Posts by Pete Ketchum
The Essential Mindset Shift for ABE with Scott Rhodes
More than 50% of account-based engagement programs will fail initially. Why is that percentage so high? It’s almost always an alignment issue. Companies are struggling to implement an ABE strategy that – when executed correctly – could give them two to three times cheaper acquisition costs. In the recent Demand Gen Summit Keynote presented by…
Read MoreMegadeals – How the World’s Largest Deals are Done with Christopher Engman
Overview Chris and his associates outline the ways that large deals are essential to your success, and the ways you need to tailor your strategy for them. Speaker Chris Engman is Author, Co-Founder, and Managing Partner at Megadeals Advisory. Many of the most successful B2B companies in the world have a high concentration of revenue…
Read MoreHow Intent Data Enhances ABE with Terry Arnold
Overview Terry Arnold discusses how account-based marketing has evolved into a new way of using technology and data to become more relevant to customers. Speaker Terry Arnold, VP of Marketing at True Influence, is passionate about integrated digital marketing and the application of digital solutions to drive customer engagement. He has over 25 years of experience…
Read MoreSelling in an Account-Based Engagement Environment
Overview Tim Hughes, a renowned social media strategist, dives deep into the transformative power of strategic social media utilization, emphasizing how it serves as a multifaceted avenue to forge meaningful connections, foster brand loyalty, and ultimately drive sales growth. By exploring innovative tactics, dynamic content creation, and leveraging emerging platforms, Tim underscores that the potential…
Read MoreScott Rhodes: Account-Based Marketing vs. Account-Based Engagement
Overview Scott Rhodes discusses the advantages of account-based engagement and offers guidance on how to successfully implement ABE into your company. Speaker Scott Rhodes, Associate Director at BCG, is a Digital Marketing Executive with 20+ years’ experience building and scaling marketing organizations. He is a hands-on marketer and has a passion for building and mentoring high performing teams. Quotes…
Read MoreOne New Tactic Solves Your ABM ROI Issues
Overview Scott outlines the calendar-first methodology to get a seamless transition from marketing to sales and more success. Speaker Scott Logan is Vice President of Marketing at Kronologic. Kronologic creates a world where your work day is automatically scheduled to prioritize the most valuable interactions. Orchestrating time itself for knowledge workers like marketing, sales, and customer success by setting revenue generating…
Read MoreOptimizing Your LinkedIn Funnel with Scott Clary
Overview Scott outlines the LinkedIn strategy, specifically the profile, header, and about sections to get success. Speaker Scott Clary is Sr. Director of Business Development, Grass Valley. He’s currently re-writing the B2B growth playbook, bringing innovative SaaS to market through Swift Products (a Grass Valley company). He’s also the host of “Success Story” Podcast, a podcast where he…
Read MoreSalesforce Account-Based Marketing: Intelligent B2B Marketing with Rick Tolman
Overview Rick outlines essential components to any data-driven account-based marketing strategy. Speaker Demand Generation executive spanning 21+ years of progressive experience building top-performing, revenue driven, global demand programs for high-growth SaaS technology companies including Sony, Adobe, Ancestry.com, Pluralsight, Domo, and Oracle. An expert in building scalable revenue engines driven by integrated demand strategies, programmatic modeling,…
Read MoreFrom Reach to Revenue: 15 ABM Use Cases in 15 Minutes with Randi Barshack
Overview Randi goes through examples of 15 ways B2B companies have innovated with ABM to see measurable success. Speaker Randi Barshack is CMO of Rollworks. Marketing leader with expertise in building and scaling the marketing functions to meet rapidly growing revenue goals through initial ramp (single digit $M’s) and expansion stages ($50M+ range). With broad…
Read MoreIncreasing ROI with ABE: Turning Data to Actionable Intelligence with Peter Cannone
Overview Peter explains different ways that data can and should inform your account-based engagement strategy. Speaker Peter Cannone, CEO of Demand Science, is a senior executive with proven experience as a strategic leader of large and mid-market public and private technology companies in both growth and turnaround modes. Throughout his career, he’s been a consistent creator of…
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