What You'll Learn: - How to turn events into a smart strategy rather than a burden - How to align sales, marketing and customer success around a single well-executed event goal - What does measuring ROI on an event look like? - Different ways and tactics to stand out from the floor

1. Where is the ROI on events?
--it starts with this event strategy
template
SALES HACKER WEBINAR
@saleshacker

2. Hosted by:
JOE CAPRIO
VP Sales
Chorus.ai
RICHARD HARRIS
Owner
The Harris Consulting
Group
MARK KOSOGLOW
VP Sales
Outreach.io

3. What is the overall strategy/reason you do events?
How do you get your teams aligned around that strategy?
What work needs to be done pre-show?
What are you doing at the show?
What works needs to be done post-show?
5 Rounds: 5 Questions
1
2
3
4
5

4.  VP Sales @ Chorus.ai in San Francisco
 Formerly the VP Sales at InsightSquared; grew from
employee #9 (first AE!) to run a 70 person department
crossing BDR, AE, CX, and Training
“Joe Caprio is the single best thing to ever happen to sales and
marketing alignment."
-Kim Lindquist, Sr Partner Marketing @ AWS
Joe Caprio
“

5.  First employee at Outreach
 Sales nerd to the max
“"In my life, I've occupied myself with only one passion, and that's
becoming as handsome, strong, and smart as Joe Caprio. While I
understand it's an impossible goal, Joe's awesomeness motivates
me to attack my Sisyphean task daily with determination and
vigor.”
– Mark Kosoglow himself
Mark Kosoglow
“

6. Richard Harris
 Richard Harris brings 20+ years of sales and Saas experience to the table
in his work as an advisor and consultant. His focus is on a more relaxed
conversational selling style that helps people go from strangers to
acquaintances to trusted business allies.
 The goal of Richard's training is to get people to stop talking about what
they do and get them to start talking about the pains they solve. Clients
and experiences include: Zoom, Gainsight, PagerDuty, Mashery,
Gurtin, TopOpps, LevelEleven, SocialChorus, OutboundEngine, and
Spanning.
 Richard has been named a Top 25 Inside Sales Professional by the
American Association of Inside Sales for the last 3 years. As well as a Top
10 Sales Development Leader as voted by Inside Sales and Sales Hacker
 Ricard lives in Northern California with a wife, Cathy, 2 boys, Riley (9) and
Bodhi (7), and their dog Lola.

7. Welcome to SmarketingMania #1
*Note this is not Joe nor Mark

8. Alright here we go. Head
to head...

9. ROUND #1
What is the overall strategy/reason you
do events?

10. ROUND #2
How do you get your teams aligned
around that strategy?

11. ROUND #3
What work needs to be done pre-show?

12. ROUND #4
What are you doing at the show?

13. ROUND #5
What works needs to be done post-
show?

14. And the winner is...?

15. Q&A
JOE CAPRIO
VP Sales
Chorus.ai
RICHARD HARRIS
Owner
The Harris Consulting
Group
MARK KOSOGLOW
VP Sales
Outreach.io

16. marketing@saleshacker.co
m @saleshacker