Supersize Your Pipeline and Propel Your Outbound Efforts

Outbound can be challenging, but with these innovative tools and strategies you can supersize your pipeline and propel your outbound efforts.

Join our panel webinar as we discuss new tools and tactics available for Sales and Marketing teams that transform traditional outbound techniques to drive business results.

You will learn about:

  • Key challenges and pain points that Sales and Marketing teams experience with outbound efforts
  • Effective tools and tactics that help accelerate outbound sales
  • How you can gain stakeholder buy-in when considering new solutions for your team
  • Ways to obtain momentum in your pipeline

This on-demand webinar presented by:

Mike Scher, CEO and Co-Founder, FRONTLINE Selling

Mike Scher is the CEO and co-founder of FRONTLINE Selling. Under Mike’s leadership, FRONTLINE Selling has become a leader in sales acceleration, helping salespeople dramatically increase opportunities, sales and top-line revenue. Mike led the development of the company’s Staccato methodology and technology including the study of nearly 2 million outreach efforts removing the guesswork sales people go through about who to contact, when, and how often. Prior to founding FRONTLINE Selling, Mike spent 18 years in enterprise software sales. Most of that time was spent at JDEdwards where Mike was a frequent President’s Club Winner.

Cheryl Hanley, Senior Director, Demand Generation at PGi

Cheryl Hanley is Senior Director of Demand Generation at PGi. She led the charge in building the company’s demand generation engine and infrastructure and continues to fine tune programs to optimize results. Her expertise is in creating marketing and sales alignment, launching integrated programs, and driving demand through content, events, social, search, web, and lead nurture and scoring programs.

Natalie Mullen, Enterprise Sales Manager, Oracle

Natalie Mullen is an is an Enterprise Sales Manager for the Oracle Marketing Cloud, but may be best described as part marketer, part sales person. Natalie focuses on helping B2B and B2C organizations deliver consistent, cross-channel experiences to their audiences while driving incremental revenue growth through tightly aligned sales and marketing efforts.

Christine Pavalon, Vice President, Sales at PGi

Christine Pavalon is the Vice President of Sales at PGi, the world’s largest dedicated provider of collaboration software and services. In the collaboration industry for the last 15 years, Christine began her career as a web conferencing specialist and joined PGi five years ago, quickly advancing to Vice President of Sales. Christine currently leads a top-performing team of 15 sales managers and account executives, driving revenue for the company through new customer acquisition in the central region of the country. Christine lives in the Chicago area with her husband and three daughters.

Ask the Experts with SiriusDecisions: 4 Pillars of Building Sales & Marketing Alignment

Companies that have aligned sales and marketing teams achieve up to 19% faster growth and 15% higher profitability.*

Marketing and Sales are often on opposing teams when they should be on the same team – in lock step on increasing revenue and driving new business.

Although it can be challenging, aligning the marketing and sales teams is essential for meeting and exceeding pipeline and revenue goals. So how can you improve collaboration between these two teams and create alignment to drive results?

Watch this Q&A session with Sirius Decisions and PGi to learn:

  • 4 pillars of building Sales and Marketing alignment
  • Best Practices for developing shared definitions and processes
  • Key metrics that marketing and sales should be sharing
  • Tools for better collaboration

Get the answers to the questions you always wanted to ask from the Experts!

*Source: 2015 B2B Buyer Benchmark Study by SiriusDecisions.

This on-demand webinar presented by:

Jason Hekl, SiriusDecisions

Jason Hekl is a seasoned b-to-b sales and marketing leader with more than 20 years of experience at companies large and small, specializing on the development and execution of demand creation strategies to accelerate growth. His responsibilities have spanned most facets of marketing, including strategy and planning, operations, demand generation, communications, product marketing and management, inbound marketing, analyst and media relations, channel marketing, partner management and lead development. Prior to joining SiriusDecisions, Jason was vice president of marketing at Coupa Software. Under his leadership, Coupa grew 100 percent year-over-year and went from a virtual unknown to recognition as an innovative challenger to industry leaders. Before joining Coupa, Jason served as vice president of corporate marketing at InQuira, and was responsible for all corporate marketing initiatives. During his tenure, revenues grew nearly 10-fold and the marketing organization won one of the original Markies (for Best Lead Scoring). Jason holds an MBA from the Ross School of Business at the University of Michigan and a BA in international relations and economics from the University of Delaware.

Cheryl Hanley, Director of Demand Generation at PGi

With more than 15 years’ marketing experience, Cheryl Hanley is passionate about developing B2B marketing strategies that result in the ultimate goal – revenue.  Her expertise is in creating marketing and sales alignment, launching integrated programs, and driving demand through content, events, social, search, web, and lead nurture and scoring programs. As Director of Demand Generation at PGi, a leading global provider of innovative collaboration solutions, she has led the way in building the company’s demand generation engine and infrastructure. In addition, she’s created messaging to enable the PGi sales organization to deliver the Challenger Sale methodology. Prior to PGi, Cheryl was responsible for new customer acquisition for Sage Software’s small business accounting unit. In addition to her corporate experience, she has worked at a number of agencies, including running her own agency for seven years serving the software, technology, financial services, and utility industries.  Cheryl lives in the suburbs of Atlanta with her husband and they enjoy traveling, cooking, and biking.

Entering Into the Mind of the Executive IT Buyer

Executive IT buyers respond to certain sales techniques better than others.

This webcast is designed for sales leaders, sales directors, sales managers and salespeople who are looking for the “inside scoop” on how to penetrate the executive office of an IT leader. You will hear from our panel of IT executives on what techniques work and which do not when trying to sell to the C-suite. Other topics include:

  • Emails, voicemails and social media…oh my! What’s working, what’s not working.
  • Penetrating their office to get that first appointment.
  • Characteristics of a good salesperson versus a not-so-effective salesperson.
  • Use of virtual meetings compared to other types of meetings.

Register now for the iMeetLive for Sales webcast to hear valuable insights from the nation’s leading IT executives.

This on-demand webinar presented by:

Randall N. Spratt, Executive Vice President, Chief Information Officer and Chief Technology Officer (Retired) at McKesson Corporation

As CTO, Spratt guides the overall technology direction for the company’s healthcare technology products, and provide support and guidance for application development processes companywide. As CIO, Spratt is responsible for all technology initiatives within the Corporation. Spratt has been with McKesson for more than 18 years, most recently as chief process officer for McKesson Provider Technologies (MPT), the company’s medical software and services division based in Alpharetta, Georgia. He also managed MPT’s Business Development, Information Technology, and Strategic Planning offices, as well as MPT’s Technology Services business.

Jill Von Berg, CIO and VP of IT at Calix, Inc.

Von Berg has been Vice President, CIO at Calix, Inc for the past four years and is responsible for all enterprise IT initiatives.

Prior leadership roles: Technology leadership positions in global high-tech corporations across the US and in Europe, including McKesson, Hewlett Packard, the ABB Group and General Electric.

Gina Tomlinson, Chief of Technology at Sphere 3D Corporation

Tomlinson leads the IT business systems strategy and execution for the Technology Solutions segment within the corporate U.S., and international locations. Tomlinson defines the IT vision and strategy to enable business growth that allow for rapid business acquisition integration and innovative product development.

Prior leadership roles: Chief Technology Officer for the City and County of San Francisco (CCSF) and Chief Information Officer for the San Francisco Municipal Transportation Agency (SFMTA).

John Perkins, Vice President Global IT at PGi

As VP of Global IT PMO, Perkins has spearheaded an adaptive leadership philosophy for the IT organization. Perkins drives business transformation throughout his organization by applying agile project management processes, with the ultimate goal of helping the business grow, compete and mature around best practices.

Prior leadership roles: Senior Project Manager for Macy’s, Senior Manager, Information Systems for Intercall

Mario Martinez, Jr.

Formerly, a RVP of ECS Sales for PGi, Martinez was responsible for managing all acquisition sales activities & customer satisfaction within the Enterprise, Public Sector and SMB segments in the West.  He has managed small and large sales teams and revenues of up to $300M.  In addition, he is a Speaker and Social Selling expert teaching, training & motivating sales leaders and teams how to take their skills to the next level.