Signals Podcast Network

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The Demand Gen leader's source for the latest revenue strategies.

  1. Winning by Design GTM

    13.12.2023

    Winning by Design GTM

    Renata Centurion, Managing Partner, Director at Winning by Design. This speaker from the Demand Gen Summit discusses what Winning by Designs' go-to-market strategies are. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps: 1:05 - Importance of cloud infrastructure and internet SaaS. 6:25 - Principles of go-to-market. 9:18 - building sustainable growth. 11:33 - CRM information workload, test results, and building a machine for effective CRM. 12:22 - Importance of common language and standardized data. 17:35 - principles for market strategy, growth building, cost, quality, and implementation. 18:19 - Closing Remarks.

    19 Min.
  2. Webinars That Wow: Strategies for Engaging Structures and Dynamic Framework

    13.12.2023

    Webinars That Wow: Strategies for Engaging Structures and Dynamic Framework

    Ollie Whitfield, Marketing Team Lead at VanillaSoft. This speaker from the Demand Gen Summit discusses how to strategically plan out webinars that maintain engaging structures for audience members. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps: 1:19 - Attention retention strategies are presented.  3:24 - 3 points of view, segment planning for webinars. 5:03 - Dive into specific topics on how to engage webinar audiences. 6:05 - Content planning for follow-ups. 8:09 - Different modes of video content. 10:11 - Maximizing content output by repurposing webinar content.  10:44 - Utilizing video clips for social media 13:21 - Leveraging user-generated content. 15:26 - How to structure webinar content to maintain flow and engagement.  19:24 - Resolving disagreeing points of view.  22:18 - Closing Remarks.

    23 Min.
  3. 3 Ways to Effectively Engage with Executive Level Prospects

    13.12.2023

    3 Ways to Effectively Engage with Executive Level Prospects

    Peter Strohkorb, Founder & CEO of Peter Strohkorb Sales Advisory. This speaker from the Demand Gen Summit discusses how salespeople can effectively engage with executive level prospects. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps: 0:53 - Introduction. 2:50 - Ineffective communication strategies like pitch slapping and spamming. 10:36 - Identifying interests of the target audience, where they hang out online or in person. 18:14 - Ways of engaging with senior executive buyers, discussing business opportunities and risks.  25:31 - How to improve the sales process. 27:24 - strategies for presenting proposals to gain advantage. 31:53 - How important is consistency in business? 33:48 - Sales funnel checklist, identifying gaps, and strategies for engaging buyers. 35:38 - Closing Remarks.

    36 Min.
  4. Megadeals in the Enterprise SaaS Space

    12.12.2023

    Megadeals in the Enterprise SaaS Space

    Christopher Engman, Co-Founder & Managing Partner at Megadeals. This speaker from the Demand Gen Summit discusses how Megadeals performs in the enterprise Saas space. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps: 1:06 - Market volumes and the dominance of certain companies. 2:14 - Cross-functional decisions, complex offerings, and complex customer organization structures. 8:34 - Understand top companies in specific industries. 11:26 - Key initiatives of top companies. 13:36 - Challenges faced by salespeople in unproven categories. 14:09 - High win rates in finite markets.  15:58 - Focus on mimicking normal behavior in social selling. 22:34 - Closing Remarks.

    24 Min.
  5. B2B Buyers' Journey: How Sellers Can Align and Win

    12.12.2023

    B2B Buyers' Journey: How Sellers Can Align and Win

    Kris, Revenue Growth Leader at WINsights. This speaker from the Demand Gen Summit discusses how sellers can better align to close more deals and win. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps: 2:00 - insights into the evolving B2B buyer's journey. 12:03 - the percentage of sellers who are reactive versus proactive in the B2B buyer journey. 16:19 - The power of intent data in positioning oneself proactively in the B2B buyer journey. 18:53 - Identify buyer footprints and align, influence, and win over buyers. 19:48 - Use sales intelligence and account-based marketing campaigns on metrics like open rates, reply rates, and meeting bookings 26:36 - Strategies for shrinking sales cycles. 28:59 - The importance of data analytics and evolving unique strategies. 32:05 - Closing Remarks.

    33 Min.
  6. Driving Growth through RevOps Excellence and ABM Strategies

    12.12.2023

    Driving Growth through RevOps Excellence and ABM Strategies

    Lorena Morales, Director of Global Digital Marketing at JLL. This speaker from the Demand Gen Summit discusses how to drive more growth through RevOps . To stay current on our latest events, follow us on Linkedin.   Useful Timestamps:  2:00 - B2B buyer’s journey is constantly evolving. 10:22 - Buyers rely on secondary research, review ratings, webinars, and white papers to educate themselves on solutions. 12:53 - The late stage of buyer engagement by sellers and the importance of influencing and engaging buyers early in their journey. 15:27 - How buyers leave digital footprints and the use of intent data from third-party providers like Bombora to make proactive moves in sales. 18:53 - Identify buyer footprints and align sales strategies. 19:48 - Use sales intelligence and intent data on open rates, reply rates, meetings booked, and qualified opportunities.  20:18- Closing Remarks.

    21 Min.
  7. AI in Sales

    12.12.2023

    AI in Sales

    Amarpreet Kalkat, Founder & CEO of Humantic AI. This speaker from the Demand Gen Summit discusses how artificial intelligence is utilized throughout sales. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps: 0:20 - What is the role of AI in sales? 4:21 - The significance of generative AI and it’s impact on sellers. 5:02 - Analysis of the current state of sales, challenges faced by revenue leaders. 7:56 - The state of sales in 2023, challenges faced by CROs, and the impact of market trends on sales performance. 10:11 - Insights into the lack of understanding of AI among technology leaders, revenue leaders, and revenue ops leaders, and its implications for sales. 19:20 - Identify pressing issues for company development. 20:25 - Understand whether issues are personal perceptions or validated by the team. 24: 46 - Companies that are involved in AI, the humanization aspect of selling. 28:46 - AI rollouts, the importance of leadership alignment. 30:56 - Groundbreaking impacts of AI in sales.  35:52 - Closing Remarks.

    38 Min.
  8. Cracking the Code on Growth

    12.12.2023

    Cracking the Code on Growth

    Chris Frank, Head of Marketing at Lumos. This speaker from the Demand Gen Summit discusses what marketing and sales alignment is and how it can be utilized to create more efficiency within a company. To stay current on our latest events, follow us on Linkedin.   Useful Timestamps:  1:18 - Focus on the human side of go-to-market strategies. 7:55 - There can be negative financial impact from not tracking or estimating time effectively in companies. 9:32 - Insights into email nurture tracks for engaging people and the challenges faced, particularly with an IT audience's response to marketing efforts. 11:44 - Mindset shifts on challenges and the impact on work efficiency.  14:23 - The importance of creating a safe space for employees. 17:09 - Approaches to SEO and content creation from different mindsets, including growth mindset and status quo mindset. 19:20 - Steps for company development. 21:02 - Closing Remarks.

    23 Min.
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