This document discusses how B2B sellers must adapt to changing buyer behaviors in the 21st century. It notes that B2B buyers now research online independently and prefer not to interact directly with sales reps. To be effective, modern B2B sellers must embrace digital tools, leverage data insights, engage customers across multiple channels, and focus on collaboration and partnership. The document provides examples of how some global companies are transforming sales through data science, mobile apps, and digital enablement. It concludes that B2B sellers must accept that buyers are evolving, place the buyer at the center, understand where their team is in adapting to these changes, and commit to ongoing transformation.
SOS01. Grow Success: Building Plays that ScaleSalesLoft
Accelerate ramp, align internal resources, and support change management to optimize rep productivity. In this session, you will learn how to drive alignment between sales, marketing, and operations for shared success.
SLS07. Buying Has Changed: Sellers Have NotSalesLoft
Today’s buyer has evolved. They leverage data to be more empowered than ever. Mark Roberge discusses how we, as sales leaders, must also evolve - particularly around talent, enablement, and compensation.
Top Takeaways:
. Data has changed the way we sell
. The old rep may not be able to climb the change curve
. Changes in hiring, training, and compensation plans drive the right behavior
SNB05. A Different Vantage Point: Improve Meetings for EveryoneSalesLoft
Join SalesLoft's Taylor Thompson (Sales Executive) and Meiling Arounnarath (Product Owner) for the compelling story as to why Taylor started reviewing his sales recordings once he got access to Meeting Intelligence in SalesLoft...and why you should too.
You'll learn why Meeting Intelligence helps make meetings better for everyone: customer facing roles, managers, and most importantly, customers.
They'll have bonus content as well. The team from Dogpatch Advisors is sharing how they helped personalize SalesLoft's GTM for Meeting Intelligence.
SOS08. Your Secret Weapon to Scaling: Account-Based EverythingSalesLoft
The secret to successful Account-Based Marketing (ABM) isn’t so secret: start with quality data, add the right orchestration and finish off with sales and marketing alignment. Of course, knowing what it takes is one thing, putting it all together is another.
Learn how to build a powerful and effective account-based strategy and what it takes to move from theory to successful practice, through real-life stories of implementing ABM at high growth organizations.
SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced TerritoriesSalesLoft
Sales planning is tricky business. Set quotas too high or slice patches too thin and you risk attrition and demotivating the team. Too low or too fat, and you’ll incur unnecessary expense and leave opportunities on the table. Learn how sales operations teams at high-growth companies are using modern technologies to build staffing plans, set quotas, and balance territories.
SLS04. Loft Your Way to Success: Change Culture and Restructure Sales with Sa...SalesLoft
With over 20 years experience in sales and operations, Richard Park has seen what works — and what doesn't — in sales organizations. In this session, learn from first-hand experience how his team at Vertafore utilized SalesLoft to rebuild the sales organization and shape the culture of the company.
SLS08. Trends in Action: Join the 2019 Sales RevolutionSalesLoft
Agenda:
. Engagement is highly targeted
. Engagement is multi-channel
. Engagement is multi-function
. But onboarding is key
. Customer engagement is the new black
Even if you're not in sales, you're selling. Sales is a noble (and necessary) profession.
In this session, you will learn how to:
. Pivot your team into a consultative sales team
. Starting from recruiting well
. Coaching along the way
. Enforcement through incentives
SOS01. Grow Success: Building Plays that ScaleSalesLoft
Accelerate ramp, align internal resources, and support change management to optimize rep productivity. In this session, you will learn how to drive alignment between sales, marketing, and operations for shared success.
SLS07. Buying Has Changed: Sellers Have NotSalesLoft
Today’s buyer has evolved. They leverage data to be more empowered than ever. Mark Roberge discusses how we, as sales leaders, must also evolve - particularly around talent, enablement, and compensation.
Top Takeaways:
. Data has changed the way we sell
. The old rep may not be able to climb the change curve
. Changes in hiring, training, and compensation plans drive the right behavior
SNB05. A Different Vantage Point: Improve Meetings for EveryoneSalesLoft
Join SalesLoft's Taylor Thompson (Sales Executive) and Meiling Arounnarath (Product Owner) for the compelling story as to why Taylor started reviewing his sales recordings once he got access to Meeting Intelligence in SalesLoft...and why you should too.
You'll learn why Meeting Intelligence helps make meetings better for everyone: customer facing roles, managers, and most importantly, customers.
They'll have bonus content as well. The team from Dogpatch Advisors is sharing how they helped personalize SalesLoft's GTM for Meeting Intelligence.
SOS08. Your Secret Weapon to Scaling: Account-Based EverythingSalesLoft
The secret to successful Account-Based Marketing (ABM) isn’t so secret: start with quality data, add the right orchestration and finish off with sales and marketing alignment. Of course, knowing what it takes is one thing, putting it all together is another.
Learn how to build a powerful and effective account-based strategy and what it takes to move from theory to successful practice, through real-life stories of implementing ABM at high growth organizations.
SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced TerritoriesSalesLoft
Sales planning is tricky business. Set quotas too high or slice patches too thin and you risk attrition and demotivating the team. Too low or too fat, and you’ll incur unnecessary expense and leave opportunities on the table. Learn how sales operations teams at high-growth companies are using modern technologies to build staffing plans, set quotas, and balance territories.
SLS04. Loft Your Way to Success: Change Culture and Restructure Sales with Sa...SalesLoft
With over 20 years experience in sales and operations, Richard Park has seen what works — and what doesn't — in sales organizations. In this session, learn from first-hand experience how his team at Vertafore utilized SalesLoft to rebuild the sales organization and shape the culture of the company.
SLS08. Trends in Action: Join the 2019 Sales RevolutionSalesLoft
Agenda:
. Engagement is highly targeted
. Engagement is multi-channel
. Engagement is multi-function
. But onboarding is key
. Customer engagement is the new black
Even if you're not in sales, you're selling. Sales is a noble (and necessary) profession.
In this session, you will learn how to:
. Pivot your team into a consultative sales team
. Starting from recruiting well
. Coaching along the way
. Enforcement through incentives
SMM06. Bullseye: Data-Driven Ways to Increase PipelineSalesLoft
During this session, TOPO's Kristina McMillan and SalesLoft's Jeremey Donovan will totally geek-out on data. Specifically, they provide benchmarks and immediately actionable best practices drawn not only from surveys but also from analyzing hundreds of millions of prospect interactions. Their tips will span across messaging, execution, and skills to answer questions such as:
- Should you put your prospect's first name and/or company name in email subject lines?
- How many touches via what channels should be included in cadences?
- Is college athletics really a predictor of success in sales?
Make sure to bring your inner sales nerd to this session!
In this session, you will learn how to:
. Leave armed with immediately actionable best practices drawn not only from surveys but also from analyzing hundreds of millions of prospect interactions.
SOS02. Buyer Personas: Not Just for MarketingSalesLoft
Sales operations typically creates sales plans on the basis of account information such as historical spend, number of employees, and industry. From there, they create ideal customer profiles and set quotas. However, advances in artificial intelligence make it possible for sales operations to now plan and share information with marketing at even deeper levels such as buying groups, buying centers, and personas.
Designed to drive alignment between Sales, Marketing, and Operations for shared success, in this session we will discuss the ways these advancements are making it easier for sales and marketing to align and collaborate on sales planning and execution. We will also share how understanding personas is a critical component of sales operations success.
SNB02. Beyond the SDR: How Other Roles Win with SalesLoftSalesLoft
Join Allye O'Brien, Global Director of Sales Development at GlobalWebIndex, as she takes you through the process of Marketing Qualified Lead to Closed/Won. she will explain how GlobalWebIndex uses SalesLoft to optimize their funnel - the WHOLE funnel.
See how the Marketing team maximizes collateral and assets, how SDRs are enabled to do persona based selling (to get 4x conversion rates), and how Sales Executives prevent Opps from falling into a black hole. Each of these things leads to tighter budgets, better forecasting, and more closed won in Salesforce.
SMM04. Running to Success: How I Changed My Life and My Career by Running 103...SalesLoft
In 2018 Matt Amundson set a goal to run every single day for the entire year, ultimately amassing a total of 1035 miles. Don't worry, we won't make you run. In this session, Matt will discuss how he built a simple, repeatable process that enabled him to achieve the greatest success of his career while simultaneously increasing the quality of his personal life. Additionally, he’ll outline how to create your own process to ensures you have the best year of your career and your life.
In this session, you will learn how to:
. Build simple, repeatable processes that enabled you to achieve the greatest success of your career while simultaneously increasing the quality of your personal life.
. Build a model for the best year of your career you've ever had
. Gain the confidence to start where you are at, aligned to the goals to get you where you aim to go.
SNB09. SalesLoft's Ecosystem: A Look Back and a Look ForwardSalesLoft
The SalesLoft App Ecosystem is growing and we can’t wait to share the news! Sean Kester, our very own VP of Partnerships, will share the latest about what we are doing to help you create a better sales experience.
In 2017, a survey of more than 200 B2B sales leaders addressed key questions and opinions around marketing tactics, deliverables and alignment. While the results show that both groups are inching towards alignment, marketers will be interested in some of the responses. Join us for this session as this sales and marketing duo present the findings in a fun and interactive way!
SNB06. Three Simple Truths: Maximize Value with SalesLoftSalesLoft
You've purchased SalesLoft. That's awesome. Now the question is, how do you maximize the value that it will provide your organization? SalesLoft's Stephen Gladney (Product Owner) and Mónica Cottrell (Professional Services) will walk you through the top three reasons that people purchase SalesLoft and how you can maximize value in each of those areas, including specific examples. From cadence and automation rule strategy, to meeting intelligence, to reporting in Salesforce, this session will uncover the fundamental secrets to success that will help you become the hero of your sales organization.
Revenue Summit 2018 San Francisco
Marketing and Sales Orchestration
Speakers:
Justin Shriber - VP of Marketing, LinkedIn Sales & Marketing Solutions
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
This webinar will walk you through how Masergy, a leading networking and security solutions company, achieved their growth targets by aligning sales and marketing on their ABM strategy and taking a data-driven approach to scaling their ABM program for sustained growth.
In this webinar, you will learn the following:
-Aligning your team on the buying cycle with the Sirius Demand Unit Waterfall framework
-Key sales and marketing plays you can use at each stage of the Waterfall to jump start your ABM strategy
-How Masergy’s used these plays to fuel their ABM strategy and drive a 20% increase in revenue within 3 months
Speakers:
Malachi Threadgill, Director of Demand Generation, Masergy
Matt Senatore, Service Director, Sirius Decisions
Nipul Chokshi, VP Product Marketing, Lattice Engines
The Journey From Chaos To True Agility: How B2B Brands Are Applying Agile Mar...G3 Communications
The theory of Agile marketing sounds great. Who doesn’t want more work, of a higher quality, in less time? But what’s going on behind the theory?
This fast-paced session from one of the world’s leading Agile marketing experts will explore the realities of Agile in the world of marketing. We’ll explode common myths, investigate real world case studies, and finally explore small steps you can take to improve your own agility right away.
SNB10. It's Not Chemistry: Data Science Tells You How to Get PersonalSalesLoft
In this breakdown of game-changing research by SalesLoft's Data Science team, this duo will share research and learnings about increasing the likelihood of engagement with accounts.
In the session, you will learn:
How to leverage personalization in prospecting emails
How to successfully incorporate video into email
Who to engage with at various stages of the sales process.
A Roadmap For Driving Better Engagement And Fueling Marketing Performance Wit...G3 Communications
An increasing number of b-to-b channel organizations are shifting greater demand creation responsibility to their partners. To do so effectively, suppliers must gain a better understanding of partners’ sales and marketing capabilities, enable partners to use the marketing programs they provide and motivate them to execute. In today’s competitive channel environment, channel marketers struggle to forge stronger relationships with their channel partners, align their partners with the right programs to deliver optimal results, and clearly demonstrate ROI.
In this session, Maria Chien, service director of Channel Marketing Strategies for SiriusDecisions, will introduce a best-in-class methodology for driving greater engagement and performance with channel partners with an emphasis on uniting the elements that drive rapid revenue growth through partners.
Channel marketers may finally be getting the respect they deserve for their ability to drive revenue and generate brand awareness. But as companies count on them to boost business, the pressure is on to achieve increasingly higher goals.
During this session, Laz Gonzalez, Chief Strategy Officer at Zift Solutions, discusses with panelists Jacqueline Woods, Chief Marketing Officer for IBM Global Business Partners and Lisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives for SAP some of the key opportunities and challenges they believe should be top of mind with channel marketers.
Why Every Sales and Operations Leader Should Be Worried About the Upcoming Ca...Sales Hacker
What You'll Learn:
- The most crucial things sales teams need to understand about CCPA
- How revenue and security teams should partner in the changing privacy landscape
- Tactical steps to prepare for the CCPA (and beyond)
The Ultimate Dynamic Duo: 3 Ways Sales Ops & Sales Development Can Drive Alig...Tenbound
Sales Ops is one of the most important functional partners for the high-performing SDR. Yet it often feels like these two departments are at odds. Rather than being the strategic key to unlocking pipelines, operators can often feel like the rule police, enforcing seemingly irrelevant policy and demanding hours of manual data entry that distract SDRs from what matters most -- prospecting.
SMM08. Better on Monday: Your Journey from Good to Great Starts NowSalesLoft
The difference between good and great is that great reps know they’re good but don't rest on their laurels. They hunger to get better and find new things to learn from new people and run towards challenges rather than stagnate. Join us to dig into what you can commit to doing today that you otherwise have been unwilling to do to achieve greatness.
In this session, you will learn how:
. Greatness starts with self-confidence and belief
. Practice makes Profits
. Greatness is habit forming and how to work on it.
Engage Your Sellers. Inspire Your Customers (SAVO)SAVO
Looking for a bleeding-edge introduction to our product suite? Look no further. In this session, Chuck Dulde and Mary Konkol provide an overview of the latest updates to SAVO’s Sales Engagement Series of products which help sales reps create marketing-approved presentations, proposals, RFP responses and digital postcards tailored specifically to their clients' needs.
Revenue Operations Technology - Harnessing Automation and AI for a Killer Sal...Sales Hacker
Revenue Summit 2018 San Francisco
Revenue Operations Technology - Harnessing Automation and AI for a Killer Sales and Marketing Stack
Speakers:
Scott Brinker - VP Platform Ecosystem, HubSpot
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
Bridging the Gap: 6 Steps to Seamless Sales & Marketing Alignment - SlidesDemandWave
Sales and marketing are fundamentally separate departments, but their combined strength is an underestimated force. Learn 6 ways to drive more sales-qualified leads with cross-departmental alignment.
As the lines of B2B and B2C buyer intentions begin to blur, marketers need to change their engagement tactics to get noticed. And it doesn’t end with marketing – it extends to sales and even customer support.
Check out the slides from our guest Steve Casey, analyst at Forrester, and Hally Pinaud, Head of Content at Marketo, to learn:
- What 2018 holds for our customers and their expectations
- What sales, marketing, and support engagement looks like today
- How to listen, learn, engage in the Engagement Economy
Mind the Gap 2: Marketing Operations in Age of DisruptionAprimo
While marketing operations capabilities are a requirement for today’s b-to-b marketing organizations, they can choose from a variety of approaches to execute those capabilities. The key to success is matching an organization’s situation and requirements to the right execution model.
In this webinar Jeff Clark (Research Director at SiriusDecisions) and Ed Breault (VP Marketing at Aprimo) will define the organizational choices for executing marketing operations responsibilities and the advantages and risks associated with each choice, addressing the topics such as organizational model and responsibilities and technology platform.
SMM06. Bullseye: Data-Driven Ways to Increase PipelineSalesLoft
During this session, TOPO's Kristina McMillan and SalesLoft's Jeremey Donovan will totally geek-out on data. Specifically, they provide benchmarks and immediately actionable best practices drawn not only from surveys but also from analyzing hundreds of millions of prospect interactions. Their tips will span across messaging, execution, and skills to answer questions such as:
- Should you put your prospect's first name and/or company name in email subject lines?
- How many touches via what channels should be included in cadences?
- Is college athletics really a predictor of success in sales?
Make sure to bring your inner sales nerd to this session!
In this session, you will learn how to:
. Leave armed with immediately actionable best practices drawn not only from surveys but also from analyzing hundreds of millions of prospect interactions.
SOS02. Buyer Personas: Not Just for MarketingSalesLoft
Sales operations typically creates sales plans on the basis of account information such as historical spend, number of employees, and industry. From there, they create ideal customer profiles and set quotas. However, advances in artificial intelligence make it possible for sales operations to now plan and share information with marketing at even deeper levels such as buying groups, buying centers, and personas.
Designed to drive alignment between Sales, Marketing, and Operations for shared success, in this session we will discuss the ways these advancements are making it easier for sales and marketing to align and collaborate on sales planning and execution. We will also share how understanding personas is a critical component of sales operations success.
SNB02. Beyond the SDR: How Other Roles Win with SalesLoftSalesLoft
Join Allye O'Brien, Global Director of Sales Development at GlobalWebIndex, as she takes you through the process of Marketing Qualified Lead to Closed/Won. she will explain how GlobalWebIndex uses SalesLoft to optimize their funnel - the WHOLE funnel.
See how the Marketing team maximizes collateral and assets, how SDRs are enabled to do persona based selling (to get 4x conversion rates), and how Sales Executives prevent Opps from falling into a black hole. Each of these things leads to tighter budgets, better forecasting, and more closed won in Salesforce.
SMM04. Running to Success: How I Changed My Life and My Career by Running 103...SalesLoft
In 2018 Matt Amundson set a goal to run every single day for the entire year, ultimately amassing a total of 1035 miles. Don't worry, we won't make you run. In this session, Matt will discuss how he built a simple, repeatable process that enabled him to achieve the greatest success of his career while simultaneously increasing the quality of his personal life. Additionally, he’ll outline how to create your own process to ensures you have the best year of your career and your life.
In this session, you will learn how to:
. Build simple, repeatable processes that enabled you to achieve the greatest success of your career while simultaneously increasing the quality of your personal life.
. Build a model for the best year of your career you've ever had
. Gain the confidence to start where you are at, aligned to the goals to get you where you aim to go.
SNB09. SalesLoft's Ecosystem: A Look Back and a Look ForwardSalesLoft
The SalesLoft App Ecosystem is growing and we can’t wait to share the news! Sean Kester, our very own VP of Partnerships, will share the latest about what we are doing to help you create a better sales experience.
In 2017, a survey of more than 200 B2B sales leaders addressed key questions and opinions around marketing tactics, deliverables and alignment. While the results show that both groups are inching towards alignment, marketers will be interested in some of the responses. Join us for this session as this sales and marketing duo present the findings in a fun and interactive way!
SNB06. Three Simple Truths: Maximize Value with SalesLoftSalesLoft
You've purchased SalesLoft. That's awesome. Now the question is, how do you maximize the value that it will provide your organization? SalesLoft's Stephen Gladney (Product Owner) and Mónica Cottrell (Professional Services) will walk you through the top three reasons that people purchase SalesLoft and how you can maximize value in each of those areas, including specific examples. From cadence and automation rule strategy, to meeting intelligence, to reporting in Salesforce, this session will uncover the fundamental secrets to success that will help you become the hero of your sales organization.
Revenue Summit 2018 San Francisco
Marketing and Sales Orchestration
Speakers:
Justin Shriber - VP of Marketing, LinkedIn Sales & Marketing Solutions
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
This webinar will walk you through how Masergy, a leading networking and security solutions company, achieved their growth targets by aligning sales and marketing on their ABM strategy and taking a data-driven approach to scaling their ABM program for sustained growth.
In this webinar, you will learn the following:
-Aligning your team on the buying cycle with the Sirius Demand Unit Waterfall framework
-Key sales and marketing plays you can use at each stage of the Waterfall to jump start your ABM strategy
-How Masergy’s used these plays to fuel their ABM strategy and drive a 20% increase in revenue within 3 months
Speakers:
Malachi Threadgill, Director of Demand Generation, Masergy
Matt Senatore, Service Director, Sirius Decisions
Nipul Chokshi, VP Product Marketing, Lattice Engines
The Journey From Chaos To True Agility: How B2B Brands Are Applying Agile Mar...G3 Communications
The theory of Agile marketing sounds great. Who doesn’t want more work, of a higher quality, in less time? But what’s going on behind the theory?
This fast-paced session from one of the world’s leading Agile marketing experts will explore the realities of Agile in the world of marketing. We’ll explode common myths, investigate real world case studies, and finally explore small steps you can take to improve your own agility right away.
SNB10. It's Not Chemistry: Data Science Tells You How to Get PersonalSalesLoft
In this breakdown of game-changing research by SalesLoft's Data Science team, this duo will share research and learnings about increasing the likelihood of engagement with accounts.
In the session, you will learn:
How to leverage personalization in prospecting emails
How to successfully incorporate video into email
Who to engage with at various stages of the sales process.
A Roadmap For Driving Better Engagement And Fueling Marketing Performance Wit...G3 Communications
An increasing number of b-to-b channel organizations are shifting greater demand creation responsibility to their partners. To do so effectively, suppliers must gain a better understanding of partners’ sales and marketing capabilities, enable partners to use the marketing programs they provide and motivate them to execute. In today’s competitive channel environment, channel marketers struggle to forge stronger relationships with their channel partners, align their partners with the right programs to deliver optimal results, and clearly demonstrate ROI.
In this session, Maria Chien, service director of Channel Marketing Strategies for SiriusDecisions, will introduce a best-in-class methodology for driving greater engagement and performance with channel partners with an emphasis on uniting the elements that drive rapid revenue growth through partners.
Channel marketers may finally be getting the respect they deserve for their ability to drive revenue and generate brand awareness. But as companies count on them to boost business, the pressure is on to achieve increasingly higher goals.
During this session, Laz Gonzalez, Chief Strategy Officer at Zift Solutions, discusses with panelists Jacqueline Woods, Chief Marketing Officer for IBM Global Business Partners and Lisa Penn, Senior Director of Global Channel Marketing Strategic Initiatives for SAP some of the key opportunities and challenges they believe should be top of mind with channel marketers.
Why Every Sales and Operations Leader Should Be Worried About the Upcoming Ca...Sales Hacker
What You'll Learn:
- The most crucial things sales teams need to understand about CCPA
- How revenue and security teams should partner in the changing privacy landscape
- Tactical steps to prepare for the CCPA (and beyond)
The Ultimate Dynamic Duo: 3 Ways Sales Ops & Sales Development Can Drive Alig...Tenbound
Sales Ops is one of the most important functional partners for the high-performing SDR. Yet it often feels like these two departments are at odds. Rather than being the strategic key to unlocking pipelines, operators can often feel like the rule police, enforcing seemingly irrelevant policy and demanding hours of manual data entry that distract SDRs from what matters most -- prospecting.
SMM08. Better on Monday: Your Journey from Good to Great Starts NowSalesLoft
The difference between good and great is that great reps know they’re good but don't rest on their laurels. They hunger to get better and find new things to learn from new people and run towards challenges rather than stagnate. Join us to dig into what you can commit to doing today that you otherwise have been unwilling to do to achieve greatness.
In this session, you will learn how:
. Greatness starts with self-confidence and belief
. Practice makes Profits
. Greatness is habit forming and how to work on it.
Engage Your Sellers. Inspire Your Customers (SAVO)SAVO
Looking for a bleeding-edge introduction to our product suite? Look no further. In this session, Chuck Dulde and Mary Konkol provide an overview of the latest updates to SAVO’s Sales Engagement Series of products which help sales reps create marketing-approved presentations, proposals, RFP responses and digital postcards tailored specifically to their clients' needs.
Revenue Operations Technology - Harnessing Automation and AI for a Killer Sal...Sales Hacker
Revenue Summit 2018 San Francisco
Revenue Operations Technology - Harnessing Automation and AI for a Killer Sales and Marketing Stack
Speakers:
Scott Brinker - VP Platform Ecosystem, HubSpot
Check out SalesHacker.com for the most up to date sales strategies, tactics, and hacks.
Bridging the Gap: 6 Steps to Seamless Sales & Marketing Alignment - SlidesDemandWave
Sales and marketing are fundamentally separate departments, but their combined strength is an underestimated force. Learn 6 ways to drive more sales-qualified leads with cross-departmental alignment.
As the lines of B2B and B2C buyer intentions begin to blur, marketers need to change their engagement tactics to get noticed. And it doesn’t end with marketing – it extends to sales and even customer support.
Check out the slides from our guest Steve Casey, analyst at Forrester, and Hally Pinaud, Head of Content at Marketo, to learn:
- What 2018 holds for our customers and their expectations
- What sales, marketing, and support engagement looks like today
- How to listen, learn, engage in the Engagement Economy
Mind the Gap 2: Marketing Operations in Age of DisruptionAprimo
While marketing operations capabilities are a requirement for today’s b-to-b marketing organizations, they can choose from a variety of approaches to execute those capabilities. The key to success is matching an organization’s situation and requirements to the right execution model.
In this webinar Jeff Clark (Research Director at SiriusDecisions) and Ed Breault (VP Marketing at Aprimo) will define the organizational choices for executing marketing operations responsibilities and the advantages and risks associated with each choice, addressing the topics such as organizational model and responsibilities and technology platform.
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
The Future of marketing isn't the same for everyone. In this presentation, we'll dig into two different futures. The near term future as demonstrated by what current high performers are doing, and the distant future and what you need to prepare for.
Conquer Your Data And Drive Growth Through The RoofDemandbase
Demandbase’s Tara Quehl, Product Marketing Director, Financial Services, and Stephenie Springer, Director of Product & User Experience, dive into how to optimize data to increase revenue at your organization.
B2B marketing agency Bulldog Solutions created a pilot program to find out whether intent data could improve time to the first meeting with a prospect. Here's what they discovered after using InsightBASE for 90 days.
7 Traits of Highly Effective Digital Commerce OrganizationsSameer Khan
Commerce technology spending is up across the board. Retailers are significantly bolstering their capital investment programs. 85% will increase their spend on commerce technology in 2015. Is your organization prepared for the next generation of digital business?
In this session kicking off the Sales Impact Summit, SiriusDecisions analyst Rachel Young will share models and best practices the firm has developed to help marketing and sales create sales messaging and content that engages buyers wherever they are in their purchase decision process. In addition, Young will share insights into how leading B2B organizations are enabling sales with the knowledge they need about markets, buyers and the competition, as well as the structure of an effective sales presentation.
As per the report, B2B sellers in India increasingly rely on AI for tasks like prospect research and lead generation, with 90% seeing it as crucial for future success.
When healthcare IT security company Imprivata transitioned to an account-based marketing (ABM) strategy, they realized that intent data could provide the deep customer insights they needed. Learn how they used InsightBASE to keep their customer journeys on track by creating intent data checkpoints.
How to Win B2B Business in the Age of the Empowered BuyerLorin McCann
Discover frequently overlooked strategies that will tip the scales in your favor as a growth-focused business leader. In this presentation, you'll learn about the era of the empowered buyer, and how our services empower B2B organizations to thrive.
This webinar covers the TI-VS report on Sales from the Buyer's Perspective. You will find insights into the opinions of B2B buyers, concerning vendor companies and their salespeople, including what buyers are seeking from these buyer-vendor relationships and what they feel is generally lacking from vendor companies they work with.
Download the report, here: https://www.valueselling.com/sales-from-the-buyers-perspective
The Next Generation of B2B Advertising: A Conversation with SiriusDecisionsDemandbase
Today’s B2B advertisers are increasingly adopting an Account-Based Marketing (ABM) approach for their media spend. The “why” is clear — focusing on a prioritized list of companies, better aligning with sales, and measurement that reflects real business outcomes.
But ABM also introduces new challenges. How should advertisers define their buying committee? How can they actually reach them? And what does it mean to treat digital ads as a full-funnel channel rather than an awareness play?
Join SiriusDecisions and Demandbase for this webinar, featuring insights on all of the above, as well as a preview of Demandbase’s next-generation Targeting Solution.
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Key Takeaways
• Accept that buyers will continue to evolve
• Place the buyer at the center of all of your strategies
• Understand where your team is on the continuum
• Leverage tools to increase efficiencies and effectiveness
• Commit to change and adapt your teams
• Enjoy the rewards that will come modern sales teams