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How Collaboration BetweenSales and Marketing HasChanged the Lead GenerationGame
Your         • Jon MillerPresenters      – Marketo, Co-Founder and VP of Marketing
• How Collaboration Between Sales and MarketingAgenda           Has Changed the Lead Generation Game
Selling More With the RightIncentives and SalesIntelligence
Your         • Bill HuPresenters      – Manager, Corporate Sales, Xactly             • Jake Hofwegen                – VP G...
• Selling More With the Right Incentives and SalesAgenda           Intelligence
Social Selling BestPractices WithInsideView
Your         • Koka SextonPresenters      – InsideView, Director Social Strategy                – @kokasexton             ...
Increasing Lead Quality &Conversion by Building aSales Intelligence Culture
• Ralf VonSosenYourPresenters      – InsideView, VP of Marketing             • Richard Terry-Lloyd                – Zuora,...
Increasing Lead Quality & Conversion by Building aAgenda   Sales Intelligence Culture         • Prospecting – Finding the ...
How Today’s MarketersAre Using Social Media
• Joe LucasYourPresenters      – InsideView, Senior Marketing Manager             • Cynthia Countouris                – Ac...
How Today’s Marketers Are Using SocialAgenda         Media         • What are they using it for?         • How are they go...
So, you have a $500kForecast?
Your        • Donal DalyPresenter      – The TAS Group, Founder and CEO
• So, you have a $500k Forecast?Agenda   • What are they using it for?         • How are they going about it?         • Wh...
Proven Techniques toIncrease ProspectResponse Rates
Your         • Joanne BlackPresenters      – No More Cold Calling®, Founder             • Mike Hack                – Insid...
Discussion   • Proven Techniques to IncreaseTopics         Prospect Response Rates             •   Why referrals are gold ...
How Sales IntelligenceCan Make You a BetterSales Executive
Your         • Larry ReevesPresenters      – AA-ISP, Chief Operating Officer             • Brook West                – Fuz...
Discussion   • How Sales Intelligence Can Make You aTopics         Better Sales Executive             •   Top Challenges a...
9 Social Selling Tools YouShould Not Go Without          #IS12
Your         • Greg BrownPresenters      – Extole, Chief Revenue Officer                – @gregsbrown             • Eric B...
Discussion   • Social Selling Tools You Should Not GoTopics         Without             •   Tools             •   Measurin...
21st-century Sales Warriors:Work Smarter, Sell Better andWin More
Your        • Nicholas KontopoulosPresenter      – SAP, Director Global Marketing, CRM LoB Customer
• 21st-century Sales Warriors: Work Smarter, SellAgenda           Better and Win More
The New Rules of Social CRM
Your        • Chuck CoulsonPresenter      – SugarCRM, VP Business Development
• The New Rules of Social CRMAgenda         • What are the New Rules?         • How to compete and win         • Open Q&A
Why Downturns Break SalesOrgs (And What To Do AboutIt)
Your        • Justin ShriberPresenter      – Oracle, Regional VP, SaaS CRM Sales
• Why Downturns Break Sales Orgs (And What ToAgenda           Do About It)
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Insider Summit Breakout Session #IS12

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  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
  • Transcript of "Insider Summit Breakout Session #IS12"

    1. 1. How Collaboration BetweenSales and Marketing HasChanged the Lead GenerationGame
    2. 2. Your • Jon MillerPresenters – Marketo, Co-Founder and VP of Marketing
    3. 3. • How Collaboration Between Sales and MarketingAgenda Has Changed the Lead Generation Game
    4. 4. Selling More With the RightIncentives and SalesIntelligence
    5. 5. Your • Bill HuPresenters – Manager, Corporate Sales, Xactly • Jake Hofwegen – VP Global Sales Operations, NetSuite
    6. 6. • Selling More With the Right Incentives and SalesAgenda Intelligence
    7. 7. Social Selling BestPractices WithInsideView
    8. 8. Your • Koka SextonPresenters – InsideView, Director Social Strategy – @kokasexton • Barbara Giamanco – Social Centered Selling, EVP Sales – @barbaragiamanco • Don Otvos – Yammer, Manager, Sales Operations – @donnyo • Dave Vacanti – Senior Manager, Cornerstone On Demand
    9. 9. Increasing Lead Quality &Conversion by Building aSales Intelligence Culture
    10. 10. • Ralf VonSosenYourPresenters – InsideView, VP of Marketing • Richard Terry-Lloyd – Zuora, VP for Emerging Markets • Brian Falkner – Big Machines, Regional VP – West • Paul Jones – FranklinCovey Sales Performance Practice, Senior Director, Business Development
    11. 11. Increasing Lead Quality & Conversion by Building aAgenda Sales Intelligence Culture • Prospecting – Finding the RIGHT person. – Richard Terry-Lloyd, Zuora • Converting – Having the RIGHT message, at the RIGHT time. – Brian Falkner, Big Machines • Culture/Methodology – Making it part of the culture. – Paul Jones, FranklinCovey • Discussion with Question & Answers
    12. 12. How Today’s MarketersAre Using Social Media
    13. 13. • Joe LucasYourPresenters – InsideView, Senior Marketing Manager • Cynthia Countouris – Accolo, VP Marketing • Ellen Valentine – SilverPop, Evangelist • Koka Sexton – InsideView, Director Social Strategy
    14. 14. How Today’s Marketers Are Using SocialAgenda Media • What are they using it for? • How are they going about it? • What results are they seeing? • What are the best practices? • Discussion with Question & Answers
    15. 15. So, you have a $500kForecast?
    16. 16. Your • Donal DalyPresenter – The TAS Group, Founder and CEO
    17. 17. • So, you have a $500k Forecast?Agenda • What are they using it for? • How are they going about it? • What results are they seeing? • What are the best practices? • Discussion with Question & Answers
    18. 18. Proven Techniques toIncrease ProspectResponse Rates
    19. 19. Your • Joanne BlackPresenters – No More Cold Calling®, Founder • Mike Hack – InsideView, Account Executive • Apryl Hanson – Blytheco, Director Customer and Partner Strategy • Brett Gabel – Symplified, Regional Sales Manager
    20. 20. Discussion • Proven Techniques to IncreaseTopics Prospect Response Rates • Why referrals are gold • What it takes to adopt referral selling • Leveraging your connections to get to the right people • Using referrals throughout the sales funnel • Linking InsideView and social media for referrals
    21. 21. How Sales IntelligenceCan Make You a BetterSales Executive
    22. 22. Your • Larry ReevesPresenters – AA-ISP, Chief Operating Officer • Brook West – Fuze Box, VP Sales • Greg Brush – InsideView, VP Sales • Michael Lodato – Network Hardware Resale, SVP Sales & Marketing
    23. 23. Discussion • How Sales Intelligence Can Make You aTopics Better Sales Executive • Top Challenges and Priorities • Using social intelligence • Tools and Technologies • Processes and Methodologies • People and Training • Open Q&A
    24. 24. 9 Social Selling Tools YouShould Not Go Without #IS12
    25. 25. Your • Greg BrownPresenters – Extole, Chief Revenue Officer – @gregsbrown • Eric Boocock – Microsoft, Senior Product Marketing Manager – @eboocock • Patrick Culp – Sprout Social, Director Sales – @talk2pculp
    26. 26. Discussion • Social Selling Tools You Should Not GoTopics Without • Tools • Measuring social engagement • Is social media is a time waster? • Benefits of social media • Role of CRM • Open Q&A
    27. 27. 21st-century Sales Warriors:Work Smarter, Sell Better andWin More
    28. 28. Your • Nicholas KontopoulosPresenter – SAP, Director Global Marketing, CRM LoB Customer
    29. 29. • 21st-century Sales Warriors: Work Smarter, SellAgenda Better and Win More
    30. 30. The New Rules of Social CRM
    31. 31. Your • Chuck CoulsonPresenter – SugarCRM, VP Business Development
    32. 32. • The New Rules of Social CRMAgenda • What are the New Rules? • How to compete and win • Open Q&A
    33. 33. Why Downturns Break SalesOrgs (And What To Do AboutIt)
    34. 34. Your • Justin ShriberPresenter – Oracle, Regional VP, SaaS CRM Sales
    35. 35. • Why Downturns Break Sales Orgs (And What ToAgenda Do About It)
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