Name: Using Intent Data to Fuel Your Sales Automation Programs
Start: 2020-01-15T19:00:00Z
End: 2020-01-15T19:42:50.000Z
Location: BrightTALK
Rating: 0

The Lead Generation Institute provides educational content designed to help marketing and sales professionals drive revenue rapidly via in-person events, online webinars, and hands-on workshops.

For many business leaders growth is the number one mandate. But growth doesn’t just occur – it takes intent and deliberate action. Join this program if you are looking for a practical customer-centric framework that provides a systematic process for navigating and accelerating a sustainable path to organic growth.


During this program, Laura Patterson, author of the new Fast-Track Your Business and thought leader on using data-derived insights, operational excellence, and performance management to accelerate growth will cover:

•             Making customer-centric more than a buzzword

•             Using upstream Marketing to drive growth

•             Applying a framework to accelerate traction in the market

Revisiting Your Processes for Sustainable Organic Growth

Please join us for an educational webinar on how to use advanced data strategies to improve your lead generation efforts.

Research studies suggest it takes 6-13 touches to generate a sales qualified lead. So the role data plays in any sales or marketing strategy is critical. Data impacts your targeting options,  personalization capabilities, and the number of channels you can touch your prospects which impacts your cadences and overall effectiveness in generating SQL’s.  The better the data, the better the results, period.

Shawn Elledge will share a case study where he decided to focus on data quality vs. quantity and how the campaign open rates nearly tripled and response rates jumped 1200% generating over 8 million in opportunities on 30 days.

Joining Shawn will be Jason Hubbard, Vp of Growth at SalesIntel.

You will learn:

Advanced database strategies
Data preparation for lead generation
Data appending options
Data workflows and processes
Data collection methods
What to look for in a data provider

Data Strategies Designed to Improve Your Lead Generation Efforts

Bernie Borges of Social Business Engine and Mike Lemire of HubSpot interview Dan Moyle from Amerifirst Home Mortgage to unveil secrets to their social business success using persona based content marketing. Mike offers an e-book How to Do Inbound Marketing Like HubSpot.

You'll learn how Dan and Mike developed a content strategy with multiple nurture touch points to drive people into the Top of the Funnel, guiding some of them through the Middle of the Funnel and some to the Bottom of the Funnel resulting in new mortgage customers.

Rather than the old sales cliché "always be closing," Amerifirst's content is predicated on a different mantra; "always be helping." This approach is producing stellar results. Website traffic has grown from 3,000 to 40,000 per month. And, those visitors are relevant as evidenced by their sales growth.

Finally, on this episode you'll be entertained by Mike Lemire's amazing singing talent. We managed to get a small sample of Mike's singing on this episode for your entertainment.

A social business enjoys significant competitive differentiation, brand loyalty, employee loyalty and measurable business results. The Social Business Engine digital TV show will help you advance your social business journey.

Amerifirst Home Mortgage Shows the Power of Personas in Social Media

Are you still selling at the speed of dial-up in an always-on world?

Mr. Wright will discuss how organizations can adopt the new SiriusDecisions waterfall and truly integrate Teleprospecting seamlessly into inbound and outbound demand generation programs. While many organizations have used some flavor or Teleprospecting or tele-qualification to drive leads into the funnel, marketing and sales teams must properly align their resources with best-in-class demand generation modeling and measurement, clearly defined SLAs and hand-off processes, and a Nurture strategy that continues the conversations started by either Digital or Human interaction. 

“Teleprospecting is more important than ever” – SiriusDecisions

Integrating Telesales & The New Sirius Waterfall

Even though they play a huge part in advancing and then closing deals, most companies’ sales presentations let them down. That’s why even when slides are provided by marketing, sales reps often spend hours creating their own – when they should be busy selling. Messages get fragmented, value is not communicated, and opportunities stall.

Some have understood the need to banish bullet points, but selling complex products and services with ‘Zen’ images isn’t the answer. This session will tell you how to create effective B2B sales presentations.

- Identify – and avoid – the most common mistakes in corporate presentations
- Write persuasive sales messages for presentations at each stage of the sales funnel
- Create compelling visuals, using images, charts, and animation to help presenters sell
- Move beyond one-way sales presentations to visual sales conversations, including on tablets
- Understand how to adapt sales presentations for virtual selling
- Ensure sales tools actually get used by sales people in the field

Sales Presentations that Accelerate Your Sales Funnel

50% of all opportunities fail to close as originally forecasted. Forecasting accuracy remains one of the top concerns for the CSO in today’s business environment. CSO Insight’s Sales Performance Optimization Survey Results tell us that 49.3% of all deals fail to close as originally forecasted. In addition, nearly 20% of all deals result in a “no decision”. The buyer simply did nothing.

The survey goes on to say that the number of calls needed to close a deal is rising, not because we have to make more calls on the same people, we now need to make more calls on more people. Sales reps are finding that bigger deals may need more levels of sign-off, requiring them to call on multiple stakeholders for support. This can have a major impact on the length of a sales cycle. Additionally, poor qualification continues to be a problem for many companies leading to record numbers of deals ending in “no decision”. Proper qualification throughout the entire sales process can help to minimize the risk of a deal ending in “no decision”. This module will provide you with a simple formula to better qualify opportunities and an approach for staying in alignment with multiple buyers as you move through the buying process.

During this session you will learn:

- How to identify compelling business reasons to take action
- How to overcome a lack of authority or influence of buyers to make a buying decision
- How to address multiple decision makers
- How to articulate a clear understanding of how your capabilities will help
- How to help buyers visualize how to transition from their current to future desired state
- How value justification helps to make a purchase decision

Sales Program – How to Shorten Sales Cycles

Imagine running into an old High School friend and them asking you “So, what do you do nowadays?” Would you respond, “I work for a next generation, flexible, scalable enterprise-class business solutions provider that delivers remarkable business value to the Fortune 1000″?

Probably not. But that’s exactly what marketer and sellers are doing with buzz-word laden, buyer irrelevant, grammatically offensive BizSpeak.

This session will share fresh insights (for Marketing & Sales Execs alike) on the language of demand gen: its evolution, what isn’t working, and how to drop the BizSpeak and truly connect with buyers.

BizSpeak - The Good, The Bad & The Unforgivable

Join us for an educational webinar on how to use intent data to fuel your sales automation programs featuring Charles Crnoevich, Head of Partnerships at Bombora and Shawn Elledge, CEO of Sales Lead Automation and the founder of the Lead Generation Institute.

You will learn:

How to identify companies consuming content related to your products and services
How to pull and prepare your data
How to target ideal prospects at those companies using sales automation platforms
What types of subject lines that will get your emails opened
Body copy that generates responses
The importance of email domain strategies
How to manage responses
How to develop cadences that ensure no lead gets left behind

Using Intent Data to Fuel Your Sales Automation Programs

B2B Marketing

Lead Generation

Sales Acceleration

Marketing Automation

Big Data

B2B Lead Generation

Sales Enablement

Sales Automation

Intent Data

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

Mobile Marketing

“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

Online advertising has grown into a $37 billion industry from nothing in the last twenty years. Encompassing banner ads, rich media ads, video advertising, social network advertising and retargeting, online advertising is a key component of digital media marketing. Learn how to optimize your digital strategy from online marketing experts.

Online Advertising

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.

Marketing

The channel sales community on BrightTALK is made up of thousands of sales professionals specializing in channel sales strategy, reseller sales and channel opportunities. Find relevant content on demand or engage with peers and industry leaders in live channel sales webinars and round table discussions.

Channel Sales

The sales community on BrightTALK brings together thousands of engaged sales professionals. Learn about careers in IT sales and marketing, sales techniques and selling strategies. Join the discussion by participating in on-demand and live sales webinars and summits with leaders in the sales industry.

Using Intent Data to Fuel Your Sales Automation Programs

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