Mastering Lead Management

8 a.m. PDT - 15 minute Webinar

Welcome and Event Introduction

Scott will kick-off the inaugural Focus Interactive Summit with an overview of Focus, and will share his top three observations from the marketing community on Focus.com. He’ll highlight lead management tips and advice from the Focus Expert Network as well.

Featured Speaker:
Scott Albro Founder and CEO, Focus
Scott Albro serves as Focus’ President and CEO. He founded Focus with the belief that the internet is the vehicle to "open up" the world of business media so that businesses can make better decisions faster. Before founding Focus, Scott was the VP of Business Development at Covalent, one of the world's leading open source companies. Previously, Scott was Director of Business Development at Corio, a managed services provider acquired by IBM.

8:30 a.m. PDT - 45 minute webinar

Keeping Your Strategy in Lockstep with the Changing B-to-B Buyer

The B-to-B market is rapidly changing and this change is being led by the buyer.  The buyer is now more connected and more educated than ever before which in turn has given them the power to control the buying process and communication.  In order to adapt to this shift, B-to-B organizations must move from a lead generation to a lead management mind-set and establish a process based approach to their marketing and sales activity.  In this session, you will learn about the changing buyer, what this means to marketing and about the development of a Lead Management Framework™.

Featured Speaker:
Carlos Hidalgo President, The Annuitas Group
Carlos' experience includes overseeing all aspects of small and medium business (SMB) marketing for companies including BMC Software and McAfee. He has also worked with Avnet, Hewlett-Packard, IBM and Microsoft to deliver strategic marketing, lead management and database development programs.

A scheduled group chat will follow the webcast to connect you with Carlos Hidalgo, continue the dialogue, and provide the opportunity to ask more questions.

9:30 a.m. PDT - 45 minute Webinar

Visualizing the Opportunity for B-to-B Marketers in Social Media

Many executives misinterpret social networks as the playgrounds of B2C Marketers. In reality, customers, prospects and those who influence their decisions are active in more social networks than you can imagine. We can now uncover where relevant conversations are taking place online and identify the individuals who are evaluating new products and services. In this session, you’ll learn how to engage these individuals in a way that’ll have a positive impact on your company’s brand and bottom line.

Featured Speaker:
Brian Solis Author and Principal, FutureWorks
Brian Solis is the author of Engage, the complete guide for brands and businesses to build, cultivate and measure success in the new Web. He is globally recognized as one of the most prominent thought leaders and published authors in new media. A digital analyst, sociologist, and futurist, Solis has influenced the effects of emerging media on the convergence of marketing, communications, and publishing. He is principal of FutureWorks , an award-winning New Media agency in Silicon Valley.

A scheduled group chat will follow the webcast to connect you with Brian Solis, continue the dialogue, and provide the opportunity to ask more questions.

10:30 a.m. PDT - 45 minute Webinar

Scrapping Traditional for Content Marketing: Why You Can’t Afford to Wait

Content marketing is the process marketers need to adopt to create accountable results from their marketing programs. In this session, Ardath Albee will discuss five reasons adopting content marketing will produce better results than traditional methods. She’ll also show you how to use content to increase marketing’s contribution to revenues by overcoming marketplace realities that render traditional methods ineffective, including lengthening sales cycles and prospects taking control of how they buy.

Featured Speaker:
Ardath Albee CEO and B-to-B Marketing Strategist, Marketing Interactions, Inc
Ardath Albee brings 20 years of business management and marketing experience to help B-to-B companies with complex sales create and apply eMarketing strategies that use contagious content to turn prospects into buyers. Her book, eMarketing Strategies for the Complex Sale, was released in October 2009 by McGraw Hill.

A scheduled group chat will follow the webcast to connect you with Ardath Albee, continue the dialogue, and provide the opportunity to ask more questions.

11:30 a.m. PT - 45 minute Webinar

10 Best Practices for Lead Generation and Pipeline Acceleration

When it comes to lead generation, some companies seem to “get it” and do all the right things to increase leads and drive sales. What is it that sets them a league apart? In this session, Mac McIntosh, a B-to-B marketing and lead generation expert, will share powerful and proven techniques that you can use to increase the volume and quality of leads for your sales team. You’ll also hear how you can leverage some of latest trends in B-to-B marketing to thrive in these highly competitive times.

Featured Speaker:
Mac McIntosh Business-to-Business Sales Lead Expert,Consultant
M. H. (Mac) McIntosh is a business-to-business lead generation and marketing consultant who specializes in helping his clients to create more demand, generate more leads and close more sales using the latest B-to-B marketing strategies, tactics, technology and media.

A scheduled group chat will follow the webcast to connect you with Mac McIntosh, continue the dialogue, and provide the opportunity to ask more questions.

12:30 p.m. PT - 45 minute Webinar

Matching a Marketing Automation System to Your Needs

Effective marketing is impossible without technology to manage contacts with prospects and customers. Yet, marketers must choose from a bewildering array of marketing automation platforms that all seem alike. This session will lead you through the process of identifying your specific requirements and finding a system that’s best for you.

Featured Speaker:
David Raab Marketing Consultant, Author and Analyst, Raab Associates, Inc.
David is a Principal at Raab Associates Inc., a consultancy specializing in marketing technology and analytics. Raab is also the author of the new book The Marketing Performance Measurement Toolkit (Racom Communications).

A scheduled group chat will follow the webcast to connect you with David Raab, continue the dialogue, and provide the opportunity to ask more questions.

1:30 p.m. PDT - 45 minute Webinar

Getting Started with Lead Nurturing: 10 Tips for Success

Marketing automation is all the rage right now, but too few companies realize that an effective lead nurturing program requires much more than the right software. In this fast-paced presentation, lead management expert Howard Sewell draws on first-hand experience to present tips and strategies that can help you get the most from your marketing automation investment. You’ll learn how to evaluate your current lead management processes, the one single task that will deliver some of the greatest ROI, and much more.

Featured Speaker:
Howard Sewell President, Spear Marketing Group
Howard is President of Spear Marketing Group, a full-service agency specializing in demand generation, lead management, and ROI-based marketing. 20+ years experience in B-to-B sales and marketing.

A scheduled group chat will follow the webcast to connect you with Howard Sewell, continue the dialogue, and provide the opportunity to ask more questions.

2:30 p.m. PDT - 15 minute Webinar

Putting It All Together…Plus, The Top 6 Things I Learned Today

Craig will wrap up the event with his perspective on how to integrate all the components you need to master lead management and he’ll also provide a recap of session highlights that you’ll not want to miss.

Featured Speaker:
Craig Rosenberg Vice President of Products and Services, Focus
In addition to serving as Vice President of Products and Services at Focus, Craig is Editor of The Funnelholic, a very popular B-to-B sales and marketing blog. Prior to Focus, Craig spent years as a consultant for SalesRamp where he designed, built and managed lead generation and inside sales strategies and processes for high-tech startups. He built lead generation machines at over 25 different companies in a variety of different high-tech verticals.