tools you use to reach them – across social, search, email, programmatic, web and sales plays.

In this webinar, you will learn how to:

• Create a full view of buyers and customers, better understand their behaviour, their journeys, and when they’re likely to buy
• Use AI-driven insights to prioritize the audiences most likely to buy – or customers at risk of leaving
• Turn on and run personalized, data-backed campaigns in the channels where your buyers and customers are most likely to respond
• Uncover all of the points in your buyers’ journeys where they’re likely to engage to help your team reach them at the right times – and get through the door first


Your personal data:

The data we collect here will be used to manage your webinar booking, and provide you with useful and relevant sources of B2B Marketing content. Your data will also be shared with B2B Marketing and Dun & Bradstreet who are sponsoring this webinar and may contact you with relevant information. For more information on how we manage your personal data please see our privacy policy.
https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy

Improve digital performance and growth through buyer engagement

Now more than ever, it’s critical that marketing and sales teams are aligned and performing at peak levels to optimize pipeline contribution and sales win rates. 

What good is it if your marketing and sales development teams are driving pipeline but your sales team doesn’t have chops to close them? Or vice versa, your sales team are highly trained ninjas but they’re not getting enough opportunities to close? Or worse, you’re not successfully able to do both?

Join Corporate Visions and Conversica as we discuss methods to help sales and marketing work together to find and close sales-ready leads faster.

In this webinar, you'll learn:

• Tee-em up: Find-Sales Ready Leads Faster in the buyer’s journey
• Suggestions for training your sales team to win at every stage of the buyer’s journey.
• Tips for aligning sales and marketing around finding and closing hot leads
• How the power of conversation can help you generate more pipeline despite the changing economic landscape.


Your personal data:

The data we collect here will be used to manage your webinar booking, and provide you with useful and relevant sources of B2B Marketing content. Your data will also be shared with B2B Marketing and Conversica who are sponsoring this webinar. For more information on how we manage your personal data please see our privacy policy.

https://www.b2bmarketing.net/en-gb/b2b-marketing-privacy-policy

Knock-em out: Train your sales team to win at every stage of the buyer’s journey

Marketing

Sales Acceleration

Sales Alignment

Marketing and Sales Alignment

Pipeline

Lead Conversion

Lead Generation

The social media marketing community on BrightTALK is composed of thousands of engaged social media professionals. Learn about social selling, B2B social media and social media marketing for businesses with live and on-demand webinars presented by industry leaders. Fine tune your social media marketing strategy by participating in live webinars and round table discussions.

Social Media Marketing

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.

Demand Generation

The email marketing community on BrightTALK is made up of thousands of engaged email marketing professionals. Find relevant webinars and videos on email best practices to help you increase email conversions and drive email marketing ROI. Join expert speakers and email marketing peers sharing insights into building email lists, list segmentation, click-through rates and triggered campaigns.

Email Marketing

The marketing operations and automation community on BrightTALK is composed of thousands of marketing automation professionals. Learn and share best practices for marketing campaign analysis, outbound marketing and lead creation with hundreds of on-demand webinars and videos. Increase your engagement and fine tune your funnel management strategy by asking questions during live, interactive webinars with marketing automation peers and industry leaders.

Marketing Operations and Automation

“People generally remember 10% of what they read, 20% of what they hear, 30% of what they see and 50% of what they see and hear.” This final segment, the merging of audio and visual, is what makes webinars and videos a crucial part of any marketing program. The BrightTALK webinar and video marketing community gives you access to webinars and videos on marketing, best practices for video marketing online and tips for creating a successful marketing webinar. Join thousands of marketing professionals exchanging information through on-demand and live webinars and videos.

Webinar and Video Marketing

Search engines are the top driver of traffic to content websites, beating social media by more than 300%. The BrightTALK search engine optimization community is a collection of webinars and videos focused on search engine optimization techniques. Join thousands of professionals in sharing and learning through SEO webinars. Engage the community further by participating in live webinars and obtaining answers to your questions from industry thought leaders.

Search Engine Optimization

The digital content marketing community on BrightTALK is made up of thousands of marketers using rich media and thought leadership content to drive engagement. Join to learn best practices for digital content creation and distribution and explore how content engagement can help you connect with your existing and prospective customers and drive revenue.

Content Marketing

Get powerful marketing insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on which marketing strategies and techniques are driving customer and revenue growth.

The marketing community on BrightTALK is made up of thousands of engaged marketing professionals. Find relevant webinars and videos on marketing strategy, branding and more presented by recognized thought leaders. Join the conversation by participating in live webinars and round table discussions.

Knock-em out: Train your sales team to win at every stage of the buyer’s journey

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