On January 12, 2012 Laura Patterson presented a webinar on “Six C’s to Aligning Sales and Marketing to Accelerate Revenue”.  Watch this webinar recording to learn more about

• A customer-centric alternative for creating an opportunity pipeline
• Six key measurable stages for developing, implementing and measuring Marketing’s contribution to the opportunity pipeline
• How to use this customer-centric approach to align marketing and sales and enable the two organization to collaboratively accelerate revenue

Watch the Webinar

Here are 5 upcoming webinars over the next 3 months on marketing and lead generation topics.

Six C’s to Aligning Sales and Marketing to Accelerate Revenue

Date: Jan 12, 2012 2:00 PM – 3:00 PM EST
Presenter: Laura Patterson – Author, Co-Founder and President – VisionEdge Marketing

Description:
Sales and Marketing are responsible for managing a predictable, reliable demand generation pipeline that produces higher value opportunities and maximizes revenue. The traditional approach to the pipeline- Awareness, Interest, Demand… View Details

Managing the Webinar Life Cycle – From Start to Finish

Date: Jan 18, 2012 2:00 PM – 3:00 PM EST
Presenter: Mike Agron – Managing Principal and Executive Webinar Producer, WebAttract

Description:
The Webinar is an invaluable tool in today’s buyers market.  It is a tremendously effective vehicle for companies to attract, engage, and educate prospects to become your customers.  The catch?  You’ve got to really do a Webinar right in order … View Details

Discover 7 Ways to Get Inside the Mind of your Buyers

Date: Feb 08, 2012 2:00 PM – 3:00 PM EST
Presenter: Tony Zambito – Founder and Principal – Goal Centric

Description:
For years gaining an understanding of buyers and buyer behaviors was about crunching data, analyzing statistics, and coming up with charts. What did we learn? It didn’t go deep enough. Discover how groundbreaking use of qualitative buyer research … View Details

5 Ways to Differentiate Your Company in a Highly Competitive Marketplace

Date: Feb 15, 2012 2:00 PM – 3:00 PM EST
Presenter: Jeff Ogden – President and Founder, Find New Customers

Description:
With prospects drinking from the fire-hose of content every day, their fingers hover over the Delete key. As a result, this noise means it’s harder than ever to get your message heard. When everyone’s shouting, no one hears anything … View Details

5 Step Plan for Scoring and Following up with Virtual Event Leads

Date: Mar 08, 2012 2:00 PM – 3:00 PM EST
Presenter: Dennis Shiao – Director – Product Marketing, INXPO

Description:
In this webinar, Dennis Shiao, virtual events expert and author of the book “Generate Sales Leads with Virtual Events,” provides a five step plan for scoring and following up with virtual event leads. Dennis’ plan will help marketers segment their virtual…. View Details

Date: February 15, 2012 2:00 PM – 3:00 PM EST

Overview:

With prospects drinking from the fire-hose of content every day, their fingers hover over the Delete key. As a result, this noise means it’s harder than ever to get your message heard. When everyone’s shouting, no one hears anything.
Jeff Ogden of Find New Customers will share five creative ways companies today break through the clutter and getting themselves heard. Filled with actual examples, this is one webinar you won’t want to miss.

Agenda:

Join us for this web-based discussion,We’ll discuss and learn:

• How one company used humor to get attention.
• The power of online video with thought leadership.
• Why doing the unexpected generates results.
• Why you really need to “Let Your Freak Flag Fly.”
• Some actual case studies

About the Speaker:

Jeff Ogden is the President and Founder of Find New Customers “Demand Generation Made Simple”. He is the Host of Mad Marketing TV – a weekly marketing show sponsored by Act-On Software. Jeff interviews top marketing experts every week.
B2B Marketing expert known as the Fearless Competitor. Author of the popular blog Fearless Competitor. Professional writer and speaker.  Profiled in the book, Get Back to Work Faster.

Jeff is a Dad, husband and sports geek. Proud graduate of the University of Notre Dame. He holds a degree in marketing from the #1 undergraduate business school in the USA. Born and raised in a small town in Southern Indiana Jeff Lives outside NYC with his wife and three boys.

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True Influence, a provider of pay-for-performance lead generation solutions, today announced the launch of the LeadPAC Free Plan, as well as tiered pricing plans available on a monthly or pay-per-play basis.

LeadPAC, which was launched commercially in September 2011, is a behaviorally targeted, self-service email prospecting platform designed to enable online advertisers and marketers to target the right message to the right person at the right time.

The new free plan is designed to enable sales and marketing professionals to run one email prospecting campaign and generate up to 10 leads per month for free, and generate additional, verified leads at $40 per lead thereafter.

True Influence has added more than 30 new customers in 2011, according to CEO Brian Giese.“What we know and what we stress with our customers is that emails need to be educational in nature in the business market, and must address a very specific need,” Giese told DemandGen Report.

Giese added that today’s BtoB buyers are adept at cutting through the clutter and separating spam from valuable content, which has made it critical for organizations to tailor information and offers to resonate effectively. “Every email should be behaviorally targeted and provide content that offers something valuable and relevant to the recipient, whether it’s an invitation to a webinar, a link to download a white paper or access to an E-book. When you’re using email to market your products and services to the BtoB buyer, send the right email to the right person with the right offer at the right time.”

LeadPAC is based on a cost-per-click (CPC), pay-for-performance delivery model. There are no recurring monthly charges, no set up fees, and no long-term commitments. Customers pay only for leads that match their pre-determined criteria. By utilizing the technology, marketers can access prospects’ full contact information with one-click and can immediately add it into their sales pipeline for follow-up.

CEO of True Influence, discusses what kinds of content works well for b-to-b emails, addresses the challenges of list churn for b-to-b marketers and talks about email deliverability at the enterprise level. Giese has held executive level positions at Harte-Hanks, I.T. Selling Worldwide and Avectra.

Source:
DemandGen Report

Also Read:
Brian Giese, CEO of True Influence, discusses what kinds of content works well for b-to-b emails and addressing the challenges of list churn for b-to-b marketer. Read Now

Brian Giese answers 5 Questions about B2B Marketing asked by Portfolio.com Read Now

Date: December 08, 2011 2:00 PM – 3:00 PM EDT

Overview:

In this webinar, Jon Russo and Jaime Davenport will be covering the executive marketing ingredients to help create the right key performance indicators with a real case study. Join us during this web-based discussion, where you’ll learn:

• How do you create an executive dashboard
• What is the measurable impact of data
• What processes enable marketing ROI
• Why careful thought should be put into your marketing automation suite and platform

KPIs are something executives demand out of marketing in a new era of accountability.  B2B Fusion group helps companies on this journey of marketing accountability – one such example was with Liaison Technologies who transformed their marketing organization toward a tightly aligned sales and marketing machine;  this machine is built on the right content, process, and data strategies to enable more effective revenue acquisition. This webinar session will walk you through that journey.

About the Speakers:

1. Jon Russo, President of B2B Fusion Group.

Jon Russo has been a 3 time B2B Chief Marketing Officer ranging from former divisions of General Electric to Silicon Valley start-ups. His global assignments include Luxembourg, New York City, and Silicon Valley where he led $180M M&A (GlobalCenter acq. by Frontier) and a 2003 I.P.O. of SaaS mobility company iPass (NASDAQ: IPAS) as a 16b officer. As head of marketing, he has overseen 3 marketing automation implementations, the latest implementation leveraging Eloqua, InsideView, and Bulldog while partnering with SAP, Marketo, Aprimo, and Eloqua among others. Jon Russo is a recognized speaker at numerous industry events and conferences, including at CXO, venture capital, Internet, hosting, and software as a service venues. He has appeared on national television news outlets, including Fox News. A former active duty Army Officer, Jon Russo earned his M.B.A. in Marketing from the Haas School of Business, University of California at Berkeley, and an undergraduate degree in Finance from the University of Connecticut

2. Jaime Davenport, Head – Demand Generation for Liaison Technologies.

Jaime Davenport currently heads demand generation for Liaison Technologies, a security and data integration company based in Atlanta.  She has over 15 years global experience in enterprise software industry with a concentration on building effective B2B marketing and sales strategies for emerging technology companies.  She specializes in marketing to Fortune 1000, financial services, healthcare, telecommunications, federal, state and local government.  Prior to Liaison, she was at Dun and Bradstreet and Nexidia, where she developed business processes for marketing and sales using innovative technologies which reduced marketing costs, shortened sales cycles and grew pipeline.  She graduated from the University of Georgia

Watch the Presentation

Date: January 12, 2012 2:00 PM – 3:00 PM EST

Overview:

Sales and Marketing are responsible for managing a predictable, reliable demand generation pipeline that produces higher value opportunities and maximizes revenue. The traditional approach to the pipeline- Awareness, Interest, Demand, Action or the more modified version of this pipeline – Awareness, Interest, Consideration, Purchase – is outdated.

The customer is no longer a passive recipient or a sidelined spectator. In today’s environment, customers are actively engaged in the buying process. Today we leverage a mix of vehicles from search engines to customer generated blogs and reviews, from online communities to social networks, and from broadcast to personalization designed to create engagement and enhance experience. Yet our language related to the customer buying pipeline hasn’t kept up.

Agenda:

Join us for this web-based discussion,We’ll discuss and learn:

• A customer-centric alternative for creating an opportunity pipeline
• Six key measurable stages for developing, implementing and measuring Marketing’s contribution to the opportunity pipeline
• How to use this customer-centric approach to align marketing and sales and enable the two organization to collaboratively accelerate revenue

About the Speaker:

Laura Patterson’s career spans over 30 years working for companies such as State Farm and Motorola. In 1999 she co-founded VisionEdge Marketing, a company that enables organizations to leverage data and analytics to facilitate marketing accountability and operations, measure and improve marketing performance, develop dashboards, and enhance marketing and sales alignment in order to accelerate revenue and create a competitive advantage.

Author of three books, including Metrics in Action, Laura has served on several boards such as the ANA and BMA and has lectured at various universities including Tuck’s Business School and Stanford University. She serves on the Advisory Board for the CMO Council and the World Brand Congress. Laura earned her B.A from Truman State University and her Master’s at the University of South Florida.

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For Marketers looking to quickly increase the number of prospects at the top of their funnel by adding names from outside of their own prospect database, the primary choices available are Paid Search (such as Google AdWords) and email List Rental.

The key limitation to both of these is typically cost, and in both cases the Marketer is charged prior to prospect conversion. In the case of Paid Search, one pays per click (and hopes that a high percentage of those clickthroughs actually fill out the form and convert) and in the case of List Rental, one pays for the attempt (for the sending of the email, regardless of the number of click-throughs or conversions).

The marketers at True Influence offer a better way. True Influence campaigns feature a unique One-Click Lead methodology that eliminates forms entirely!

Read the Business Brief

On November  10th, Steve Bernstein, Founder and Principal Consultant, Waypoint Group presented an informative webinar on “3 Steps to Acquiring New Sales-Ready Leads Faster than Ever Before” Webinar helped the audience in understanding the innovative process that has proven to drive new opportunities for the sales team –producing conversion rates in excess of 30%. We also discovered:

• Preparing by predicting your results in expected revenue.
• Where to find these opportunities: The new ‘targeting’ method
• How to engage them
• How to get started and how fast you will see results

Watch It Here

Date: November 10, 2011 2:00 PM – 3:00 PM EST

Overview:
The old techniques for acquiring leads no longer produce the required results.  Business is screaming for new leads faster, and yet we marketers often execute campaigns that produce single-digit conversion rates.  The good news is there is a new way – an innovative process that has proven to drive new opportunities for your sales team –producing conversion rates in excess of 30%.

Agenda:
Join us for this web-based discussion, especially if you are open to new methods and ideas that drive profitable growth. We’ll discuss:

• Preparing by predicting your results in expected revenue
• Where to find these opportunities: The new ‘targeting’ method
• How to engage them
• How to get started and how fast you will see results

About the Speaker:
Steve Bernstein is an experienced marketing executive with more than 20 years of experience in developing leading strategies with hands-on execution. Steve is a founder and serves as Principal Consultant for Waypoint Group, a firm dedicated to driving profitable growth for B2B businesses through more effective marketing and communications.

Prior to founding Waypoint Group, Steve held senior leadership/VP positions Enkata, Satmetrix, Cisco Systems, and Blue Pumpkin, leading the charge to develop winning market-focused strategies that led to sustainable growth, profitability, and #1 market share position.

It seems people have grown weary of “gated” web content – the practice of requiring site visitors to fill out a form to gain access to premium content.  Conversion rates are declining steadily for all but the most valued websites. The reasons vary according to market surveys – some responders complained of the time to complete the forms, while others doubted that the quality of the content would justify the follow-up phone calls they assumed would be received from aggressive marketers.  And, despite passage of the CAN-SPAM Act, there are still those who are reluctant to share personal information for fear it will lead to clutter in their In boxes. The aggregate result of all this is a strong prospect preference for non-gated content.

In this business brief from the marketing experts at True Influence™ try to answer the most commonly asked content marketing question. To Gate or Not to Gate. Which approach is best for your business?  Read on…

Read the Business Brief