Think Human: B2B

This ThinkHuman session titled "Lost in sales data - the good and the bad of sales data" is joined by two brilliant speakers.Only a third of a salesperson's time is spent selling so the increasing demands on salespeople to make their communication relevant requires even more research time.So where better to focus our attention than on the use of data in sales.What is the best approach to using data in sales today?The session, chaired by Riaz Kanani, CEO/Founder of Radiate B2B will be joined by Patrick Thorp, CRO of Ebsta and Jake McCone, Data Manager at Punch!We will cover off:1. Data and Sales today - the landscape and need2. Account based vs lead based approaches and using data to succeed3. Should data personalise, or should it be relevant?4. Is it time for a dedicated data person inside sales?

Guest episode with Jerrel Arkes from the Inbound4cast.In this episode Riaz Kanani talks with Jerrel Arkes about the dark funnel.- What is the dark funnel?- What is dark social?- What can and can't you measure?- What does this mean for B2B attribution?- What is intent data and how can you use it?#demandgeneration #darkfunnel #darksocial #intentdata #b2b #b2bmarketingWatch more episodes of the Inbound4cast here: https://inbound4cast.com

Our next LinkedIn Live focuses on using Intent Data with sales teams. This is the session that Alex Abbott unfortunately missed last month due to illness.With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.Getting in front of buyers earlier is critical.Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Alex Abbott (F.ISP), Founder at Supero.This session looks at:The new buyer landscape and the rise of the dark funnelWhat is intent data and how does it workSocial Selling Best PracticesCombining social selling with intent data to drive meeting generationAligning messaging with intent data

Which opportunities are hiding in plain sight in your CRM platform?Our next LinkedIn Live is on Intent Data and looks at how you can uncover buyer interest earlier - whether that is inside your CRM or outside your bubble and in the wider market.With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.Getting in front of buyers earlier is critical.Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Karla Rivershaw, Head of Global Campaigns and EMEA Marketing at Infogrid.This session looks at:1. The new buyer landscape and the rise of the dark funnel2. What is intent data and how does it work3. Combining advertising with intent data4. Aligning messaging with intent data5. Combining intent data with sales to drive pipeline#b2bmarketing #intentdata #marketing #sdr #sales #b2b #saas

The typical SDR stays in their role just 15.5 months. Ramp time is usually 3 months leaving just a year at full productivity (Gartner).What should you be doing to build a successful sales development team?Chaired by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by Jamie Bonici, Global SDR Manager at Winningtemp and Becky Davies, Senior Sales Development Manager at Punch! Sales.We will be covering:- Getting recruitment right.- How to use data to maximise productivity- What tools should you be using today?- How are you getting SDRs up to speed with messaging?#sdr #sales #b2b #b2bmarketing #saas

Companies with a dedicated sales development team create 8x more conversations. And when optimised, companies converted these leads/accounts at 40%But in uncertain times, but how do you ensure those teams are continuing to working optimally?Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, the other panelists are:Lily Bridgwood, Head of Business Development at PaddleTom Castley, Interim CRO at Hook and former VP EMEA at OutreachWe will be focusing on:- The changing environment and its impact- The importance of a qualified account/lead definition- Organising your sales development team- How do you measure and reward success?- What to think about in uncertain times?