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.

On Sep 27, Jason Hekl, Founder and Principal of Demand a Lot Marketing, presented an informative webinar on DIY Demand Generation: Scrappy Marketing Strategies for Filling the Funnel Faster.

Recession. Limited resources. Budget cuts. Pricing pressures. Diminishing returns on advertising. Poor response rates. Low conversion rates. Prospects who don’t want to engage your sales staff. Stiff competition. The challenges facing B2B marketers today are many. There is no “business as usual” any more. Traditional marketing techniques just do not work as well as they once did. And that is creating great demand for scrappy, street-smart marketers who know how to do more with less.

Watch it here:

Date: September 27, 2011 2:00 PM – 3:00 PM EST

Recession. Limited resources. Budget cuts. Pricing pressures. Diminishing returns on advertising. Poor response rates. Low conversion rates. Prospects who don’t want to engage your sales staff. Stiff competition. The challenges facing B2B marketers today are many. There is no “business as usual” any more. Traditional marketing techniques just do not work as well as they once did. And that is creating great demand for scrappy, street-smart marketers who know how to do more with less.

So what can a B2B marketer do to drive greater demand in this challenging environment? Quite a bit actually! Attend this webinar and learn how to become the in-demand scrappy marketer who can:

• Drive greater response out of your outbound campaigns

• Use trigger-based offers to qualify prospects and accelerate their evaluation processes

• Think like a quota-carrying salesperson, and use that to improve your marketing

• Increase conversion rates from your free trial programs

About the Speaker:

As founder and principal of Demand A Lot Marketing, Jason coaches entrepreneurs and DIY marketers on demand generation strategies to accelerate growth. With experience that spans enterprise software sales and all facets of technology marketing, Jason has sourced, developed and closed millions of dollars in new business throughout his career.

Before founding Demand a Lot Marketing, Jason was Vice President of Marketing at Coupa Software, the fast-growing cloud spend management solution provider that help companies large and small control their spending and generate savings that go direct to the bottom line. Under his leadership, Coupa grew 100% year-over-year and went from virtual unknown to being recognized by Gartner in 2011 for “standout performance in market share growth and its remarkable visibility in the e-procurement market.”

Before joining Coupa, he served as Vice President of Corporate Marketing at InQuira, leading provider of enterprise knowledge applications recently acquired by Oracle, and was responsible for all corporate marketing initiatives, including demand generation, messaging, and marketing communications. During his 4+ year tenure, revenues grew nearly ten-fold and the marketing organization won one of the original Markies (for Best Lead Scoring).

Earlier in his career, Jason held positions in product management, alliances and sales at Siebel Systems and InSystems Technologies. He holds a Master of Business Administration degree from the Ross School of Business at the University of Michigan, and a Bachelor of Arts degree in International Relations and Economics from the University of Delaware.

Watch the Presentation

Research analyst Jim Ninivaggi joins Jonathan Block for a podcast on tips for selling to senior-level B2B executives (11.2MB; 9:45).

To listen to this podcast, please Click Here.