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Anatomy of a Sales Playbook: Helping Sales Close the Deal

Playbooks are a key part of sales enablement. They make all the difference in the Sales team’s ability to run with the ball and close the deal after Marketing hands off a qualified lead. This presentation will review key steps to building playbooks that ensure Marketing is setting up Sales for success.
Recorded Nov 18 2010 43 mins
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Presented by
Christian Patrik; Account Director, Bulldog Solutions
Presentation preview: Anatomy of a Sales Playbook:  Helping Sales Close the Deal

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  • Establishing Your Demand Funnel: Having a Process from Click to Close Recorded: Jul 24 2012 48 mins
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    Traditionally, the mind of the marketer is on demand generation: filling the funnel for the sales force. Today, while that’s still a key first step toward customer acquisition, Marketing’s role now extends far beyond the top of the funnel: to establishing the “sales and marketing factory.”

    In this webinar, you’ll learn how to align sales and marketing by creating a demand funnel that provides the taxonomy, process, and metrics for effective demand generation.

    You'll learn:
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    •Sample funnel models and case studies
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    David Lewis is a dynamic speaker, metrics-based marketer, and successful "Inc. 500" entrepreneur. As founder and CEO of DemandGen International, his team educates and works with sales and marketing teams on effective lead management, online marketing, marketing automation, and CRM systems. His speaking style is humorous and energetic; he keeps his audience continually engaged through interaction, sharing stories, and relating experiences.
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    Paul Burgo of Frost & Sullivan will share how he was able to implement a new process for his world-wide sales team to clarify complex offerings across a wide range of research and consulting services.

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    Paid search isn't the same in B2B as it is for consumers. It's not about click-to-conversion, shopping carts, and instant gratification. But paid search can fit into your B2B sale. In this webcast, B2B paid search expert Jim McKinley of 360Partners explains some of the key challenges and how to overcome them in building a BtoB search campaign.
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    Content is one of the foundational pillars of a successful demand generation program. Companies can develop solid marketing plans and invest in leading technology to support demand generation, but they cannot achieve their goals without a strategy in place to deliver valuable, relevant content.

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  • Anatomy of a Sales Playbook: Helping Sales Close the Deal Recorded: Nov 18 2010 43 mins
    Christian Patrik; Account Director, Bulldog Solutions
    Playbooks are a key part of sales enablement. They make all the difference in the Sales team’s ability to run with the ball and close the deal after Marketing hands off a qualified lead. This presentation will review key steps to building playbooks that ensure Marketing is setting up Sales for success.
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    Michelle Megarry; Global Marketing, Intel & James Miller; BrightTALK
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    You’ve probably heard of the term Lead Nurturing before, but what does that really look like in practice and how difficult is it to setup? In the session, Jeff Yee from Dun & Bradstreet will share approaches that he used to gain quick wins with lead nurturing to drive a measurable lift in new business. Approaches will include – arriving at your definition of lead nurturing, identifying the fastest path to getting in field, maximizing your adoption rate and instantly converting the interest you receive into productive sales activity.
Improve performance across the entire sales & marketing funnel
Join Demand Generation Consortium members as they present sales and marketing best practices through case studies, roundtables and best practice analysis.

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  • Title: Anatomy of a Sales Playbook: Helping Sales Close the Deal
  • Live at: Nov 18 2010 7:00 pm
  • Presented by: Christian Patrik; Account Director, Bulldog Solutions
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