A New Funnel for a New Decade

Moving from Acronyms to Customers

If there’s anything we can count on for sure it’s that what got you here isn’t going to get you to where you need to be in the future. According to US News and World Report the Software Industry is growing twice as fast as the nation’s economy. Gartner, Inc forecasts the worldwide public cloud services market is projected to grow 17.5 percent in 2019 to total $214.3 billion, up from $182.4 billion in 2018.

HOW ARE YOU GOING TO STAND OUT IN THE PACK?

Join us for this 1 day jam packed session where we break down everything you need to know to give your business a competitive edge in 2020–a new unified marketing and sales funnel that brings you back to what matters–your customers.

Watch the Recordings

AGENDA

Session #1 | 10:00 - 10:20am EST

Aligning Sales and Marketing with Personal Brand Building

We’re going to pretend that everyone in this session has no following online, no brand recognition, and doesn’t have a double-digit response rate from their prospects. Ryan will go into how companies can combine social selling, individual branding, content, cold calling, and cold emailing. Whether you run a sales team, or are a prospector, bring your notebooks. Your path to world domination starts here.

Ryan O'Hara, VP of Growth and Marketing at LeadIQ

Session #2 | 10:30 - 10:50am EST

Let’s Talk: Bots and the B2B Buyer

B2B buyers continue to prefer self-directed research in each stage of the buyer’s journey, creating opportunity and challenges for demand marketing leaders. Conversational interactions must be integrated into supporting infrastructure to connect data sources, orchestrate content and delivery, and automate workflows. Join this session to learn how to attract, engage and qualify demand, and get a framework for designing and optimizing conversational interactions.

Jessie Johnson, Principal Analyst, Demand Marketing at Forrester

Session #3 | 11:00 - 11:20am EST

Marketing and Sales Alignment is a Marketing Problem

Yes, you read that right. Marketing and sales alignment is a marketing problem. I’m not implying sales leaders don’t care; rather, it’s not at the top of their priority list. Come to this talk to learn actionable techniques on how to rethink and revamp how your marketing and sales teams should work together, and how better alignment will ultimately drive more revenue for your company.

Cassidy Shield, VP of Marketing at Narrative Science

Session #4 | 11:30 - 11:50am EST

The Modern Buyer: Why Humanization is Key in Today’s Sales Cycle

Today’s buyers are not only more educated than ever before, but they’re also numbed by constant digital spam. When “personalization” just isn’t enough anymore, it’s time to take strategies to the next level. Moderated by Sales Hacker’s Scott Barker, learn how Sendoso’s CMO and Director of Sales partner in lock-step to rise above the noise to create a one-of-a-kind, humanized experience for the modern buyer at scale.

Dan Frohnen, Chief Marketing Officer at Sendoso

Nick Casale, Director of Sales at Sendoso

Session #5 | 12:00 - 12:20pm EST

How to Create Content So Good People Will Want to Pay for It

Gong has built a reputable brand in record time, and largely due to a major focus on their content marketing strategy and execution. Not only have they made a huge splash in the B2B space, but their content has also been included in multiple academic papers and university courses.

Their secret? Create content that’s so good, people are willing to pay for it (but don’t have to!). Join CMO, Udi Ledergor, and Manager of Content Strategy, Devin Reed to learn:

  • What goes on inside their content engine.
  • How they ideate and execute.
  • Why “create raving fans” is the the core of their success.

You’ll also leave with a content checklist they use for executing their big ideas.

Udi Ledergor, CMO at Gong

Devin Reed, Manager of Content Strategy at Gong

Session #6 | 1:30 - 1:50pm EST

5 Unexpected Ways to Boost your Outbound

When leading SDRs, it’s easy to get stuck doing the same things over and over again. And it’s especially hard to step outside your comfort zone to try new things (especially when you have a big quota).

Join us for this live webinar to learn from Sam Nelson, who as both an Outreach SDR himself and now as an Outreach SDR Leader, has pushed the envelope to overachieve his outbound goals. In just 20 minutes, you’ll hear:

  • The basics you’re probably forgetting
  • New ideas to test TODAY
  • What it’s like to be in a successful SDR’s shoes

Sam Nelson, SDR Leader at Outreach

Session #7 | 2:30 - 2:50pm EST

Supercharge Your Inbox: 4 Creative Email Plays to Push Deals Over the Line

For sales teams, email plays a key role in the deal cycle. Whether you’re setting up introductions, arranging demos, or sending resources, it’s a critical tool that enables you to move prospects through the evaluation process. With a little creativity, email can also be the secret sauce that helps your team close more deals together. Watch this session with Front CMO Anthony Kennada and VP of Sales Andrew Berger to learn 4 email plays your team needs to succeed.

Anthony Kennada, CMO at Front

Andrew Berger, VP of Sales at Front

Session #8 | 3:00 - 3:20pm EST

Rocket Fuel - The Power of Alignment

Join Adam Goyette, VP of Marketing and Mike Conti, Head of Business Development as they share the critical keys to aligning Demand Gen and BDR effort to provide the rocket fuel a company needs to achieve HyperGrowth.

Adam Goyette, VP of Demand Generation at G2

Mike Conti Director, Business Development at G2

Session #9 | 4:00 - 4:20pm EST

You Talkin’ to Me? Using ABM Personas to Crush Your Sales Targets

When it comes to outbound sales, less is more. Forget about batch and blast or dialing for dollars – that’s so last decade! Your sales development team should be using intent signals from target accounts alongside ABM personas to craft the right message for each prospect based on their specific role, responsibilities, and challenges. During this session, we’ll demonstrate why Intent is the new Lead® and how personalized sales plays mapped to buyer personas will help to crush your sales targets.

Jay Tuel, VP of Sales Development at Demandbase

John Dering Sr. Director, ABM Technology & Strategy at Demandbase

A New Funnel for a New Decade