B2B buying processes have dramatically changed in recent years.  Finding new and better ways to engage with a different buyer – the “informed buyer,” is the challenge faced by all sales leaders.  This webinar will describe how empowered B2B buyers have taken greater control of the sales cycle and have driven changes and adaptations to sales practices by sales leaders.  We will discuss some of the successful approaches being taken to effectively engage with customers in this new paradigm

Date &Time -
Wednesday 28 September 11.00 AM PDT

Presenters -
Marty Levy is a veteran Silicon Valley tech. industry sales executive.  In addition to leading sales teams as VP of Worldwide Sales for two public companies, managing sales through a successful IPO, and crafting a divisional turnaround for a large privately held company he also has experience leading sales at several start-up and emerging growth companies. His expertise in sales strategy development and sales performance management has come from his work in the semiconductor, PC, software, and now enterprise cloud computing. Marty currently is VP of Sales for EnabledWare, Inc,, is recognized for his thought leadership on sales best practices, and serves as Chairman of the Sales Leadership Council of Silicon Valley.

Engaging potential buyers with content and turning them into qualified leads is a pervasive challenge: IDG Communications found technology vendors may be losing close to 50% of potential sales due to inadequate online information.

This webinar will show you how to create content that satisfies buyers’ information needs and establishes your company as a valuable resource – one they’d like to do business with.

Your takeaways will be steps for building a content strategy and sample templates you can use to guide your content marketing activities.

- How to move your buyers along in the sales cycle by giving them the right content at the right time
- Why deeply understanding your buyer’s concerns and priorities is critical
- The benefits of adopting a “How can we help you?” instead of  a “What can we sell you?” approach
- How map your buyers’ information needs to the stages in your sales cycle

Date &Time -
Thursday 22 September 11.00 AM PDT

Webinar URL -
http://www.leadformix.com/webinar-september-22-2011.html

Presenters -
Kim Gusta is a content marketing expert for the technology industry and owner of Kim Gusta Marketing, a consultancy that helps technology companies engage their buyers with remarkable content. She has over 15 years experience in technology marketing with global companies including Symantec. She also authors the  Technology Content Marketing Blog.

About LeadFormix -
LeadFormix is the leader in next-generation marketing automation software, known as Marketing Automation 2.0. LeadFormix delivers a game-changing real-time marketing automation solution for enterprises that converts anonymous online visits into qualified sales leads, determines website visitor interest and intent, and enables sales teams to reach decision-makers more effectively and close deals faster using patented business intelligence and data mining technology.

Cold calling, email marketing, webinars, snail mail, lead nurturing— all of these marketing tactics have one very important element in common. Each one begins with a list, and the quality of the data in that list has a direct influence on the success of each tactic.
Traditional list building provides little insight into your prospects interests, expertise and experience. List building through social networks will help you identify specific attributes about your prospects so that you can deliver more targeted messaging.

- Attendees of this webinar will learn -
- Limitations of traditional list building
- How to build more targeted lists through social networks
- Methods of engaging contacts on your list

Date &Time -
Wednesday 24 August 11.00AM PDT

Webinar URL -
http://www.leadformix.com/webinar-august-24-2011.html

Presenters -

Clinton Rozario is a B2B List Building technology expert and architected LeadGrabber Pro, eGrabber's B2B List Building Tool. Now part of product management, he has held key roles in R&D, developing strategic technologies.

Francis Adanza joined LeadFormix in 2011. He is responsible for helping clients develop and execute successful online marketing campaigns to maximize ROI from leveraging the LeadFormix platform.

The traditional marketing funnel is no longer. Online marketers can no longer afford the time nor money to "cast a wide net" in the hopes of generating the right prospects. Combine this with the fact that, now more than ever, people are educating themselves far earlier in the sales process than ever before -- the onus is now on marketers to educate and raise awareness for their brands as early as possible.
But what are the best ways to address these challenges? While relied on extensively by most marketers, email and search are really only most effective as prospects make their way to the lower stages of the funnel. And even though social media is a strong brand and awareness builder, these sites don't always guarantee the "right" audience is listening. The top of the funnel continues to grow wider and wider, yet most marketers are leaving money on the table as hundreds of their target prospects are left untouched.

Join Russell Glass, CEO of Bizo, and Lauren Vaccarello, Sr. Search Engine Marketing Manager of Salesforce.com as they address how to effectively use audience marketing to drive more qualified leads and new business from the top to the bottom of this new marketing funnel.

Attendees will learn how to:

- Leverage business demographics to better understand and more effectively reach your business audiences online
- Implement display advertising strategies that positively impact ROI of spend on existing channels such as search and email
- Deploy advanced retargeting strategies that offer the right message to the right audience even after they've left your website
- Do the math behind B2B display advertising to demonstrate ROI

Join B2B Sales Connections for quick and easy ideas that will help you build trust and credibility with your prospects.

For a complete list of our upcoming free webinars for sales and sales management, check us out at http://www.b2bsalesconnections.com/webinars.php

B2B Sales Connections - Training, Recruiting & Resources for B2B Sales! Helping you achieve your sales potential!

 How has the current economic climate affected business-to-business (BtoB) marketing budgets for 2009? To answer this question, MarketingProfs, in conjunction with Forrester Research, recently conducted a study to track spending in 2008 and forecast tactical changes for 2009.

Join us on May 6 to hear Roy Young, president of MarketingProfs, share which tactics today’s BtoB marketers find most effective for lead generation and brand awareness. His review of this data will help you evaluate your 2009 plans in light of the latest industry trends and best practices.
 
Attend the Webinar to discover:

• What budget changes marketers are making in response to today’s uncertain economic climate
• How BtoB marketers are allocating their budgets among new media options
• What works best now for generating leads and building brands

 This webinar is part of the thought leadership series presented by B2B Power Exchange members.

The secret is out! You can write a clear, concise and understandable business, marketing or sales plan — simply, easily, and all on one page! Learn about the methodology that links four very important business building concepts: brainstorming, planning, execution and accountability.

This 1-hour virtual seminar may be the most important thing you can do to dramatically take your sales and productivity to new heights. You'll be introduced to a new approach, using the One Page methodology used by more than 50,000 organizations internationally and is taught in 30 major universities as part of their standard business curriculum.

In this best practices briefing, you will:
* Discover a comprehensive planning process that provides focus, focus, focus on what’s important, and helps set daily priorities.
* Learn the five simple questions every plan needs to answer that helps you save time.
* Take home a draft of your business vision statement.

Maria Marsala, the founder of Elevating Your Business, is a business consultant, coach, speaker, author, and former Fortune 500 Wall Street executive. Since 1998, Maria has helped thousands of B2B service industry and financial CEOs/presidents, professionals and management teams to eliminate the problems of quickly growing businesses by streamlining and automating their planning, operations, and marketing processes.

Over the coming months, we will begin to tailor our systems to let you select seminar tracks that are of interest to you or the clients you serve. There are several other presentation ideas that have been submitted on topics including PR, hiring, team performance, sales and IT project execution. These content-rich webinars will be presented live in the next few months, and recorded versions will be available at www.b2bpowerexchange.net. 

If you are interested in presenting to the B2B Power Exchange community, please send an outline of your presentation to info@b2bpowerexchange.com. Presentations must be educational in nature and designed for general audiences that may include potential partners, prospects and people with a general interest in the topic. Blatant sales pitches will not be permitted, and all presentations will be prescreened.