Digital Conversations with Billy Bateman

Renata Centurion, Managing Partner, Director at Winning by Design. This speaker from the Demand Gen Summit discusses what Winning by Designs' go-to-market strategies are. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:05 - Importance of cloud infrastructure and internet SaaS.6:25 - Principles of go-to-market.9:18 - building sustainable growth.11:33 - CRM information workload, test results, and building a machine for effective CRM.12:22 - Importance of common language and standardized data.17:35 - principles for market strategy, growth building, cost, quality, and implementation.18:19 - Closing Remarks. 

Ollie Whitfield, Marketing Team Lead at VanillaSoft. This speaker from the Demand Gen Summit discusses how to strategically plan out webinars that maintain engaging structures for audience members. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:19 - Attention retention strategies are presented. 3:24 - 3 points of view, segment planning for webinars.5:03 - Dive into specific topics on how to engage webinar audiences.6:05 - Content planning for follow-ups.8:09 - Different modes of video content.10:11 - Maximizing content output by repurposing webinar content. 10:44 - Utilizing video clips for social media13:21 - Leveraging user-generated content.15:26 - How to structure webinar content to maintain flow and engagement. 19:24 - Resolving disagreeing points of view. 22:18 - Closing Remarks. 

Peter Strohkorb, Founder & CEO of Peter Strohkorb Sales Advisory. This speaker from the Demand Gen Summit discusses how salespeople can effectively engage with executive level prospects. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:0:53 - Introduction.2:50 - Ineffective communication strategies like pitch slapping and spamming.10:36 - Identifying interests of the target audience, where they hang out online or in person.18:14 - Ways of engaging with senior executive buyers, discussing business opportunities and risks. 25:31 - How to improve the sales process.27:24 - strategies for presenting proposals to gain advantage.31:53 - How important is consistency in business?33:48 - Sales funnel checklist, identifying gaps, and strategies for engaging buyers.35:38 - Closing Remarks. 

Christopher Engman, Co-Founder & Managing Partner at Megadeals. This speaker from the Demand Gen Summit discusses how Megadeals performs in the enterprise Saas space. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:06 - Market volumes and the dominance of certain companies.2:14 - Cross-functional decisions, complex offerings, and complex customer organization structures.8:34 - Understand top companies in specific industries.11:26 - Key initiatives of top companies.13:36 - Challenges faced by salespeople in unproven categories.14:09 - High win rates in finite markets. 15:58 - Focus on mimicking normal behavior in social selling.22:34 - Closing Remarks. 

Kris, Revenue Growth Leader at WINsights. This speaker from the Demand Gen Summit discusses how sellers can better align to close more deals and win. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:2:00 - insights into the evolving B2B buyer's journey.12:03 - the percentage of sellers who are reactive versus proactive in the B2B buyer journey.16:19 - The power of intent data in positioning oneself proactively in the B2B buyer journey.18:53 - Identify buyer footprints and align, influence, and win over buyers.19:48 - Use sales intelligence and account-based marketing campaigns on metrics like open rates, reply rates, and meeting bookings26:36 - Strategies for shrinking sales cycles.28:59 - The importance of data analytics and evolving unique strategies.32:05 - Closing Remarks. 

Lorena Morales, Director of Global Digital Marketing at JLL. This speaker from the Demand Gen Summit discusses how to drive more growth through RevOps . To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:00 - B2B buyer's journey is constantly evolving.10:22 - Buyers rely on secondary research, review ratings, webinars, and white papers to educate themselves on solutions.12:53 - The late stage of buyer engagement by sellers and the importance of influencing and engaging buyers early in their journey.15:27 - How buyers leave digital footprints and the use of intent data from third-party providers like Bombora to make proactive moves in sales.18:53 - Identify buyer footprints and align sales strategies.19:48 - Use sales intelligence and intent data on open rates, reply rates, meetings booked, and qualified opportunities. 20:18- Closing Remarks.

Amarpreet Kalkat, Founder & CEO of Humantic AI. This speaker from the Demand Gen Summit discusses how artificial intelligence is utilized throughout sales. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:0:20 - What is the role of AI in sales?4:21 - The significance of generative AI and it's impact on sellers.5:02 - Analysis of the current state of sales, challenges faced by revenue leaders.7:56 - The state of sales in 2023, challenges faced by CROs, and the impact of market trends on sales performance.10:11 - Insights into the lack of understanding of AI among technology leaders, revenue leaders, and revenue ops leaders, and its implications for sales.19:20 - Identify pressing issues for company development.20:25 - Understand whether issues are personal perceptions or validated by the team.24: 46 - Companies that are involved in AI, the humanization aspect of selling.28:46 - AI rollouts, the importance of leadership alignment.30:56 - Groundbreaking impacts of AI in sales. 35:52 - Closing Remarks.

Chris Frank, Head of Marketing at Lumos. This speaker from the Demand Gen Summit discusses what marketing and sales alignment is and how it can be utilized to create more efficiency within a company. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:18 - Focus on the human side of go-to-market strategies.7:55 - There can be negative financial impact from not tracking or estimating time effectively in companies.9:32 - Insights into email nurture tracks for engaging people and the challenges faced, particularly with an IT audience's response to marketing efforts.11:44 - Mindset shifts on challenges and the impact on work efficiency. 14:23 - The importance of creating a safe space for employees.17:09 - Approaches to SEO and content creation from different mindsets, including growth mindset and status quo mindset.19:20 - Steps for company development.21:02 - Closing Remarks.

Hana Jacover, Leadership & Executive Coach at The Hype House. This speaker from the Demand Gen Summit discusses how to unlock time management and prioritization secrets. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:3:19 - Build protocols that incorporate both external and internal elements for a holistic view of productivity focused on wellbeing.5:18 - There are challenges that relate to burnout and productivity.7:55 - There is significance in time management and the impact of not tracking or estimating time effectively, leading to financial losses for companies.10:37 - Addressing the 'nerds' in the room, exploring lesser-known tools essential for productivity, and discussing harnessing internal power for productivity.22:54 - Track energy levels and urges throughout the day to work with natural rhythms.27:16 - Be intentional about tracking energy and brainwaves and pairing internal processes with external tools for productivity.28:36 - Closing Remarks. 

Vladislav Podolyako, Founder & CEO of Belkins. This speaker from the Demand Gen Summit discusses how marketers and sales executives gain a customers' trust in just 7 seconds. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 6:18 - different types of emails, focusing on the importance of trust-building through text in emails, and the use of various tools in modern email communication.7:21 - email marketing strategies, the importance of personalization in emails, and the effectiveness of emails that save time and show effort.9:55 - The importance of content quality, transparency in pricing and company identity, and building trust with clients through various channels like emails, calls, and social media.11:56 - building a foundation of trust from the first interaction with clients and the significance of having a strong presence on LinkedIn and other social media platforms.13:57 - The effectiveness of concise and informative newsletters like Morning Brew for saving time and providing valuable information.17:15 - The role of personal and corporate branding in building trust, authenticity, reliability, and transparency with clients.17:00 - The role of technology in trust-building, the use of data-driven tools for personalization, and the impact of AI in the digital era.20:33 - Strategies for standing out in a competitive market, the importance of email as a communication channel, and the role of transparency and AI in fostering trust.24:01 - The significance of showing professionalism and respect in client interactions, and the impact of enabling cameras during virtual meetings.25:20 - Closing Remarks.

Garrett Mehrguth, President & CEO of Directive. This speakers from the Demand Gen Summit discusses how customer generation drives growth. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:03 - Move beyond leads, utilize multichannel marketing.8:23 - The need for a clear North Star metric in software companies and different types of metrics for various types of companies.9:59 - Set goals based on qualified pipeline, efficiency metrics. 11:10 - Strategies for investing in brand, mitigating waste, and understanding the impact of campaigns on other marketing efforts.15:23 - Leverage different parts of distribution in brand video investment and building broader campaigns for brand articulation. 16:01 - Integrated performance marketing, direct response strategies, and generating SQLs and customers.20:48 - Focus on brand building at the top of the funnel, and driving immediate meetings booked from review sites and ads.23:12 -Build out Google campaigns and target specific software types for more relevant clicks.30:19 - Closing Remarks. 

Lianna Kinard, CMO at The Buckner Company. This speaker from the Demand Gen Summit discusses the science of marketing; how to understand important trends to consumer behavior. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:06 - Importance of understanding marketing trends and consumer behavior3:15 - There is influence of neuroscience in marketing and sales. 8:01 - There is an abundance of data available that should be used to craft personalized marketing campaigns.9:06 - Pay attention to consumer reactions to marketing campaigns and the role of data in personalization and targeting.9:42 - Value in qualitative data for marketing. Identify trends and patterns in large datasets.10:21 - It's challenging to generalize from large datasets and the importance of predicting future market trends and customer preferences.10:58 - Data-driven insights improve decision-making in marketing.16:09 - Closing Remarks.

Julianne Martin, CMO at Above the Fold. This speaker from the Demand Gen Summit discusses how to drive performance through integrating programmatic with PPC and paid social. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:50 - The evolution of digital marketing and the importance of considering all campaign touchpoints.3:40 - The role of programmatic in complementing search and social efforts.5:57 - Craft a cohesive story across impactful channels and devices.8:09 - Utilize third-party data in programmatic advertising and understand audience behavior.8:42 - Diversify messaging and personalized, sequential conversations with the audience.10:14 - Low funnel strategies, touchpoints, and the loss of transparent insights in social platforms. 11:52 - Measurement in digital advertising and the limitations of last-click attribution.12:26 - Consider the entire consumer journey in the purchase process, especially in high-value B2B leads or high-cost software sales.13:02 - The holistic impact of touchpoints and messages in the consumer journey and the advocacy for multi-touch attribution tools.15:12 - Closing Remarks. 

Mia Umanos, CEO of Clickvoyant. This speaker from the Demand Gen Summit discusses how to utilize Google Analytics 4, best practices, and simple use tools. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:4:17 - What are white paper downloads? 5:14 - Importance of behavioral data.7:34 - Event parameters in Google Analytics. Yale and Harvard references. 12:38 - Analysis of user experience on websites. Focus on importance of understanding user needs and behaviors. 13:25 - strategies for website analysis. Create a spreadsheet for user experience features.16:36 - Developing a custom event parameter list for GA.18:38 - Closing Remarks. 

Emily Franson, currently consulting, former VP at Nu Skin. This speaker from the Demand Gen Summit discusses what marketing and sales alignment is and how it can be utilized to create more efficiency within a company. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:50 - What are some challenges faced by enterprises and individuals in the current environment?1:26 - How to focus on radical reinvention; roles as a digital innovator.2:42 - Journey of transformation following major life changes.14:45 - The importance of clarity in organizational focus for creating significant change and innovation. 20:50 - Five lessons learned from Emily's experiences, leading to her second race car and the concept of radical reinvention.21:28 - Key lessons for personal and organizational growth, including listening, patience, and understanding.22:45 - Fail fast & with finesse, communication, accountability, and being present in the moment. 26:22 - Closing Remarks. 

Kris Rudeegraap, CEO of Sendoso. This speaker from the Demand Gen Summit discusses the importance of full funnel marketing and 7 different gifting plays to add to your playbook. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:48 – What are the company's user base and campaign stats?9:10 – Invest in customer experience journey, community engagement, and advocacy.13:58 – Strategies for driving new engagement with target accounts at the bottom of the funnel. 15:44 – Customer relationships phase strategies, increasing usage, and gifting plays. 16:23 – Celebrating customer lifecycle milestones and expansion play strategies.18:03 – gifting strategies, personalized offers, and customized content offers.19:53 – Closing Remarks.

David Dulany, Founder & CEO of Tenbound. This speaker from the Demand Gen Summit discusses how other individuals, Founders, CEO's, etc., build sales technology. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:2:26 - What are some of the issues with alignment of revenue engines, people, processes, technology, and the explosion in sales technology?5:05 - Inefficiencies in the sales process before the digital age. 10:19 - Important you have online presence, narrowing down major players in the market, and exploring trusted communities.12:20 - Buyers are looking for real advice in neutral spaces, shortlisting potential companies.15:52 - Align your company with solutions and lifecycle of vendors. The impact on the buyer journey is incredible.17:15 - What is the role of salespeople?19:14 - ‘Shadow stakeholders' in the decision-making process.28:44 - Establish a trusted advisor in sales. Gather a comprehensive list of sales technology tools.31:13 - Closing Remarks.

Jeremy Sporn, President at Royce Brooks Media. Kristy Morris, Senior Marketing Leader at Big Tech. Mariah West, VP of Marketing at ViB. These speakers from the Demand Gen Summit discuss ABM and how to effectively utilize it within your company's evolving strategic plays. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:5:54 - Account-based marketing is a long-term strategy integrated with broader marketing plans, and how to get started with it.7:02 - Emphasis on the importance of collaboration with sales leadership teams in the process of implementing account-based marketing strategies.11:44 - Advice on incorporating familiar touchpoints into account-based management programs and avoiding complexity that hinders execution.13:18 - How to balance account-based marketing (ABM) with other tactics and incorporating it into a larger marketing plan.15:32 - Challenges and best practices when implementing ABM strategies. 17:09 - Focus on the role of content and personalized marketing in ABM and how to effectively target key accounts. 20:56 - There is a lot of importance with the collaboration between marketing and sales teams for ABM to be successfully executed.24:45 - Start small with ABM, testing it out, showing success, and then gaining engagement across the sales organization.28:55 - Understand the success of marketing efforts, focusing on timing and touchpoints, and monitoring them regularly.29:52 - Strategies for tracking touchpoints at events and the importance of leading indicators towards success.33:37 - Advice on starting simple with account-based marketing, learning from initial experiences, and gradually adding complexity.34:06 - Closing Remarks.

Tim Hughes, Founder of DLA Ignite. This speaker from the Demand Gen Summit discusses the best strategies on how to increase the results of your cold outreach. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:31 - Author of “Social Selling”, available on Amazon.3:30 - There is a changing landscape of sales and marketing, particularly focusing on the importance of social media and digital platforms.7:03 - The average time spent on social media by individuals. 9:23 - Build relationships, trust, and understand the business for competitive advantage in sales and marketing. 10:26 - There's a shift of clients to social media and the need for businesses to adapt to this change.18:41 - Strategies are provided for securing meetings and the importance of a unique LinkedIn summary title.24:39 - The role of conversations in creating sales and the impact of LinkedIn activities on one's network. 28:15 - Discussion on demand generation methods, social selling methodology, and data-driven insights on cold outreach effectiveness30:44 - Presentation of data on the response to cold outreach and the effectiveness of different strategies, including insights from 10 months of data collection.32:59 - Closing Remarks. 

Andre Yee, Founder of Tiga.ai. Billy Bateman, Co-Founder of Signals. These speakers from the Demand Gen Summit discuss the best practices of AI in sales and marketing strategies. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:3:54 - Discussion on the effectiveness of sales engagement platforms and the varying opinions on mass market outreach.6:07 - Outbound methods that work, focusing on personal and insightful outreach.7:58 - Identifying the total reachable market through website visits and buyer committee engagement.9:07 - The importance of repeated website visits as a strong sales signal and the need for deep research in large companies.12:34 - Leveraging AI in mid-market sales and the introduction of Tiga AI.13:40 - Using AI for creating targeted lists of companies and discussing its accuracy.15:25 - Limitations of AI in providing current newsworthy events and the phenomenon of AI hallucinations.16:00 - Challenges in using AI for creating lists and its limitations in generating large lists.21:40 - The need for providing context in prompts when generating emails using AI and the challenges of personalization.23:56 - The unrealistic nature of some AI-generated suggestions, particularly in negotiation scenarios.27:32 - Autonomous execution of one-to-one prospecting conversations by AI and the challenges in replicating human sales conversations.28:08 - What are the different types of sales conversations and what is the role of AI in facilitating these interactions.30:32 - Closing Remarks. 

Daniel Priestley, Founder of Dent Global. Daniel spoke at  the Demand Gen Summit, bringing to light opportunities of generating demand by utilizing a waitlist. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:55 - The importance of demand generation and its relevance in economics.9:06 - Promote the waiting list as a powerful marketing strategy.10:01 - Launch a waitlist for access to upgraded features and events.14:27 - Use simple templates for creating a waiting list campaign.15:54 - Simplify the use of templates and gain information from the waiting list campaign.20:07 - Closing Remarks. 

Jen Allen-Knuth, Evangelist Partner at Lavender. This speaker from the Demand Gen Summit discuss how to overcome the buyer's mental spam filter. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:2:48 - Personalized emails compared to automated ones and have a much higher rate of reply. 6:42 - Explore slack communities for CXOs. Observe how people learn in these communities.7:06 - Understanding the questions, words, and trade-offs customers are making, and using virtual conferences to gain insights. 7:29 - Analyze conference agendas and topics to understand what attracts customers and how to align solutions with these interests.9:21 - The challenge of influencing informed buyers and the opportunity to shape demand in favor of one's solution.9:48 - Ensure content is buyer-centric and not self-focused.11:09 - Craft effective cold emails, including simplicity, personalization, and avoiding overt selling.13:56 - Tips for writing crisp, mobile-optimized content at a third to fifth grade reading level to increase reply likelihood.16:33 - Closing Remarks. 

Thomas Helfrich, CEO of Instantly Relevant. This speaker from the Demand Gen Summit discuss what strategies to use on LinkedIn to enhance revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 3:17 - There's necessity of various phases for success and execution on LinkedIn. 4:04 -Set up a good intentional foundation to support other phases, establishing relevance, credibility, and understanding the ideal customer profile4:58 - Understand the importance of a LinkedIn profile and how it should focus on what the individual does for others and why they should act6:01 - Become known, liked, and trusted through engagement, dialogue, and call to action.6:58 - Actively engage on LinkedIn. Don't solely rely on AI.9:18 - Many ways to nurture customers, such as through podcasts, articles, and gifts.11:43 - AI has an accelerator in business and content strategies.13:47 - Take time to think through systems and offer help with content or business development strategies.15:00 - Enhance brand perception and value.15:25 - Closing Remarks. 

Mark Kilens, CEO & Co-Founder of Tack. Mark spoke at the Demand Gen Summit, discussing how companies can take back control of their go-to-market strategies to drive more revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:18 - There is a need for businesses to adopt a different GTM approach. The concept of “people-first” is introduced.6:06 - Increase competition for the attention and explosion of data generation. 10:22 - Emphasize a people-first approach to marketing and create memorable experiences.16:00 - Examples of how events can act as catalysts for creating engagement, fellowship, and leads.20:01 - Trends are observed in the data. 21:57 - There is a lot of richness in first-party data. It has a large role in event-led growth.27:43 - Closing Remarks. 

Matthew Ward, Managing Director and Partner at Boston Consulting Group. Scott Rhodes, Associate Director at Boston Consulting Group. These speakers from the Demand Gen Summit will talk about how to create more alignment between your marketing and sales teams by speaking the same language. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:34 - Introduction.4:01 - Building connectivity between marketing and sales. 5:29 - Challenges around leads and marketing-sales handoff. 7:18 - Finger pointing and lack of relationship between teams. 10:15 - Discussion on trust building and data trust. 15:12 - How to analyze deal closures, messaging effectiveness, and historical data in sales21:50 -Ensure there is a proper flow of opportunities for marketing and sales. 22:50 - Have clear definitions of client interactions. 26:10 - Address customer churn and the importance of evolving insights and data views. 31:34 - Closing Remarks. 

Vladimir Blagojevic, Co-Founder of FullFunnel.io. Vlad spoke at the Demand Gen Summit, discussing the best ways to blend ABM and Demand Gen in order to drive more revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 00:17 - Introduction to ABM and demand generation. 2:38 - How to build a customer journey map to build demand. 5:27 - Understand missed opportunities.6:33 - Identifying common misses in company strategies. 14:53 - What is first-party intent data and account interest?20:52 - Different ABM playbooks and engagement strategies. 21:29 - Target the buyers' research hypothesis testing.22:40 - How to work on content co-creation.23:47 - ABM Efforts.24:52 - Personalized direct mail campaigns.27:03 - Engage in niche communities for technical audiences.27:42 - Closing Remarks. 

Jonathan Bland, Co-Founder of OmniLab Consulting. Jason Steele, Co-Founder of OmniLab consulting. These two speakers from the Demand Gen Summit will discuss how to utilize LinkedIn to create more revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:00:40 - Introducing different marketing philosophies. 4:38 - What are the differences between direct responses vs. brand awareness campaigns?5:22 - Have consistency in naming and tracking structures. 5:48 - Overview on tracking mechanisms and data normalization.18:41 - How to manage campaign planning and audience expectations. 19:08 - Clarity over cleverness in messaging. 22:02 - How do you organize your content and create focus areas?23:55 - Connect headlines with content. 24:41 - High-level pointers for marketing. 27:01 - How to create content for audiences to understand.27:50 - Closing Remarks.  

Mason Cosby, Founder of ScrappyABM. Mason, a speaker from the Demand Gen Summit, will discuss how to take the first step of ABM so it won't fail. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:4:15 – What are some challenges of implementing new technology? 6:53 - Missed meeting playbook.7:49 – Description of activation plays and complementary products. 9:40 - Outbound sequences and tech gaps. 14:38 - B2C and B2B business examples. 17:43 - Experimenting with sequence messaging and handoffs. 19:39 – What is the sales team's role in sourcing pipeline? 23:17 - Closing Remarks.

Kelly Hopping, CMO at Demandbase. John Eitel, CRO at Demandbase. These speakers from the Demand Gen Summit discuss what marketing and sales alignment is and how it can be utilized to create more efficiency within a company. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 5:42 - What is leadership and synchronization in sales and marketing?6:57 - Address how the dynamics between marketing and sales are changing and the need for continuous evolution.8:05 - What are the various gaps that can arise and how they can lead to tensions between teams?12:35 - Description of the role of technology in marketing and sales alignment. 13:25 - Go-to-Market meeting dynamics. 13:48 - Overview of the challenges in pipeline and funnel review meetings. 14:09 - What are unhealthy dynamics and posture change? 14:32 - Identify breakthrough moments that have helped team dynamics. 15:16 - Acknowledge there is a positive work environment. 16:38 - There is a need for continuous interactions between marketing and sales, rather than a one-time handoff. This includes the importance of shared metrics and ongoing collaboration.19:05 - The ongoing dialogue and engagement required for effective marketing and sales alignment.20:40 - There is an interdependence of sales and marketing for successful outcomes.31:29 - Closing Remarks 

Jon Miller,  CMO at Demandbase, and Billy Bateman, Co-Founder & VP of Operations at Signals, recognize that there are many questions that surround the world of AI. These speakers from the AI Revenue Summit bring to light how AI generated tools are incredibly efficient at content transformation. To stay current on our latest events, follow us on Linkedin. Useful Timestamps:1:17 - How has your team at Demandbase been using AI?1:40 - Resource: What's Happening in AI by Chris Penn3:39 - "T" in GPT stands for transformer, not creator6:00 - Examples of how Demandbase utilizes ChatGPT to automate information8:43 - Interview tactics to understand candidate through use of ChatGPT11:27 - Tuning the algorithm15:48 - What AI can do vs what the human can do17:35 - Machine learning is a type of AI20:47 - Future of Demandbase and their use of AI24:56 - Companies with the best data is doing to deliver the best AI. Companies with poor data is going to lead to poor data output. 27:23 - Concluding Remarks  

7Matt Millen, Co-founder and president at Regie.ai, and Billy Bateman, Co-founder and VP of Operations at Signals, recognize four specific reasons companies should utilize AI in their work environment. These speakers from the AI Revenue Summit discuss the necessary needs of AI prompt engineers, workflow, sales output, and monitored dashboard activity to help your company grow. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:53 - We were doing AI before AI was cool5:40 - What are the best ways sales teams should be using AI?6:40 - You don't have to prompt engineer when using Regie.ai6:58 - Regie intuitively knows the workflow you're in 7:27 - Sales ready output8:02 - Dashboard of rep activity8:16 - Use vertically oriented AI instead of horizontally oriented AI 9:03 - Example of how Regie.ai works in real time19:39 - How do you set your team up for success with a Regie.ai specific tool? 25:46 - What challenge do businesses typically face when trying to integrate an AI tool? How can they overcome them? 28:06 - Closing Remarks 

Udi Ledergor, Chief Evangelist at Gong, and Dan Morgese, Senior Manager of Content Strategy at Gong, bring to light the productivity that is created by utilizing AI. These speakers from the AI Revenue Summit discuss GTM strategies, seller activity, improving customer experience, and more. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:16 - What are the perceived benefits or the realized benefits of implementing AI in GTM processes?4:10 - Automating Seller Activity7:20 - Write follow-up emails 10X faster8:12 - Guiding sellers' next steps8:56 - Timing plays a critical role in sales12:14 - Informing GTM strategy14:41 - Tracking adoption in real time through product like Gong15:38 - Adapt strategies in real time19:38 - Improving the Customer Experience21:25 - Account knowledge for every team23:54 - Key considerations for selection: Understanding, Accuracy, Data Protection24:59 - Closing Remarks 

Dave Elkington, the founder of Inside Sales, and Pete Ketchum, CMO at Signals, recognize that there is much to discuss regarding AI. This Keynote from the AI Revenue Summit breaks out what AI is, what to watch out for, and how your companies can start implementing AI to generate Revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:23 - What's the definition of Generative AI? 6:01 - What is the key role of Sales and Marketers in the Market? 7:13 - Why have we hit such an AI Revolution over the past 8-10 months?12:13 - We all know how big AI is; how big is it? 15:15 - Disruption of AI17:28 - What does AI mean for the B2B space? What are the misconceptions? 21:40 - Process of Using AI to run analysis on data23:31 - How to get started with an AI Strategy Plan26:20 - Experimentation that companies should be doing right now28:50 - Example 1: How a secretary increased productivity with AI30:59 - Example 2: How an Investment Partner saved dozens of hours with AI33:00 - How to scale AI Technologies appropriately35:50 - How to Leverage AI to Generate Revenue38:10 - How Signals is using Generative AI to track visitor behaviors and predict the likelihood of that visitor becoming an MQL or SQL39:10 - Ways to use AI: Content Generation40:18 - Ways to use AI: Generate a Marketing Video44:08 - Advice for Start-Up and Bootstrap Companies46:18 - How will AI impact my current job and role?49:0 - Advice for those who are unfamiliar with AI or don't be too early of an adopter: What methods can they use to validate some decisions and implement the product52:00 - Concluding remarks  

Katie Penner, Head of Sales Development & Strategy Enablement at Sendoso, brings up key points on how to create personalization through AI generated messaging. This speaker from the AI Revenue Summit breaks out predictive analytics, customization of orders, and explores AI tools that will help customers become more efficient. To stay current on our latest events, follow us on LinkedIn. Useful Timestamps:1:26 - What is Sendoso? 2:11 - Agenda of Presentation3:44 - The future of AI and how it will affect sales organizations3:57 - Create more efficiency, not replacements 4:24 - What does it say about the quality of our work if AI is replacing us?4:55 - Resource: Study by Gartner 6:01 - Personalization influences buyer behavior6:23 - Resource: Mackenzie Study6:54 - Lavendar is an email assistant tool7:25 - Examples of insights that Lavender provides9:04 - Baird AI is similar to Chat GPT. Provides detailed information about prospects and their companies9:48 - Examples of insights that Baird AI provides10:31 - Gong records sales calls and provides insights to uncover risks and winning behaviors11:16 - 6sense tracks buyer journey to understand interests. This allows more catering to the buyer experience. 13:34 - Diving into the future of AI at Sendoso15:32 - What is an OP Stack? 18:16 - Optimization20:33 - Takeaways: How is AI currently being leveraged? How can AI can be leveraged for the future? 21:01 - Concluding Remarks  

Ryan Villancourt, VP or Sales at Revenue.io, and Maria Bross, Director of Performance Consulting at Revenue.io, converse about the three win rate obstacles they see that can be solved utilizing AI. These speakers from the AI Revenue Summit discuss how these win rates will help increase revenue by implementing AI. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:47 - Buyers don't want to talk to sellers2:06 - What do buyers value? Active listening, problem solving, confidence, and relationship building4:31 - AI conversation summaries7:31 - AI recap emails11:20 - Real time conversation cues12:41 - Concluding Remarks

Jeff Crane, Founder of AIIncubated, brings to light three key principles to utilize when identifying AI companies to get involved with. This speaker from the AI Revenue Summit breaks out how to determine whether you should participate with or invest in certain AI companies. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:40 - Hundreds of AI companies are surfacing3:12 - Three principles that relate to getting involved with AI businesses3:33 - #1: Principle of the Jockey - find someone who can lead, guide, and manage efficiently.4:01 - #2: Take a look at the environment - which category are you looking at? Are you looking to invest in a business or service?  Is there a budget5:04 - #3: Get involved with events. Invite companies that are going to teach you new things6:06 - Number one problem with most small businesses is under capitalization6:46 - Work, results, and access create a brand7:57 - If you cheat in one, the other two will change. 9:16 - 5 personality traits: Attractor, Believer, Connector, Doer, Everybody13:18 - Have some value propositions in your back pocket. What do you associate with? 15:14 - Concluding Remarks

Lauren McCormack, VP Demand Gen Leader at Revenue Pulse, . This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:48 - What is demand gen? 2:01 - Analogy of a lemonade stand 4:39 - Demand Gen is  art and science. 5:27 - Don't over-invest in tech, invest in your people. 5:43 - How do you structure the engine itself?6:25 - Cross-sell and up-sell potential is lost if you don't think about hourglass funnel (image presented) 9:16 - NIHITO: Nothing Important Happens In The Office9:55 - What is an ICP: Ideal customer profile12:10 - AI Experiment  #113:36 - Defining your true ICP with GPT14:05 - Data preparation: running cluster analysis on a CRM data export15:30 - Original results interesting, but not great. How could we refine things further? Tell GPT more about our company16:11 - Refining dataset by chatGPT generating a list of companies 25 times over based on clusters. Kept top 3 companies and dropped bottom 2 companies. Results blew them away. Results matched desired ICP.17:26 - Find who the decision makers are. What their pain points are relating to their positions? 18:02 - Results: it took 3 days to build this process. Got a complete list of companies GPT defined as ICP's, which included many current clients. 19:01 - Concluding Remarks 

Martin Miranda, Founder & CEO of Eventstack, discusses how his bootstrapped startup has used AI to promote and sell faster than before. This speaker from the AI Revenue Summit brings to light how AI has been used efficiently within his business. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:19 - Current practices involve Eventstack and Spaghet.ai5:35 - When you utilized AI in the proper way within your organization, you are able to create more control. 7:47 - What has changed in the last 6 months that makes AI so beneficial? 8:00 - Opportunity: low code/no code, LLM's, API management tools, dynamic websites10:00 - Tool called Prstpct.ai 13:12 - Tool called SpotMail17:27 - Concluding Remarks 

Somya Kapoor, CEO & Co-Founder of TheLoops, discusses how to grow your business by either acquiring new customers or retaining existing clients. This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:44 - McKenzie and Co. reference0:48 - GTM's & post sales roles3:10 - Survey: Where GenAI is applicable3:35 - How do you align all teams around this new way of AI? 5:33 - How data impacts revenue5:59 - Generative AI is not the only AI out there8:37 - How would your GTM change with accurate, actionable, AI-driven insights from support? 9:50 - AI-driven efficiency and accuracy image14:04 - You don't have to wait for human interaction to make things happen, use AI-assisted element15:58 - Support insights for success and product18:19 - Don't stay in Silos and expect GTM/customer lead growth to fix itself19:21 - Concluding Remarks 

M. Nadia Vincent, Executive Advisor at Digital Transformation Leaders, brings to light 5 specific and key strategies to use when utilizing AI in your workflow. This speaker from the AI Revenue Summit explains in detail these 5  strategies and how they can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:32 - First Strategy: Have a specific goal0:52 - Second Strategy: Have a 360 degree business strategy2:33 - Third Strategy: Use different types of AI4:46 - Fourth Strategy: Use a combination of AI and digital technologies6:01 - Fifth Strategy: Use field specific AI and Generic AI7:55 - Concluding Remarks 

Brian Christensen, Founder of AllThe.AI, brings to light the incredible evolution of AI. This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:15 - AI has the ability to innovate and evolve every other industry vertical1:31 - Where we're at2:19 - Difference in quality regarding prompts3:31 - Surveillance, propaganda, control4:31 - Personalized tutoring through AI5:20 - Burst of productivity enhancement6:18 - Use of Autonomous agents to streamline workflow processes7:59 - Closing Remarks

Steve Error, Sales Director at Signals, Jordan Crawford, Founder of Blueprint, and Dan Baird, Co-Founder & Product Lead at Wrench.ai, bring to light the different uses ChatGPT offers. These speakers from the AI Revenue Summit discuss winning campaign ideas and how AI can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 3:53 - AI and Key Concepts6:31 - GPT's explained10:41 - Campaign ideas and custom instructions12:50 - Who are the three musketeers that can help me? 18:42 - Spend time tuning GPT to automate exactly what you want22:21 - Subject line ideas using GPT26:32 - Introduce something that's surprising to make it memorable32:01 - What data matters?33:32 - Additional risks and pitfalls35:18 - Prompt designs & engineering examples37:49 - Tree of Thought Example - ChatGPT Splitter38:48 - Introduction of custom instructions39:42 - Behavioral insights and traditional data46: 28 - Wrench.ai OFFER47:12 - Blueprint OFFER50:00 - Closing Remarks

Nishit Asnani, Co-Founder of Sybill, and Ben Sternsmith, Chief Revenue Officer at Sybill, recognize that there are many unspoken truths regarding AI. These speakers from the AI Revenue Summit discuss the truths about what AI is and how your companies can start implementing AI to generate Revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:01 - Myth #1: AI is a FAD3:55 - Myth #2: AI cannot replace sales reps8:33 - Myth #3: AI cannot make decisions for me12:49 - Demo of Sybill within Slack15:20 - Showing how to view record of call in CRM system18:06 - Myth #4: Change management with AI is hard23:50 - Concluding Remarks

Ryan Staley, the founder and CEO of WhaleBoss, recognizes that there is much to understand regarding AI. This speaker from the AI Revenue Summit breaks out his insights into AI by unlocking The Multiplier Method. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 1:31 - Why now? The risk vs the opportunity3:21 - Fear or Faith? 4:21 - AI can turn C players into B players, B players into A players, and A players into A+ players5:50 - What's possible? More about ChatGPT8:54 - Where to start. AI generated tools11:35 - Master prompt Method: context, frameworks, level, size, structure13:13 - AI Multiplier Method: Time, Execution, Acumen, Money, Skills14:19 - Time: Marketing Magic in 15 minutes17:41 - Execution: Build a Sales Org. in 20 minutes22:42 - Acumen: How good is a machine?24:11 - Money: Understand LLM core concepts vs. purchase26:19 - Skills using AI: graphics, voice/music, video 27:26 - The Future: automated outcomes, autonomous organizations 29:49 - Closing Remarks

Gabe Larsen, CMO at Kustomer, brings to light the many AI platforms that can be utilized to help companies generate more revenue. This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:00 - ChatGPT: Engaging, seamless, versatile2:48 - Fireflies: Effortless, easy, actionable3:37 - Favorite feature of fireflies: AI summaries for meetings4:14 - Midjourney: Access to AI-generated images5:28 - Superhuman - Efficient email management7:17 - Scalenut - AI-powered content creation8:02 - Murf: High-quality voiceovers8:44 - Pictory: High-quality videos9:39 - Jasper.ai: Time-saving content creation10:36 - AdCreative.ai: AI-generated ad creatives11:12 - Perplexity.ai: Accurate and relevant search results12:53 - Closing Remarks 

Sarah Tamilarasan, Co-Founder and CEO at Sotaog, discusses the industrial blind spots that AI illuminates. This speaker from the AI Revenue Summit breaks how industrial companies can start implementing AI to generate Revenue. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:05 - Example of how AI can be utilized in industrial spaces3:47 - Manual tickets get lost4:24 - Mix-up on monthly payment document due to loss of manual tickets5:50 - Clients can upload images of tickets to track transactions7:02 - 3%-7% of tickets don't show up on monthly payment slip9:19 - Aggregate the data10:18 - Numerous examples of how AI can increase cash flow for companies13:01 - Closing Remarks 

Maria West, VP of Marketing at VIB, and Katie Dematteis, Co-Founder of Amateurish Production, recognize that there is so much that AI can do when going from creation to conversion with marketing content. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:49 - Surveyed customers on marketing trends3:24 - Definition of generative AI 4:23 - Statistics on adoption of AI5:52 - How do you see AI generated ideation or content fitting into your larger strategy moving forward? 9:30 - Results from survey10:29 - How do individuals see themselves self-applying AI into different areas of their marketing strategy? 13:20 - Content personalization has the next best potential, after creation.15:51 - What are some advantages or disadvantages of using generative AI content for both production and distribution? 17:43 - Biggest concerns implementing generative AI21: 38 - What are some ideas that you have for how to distribute or syndicate AI generated content?26:38 - How do you think businesses can use AI to improve their lead generation?30:53 - Concluding Remarks

Daniel Englebretson, Chief Customer Officer at Khronos, . This speaker from the AI Revenue Summit breaks out what AI is and how it can be used efficiently. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:29 - How is AI currently transforming the business landscape?3:41 - Reading Recommendation: Competing in the Age of AI by Marco Iansiti and Karim R. Lakhani 3:57 - What are the opportunities and threats?6:21 - Reading Recommendation: The Technology Fallacy by Garth R. Andrus, Gerald C. Kane, Jonathan R. Copulsky, Anh Nguyen Phillips6:28 - Risks associated to your business 9:49 - Reading Recommendation: AI Superpowers by Kai-Fu Lee9:54 - What is generative AI and how does it work? 12:32 - Overlapping Opportunity16:01 - What Generative AI Isn't 20:51 - AI has the potential to disrupt traditional job roles - what are ways to position them as improvements for the workforce? 23:34 - Ted Talk Reference: Bloom's 2 Sigma Problem25:04 - Digital skills half-life27:41 - Fear of loss jobs 28:57 - Reading Recommendation: Just Calm Down about GPT-4 Already29:12 - Workforce of the Future graphic30:50 - Reading Recommendation: AI is a lot of work31:00 - How can businesses strike the right balance between automation and human decision-making to achieve optimal outcomes? 34:00 - AI Prompt Engineering isn't the Future34:11 - What are the risks, moral, and legal considerations?34:29 - Podcast Recommendation: The Ezra Klein Show featuring Alondra Nelson37:57 - Painting the Picture: Risks40:28 - The only bad way to react to AI is to pretend it doesn't change anything41:15 - Reading Recommendation: On Holding back the Strange AI Tide. 41:47 - Closing Remarks 

Matt Heinz, Founder & President of Heinz Marketing, brings key insight to marketing for the future. This speaker from the AI Revenue Summit breaks out 12 key points that are underway in changing how marketing is executed for the future. To stay current on our latest events, follow us on LinkedIn. Useful Timestamps:0:51 - What is marketing going to look like in 2-3 years?4:34 - 1) Prioritize owned vs. rented land, meaning, leverage your opportunities6:32 - 2) Data is more important than Demand8:09 - 3) Ecosystems & relationships are currency9:22 - 4) Demand and brand are better balanced11:38 - 5) Buying committees are way more complicated13:37 - 6) Omni is everything15:27 - 7) Humans and machines learn to co-exist17:41 - 8) Sales Enablement > Demand Generation20:11 - 9) Centers of excellence are table stakes22:24 - 10) New roles that don't exist today24:50 - 11) The customer journey is a loop (not a line)26:15 - 12) Fundamentals matter more than ever before28:39 - Concluding Remarks 

Will Aitken, Sales Content at Lavender, recognize that there are upsides and downsides to utilizing AI. This speaker from the AI Revenue Summit discusses the uses and misuses of generative AI and how to navigate the issues that surround the topic. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 0:23 - Big issue with sending AI generated cold emails0:47 - Free detection tool to see if something has been written by AI1:25 - Why does it matter if an AI tool can detect whether or not my email was written by AI?2:01 - Platforms are using AI to detect phishing attempts2:29 - Humans notice themes and patterns. Able to detect AI3:04 - Buyers get lots of practice detecting AI in cold emails3:51 - Scaling quantity at the expense of quality burns bridges4:09 - Human is the most important element in sales4:48 - To be a good seller not being replaced by AI, be thoughtful4:55 - Concluding Remarks 

Scott Logan, CMO at Kroologic, and James Gilbert, CMO at Flip, recognize that there is so much AI that surrounds us in our everyday lives. These speakers from the AI Revenue Summit breaks out machine learning tools, differences between ai and generative ai, LLM's and ML's. To stay current on our latest events, follow us on Linkedin. Useful Timestamps: 2:35 - Alexa and Siri are forms of AI4:45 - Alexa sends reminders automatically5:31 - There are more forms of generative AI. Examples given10:01 - LLM is a large language model; ChatGPT13:03 - A lot of new AI tools you have to figure new things out. 18:31 - ChatGPT makes us more efficient 22:30 - Bias: Whatever you train AI on, that is what it's going to learn22:55 - Privacy: use of PII data may be governed a lot more than it has in the past23:41 - Accountability: who's responsible when AI makes a mistake24:12 - Transparency: ai decision can be understood by humans28:24 - Concluding Remarks