Using Data to Align Sales and Marketing

Keynote speakers Kelly Hopping, Chief Marketing Officer, and John Eitel, Chief Sales Officer at Demandbase, shared insight on aligning sales and marketing efforts at the virtual Demand Gen Summit Fall 2023. The keynote highlighted the leading challenges companies face regarding alignment and provided a roadmap for successfully navigating and optimizing the harmonization of these two…

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5 Data-Driven Changes: Turn Metrics From Scary to Celebratory

Key Highlights When trying to look at your metrics critically and create a game plan, start from a place of curiosity and don’t include judgement. Let go of your assumptions.  Create a report of the reasons for opportunities lost in the previous quarter. Look for trends and changes over time and compare percentages.  How do…

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Grow 27% faster with Sales and Marketing Alignment

Key Highlights You want to personalize your message, use messaging that speaks your customers language. Use shared insights from all teams and use a single source of truth via shared systems.  You can personalize the message based off the stage of the sale cycle your customer is at or based off persona.   As you…

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Picking Partners: Where To Start, And How To Optimize

Key Highlights Key principles in building partnerships include identifying companies where you have similar values.  Find out the best way to manage everything that is on your books and find out the logistics and planning when balancing your own needs and your partner’s needs.  You must pay close attention to what that relationship will be…

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Build Trust Through Thought Leadership

Key Highlights Goals of the framework include assessing current efforts, having a consistent and holistic plan, pipeline to scale and identify actionable recommendations.  You have to be coming up with something new or iterating and introducing something original to be a thought leader. You also have to build that trust externally and share your information…

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Three Ways to Leverage ChatGPT for Sales and Marketing

Key Highlights You can create more precision in content by being very explicit about who that content is targeted to.  Inform the prompt with descriptive language specific to persona, personality, audience and length.  Take a commanding authoritative voice with ChatGPT to ensure that it completes the task given.  Be aware that ChatGPT can hallucinate when…

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B2B- Gain Your Customers Trust in 7 Seconds

Key Highlights A B2B decision will be made based on trusting one of the sellers to be on their side.  You need to believe in the value of your product. In a cold or follow-up call, the product is the discovery meeting, an opportunity to find out if there is a reason to move forward. …

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30/60/90 Day Demand Gen Strategy With No Paid Adds

Key Highlights In your first 30 days audit to figure out what content is worth saving and repurposing.  Not developing an effective referral program and a champion program is a huge miss because there are clear champions in the customer base of every company.  Podcasting is one of the best ways to get people out…

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