Join us for a web-based panel discussion with nationally recognized thought-leaders, Rick Page, Steve Woods and Debbie Qaquish, on A Brave New World: Responding to Shifts in the Buying and Selling Model. At no time in history has Sales and Marketing seen as radical a shift in buying behaviors as in the last five years. With tools like Google, Facebook, Twitter, and LinkedIn, information is now quite literally at our buyer’s fingertips. Organizations are having trouble adapting to this change. The concept of the new “Sales 2.0” world has created more questions than answers as to how Sales and Marketing can leverage new technologies to drive messaging and sales effectiveness. Today, buyer “self education” renders Sales and Marketing blind to buyers interests, propensities, and levels of engagement in our typical Sales and Marketing plans. Buyers are less likely to engage with sales teams or to read our messaging. Instead, buyers leverage Webinars, Online Meetings, and interactive web sites and control the sales process themselves.
Twenty-five per cent of your revenue should be delivered from leads generated by Marketing. Scary figure, right? The truth is that few B2B companies know about it - let alone plan for it, track it and adjust marketing activities to produce that result. So how do you produce that result?
An expert panel reviews new research showing how BtoB marketers like you are finding and nurturing high-quality leads and accelerating their sales pipelines. We're all looking for validation that we're setting the right course, as well as guidance on where to commit resources. Benchmarking against demand-generation best practices recommended by experts, as well as the practices of your successful peers, is one of the best ways to validate and plan ahead.
The new emphasis on social media is forcing marketing departments everywhere to find new ways to succeed as they transition into this new reality. In this information-packed session led by Steven Woods you’ll get beyond the buzzwords and hype surrounding social media and learn how to think about social media in the context of your demand generation strategy. With real world examples from a variety of industries, Woods will bring a new perspective and challenge the way we think about campaigns, marketing assets, analysis, and our prospects.
The sales process--turning prospects into customers--begins with demand generation. And it is fueled by high-quality leads. B2B Marketers agree: virtual events are among the most effective lead generation tools.
The shift to online from face-to-face marketing has crippled our ability to see body language and "read the room" when interacting with prospects. That leaves us less able to connect with prospects to determine their level of interest and their willingness to hear more—and ultimately, less likely to convert them. The solution? Marketing must step in to read "digital body language" and use that knowledge to guide the buying process.
Today’s buyers are wary. They want reliable information, not hype. And while the Web offers them unlimited access to content, it also creates information overload. Author Brian Carroll will show you how to use the quiet power you have as an expert content filter to bring the “human touch” to your lead nurturing. As you begin to think about marketing automation in your business, remember to be a trusted, expert guide in every communication and prospects will naturally seek your advice.
As recession looms, marketing belts are starting to tighten. In a tight economy, every marketing dollar spent must tie back to revenue. How will your budget stand up to this scrutiny? Join a panel of industry experts including Michael Gerard of IDC, Doug Turk of Aon, and Steve Gershik of Eloqua, to gain the insight and the hands-on knowledge your marketing organization needs to shine in a soft economy.
To be successful in today's business environment, marketers need to be armed with strategies to justify their marketing budget. In this Webinar, Stefan Tournquist, Research Director at MarketingSherpa, explains why cutting budgets in a tight economy may be a shortsighted approach. Stefan discusses research findings and provides insight into how your peers are addressing these new challenges. Steve Woods, CTO of Eloqua, explores how B-to-B marketing needs to evolve in order to shine in a tough economy.
Anne Holland, Founder and Content Director of MarketingSherpa, will provide an exclusive look inside MarketingSherpa’s recently released B-to-B Lead Generation Handbook, a definitive, 531-page guide that incorporates tens of thousands of hours of peer-driven field research. In order to cover the full range of actionable, real-world tactics revealed in this comprehensive research, Anne will be expanding her complimentary presentation to 90 minutes.
Join David Meerman Scott, bestselling author of the New Rules of Marketing & PR, and Innovative Marketer, Steve Gershik, in an on demand Webinar to explore how the Web has profoundly changed the rules. Smart marketers now communicate with buyers through content rich Web sites, blogs, YouTube videos, ebooks, and other online media that buyers are eager to consume.
Learn where you stand, and how you can improve, in a complimentary Webinar presented by Eloqua and Miller Heiman. Miller Heiman's EVP of sales, Bill Golder will explain how increased visibility into buyer behavior can push leads deeper into the sales process and sharpen customer focus. Steve Woods, Eloqua's Chief Technology Officer, will show how Marketing's access to customers' online behavior provides more insight into the leads they hand to Sales. Finally, Drew Clarke will detail how efforts to align Sales and Marketing have paid off for Cognos.
Can your organization measure and decipher prospects' digital body language and translate it into actionable information? Join us for a live Webinar featuring Forrester Vice President, Principal Analyst Laura Ramos. Laura Ramos will explain why business marketers typically fail to capitalize on the wealth of available customer information and Forrester’s four recommendations for perfecting marketing measurement.
If you aren't thinking about Lead Scoring, you'd better start now. Featuring a sneak peek at the latest research on Lead Scoring from Aberdeen Group, this Webcast will show you how and why companies that embrace Lead Scoring enjoy dramatic sales results that help them outperform the competition.
The easiest, most inexpensive refinements can have the biggest impact on the success of your Webinar campaigns. Use the low-cost/high-ROI tactics revealed in this Webinar and you’ll learn how to boost results with some hands-on tactics. Stefan Tornquist, is the renowned Research Director at MarketingSherpa who has been featured in the Wall Street Journal and AdWeek and has addressed the Direct Marketing Association and Web Marketing Association.
Today's marketers need more than just a plan. They need a marketing blueprint: a framework to literally map out a company's engagement dialog linking activities and offers together in a meaningful way that guides the prospect through your sales cycle. Mike Gospe, author of Marketing Campaign Development and co-founder and principal of KickStart Alliance, will share secrets to designing the most effective marketing blueprints. Steve Woods, Chief Technology Officer of Eloqua, will teach you how marketing can read your buyer's online behavior, creating deeper customer intelligence and richer interactive experiences for prospects.
