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Tuesday, August 7

11:00am EDT

Terminus Untapped Customer Event (Must Be a Terminus Customer To Attend)
Learn the latest strategies and techniques marketers are using to drive ABM success with Terminus. Your fellow Terminus customers will share how they are using Terminus to increase demand, accelerate pipeline, align marketing and sales, and measure success.

- Hear tips 'n' tricks from Terminus users such as SirusDecisions' ABM Program of the Year winner, Malachi Threadgill, director of demand generation at Masergy.

- Get an exclusive preview of the Terminus and BrightFunnel product roadmap.

- Discuss marketing strategies and network with fellow ABM practitioners.

Register now for both Untapped and #FlipMyFunnel, and discover how other teams are driving ABM success with Terminus!

Tuesday August 7, 2018 11:00am - 4:00pm EDT

6:00pm EDT

Wednesday, August 8

8:00am EDT

9:00am EDT

Welcome to #FlipMyFunnel 2018
avatar for Nikki Nixon

Nikki Nixon

Director of #FlipMyFunnel, Terminus
Nikki is  a passionate marketing leader on a mission to have an exponential positive impact on the world. She loves helping B2B marketing, sales and success professionals become masters of their craft and heroes in their organization by flipping their funnel. When she's not flipping... Read More →

Wednesday August 8, 2018 9:00am - 9:10am EDT
Ballroom West - Keynote Stage

9:10am EDT

The Authenticity Curve: How To Engage Your Customer and Future Customers, better
avatar for Sangram Vajre

Sangram Vajre

Co-founder and Chief Evangelist, Terminus
Sangram Vajre has quickly built a reputation as one of the leading minds in B2B marketing. Before co-founding Terminus, a SaaS platform for account-based marketing, Sangram led the marketing team at Pardot through its acquisition by ExactTarget and then Salesforce. Since the Terminus... Read More →

Wednesday August 8, 2018 9:10am - 9:50am EDT
Ballroom West - Keynote Stage

9:50am EDT

It's Not a One Size Fits All: How LogMeIn is Defining and Implementing ABM
Account-Based Marketing: A best-in-class strategy that we, as marketers, strive to actualize. But, should every company be working towards a similar execution of this concept when our products, sales structures, and marketing organizations are so vastly different?  
It's time to take a step back and define what ABM means to your business today, whether you've been driving your strategy for years or are new to the world of ABM.  
During this session, hear how LogMeIn, one of the world’s top 5 SaaS companies, is strategically approaching ABM and how we're working to evolve our strategy to fit its wide variety of products and prospect/customer needs. We'll address how to:  
·         Crack the code to align with sales  
·         Redefine what "success" looks like and how to report up to leadership 
·         Approach ABM as a marathon, not a sprint, to optimize for long term gains of getting it right from the start

avatar for Lindsay Becker

Lindsay Becker

Supervisor, Corporate Marketing, LogMeIn
In her role as Supervisor in Corporate Marketing at LogMeIn, Lindsay is responsible for strategic demand generation across the organization’s Identity & Access Management business line. Recently graduating with her MBA from Babson College in 2017, Lindsay’s drive for innovation... Read More →
avatar for Lisa DeDonato

Lisa DeDonato

Supervisor, Corporate Marketing, LogMeIn
Lisa’s career has focused on demand generation and marketing automation at various technology organizations. Her passion for bridging alignment between marketing and sales functions drives each business goal she tackles. Lisa has supported marketing teams in various technology areas... Read More →

Wednesday August 8, 2018 9:50am - 10:10am EDT
Ballroom West - Keynote Stage

10:10am EDT

10:40am EDT

We Don’t Sell to Robots: How to Use Behavioral Data to Make Your ABM Personal
ABM is inherently multichannel and requires a personal touch, but doing that at scale isn’t easy. In this session, Pluralsight will share how they are using behavioral data to deliver cohesive and personal multichannel ABM programs that have brought a human touch to their marketing.

avatar for Daniel Gaugler

Daniel Gaugler

A Montana native, Daniel is the CMO for PFL and is responsible for the creation and execution of PFL’s strategic marketing initiatives, demand generation and evolving the company’s brand. Daniel draws from a strong technology background and more than 10 years of experience in... Read More →
avatar for Catina Martinez

Catina Martinez

Cat is the Sr. ABM Strategist for Pluralsight Inc. When I'm not speaking about myself in the 3rd person, I am building Pluralsight's ABM engine and support team. In my 10 years as a B2B marketer, I have created digital marketing strategies for some of the world’s most admired leaders... Read More →

Wednesday August 8, 2018 10:40am - 11:00am EDT
258 ABC - Marketing Breakout - Meeting Level 2

10:40am EDT

Transitioning Your Sales Organization To Account-Based Marketing
Marketers are excited about account-based marketing, but sales teams are getting left behind. As a result, go-to-market teams are not achieving the results they hope for. Simply plugging in a tool won't get you there. It requires a shift in your sales processes to better engage the humans in your target accounts . Todd and Lucas will share how they transformed the Terminus sales organization to achieve incredible ABM results doing just that.

In their session, you'll learn best practices for:
- Shifting from high volume to high personalization outreach
- Transition your SDRs to focusing on only the best fit accounts
- Maximizing SDR and AE productivity by freeing up their time
- Leveraging ABM signals to prioritize outreach and increase sales conversions

avatar for Todd McCormick

Todd McCormick

Chief Revenue Officer, Terminus
avatar for Lucas Ulloque

Lucas Ulloque

VP of Sales Development, Terminus

Wednesday August 8, 2018 10:40am - 11:00am EDT
253 ABC - Sales Breakout - Meeting Level 2

11:00am EDT

4 B2B Marketing Trends for 2018
In this session, we’ll explore four contrarian ideas in B2B marketing. We believe that there’s never any advantage in following in the crowd --- especially in marketing, where the crowd is usually wrong. Our session will explore some little-known best practices in digital, including:

* Why You Should Always Stick With Your Old Creative
* Why Cheap Media Buys Are Actually Expensive
* Why “Brand Newsrooms” Are A Horrible Approach To Content
* Why Junior Buyers Are The Most Undervalued Audience In B2B

avatar for Peter Weinberg

Peter Weinberg

Global Brand Strategy Lead, LinkedIn
Peter Weinberg is a Global Brand Strategy Lead for LinkedIn. He helps LinkedIn’s largest clients and their agencies develop best-in-class B2B marketing strategies.

Wednesday August 8, 2018 11:00am - 11:20am EDT
258 ABC - Marketing Breakout - Meeting Level 2

11:00am EDT

Scientific Results on How to Deliver Your Customer a Better Sales Experience
This session is brought to you after analyzing over 200 million emails, social messages, and phone calls. We’ve calculated the results of these activities and deterring the facts on how to build an evolved sales organization and deliver the greatest experience to your customers and prospects. Join for immediate takeaways and strategic new angles.

avatar for Kyle Porter

Kyle Porter

CEO, SalesLoft
Kyle Porter is the founder and CEO of SalesLoft. SalesLoft generated explosive growth over the past three years, serving nearly 2,000 clients while tripling revenue in 2016. Kyle led the team from four employees in 2014 to over 200 in 2018. SalesLoft was also recently named Atlanta’s... Read More →

Wednesday August 8, 2018 11:00am - 11:20am EDT
253 ABC - Sales Breakout - Meeting Level 2

11:20am EDT

Marketo’s Secrets to Leveraging Intent Data for ABM
To the people that think keeping secrets is fun, why? And what about secrets to running a world class demand generation engine? Cue the spotlights and draw the curtains – this session, backed by data, will dive into how Marketo has rallied around an account-based marketing strategy backed by intent data to run a fast-growing volume velocity business.

You’ll learn:
-How to build and define an ideal customer profile
-How to incorporate an ABM component into your MQL model
-The best ways to leverage intent data to focus your marketing efforts on the right accounts

avatar for Mike Madden

Mike Madden

Director, Marketing, Marketing Lead Generation, Marketo
Mike Madden is Director of Commercial Demand Generation & CoE at Marketo. He runs the Commercial Demand Generation team for North America as well as Marketo's Center of Excellence Demand Generation strategy. Outside of work, he is a big fan of M&Ms, early morning rounds of golf, and... Read More →

Wednesday August 8, 2018 11:20am - 11:40am EDT
258 ABC - Marketing Breakout - Meeting Level 2

11:20am EDT

The State of Revenue Operations: Winning with Data
Revenue Operations is quickly becoming a hot topic and trend within the B2B community.  However, there is not one clear way to define it.  Recent research shows that a whopping 45.2% of respondents consider Revenue Ops a unified alignment of marketing, sales and customer success.

Can these operations silos be brought together?  Are there new KPIs? Where does the data model fit?

Karen Steele, chief marketing officer, LeanData, and former senior marketing executive for Marketo, VMware, Informatica, Xactly, has first-hand experience of partnering with sales teams to enable B2B organizations to grow revenue.

 In this tactical session, Karen will offer her expertise and insights on how a Revenue Ops model powered by data can drive growth while engaging with customers throughout the buyer’s journey.

avatar for Karen Steele

Karen Steele

CMO, LeanData
Karen is Chief Marketing Officer at LeanData, where she is responsible for all aspects of product marketing, brand strategy, demand generation, customer and employee advocacy, and the customer journey. Prior to LeanData, Karen was Group Vice President of Corporate Marketing at Marketo... Read More →

Wednesday August 8, 2018 11:20am - 11:40am EDT
253 ABC - Sales Breakout - Meeting Level 2

11:40am EDT

From Skunkworks to Platinum Stack
If you are considering implementing account-based marketing, chances are you have also explored technology options. The process of buying new tools along with the massive organizational shift required for ABM can be overwhelming for even the most seasoned marketers.

In this session, Matt Amundson, VP of Marketing at Everstring, and Jeff Marcoux, VP of Product Marketing and Product Strategy at TTECH, will share how to:
- Start with the minimum viable ABM tech stack and scale up
- Utilize fit, intent and engagement data to maximize your efforts
- Full cycle ABM: Moving beyond the top of the funnel

avatar for Matt Amundson

Matt Amundson

VP of Marketing, EverString
avatar for Jeff Marcoux

Jeff Marcoux

VP of Product Strategy & Marketing, TTEC

Wednesday August 8, 2018 11:40am - 12:00pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

11:40am EDT

Re-Humanizing Sales
Today’s SDR’s and Sales Reps have 6-10 technologies they use in their day to day prospecting and customer engagement.  The pressure is on to hit a 100’s of daily activity metrics… and without these tools a rep could fall short.  Yet, the fact remains that quota attainment is on the decline. In an effort to increase activities through “sales acceleration”, have we substituted speed for personal? Our panel will discuss the importance of personalizing our customer sales engagement, while sharing some actionable tips and best practices to help us “re-humanize” sales.

avatar for Katie Cantwell

Katie Cantwell

Director of Sales, Showpad
Katie's passion for sales can be traced back to her early marketing career where she spent significant time working on creating programs to engage sales teams and ignite customer loyalty.  As Director of Sales for Showpad she specializes in helping organizations bridge the gap between... Read More →
avatar for RANDY FRISCH


avatar for Tyler Lessard

Tyler Lessard

VP Marketing, Vidyard
Tyler heads up the marketing team at Vidyard, the leading provider of video solutions for B2B marketing and sales teams. He's a frequent author and speaker on the topics of video marketing, inside sales, content marketing and ABM. He thrives on creating remarkable customer experiences... Read More →
avatar for Bob Perkins

Bob Perkins

Founder & Chairman, AA-ISP

Wednesday August 8, 2018 11:40am - 12:00pm EDT
253 ABC - Sales Breakout - Meeting Level 2

12:00pm EDT

1:15pm EDT

Account-Based Family Feud
So what is the state of account-based marketing and sales, really? Find out in this fun game show where our panels of B2B marketing and sales thought leaders will battle it out to weigh in on exactly that.

We will reveal some key findings from the 2018 #FlipMyFunnel ABM Survey Report along with some lively debate between our spirited panelists. 

avatar for John Barrows

John Barrows

Owner, JBarrows LLC
avatar for Trish Bertuzzi

Trish Bertuzzi

CEO, The Bridge Group, Inc.
avatar for Bridget Gleason

Bridget Gleason

VP of Sales, Logz.io
avatar for Justin Gray

Justin Gray

Justin Gray is the CEO of LeadMD. He founded the company in 2009 with the vision of transforming traditional grassroots marketing efforts through the use of cloud based marketing solutions including marketing automation and CRM. In 2014 Gray created Navigate by LeadMD, an online learning... Read More →
avatar for Matt Heinz

Matt Heinz

President and Founder, Heinz Marketing
Prolific author and nationally recognized, award-winning blogger, Matt Heinz is President and Founder of Heinz Marketing with 20 years of marketing, business development and sales experience from a variety of organizations and industries. He is a dynamic speaker, memorable not only... Read More →
avatar for Katie Martell

Katie Martell

Marketing Consultant, On Demand, Katie Martell Marketing
avatar for Maria Pergolino

Maria Pergolino

Chief Marketing Officer, Anaplan
avatar for Kash Razzaghi

Kash Razzaghi

Senior Vice President of Sales, Brightcove
Kash has spent over a decade helping consumers, brands, and businesses connect via digital media. He joined Brightcove’s sales organization in 2006 before leaving in 2012 to start and serve as CEO of Fancred, a digital media platform for sports fans.He rejoined Brightcove in early... Read More →
avatar for Samantha Stone

Samantha Stone

Founder & Author, Marketing Advisory Network

Wednesday August 8, 2018 1:15pm - 1:45pm EDT
Ballroom East - Expo Hall

1:45pm EDT

Account-Based Success Stories from the Real World
For years now, Account-Based has been the most popular topic in b2b go-to-market. And, frankly, for years it has been just talk. In TOPO's most recent research, only 18% of account-based programs have been in existence for 2+ years.

The rest of the market has been aligning organizations and deciding on their Ideal Customer Profile, etc. Now, the market is ready to execute and to successfully do that, they need to learn from the early adopters.

 In this presentation, TOPO Chief Analyst Craig Rosenberg, will walk through 5 key steps for Account-Based Success and will be co-presenting with the real-world Account-Based success story of Conductor with Sol Wenrich and Travis Drobbin.

This combined presentation will provide the real story on how to make Account-Based successful and spoiler alert - it doesn't have to be that hard.

avatar for Travis Drobbin

Travis Drobbin

Director of Sales, Conductor
avatar for Craig Rosenberg

Craig Rosenberg

Co-Founder & Chief Analyst, TOPO
avatar for Sol Weinreich

Sol Weinreich

Sr. Manager Demand Gen, Conductor
Sol joined Conductor last February as the Senior Manager of Demand Generation. Since joining Conductor, he and Gia Marando have consistently delivered against pipeline goals. The marketing and sales teams have a great relationship and support each other thus enabling them to launch... Read More →

Wednesday August 8, 2018 1:45pm - 2:15pm EDT
Ballroom West - Keynote Stage

2:25pm EDT

How Archetypes Can Drive Expansion and Engagement - Marketing Ten Minute Teardown
You've built your ideal customer profile and your buyer personas, right? After all, this audience matrix is what makes content marketing personal and effective...the right message to the right person and the right time! Audience development is critical in order to properly expand and engage within your target accounts, not to mention leveraging your marketing chops to fully support sales with sales enablement best practices. 

BUT, have you considered including ARCHETYPES in your audience profiles? Don't worry...this is NOT a complex addition to ABM. In fact, Return On Energy® (ROE®) archetypes will put all your content marketing strategies into perspective. Guaranteed. You will be able to apply this very simple methodology to your content program immediately, not to mention to everyone you meet after this 10min teardown. 

Relax, sit back, and be prepared to self-assess your own way of thinking as well as everyone you meet!

You will learn the following:
  1. Immediate use of the ROE® infographic to self-assess what archetype best fits your personal passion
  2. You will be able to apply what you learn in 10 min to all your buyer personas as-soon-as-you-go-back-to-the-office 
  3. Communicate more effectively with your agency peers and clients for better alignment

avatar for Mike Rose

Mike Rose

CEO, Mojo Media Labs
A scientist by training, an author by nature, and an entrepreneur by will, Mike drew from his life experiences to create a new communication methodology and ultimately his book, ROE Powers ROI™: The Ultimate Way to Think and Communicate for Ridiculous Results. Mike is the founder... Read More →

Wednesday August 8, 2018 2:25pm - 2:35pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

2:25pm EDT

How to Use Buyer Persona Research to Close More Deals - Sales Ten Minute Teardown
A buyer persona is a representation of your target customer. It’s a picture you paint based on research and interviews with actual customers — and, it goes beyond basic demographics to include the intangible elements that make a person tick.

Personas tend to be heavily used by marketing, but they should be embraced across your entire organization — especially among your sales team.

After experiencing my 10-minute teardown, here’s what you’ll learn:

- How to identify the most appropriate communication channels for a specific persona

- How to construct sales enablement content for your sales team that aligns with your persona

- And finally, as an independent contributor on a sales team, how to optimize your own time and your pipeline by using persona research

View full conference details here on the event site.

avatar for Jen Spencer

Jen Spencer

VP, Sales and Marketing, SmartBug Media
Jen Spencer is the Vice President of Sales and Marketing for SmartBug Media, an intelligent inbound marketing agency of experts in digital strategy, design, PR and marketing automation. Over her career, Jen has built several demand generation and sales enablement programs from the... Read More →

Wednesday August 8, 2018 2:25pm - 2:35pm EDT
253 ABC - Sales Breakout - Meeting Level 2

2:36pm EDT

Let's Get Honest About ABM: An Inside Look at What Works (And Doesn't!) - Marketing Ten Minute Teardown
How do I get started with ABM?

What's the best way to test and refine my ABM approach?  

We had these questions too when we first got started, and so we documented our own efforts at ABM thru a web series, broke down the fourth wall, and shared our true, warts-and-all story.

This session will be a joint sales-marketing panel where we have an honest conversation about what worked and didn't work in our own efforts, and why starting small was the best path to success.

We will also share would we would have done differently if we could start all over again.

View full conference details here on the event site.

avatar for Katie Bullard

Katie Bullard

Chief Growth Officer, DiscoverOrg
Katie is the the Chief Growth Officer at DiscoverOrg and is responsible for leading the global marketing, product management, and partnership functions. She brings 15 years of marketing, product, and strategy experience in global, high-growth technology businesses to her role at DiscoverOrg... Read More →

Wednesday August 8, 2018 2:36pm - 2:46pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

2:36pm EDT

What is Campaign Based Prospecting? - Sales Ten Minute Teardown
Did you know the average reply rate on a cold email is only 3.5%?  It's super depressing, and makes me want to cry in the shower.

With all these sales and marketing tools coming out, quality cold outreach is turning into a thing of the past.  I'm going to share something that impacts both sales and marketing.

It's called Campaign Based Prospecting.

I want to change the way teams think about prospecting, by doing a ten minute teardown on Campaign Based Prospecting.

By attending my session, you'll learn:

-How to make cold prospects love you!

-How I get an average 50% of my prospects to respond to me.

-Examples of unorthodox prospecting efforts that scale and fit into your Account Based Marketing and Selling.

Good times, good examples, and muppet hair...all included in this talk. Don't miss it!

View full conference details here on the event site.

avatar for Ryan O'Hara

Ryan O'Hara

VP of Marketing & Growth, LeadIQ
Ryan O'Hara has been an early employee at several startups helping them with marketing and prospecting tactics, including Dyn who was acquired by Oracle for $600+ million in 2016. He's had prospecting campaigns featured in Fortune, Mashable, and TheNextWeb. Today he is the VP of Growth... Read More →

Wednesday August 8, 2018 2:36pm - 2:46pm EDT
253 ABC - Sales Breakout - Meeting Level 2

2:47pm EDT

Rock Your ABM & Sales Partnership - Marketing Ten Minute Teardown
Learn the 3 steps that we took at National Instruments to partner with sales and make huge impact:

1. Sing in the same tune – use the same templates, take the same trainings, speak the same language
2. Play with the same instruments – work with the same tech stack
3. Be a groupie of the same accounts – align on the same processes to prioritize accounts and know their care abouts inside and out

I mentioned that these steps yielded big results - like $11M of ABM-influenced pipeline in year 1 and several award wins! Don’t miss your chance to learn these tricks at FlipMyFunnel 2018!

View full conference details here on the event site.

avatar for Kristen Novak

Kristen Novak

Principal ABM Manager, National Instruments
Kristen Novak is Account Based Marketing Manager for the Strategic Accounts at National Instruments where she is known for developing relationships and processes that consistently deliver measurable results. Her 15 years of marketing experience has revolved around partnering with... Read More →

Wednesday August 8, 2018 2:47pm - 2:57pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

2:47pm EDT

How to Humanize your Prospecting in an Automated World - Sales Ten Minute Teardown
Sales and marketing today have been consumed with a multitude of marketing automation and sales engagement tools that have made the human touch lose appeal. Technology can be seen as a foe because buyers are starting to get annoyed with the automation. However, I believe technology if used correctly, it can be a huge benefit to you as a sales professional. 
Further, I believe as AI continues to rise within the world of technology and within sales. Sales professionals will be using AI as they make calls, do research and for insights as they move along the sales cycle.
Today, we need to focus more on how to become the ironman of sales and use the technology as a leverage and not a hindrance.
My talk will go into the four methods of outreach video, call, emails, and social that makes real conversations into real opportunities. 
- How to make a video from beginning to end that generates a response.
- How to engage with a prospect in a genuine way through email and phone.
- Social selling and social listening that will make you a subject matter expert in your space. 

avatar for Morgan Ingram

Morgan Ingram

Director of Sales Execution and Evolution, JBarrows Sales Training
Morgan is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. In his previous role, Morgan was the Sales Development Manager at Terminus where he managed a team of 13 SDRs... Read More →

Wednesday August 8, 2018 2:47pm - 2:57pm EDT
253 ABC - Sales Breakout - Meeting Level 2

2:58pm EDT

Going All In On ABM: Implementing A People-First, Agile, Account-Based Strategy - Marketing Ten Minute Teardown
You can't become an expert in anything overnight, and account-based marketing is no exception. At LookBookHQ, we first dipped our toes into the ABM waters about two years ago. Since then, we have been constantly testing, iterating, and pivoting to create a super strong, highly agile account-based marketing and sales strategy.

Throughout all the trial and error that leads to successful ABM, It’s important to keep striving for that delicate balance between the human touch and marketing automation. In my 10-minute teardown, I’ll share how the marketing team at LookBookHQ went from basic ABM to a people-first, agile account-based selling and marketing strategy.

1. How to refine and hyper-personalize your target account selection process using data collected from customer behavior
2. How to select right channels and measure overall channel performance when it comes to ABM
3. Learn which metrics are most effective at measuring the impact of your ABM and account-based model in general

View full conference details here on the event site.

avatar for Elle Woulfe

Elle Woulfe

VP of Marketing, PathFactory

Wednesday August 8, 2018 2:58pm - 3:08pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

2:58pm EDT

Turn Your Pitch Into Your REASON - Sales Ten Minute Teardown
I want to talk about turning your pitch into your REASON and the concept of a Living Pipeline. I believe them to be unique and powerful ideas that I have developed as a rep over the last 10+ years in my sales role through the copier industry. I have crawled through the mud and I’m ready to tell the world my story to help revolutionize sales for this and the next generation.

R.E.A.S.O.N. - Radically Educate and Share One’s Narrative. A concept of humanizing the “pitch” and creating an epic amount of curiosity in the eyes of the prospect in order to build credibility and naturally enter into a sales cycle with them.

The Living Pipeline - an idea that will revolutionize the sales funnel for individual reps and create a more powerful tool for leadership to use when teaching their sales teams how to properly understand buying cycles and timelines.

It is also a roadmap for sales professionals that will allow them to take control of their pipeline and better understand the appropriate interactions inside of the first touch, to the type of follow up necessary, to the awakening they need to be providing their prospects in order to create their legend in the sales world.

View full conference details here on the event site.

avatar for Dale Dupree

Dale Dupree

The Copier Warrior, The Xochil Group

Wednesday August 8, 2018 2:58pm - 3:08pm EDT
253 ABC - Sales Breakout - Meeting Level 2

3:09pm EDT

Why BFFs Are the New MQL - Marketing Ten Minute Teardown
Can I tell you why BFFs are the new MQLs?

I would love to share with you all a well known secret with the #FlipMyFunnel community: great personal relationships lead to great business relationships. Embracing this as a sales and marketing organization at a macro and micro level has had explosive results for Sigstr.

Here's what you'll learn:

• Why, in the age of AI and machine learning, it's more important than ever that you take a humans-first approach to your marketing.
• How treating accounts like relationships increases sales velocity and close ratios.
• A handful of tips, hacks, and good ideas you can realistically use to start turning leads into friends.

Can't wait to see you all there!

View full conference details here on the event site.

avatar for Justin Keller

Justin Keller

VP of Marketing, Sigstr

Wednesday August 8, 2018 3:09pm - 3:19pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

3:09pm EDT

Humanizing Live Sales Chat in a World of Bots - Sales Ten Minute Teardown
The desire for managerial convenience often leads to a misalignment with operations and business strategy.

Communicating with prospects is a high value activity. Companies that give it proper attention will be rewarded. In this age of automation, customer communication preferences have shifted from "submission to conversation".

Given that instant messaging is becoming more integral to the sales communication stack, we have to ask ourselves the following question:

Is turning over this part of the customer experience entirely to the chatbots really the right thing to do?

How will the people on the other end of the screen feel?

What you will learn in this session:

- How to get more of the right kind of messages by tweaking the invitation to chat on your website

- Three ways most teams manage to screw up these messaging conversations (and how you can work to avoid these mistakes in your organization)

- BONUS: One game changing tip for measuring the ROI of messaging at the account level

View full conference details here on the event site.

avatar for Chris Handy

Chris Handy

Co-founder & CEO, ClosedWon

Wednesday August 8, 2018 3:09pm - 3:19pm EDT
253 ABC - Sales Breakout - Meeting Level 2

3:20pm EDT

Why Brand Drives Demand - Marketing Ten Minute Teardown
What's up #FlipMyFunnel community. I'm Dave Gerhardt from Drift and I wanted to share my pitch for 2018. I want to talk to you about BRAND. That's right - not arts & crafts.

But BRAND and how brand can become your #1 demand generation channel in 2018 if you do it right. In fact -- I don't think you can win customers at all anymore without creating a brand, and that's exactly why I'm going to talk about: how you can harness the power of brand, why authenticity wins, and why brand will drive demand for you this year. Let's go!

View full conference details here on the event site.

avatar for Dave Gerhardt

Dave Gerhardt

VP of Marketing, Drift

Wednesday August 8, 2018 3:20pm - 3:30pm EDT
258 ABC - Marketing Breakout - Meeting Level 2

3:20pm EDT

Lights...Camera... Action Items for Enhancing Your Marketing and Sales Strategies with Video - Sales Ten Minute Teardown
In this session, I will cover how to increase conversion rates and drive better results with video. Video gives you the ability to better engage your audiences and differentiate yourself from the competition with targeted, tailored messaging delivered in your branded environment.  

In this session you'll learn the advantages of using video when communicating with prospects and customers, best practices for creating and distributing your video content, and and how to effectively measure the ROI.  

We'll also dive into success stories from businesses and sales professionals around the globe who are currently applying video to their marketing and sales communication strategies.  You will walk away with the knowledge and actionable steps to enhance your business with video.

Four Benefits of the Presentation:

1.  Understanding the value and necessity of video

2.  How to record and distribute video content

3.  How to effectively analyze and measure the success of video campaigns

4.  Actionable steps for implementing a strategy

View full conference details here on the event site.

avatar for Jason Price

Jason Price

President and CoFounder, Covideo

Wednesday August 8, 2018 3:20pm - 3:30pm EDT
253 ABC - Sales Breakout - Meeting Level 2

3:30pm EDT

4:00pm EDT

There Is No “I” in ABM: Winning with a Human Touch
If account-based marketing (ABM) is all about taking an outside-in approach to marketing, then why do some companies fail to recognize that marketing and sales need to use different skill sets to operationalize ABM in a more human way?

 In this session, Matt Senatore, ABM service director at SiriusDecisions, will talk about how companies can focus on the people side of ABM and describe what to look for in an ABM team.

Joining Matt will be Malachi Threadgill – director of demand generation, ABM and global sales development at Masergy – to share how his team complements process changes and technology adoption with best-in-class people skills and training to successfully transform their overall go-to-market strategy to win with ABM.

avatar for Matt Senatore

Matt Senatore

Service Director, SiriusDecisions
Matt Senatore is Service Director, Account-Based Marketing, at SiriusDecisions. Throughout his career, Matt has focused on how organizations can build, grow and foster deeper, more meaningful relationships with their customers – improving top-line and bottom-line results while improving... Read More →
avatar for Malachi Threadgill

Malachi Threadgill

Director Demand Gen, Masergy
Malachi is a forward thinking technologist, passionate about the convergence of big data, machine learning, analytics and marketing. With over 15 years experience, He has helped organizations achieve strategic business, marketing, and demand generation initiatives by combining the... Read More →

Wednesday August 8, 2018 4:00pm - 4:30pm EDT
Ballroom West - Keynote Stage

4:30pm EDT

Sales leaders are plaguing their teams with activity metrics. It's all about how many emails and dials the rep can make. Meanwhile, the customer expects a more sincere, personalized selling process tailored to their specific needs and pain points.

How can sales leaders ensure their reps are productive, while meeting the demands of their customers? It's time to change the meaning of ACV from Annual Contract Value to Actual Customer Value. In her session, Jill will present three practical ways to do just that and still grow revenue for the business.

avatar for Jill Rowley

Jill Rowley

Chief Growth Officer, Marketo

Wednesday August 8, 2018 4:30pm - 5:00pm EDT
Ballroom West - Keynote Stage

5:00pm EDT

Happy Hour
Wednesday August 8, 2018 5:00pm - 6:00pm EDT
Ballroom East - Expo Hall