Wednesday, October 14, 2015 in Denver
Half-day Executive Sales, Social Selling and
Digital Marketing Symposium
50% of B2B sales staff keep missing their quotas oftentimes simply because the company’s sales and marketing processes are not aligned. Sound familiar? Ask yourself: Do your sales and marketing teams work together seamlessly? Are your processes aligned so that your sales and marketing programs achieve the best results possible without dropping leads throughout the buyer journey. Nearly four out of five B2B organizations simply don’t get this process right and it’s costing them a lot of business.
We’ve all be there; marketing points fingers at the sales team as they fail at following up on leads in a timely manner and sales blames marketing for providing low quality leads that don’t yield a return-on-investment. It’s a lose-lose situation and this misalignment is something businesses can no longer afford in today’s hyper competitive markets.
With an average opportunity conversion rate of 13% and a lead to deal ratio of 6%, companies around the globe not only struggle to keep their pipeline filled but they also fail at converting leads to deals.
The half-day symposium specifically targets CSO’s, VP of Sales, VP of Sales Enablement, CMO’s, VP of Marketing, Chief Digital Officers, CRO’s, and CEO’s who are interested in learning how to bridge the gap between their sales and marketing teams. Attendees will learn how to evaluate and improve processes that will boost their company’s bottom line, including:
- How to improve or kick-start the performance of your website in organic Google searches
- How to take away digital real-estate from your competitors on Google
- How to attract more qualified visitors to your website and convert them to leads
- Best practices for marketing and sales alignment for successful social sales programs
- How technology can operationalize modern selling behavior
- How to establish KPI’s and metrics to properly implement and execute social selling programs
- Building sales momentum from online communications to phone and face2face: Customer engagement behaviors and productive collisions.
This interactive workshop features three of the industry’s top speaker and space is very limited in order to allow ample time for one-to-one time with the trainers.
- 1:00 pm: Registration and Meet the Speakers
- 1:30-1:45 pm: Introductions and Symposium Agenda Overview
- 1:45-2:30 pm: Session 1 – Search Engine Optimization and Inbound Marketing – Boost Your Incoming Lead Acquisition
- 2:30-2:45 pm: Coffee break and Networking
- 2:45-3:30 pm: Session 2 – From Social to Revenue: How to effectively use social media to drive revenue and create new sales opportunities
- 3:30-3:45 pm: Coffee break and Networking
- 3:45-4:30 pm: Session 3 – Authentic Solutions Sales: Get out of busy work and into selling activities
- 4:30-5:45 pm: Power Panel: Pick the Speakers Brains
- 5:45-7:00 pm: Sponsored Happy Hour and Networking
DoubleTree by Hilton Hotel Denver Tech Center
7801 E Orchard Rd, Greenwood Village, CO 80111
- Early bird pricing: $395 (available until September 30)
- Regular pricing: $495
Search Engine Optimization and Inbound Marketing – Boost Your Incoming Lead Acquisition
Presented by Chris Raulf, Founder & President of Boulder SEO Marketing
According to a GE Capital Retail Bank’s study, 81% of consumers go online before making a purchase decision and they spend an average of 79 days gathering information before making a major purchase. Conventional sales brochures have long been replaced by websites, blogs, and other digital content sharing platforms such as SlideShare; it simply has never been easier to serve relevant content to people searching for your products and services than today. With nearly 75% of all clicks going to the top five organic search results on Google, this is where you need to be to make more money.
But do you know how well your site actually ranks for your target SEO keywords and phrases? International SEO expert Chris Raulf will show how to identify your initial list of target SEO keywords, how to identify keywords that are already working for you (aka the “low hanging fruit” keywords) and how to increase the click-through-rate (CTR) for when your site shows up in Google searches.
From Social to Revenue: How to Effectively use Social Media to Drive Revenue and Create New Sales Opportunities
Presented by Julio Viskovich, a Forbes Top 30 Social Selling Thought Leader and VP of Marketing at rFactr
Countless studies show the importance of social selling for b2b and b2c sales organizations. However, the historical problem of sales and marketing misalignment is forced to rear it’s ugly head. Corporate messaging has never carried less trust with the consumer than today across all markets and segments. How is this problem being solved? Through strategically executed social selling and employee advocacy programs.
According to Edelman’s Trust Barometer, buyer’s trust their own personal networks and people like themselves. Modern marketing is about activating employees and sales reps to share the message to their networks – increasing the trusted reach, engagement, and amplification of the brand with a controlled message. Learn how to safely activate your team, develop KPIs to drive a social selling culture using incentives, and see what successful programs look like.
Authentic Solutions Sales: Get out of Busy Work and Into Selling Activities
Presented by Maureen Dieckmann, CEO & Founder, Moetivations, Inc
All the leads and superb marketing techniques from SEO to CRM won’t matter if your customer smells a rat. Too many times, leads fall flat when not followed up on, or worse… when the sales rep firehoses the customer with every product in their suite. Strategic planning, solutions thinking, and crisp sales processes drive revenues up, not out.
- Develop genuine sales people who mean to solve a problem
- Coach processes that result in strategic planning and consistent follow up
- Improve by noticing trends in losses, and analyzing deal sizes
- Fine tune sales forecast sales processes and understanding the customer’s role
Meet the Speakers
Chris Raulf, Founder & President of Boulder SEO Marketing
In September of 2012, Chris decided to leave his comfy software marketing executive job to pursue his dream of running a boutique SEO and digital marketing agency in beautiful Boulder, Colorado. After optimizing the heck out of his site and hosting several educational events, he found himself running a profitable business after just six short weeks. Day-in-and-day-out, Chris and his team live and breathe search engine optimization and continually achieve highly remarkable results for customers all over the world. Besides trying to keep up with his two kids on the snowy Rocky Mountain slopes, Chris is a soccer fanatic, mountain biker, yogi, diver, and beer lover.
He’s also a sought after industry speaker and thought leader who loves sharing his knowledge by writing guest-articles for leading online publications such as Social Media Examiner and the Online Marketing Institute. Find and connect with Chris on LinkedIn.
Julio Viskovich, VP of Marketing at rFactr
Julio is a highly respected thought leader in the social and digital marketing space and is a published author of Sellarketing – A Tweetable Book on Social Selling. He is one of Forbes Top 30 Social Selling and Marketing Influencers and has implemented some of the most successful, adopted, and longstanding social selling programs in the enterprise space. Julio has worked directly for Microsoft, HootSuite, and now at the world’s first social selling enablement company rFactr. His expertise has led Julio to educate some of the finest minds as an adjunct digital marketing professor at UBC’s Sauder School of Business in Vancouver.
Maureen Dieckmann, CEO & Founder, Moetivations, Inc
- Whatever you are selling – Make a difference.
- Whomever you are networking with – Make it professional.
- Whatever your tasks are – Make them strategic.
Applying years of complex technology, merger & acquisition, and sales development experience, Maureen has become a nationally known Public Speaker and business strategist with Enterprise sales teams, Telecommunications Team, and Call Centers, including highly stressed call centers such as 9-1-1. She provides development and tactical activities designed to retain existing customers, target strategic pipeline development and grow new customer base.
Her partnership programs include Executive in Residence, Consulting, Vendor Partner Management, Channel Acceleration, Sales Inside & Outside Expansion & Development. She is an advocate of giving back to the community of women & children, integrated with 4 local non-profits through volunteer work and board advisement.