In 'Selling In the Brave New World,' Ignite Selling discusses how to adopt the new selling paradigm and ensure sales success. This presentation explores Selling with Strategic Intent to facilitate successful sales meetings and how it can help sales teams move the opportunity forward efficiently.
Smart planning means knowing what tech to keep close at hand for more effective selling. In this session, you’ll learn how to prevent your sales and go-to-market strategies from going stale with tips from Unisys.
Building a Predictable Pipeline of Sales: A Demand Generation Plan How-ToStephanie Ristow
With often-competing priorities, building a marketing plan that is understood, valued, and approved by both executive leadership and sales is tougher than it looks. This session will provide a step by step how-to on building the elements for an effective, strategic demand generation plan that paves the way for a predictable pipeline of sales. You’ll walk away from this session with a fully-outlined demand generation plan that will impress executive leadership and get your sales team pumped about marketing.
After this session, you’ll be able to:
-Build a demand generation plan that meets marketing and sales needs
-Define your stage-level objectives
-Map messaging to persona and stage-based segmentation
-Define pipeline-based goals shared by sales and marketing
-Establish programs directly related to pipeline objectives
Developing The Ultimate Customer Success Strategy Gainsight
Want to adopt Customer Success but don't know where to start? A seasoned customer success manager looking to optimize your team, workflow and organization?
Accurately defining your Desired Outcomes for each customer segment
Outlining the roadmap to your customer's Desired Outcome
Aligning your team, organization and workflow to optimize for meeting your customer's desired outcomes
During the presentation, the audience will be invited to ask any questions about the content, customer success or Gainsight that come up.
Connect More and Close More Deals Using Content and Video ProspectingInfluence and Co.
These slides cover:
The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.
Growing your company requires establishing an excellent sales and marketing function
Failure to grow creates huge long term issues. In this presentation Bill walks through key factors in how to increase sales and improve your overall sales function.
7 Pillars of Modern Marketing, Presented by ReachLocal Chief Marketing Officer Todd Ebert at CeBIT Australia 2014. This presentation provides an overview of seven successful marketing strategies businesses need to take advantage of.
Smart planning means knowing what tech to keep close at hand for more effective selling. In this session, you’ll learn how to prevent your sales and go-to-market strategies from going stale with tips from Unisys.
Building a Predictable Pipeline of Sales: A Demand Generation Plan How-ToStephanie Ristow
With often-competing priorities, building a marketing plan that is understood, valued, and approved by both executive leadership and sales is tougher than it looks. This session will provide a step by step how-to on building the elements for an effective, strategic demand generation plan that paves the way for a predictable pipeline of sales. You’ll walk away from this session with a fully-outlined demand generation plan that will impress executive leadership and get your sales team pumped about marketing.
After this session, you’ll be able to:
-Build a demand generation plan that meets marketing and sales needs
-Define your stage-level objectives
-Map messaging to persona and stage-based segmentation
-Define pipeline-based goals shared by sales and marketing
-Establish programs directly related to pipeline objectives
Developing The Ultimate Customer Success Strategy Gainsight
Want to adopt Customer Success but don't know where to start? A seasoned customer success manager looking to optimize your team, workflow and organization?
Accurately defining your Desired Outcomes for each customer segment
Outlining the roadmap to your customer's Desired Outcome
Aligning your team, organization and workflow to optimize for meeting your customer's desired outcomes
During the presentation, the audience will be invited to ask any questions about the content, customer success or Gainsight that come up.
Connect More and Close More Deals Using Content and Video ProspectingInfluence and Co.
These slides cover:
The value content can bring to your outreach.
How to create content that enables your process and helps you in your conversations.
Specific ways to use content for optimal success.
Why video is the future of sales and how to easily incorporate it into your existing cadence.
Best practices for creating prospecting videos.
How to track the success of your video outreach.
Growing your company requires establishing an excellent sales and marketing function
Failure to grow creates huge long term issues. In this presentation Bill walks through key factors in how to increase sales and improve your overall sales function.
7 Pillars of Modern Marketing, Presented by ReachLocal Chief Marketing Officer Todd Ebert at CeBIT Australia 2014. This presentation provides an overview of seven successful marketing strategies businesses need to take advantage of.
The traditional models of retailing are changing with the emergence of new channels, new methods of merchandising and marketing and new ways to emasure performance - Peter Charness, Manthan Systems
Top Tips For Creating Sustainable Customer Advocacy
with David Coates, Director of Customer Marketing at IronMountain
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
How to Generate Content for Demand and Lead Generation Gabrielle Hailmann
Before generating content this is a must read. Learn the digital persuasion sequence - the right strategy, content and marketing channels that will drive your customers to buy.
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
Four years ago, The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research reveals something even more surprising: Being a Challenger seller is not enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization, a Mobilizer. CEB will reveal what high-performing B2B teams grasp that their average-performing peers don't. Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to connect to any one individual stakeholder. It's far more often their inability to connect them to each other. Join Brent Adamson, Principal Advisor for CEB and co-author of The Challenger Sale. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service.
Check out the session video: http://bit.ly/1MnKzqu
Elevating the SMB Digital Marketing Industry, Sharon Rowlands, ReachLocal CEOReachLocal
What do SMBs in today's digital marketing landscape need to know in order to succeed and grow their business? ReachLocal CEO Sharon Rowlands discusses the core concepts ReachLocal practices in order to elevate digital marketing for local SMBs in this 2014 BIA/Kelsey keynote presentation.
Salesforce ISV Expert Success Series - How Salesforce Partners are Maximizing...Gainsight
Salesforce Partners are focusing on customer retention by driving adoption, cross-sell/upsell, and maximizing renewal rates across their install base.
Hear how Salesforce Partner, Brainshark, increased their customer retention by 7% in just 12 months by defining and adopting a customer health scoring system.
Since understanding their customer’s overall health, Brainshark has greater accuracy in renewals forecasting and prioritizing the activities of their Customer Success teams.
Join us on Tuesday, August 11th at 10 am (PT) as we share the secrets on increasing revenue from your install base and securing a higher company valuation by focusing on customer retention.
In this webinar, we will specifically answer questions like:
How to move from excel to a Customer Success solution?
Why having customer health scores changes the game?
Why valuations are tied to Customer Success metrics?
The old sales playbooks no longer work – the actors in your sales processes aren’t as reliable as you once thought. Watch this presentation from CEB to understand how star sellers are navigating this new dynamic by selling to different people in very different ways than tradition prescribes.
Marketing in the big leagues: Savvy strategies for an Enterprise Marketer’s b...Demandbase
Campaign disconnect, multiple product lines, siloed teams, and complex governance are a special breed of challenges that Enterprise marketing functions know too well. Vanquishing these beastly challenges is critical to achieving Enterprise holy-grail –- ABM marketing at scale and pipeline predictability.
Where to begin your quest? Join Inverta’s Kathy Macchi, EVP Consulting Services, and Jessica Fewless, Client Partner, as they share the winning strategies that successful B2B Enterprise teams are using. Inverta has helped scores of Enterprises like WestRock and Procore. They’ll teach you how the best orgs drive team alignment and deliver customer-centric buying experiences that win deals.
In this webinar you'll learn:
Best practices to drive alignment across go-to-market teams
Strategies for building customer-centric, pipeline producing campaigns
Approaches and results from successful Enterprise Marketing teams
There are many reasons why customer accounts can be “at risk” and if you are in the unfortunate position where a customer churns early, you probably will not achieve the desired lifetime value. All of this makes aligning Sales and Customer Success critical. You need to sell the right level of your product to the right type of customer. Listen in to the webinar where we cover the topic of aligning Customer Success and Sales.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
A customer acquisition strategy is critical for the success of every business at any age or size. Companies tend to concentrate marketing effort at the bottom of the funnel but need to systematically feed the top to enable continuous growth. Our seasoned experts will unpack an integrated customer strategy for acquiring new customers – profitably – keeping in mind the customer journey and the aggregate return on a new customer. Our four back-to-back sessions will dive into our experts’ approaches on customer analysis, budget allocation, customer lifetime value, and customizing messaging in creative.
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
Customer Success - You Have a Positioning Problem - Lincoln MurphyLincoln Murphy
Lincoln Murphy's Keynote at the first annual Customer Success Conference in Israel was focused on the problem Customer Success has when it comes to getting resources and being taken seriously, and how to fix that.
Why the best B2B buyer experience wins - Louis Jonckheere CPO - ShowpadB2B Marketing Forum
Our consumer experiences and expectations are influencing our behaviour as a B2B buyer. Most sales reps however have not adapted their way of working to this shift in buyer expectations.
For simple purchases, B2B buyers increasingly prefer ecommerce with no salesperson involved. Complex sales on the other hand still requires sales intervention.
As consumers we shop online and use apps, e.g. Amazon, Netflix, and Booking.com, and we expect to find the information we need when we want it. Sales reps play no role or a minimal role in this process. As the current sales practices aren’t in line with B2B buyer expectations, many sales reps are boring their buyers.
How can you stop boring your buyers and start delivering a better buyer experience?
Everyone’s talking about Account-Based Marketing – but is it the right approach for your organization? And, if it is, how do you create an end-to-end process for identifying, managing and marketing to target accounts? Part 1 of DemandGen's ABM webinar series details whether or not ABM is right for you.
Discover how to generate demand for your products and services to increase your sales. Learn the demand generation process and content strategy that aligns with lead generation and the buyers journey to effectively increase revenue for your business.
The traditional models of retailing are changing with the emergence of new channels, new methods of merchandising and marketing and new ways to emasure performance - Peter Charness, Manthan Systems
Top Tips For Creating Sustainable Customer Advocacy
with David Coates, Director of Customer Marketing at IronMountain
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
How to Generate Content for Demand and Lead Generation Gabrielle Hailmann
Before generating content this is a must read. Learn the digital persuasion sequence - the right strategy, content and marketing channels that will drive your customers to buy.
Six Reasons You May Be Losing Sales, from The Challenger Sale LeadScorz
The authors of "The Challenger Sale" highlight different types of biases to keep in mind as a way to self-examine when at a crossroad in the sales process, as you attempt to close a deal. They acknowledge biases are not inherently "bad", but are filters to help process information and make decisions quicker. The point is to step back, consider six biases that may be holding back closing the sale, and see if assumptive responses you are having are potentially detrimental to your sales success.
Four years ago, The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now our latest research reveals something even more surprising: Being a Challenger seller is not enough. Your success or failure also depends on who you challenge. To win today, you need a Challenger inside the customer organization, a Mobilizer. CEB will reveal what high-performing B2B teams grasp that their average-performing peers don't. Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to connect to any one individual stakeholder. It's far more often their inability to connect them to each other. Join Brent Adamson, Principal Advisor for CEB and co-author of The Challenger Sale. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service.
Check out the session video: http://bit.ly/1MnKzqu
Elevating the SMB Digital Marketing Industry, Sharon Rowlands, ReachLocal CEOReachLocal
What do SMBs in today's digital marketing landscape need to know in order to succeed and grow their business? ReachLocal CEO Sharon Rowlands discusses the core concepts ReachLocal practices in order to elevate digital marketing for local SMBs in this 2014 BIA/Kelsey keynote presentation.
Salesforce ISV Expert Success Series - How Salesforce Partners are Maximizing...Gainsight
Salesforce Partners are focusing on customer retention by driving adoption, cross-sell/upsell, and maximizing renewal rates across their install base.
Hear how Salesforce Partner, Brainshark, increased their customer retention by 7% in just 12 months by defining and adopting a customer health scoring system.
Since understanding their customer’s overall health, Brainshark has greater accuracy in renewals forecasting and prioritizing the activities of their Customer Success teams.
Join us on Tuesday, August 11th at 10 am (PT) as we share the secrets on increasing revenue from your install base and securing a higher company valuation by focusing on customer retention.
In this webinar, we will specifically answer questions like:
How to move from excel to a Customer Success solution?
Why having customer health scores changes the game?
Why valuations are tied to Customer Success metrics?
The old sales playbooks no longer work – the actors in your sales processes aren’t as reliable as you once thought. Watch this presentation from CEB to understand how star sellers are navigating this new dynamic by selling to different people in very different ways than tradition prescribes.
Marketing in the big leagues: Savvy strategies for an Enterprise Marketer’s b...Demandbase
Campaign disconnect, multiple product lines, siloed teams, and complex governance are a special breed of challenges that Enterprise marketing functions know too well. Vanquishing these beastly challenges is critical to achieving Enterprise holy-grail –- ABM marketing at scale and pipeline predictability.
Where to begin your quest? Join Inverta’s Kathy Macchi, EVP Consulting Services, and Jessica Fewless, Client Partner, as they share the winning strategies that successful B2B Enterprise teams are using. Inverta has helped scores of Enterprises like WestRock and Procore. They’ll teach you how the best orgs drive team alignment and deliver customer-centric buying experiences that win deals.
In this webinar you'll learn:
Best practices to drive alignment across go-to-market teams
Strategies for building customer-centric, pipeline producing campaigns
Approaches and results from successful Enterprise Marketing teams
There are many reasons why customer accounts can be “at risk” and if you are in the unfortunate position where a customer churns early, you probably will not achieve the desired lifetime value. All of this makes aligning Sales and Customer Success critical. You need to sell the right level of your product to the right type of customer. Listen in to the webinar where we cover the topic of aligning Customer Success and Sales.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
A customer acquisition strategy is critical for the success of every business at any age or size. Companies tend to concentrate marketing effort at the bottom of the funnel but need to systematically feed the top to enable continuous growth. Our seasoned experts will unpack an integrated customer strategy for acquiring new customers – profitably – keeping in mind the customer journey and the aggregate return on a new customer. Our four back-to-back sessions will dive into our experts’ approaches on customer analysis, budget allocation, customer lifetime value, and customizing messaging in creative.
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
Customer Success - You Have a Positioning Problem - Lincoln MurphyLincoln Murphy
Lincoln Murphy's Keynote at the first annual Customer Success Conference in Israel was focused on the problem Customer Success has when it comes to getting resources and being taken seriously, and how to fix that.
Why the best B2B buyer experience wins - Louis Jonckheere CPO - ShowpadB2B Marketing Forum
Our consumer experiences and expectations are influencing our behaviour as a B2B buyer. Most sales reps however have not adapted their way of working to this shift in buyer expectations.
For simple purchases, B2B buyers increasingly prefer ecommerce with no salesperson involved. Complex sales on the other hand still requires sales intervention.
As consumers we shop online and use apps, e.g. Amazon, Netflix, and Booking.com, and we expect to find the information we need when we want it. Sales reps play no role or a minimal role in this process. As the current sales practices aren’t in line with B2B buyer expectations, many sales reps are boring their buyers.
How can you stop boring your buyers and start delivering a better buyer experience?
Everyone’s talking about Account-Based Marketing – but is it the right approach for your organization? And, if it is, how do you create an end-to-end process for identifying, managing and marketing to target accounts? Part 1 of DemandGen's ABM webinar series details whether or not ABM is right for you.
Discover how to generate demand for your products and services to increase your sales. Learn the demand generation process and content strategy that aligns with lead generation and the buyers journey to effectively increase revenue for your business.
Research shows that companies with systematic coaching achieve 102% of their sales goals. This presentation explores two ways of systematic coaching: tactical and strategic; and discusses the Ignite Selling's six steps approach of sales coaching to turbo-charge the sales engine.
Revegy and SiriusDecisions, Account Based Marketing and Account PlanningRevegy, Inc.
Key account planning is critical to the success of both sales and marketing – and ultimately the revenue of a company – yet few organizations are doing it the right way. Join Revegy and SiriusDecisions as they discuss the best ways to prioritize and determine key accounts and execute on strategies to market, sell and maximize engagement with your best customers.
You Be You - 3 Ways to Stand Out From AmazonCelect
Amazon is a beast. There’s no denying this, and their impact is continuing to bleed into other retailers performance and business strategies. But, it’s not all Amazon’s fault. Your customers expect more.
Social media marketing plan template 2021Fraser Hay
Social media marketing plan template 2021 is an overview of the coaching and consulting solutions on offer at http://www.fraserhay.co.uk
These include:-
Social Media Marketing Plan Template 2021
Social Media Marketing Strategy 2021
Social Media Marketing Audit
Social Media Marketing System
Marketing funnel
social media strategy
social media situation analysis
social media tactical plan
social media reporting systems
social media coaching
social media marketing consultant
social media plan 2021
Sales operations: finding ways to work smarterAnaplan
Annual sales planning season is just around the corner, and for sales operations teams that means long days and lonely nights iterating on the sales plan. In a recent sales planning survey, SiriusDecisions identified key areas where high-performing sales operations team are beating their competition to drive sales growth.
In this webinar with SiriusDecisions’ Research Director Dana Therrien learn practical approaches to organizing sales operations functions—as well as how to provide more bandwidth so you can optimize your sales planning process—and get your sales reps focused, faster.
This webinar is part of the ValueSelling Sales Leadership Series. Phil Harrell, SiriusDecisions' Service Director of Chief Sales Officer Strategies outlines why a digital sales transformation is critical to a sales leader's longevity in the role and the steps that a sales leader should take to successfully execute a transformation.
6 ways to achieve sales and marketing alignment throughout the buyer's journeyxoombi
Alignment between Marketing and Sales is potentially the largest opportunity for improving business performance today. When marketing and sales teams unite around a single buyer's journey, they dramatically improve marketing ROI, sales productivity, and, most importantly, top-line growth.
Any sales professional will say they want to be considered a partner to their clients. But what does it truly take to elevate yourself from vendor to consultant, and then, ultimately, to a trusted partner? How do you generate insights worth listening to? What will make a person buy from you over and over again?
DirectionGroup The B2B Nirvana: The always-on campaign- Edge presentationDirectionGroup Limited
Gone are the days of the quarterly driven campaign.
Today’s buyers are doing things differently. They’re buying on their terms and we need to think differently about how we build campaigns to accompany them throughout their buying journey. Short term campaigns are out of sync with buyers… our demand generation campaigns need to be “always on.”
In this presentation, we will cover topics such as:
• What is an “always on” campaign and what would it look like?
• What is the typical B2B buying journey?
• What kind of content do I need (and how much of it?)
• How do I budget for “always on” campaigns?
• how do I balance the need for quick wins and the desire to be “always on”?
Tactics for sales and marketing managers to use in working with independent sales channels such as distributors, dealers and independent reps. It provides a step-by-step approach for designing channels, and managing and motivating performance.
The best time to start power prospecting is now. Learn the tactics and tools needed to achieve your 2017 sales targets. Brush up on proven prospecting techniques to gain access and start a meaningful sales conversation with your ideal prospects. Supersize your funnel by maximizing your telephone skills and your prospecting tactics.
Why use thought leadership as a content marketing strategy? This introductory guide overviews the returns on thought leadership and ways to get started within your content marketing plan.