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Date: Wednesday, May 25, 2011 2:00 PM - 3:00 PM EDT
 Who’s your buyer? As more companies look to improve their flow of qualified leads, carefully defining segmentation and buyer personas have become a critical requirement for sales and marketing teams.
Join us for an informative webinar presenting best practices research as well as real-world case studies showing how companies are improving the ROI of their campaigns and increasing the efficiency of their sales efforts by investing in updating and expanding their database.
Key takeaways will include:
- Strategies to get started with targeting and segmentation;
- Examples of how organizations are using existing customer models to map out buyer personas and profiles
- The payback companies are realizing by refining their databases and creating specific messaging that is relevant to unique markets
Featured Speakers:
Jim Lenskold, Founder & Principal of The Lenskold Group, Author of "Marketing ROI"
Sam Zales, President, ZoomInfo
Andrew Gaffney, Editor, Demand Gen Report
Register for "The ROI of Targeted Prospecting" Today. |
Register Now for Our Lead Generation Quick-Start Series!
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Selling Lead Gen Internally | April 12 at 1pm ET
Learn the foundational arguments around the need for, and value of, investing in generating leads. This session with Mike Gospe, Principal at KickStart Alliance, will address the spike in leads generated on the Web, changes in buyer behavior and the efficiency of educating prospects digitally. |
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Lead Generation A to Z | April 26 at 1pm ET
Join Ian Michiels, Principal Analyst at Gleanster Research for a primer on the terms, metrics, process, tools and tactics marketers need to understand and adopt as they increase their emphasis on lead generation. |
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Transforming Your Company Into A “Lead Magnet” | May 10 at 1pm ET
This session with Candyce Edelen, President/CEO at PropelGrowth, will emphasize the increasing importance of inbound marketing. Learn about the central role a company’s website now plays in the buying process, as well as the growing influence of social media. |
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The Role of Content in Driving Leads | May 24 at 1pm ET
In this session Joe Pulizzi, Executive Director at Content Marketing Institute, will demonstrate the benefits and value of content in connecting with prospects. He will also offer how-to tips on creating content, including repurposing existing materials and tapping into industry sources at low to no cost. |
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Building A Lead Funnel | June 14 at 1pm ET
Cari Baldwin, Principal at BlueBird Strategies, will educate marketers on the different phases of a lead funnel and how they should build and measure around these stages. Will emphasize strategies and tactics to address lead progression, lead acceleration and conversion tactics to move a lead to an opportunity. |
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The Science of Converting More Leads Into Deals | June 28 at 1pm ET
In this session Henry Bruce, President at The Rock Annand Group, will provide some framework for getting started with lead nurturing and lead scoring. He will also share tips and suggestions for improving conversion rates from leads to opportunities to closed deals. |
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Over 45% of organizations have set higher sales quotas in 2011 as compared to 2010. To achieve the higher quotas, successful sales leaders are focusing on increasing the productivity of their existing teams, innovative use of social media, and better sales and marketing alignment.
Concur, the market-leader in on-demand expense management solution and one of the fastest growing software companies, knows how to improve sales productivity better than most companies.
In this webinar you will learn how Concur had adopted new techniques for sales management as well as for individual sales reps -- including an emerging "Social Selling" methodology -- to deliver better sales results, while improving productivity across the lead-to-renewal sales funnel.
Adopt these three vital sales strategies and drive better results, including:
- Greater lead conversion rates and greater opportunity win rates
- Relevant and compelling conversations with prospects
- Better sales and marketing alignment
Speakers include:
- Andrew Gaffney, Editor, DemandGen Report
- Mike D’Onofrio, Senior Director, Major Accounts, Concur
- Greg Brush, VP of Sales and Customer Success, InsideView
On-Demand | Slidedeck |
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