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Assembling a B2B growth marketing team is no easy task, but the experts from LeadGenius and Uberflip are here to help. Finding the right people for your organization is only the beginning — you also have to focus on providing your team with the tools and tactics that they need to succeed. In this webinar, Lena Shaw (Director of Marketing & Growth @ LeadGenius) and Hana Abaza (VP of Marketing @ UberFlip) discuss: Hiring Your Growth Team (Assembling the DNA of your team) Building Your Marketing Stack (Tools as a force multiplier) Planning and Strategy (Doing more with less) Budget and Tracking (3 Letters: ROI)

How to Do Customer Success at Scale with Amazon Web Services

We live in a Shark Tank world: competition is fierce, talent is better than ever, and we’re all striving to come out on top. CEOs everywhere are seeking to innovate, but 81% say their teams are not equipped to meet the challenges needed to compete in today’s marketplace. Innovation is about empathy with your customers. It's all about customer obsession! In this session, I (Or should you say Sandy Carter, AWS Vice President) will hone your superpower - not of customer focus, or customer driven, but customer obsessed.

How to Align Marketing and Sales For Better Demand Generation

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Marketing and sales. Inbound and outbound. These worlds are coming closer and closer together with all of the new Sales and Marketing Technologies in B2B Tech. The buyer's journey has changed and it is more important then ever for your Sales and Marketing teams to be better aligned to experience sustainable long term success. In this webinar, Joe Payne and Chris Rodriguez from LeadGenius share their insider tactics on how they have been able to define a data driven sales and marketing powerhouse team! What You Will Learn: -Building an audience profile to match the capabilities of your CRM and marketing automation software -Coordinating marketing and sales communications and reporting on different platforms -The importance of data quality and analysis to speed up your sales cycle -Best Practices on Reporting, Lead Generation, and A/B Testing

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On September 22, 2016 in Dublin, Ireland, Lincoln Murphy gave a keynote presentation called Win by Design, Not by Chance: Customer Success as a Growth Engine. The presentation covers everything from what Customer Success is to how it impacts company valuation. From Onboarding to ongoing engagement, and from sales to land-and-expand, this presentation was designed to introduce the audience to Customer Success-driven Growth.

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Sales is undergoing a transformation. One could call it the acceleration or automation era. This change is characterized by an explosion of data and technology. Data can be the high-octane fuel that powers your sales machine or it can be the sand that grinds everything to a halt. If you know how to automate, it’s a good time to be in sales. In this 50-minute webinar, CEO of Sales Hacker, Max Altschuler, and Anand Kulkarni, Chief Scientist at LeadGenius, will discuss how technology demands that salespeople act more like data scientists, especially at the top of the funnel. Max and Anand discuss: -How to find your ideal customers in a crowded marketplace -Targeting your high-potential buyer -Automating lead research -Examples of unique trigger events used for targeting buyers -Examples of mid-market sales teams using data and technology to efficiently scale lead gen -Examples of generating/resurfacing leads from legacy contact databases with fresh information

How to Drive Growth with Customer Success Metrics

Gainsight

The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale. In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success. This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.

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Strike It Rich With LinkedIn - Intergage Seminar October 2019

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Do you find that growing your business has become increasingly tough? Marketing and selling has become more and more expensive and seemingly, less effective. The average person is exposed to 5,000 marketing messages and 121 emails every single day. It's hardly surprising if your messages miss the goal... Businesses have become accustomed to casting their net as widely as possible to attract as many prospects as they can. If you do this, you're bound to get one or two good customers, right? This results in wasted efforts, high advertising spend and little reward for your work. So, flip your marketing on its head and take a personal approach to your sales and marketing process. Use strategies such as account-based marketing and tools like LinkedIn to deliver targeted messages directly to key prospects. Know your customers and know them well. Join us for a game of discovery to growing your business into the top flight including: modern sales techniques targeted marketing growing your network.

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This workshop will provide you with the tools, techniques, and sales strategies on how to effectively penetrate your dream clients, as well as save you time and money. Let’s face it, most startups do not have the budgets to spend on the fancy and expensive software products and hiring a full-blown sales team. In turn, they need to find alternatives that can still get the job done. To add, many buyers in today’s markets are bombarded by sales people each and every day so it’s important to understand the best approaches in order to differentiate yourself amongst the noise. Below are a few areas that will be covered during this workshop: - Creating a Powerful and Compelling 1-Pager – Value Proposition - LinkedIn Outreach Strategies - Sales Software - Email tracking / Databases, CRM etc. - Email / Cold Calling Strategies - Building your Prospect List - Research / Targeting

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Account-Based Selling (ABS) is a new and quickly evolving space. There’s no set playbook circulating around the Internet. This method for selling is made possible by advancing technology, increasing availability of data in the public domain and the need to find a new, effective way to sell. In this presentation you'll discover: -What Account Based Selling is -Why you should care -How to find target accounts -How to conduct research -How to establish and execute your outbound plan -The most costly mistakes -An example of ABS in action ----------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com

Digital marketing from a human perspective: For schools and camps

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Consumer behaviour has forever changed and the digital world continues to be an evolving landscape. Families will research you online, and you need to be where they are. The role of the sales person is now to support everything you do online. This presentation provides a strategy for determine where to go and be in the digital space that will be most effective for your schools or camps marketing goals.

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Company leadership and hiring managers are only as great as the team they build. So, it’s no surprise that a core responsibility of all group managers is to design and hire top talent for their organization. But, in order to be effective at hiring and building a grade-A team, managers need to know what questions to ask during the initial interview stages. By asking candidates strategic interview questions, hiring managers can quickly identify the best job candidates or potential employees. Cory Eustice, Talent Director at Hart, reveals ways the most effective leaders interview candidates to identify those great hires. You’ll learn: *The interview process most leaders and managers take *The art and science to developing custom and strategic interview questions based on the role *What to look for in the interview answers received from candidates *The top interview questions CEOs ask candidates See more upcoming LinkedIn Talent Solutions webinars: https://lnkd.in/gjfYMp9

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It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand. That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to. But in a land where everything has an opportunity cost, you have to ask: When can it hurt you? What are the downsides of building a personal brand?

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If your definition of personalization is still {Insert Name Here}, you’re in trouble. Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails. LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022. Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.

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There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022. We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.

Your Global Sales Playbook: How to Take on International Expansion

DocSA company can only be as big as its global ambitions. International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success. When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes? Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.

A Repeatable Process for Crafting Perfectly Personalized Emails

Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you. Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.

How A 'One Team' Mindset Fuels Revenue Growth in 2021

Macaroni and cheese. Bacon and eggs. Sales and marketing. All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer. To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment. Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.

The Framework for B2B Sales Leaders to Develop a Customer Centric Business Model

The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services. And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team. The answer is a transition to deep customer-centricity, not just in theory, but in practice. In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.

Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales Teams

If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you. Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights. In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!

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A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines. The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today. In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.

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Since inception, the sales industry has historically had questions that have gone unanswered and substantial problems that have gone unsolved. First, there’s the tactical ones: What makes the perfect cold call? How do I handle the objection “Send me an email”? What’s the perfect subject line? And when someone ghosts me, how do I re-engage with them in a way that gets the response I want? And then there’s the bigger ones.. Why do my AEs fight with my SDRs on which meetings are TRULY qualified? Why does Marketing complain that Sales isn’t following up with their MQLs in a timely manner? Why does Sales complain that ALL of the marketing leads are “BS”? And what is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all? In this deck presensted by Becc Holland & Scott Barker for “The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!

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Ever been told that personalization is THE key to masterful sales messaging & more booked meetings? Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king. The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant. Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.

Workshop: Breaking Down a Real Outbound Prospecting Sequence

With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota. With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY! In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.

The Link between Sales Happiness, Performance and Technology

That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance? These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths. Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.

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