This Once-a-Week Live & On-Demand Training Is Designed to Help Leadership, Sales and Marketing Teams Reboot and Rebound.
It’s inevitable that you will see sales and revenue drops – whether it’s because of C-19 or other internal and external factors. How you react to sales drops, reboot and respond will determine if you have an “L”, “U” or a “V” shaped rebound.
Because “stopping the sales drop” is not a “one-time” thing, we are bringing together CEOs, CMOs, CROs, VPs and subject matter experts EVERY FRIDAY (excluding holidays) to discuss “what’s working”, “what’s not working” and the “impact of their sales and marketing shifts.” You’ll be armed with strategies and actionable insights to help you build a fully integrated sales, marketing and enablement organization that delivers continuous revenue improvement. And, you’ll walk away each week with new approaches to advance your goals.
As we take a “strategic angle” our “Reboot Friday” event is for:
- Chief Sales Officers
- VPs of Sales and Marketing
- Sales Enablement Leaders
- Revenue and Sales Operations
- ABM Professionals
- Senior Sales, Marketing and Business Development Teams
- Sales and Marketing Agencies Serving B2B Clients
Here Are Some of the “Reboot” Conversations You Can Join…
Learn from the CROs of G2 & VanillaSoft on how they are setting up their teams to drive revenue growth with new & existing accounts in a world that is changing fast.
See how PandaDoc is changing selling conversations to realign with buyers & learn about the communication shifts that will help sales teams build deeper, stronger relationships that move businesses forward.
Discover how some organizations eliminated content sprawl, inconsistent messaging & fractured relationships by rethinking their content production in a way that better supports sellers and business outcomes.
Fix your pipeline and learn from Heinz Marketing & Mezzanine B2B Growth Agents on how SaaS, technology and manufacturers can add more predictability at a time when nothing seems to be certain.
Uncover a framework and playbook to help your sales and marketing team connect the dots between all of the intent data they have at their fingertips & leverage it in a way that drives selling conversations.
Learn from IBM and other global firms on how they are increasing sales and marketing’s relevance & winning on social while 44% of organizations reported to LinkedIn that they are seeing significant declines in responsiveness.
Here’s What You Will Learn in Our Upcoming Friday Sessions:
January 22nd, 2021 – Rebooting the “Challenger” Way and Rebooting Marketing Planning & Measurement
This week we are having a double-header. First, Spencer Wixom (SVP of Sales and Marketing for Challenger), Eric Gruber (CEO of Personal ABM) and Kristina Jaramillo (President of Personal ABM) will share the selling process and conversation shifts that will remove buying resistance created by C-19. Then Julia Stead (CMO at Allocadia), Deanna Ransom (Head of Marketing at Televerde) and Shawn Herring (VP of Marketing for PandaDoc) will share how they’re making marketing accountable for revenue.
During these two (2) panels, you will learn about:
New research from Challenger, how it applies to your business and what it means for your growth trajectory in 2021.
How sales and marketing should be shifting their social, email and live conversations to tailor for relevance and teach for differentiation.
Why the traditional marketing planning process needs to change
How PandaDoc, Challenger, Televerde and Allocadia are resetting, build an operational foundation for revenue growth & earning a seat at the table where the focus is on EBITA.
January 29th, 2021 – Rebooting Digital Sales & Marketing
During this panel, Kristina Jaramillo (President of Personal ABM and featured expert in LinkedIn’s Sophisticated Guide to Marketing), Steve Watt (VP of Marketing at Grapevine6 that’s now part of Seismic) and Kevin Alansky (CMO at Higher Logic) will share why most digital sales and marketing programs fail to achieve traction and business impact.
They will discuss:
The digital sales and marketing shifts that Personal ABM, Seismic and Higher Logic are making to drive conversations and sales cycles in the digital environment.
How to increase engagement, customer acquisition, account retention and expansion using digital strategies. Kristina will share how $2M wins were created with accounts that were unresponsive for 5+ years – and how a regional service provider protected their P&G account from a national competitor.
How to create a better connection with prospects and customers so they engage on and off social.
The importance of personal branding on LinkedIn and how you can build trust and provide value to the C-suite (2 missing elements from most social programs that are leading to unresponsiveness!)
How we should be applying Challenger concepts to digital selling and marketing. Learn how you can tailor for relevance, teach for differentiation and reframe prospects ideas — and see what content you should be sharing in the digital environment.
February 5th, 2021 – Rebooting ABM
This week, Jennifer Pockell Dimas (the CMO of Gigster) and Arpine Babloyan (former director of acquisition marketing at Verndale and current director of demand gen at Fuze) joined Personal ABM CEO Eric Gruber to discuss what’s working in ABM — and what’s not.
You will learn:
How you can create more focus with your ABM program and have a stronger business impact. You will find out how Verndale took a non-traditional approach to shifting efforts toward account-based strategies and how it led to a 300% ROI.
How Gigster cultivated a tight partnership between leadership, sales, marketing, and account management teams.
Strategies for engaging different buying committees. Learn how ABM should be applied to those that are showing intent and are actively engaging with your content, that showed intent in the past and have become stuck, those that are part of the 60% of the market that do not see a reason to change now and those existing accounts that are at-risk or can be expanded.
How most marketing content does not support ABM programs nor the selling conversations that sales and account teams need to have with new prospects and existing accounts.
How ABM was used to drive $2M revenue wins with accounts that were previously unresponsive for 5+ years. You’ll see how a regional firm protected their at-risk P&G account from being taken by a national competitor and how an IT firm used ABM to change Sephora’s buying behavior so they can experience greater margin growth.
February 12th, 2021 – Rebooting Demand Generation
Tony Yang (Head of Global Demand at Zinier and a well-known demand marketing & ABM game change) and Charlie Liang (Head of Demand Gen at Lattice – a people management software firm that serves 1300+ customer worldwide) will discuss how demand gen should support ABM and sales.
You will learn:
How you can build a demand gen function that drives 100%+ YoY ARR growth and a 14.6x pipeline to spend ratio (5x is good, 10x is great).
How Qordoba went from $800K to $4M in 24 months.
How to build a more predictable revenue engine during this most uncertain time using demand gen and ABM.
The gaps that lie in most demand gen programs – and the shifts in process, content and messaging that will drive change with status quo accounts (60% of the market).
How marketing should be using intent and other intelligence data to guide their demand-gen programs.