ANA/BMA Members-Only Event in Los Angeles

This event is over.

 

 

 

 

 

 

 

 

 

 

When
Begins:Thursday, July 28, 2016 at 2:00pm
Ends:Thursday, July 28, 2016 at 7:00pm
Where

DoubleTree by Hilton Hotel Los Angeles - Westside
6161 West Centinela Avenue
Culver City, CA 90230

Agenda
Thursday, July 28, 2016
2:00pm  

General Session

HOW TO CREATE NEW SALES OPPORTUNITIES AND RESURRECT LOST ONES

As a B2B marketer, you know that despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. Tim Sanders will outline his "Dealstorming" structured, scalable, repeatable process that can help you and your team break through any sales deadlock. It drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale.

Tim will outline a seven-step process and show how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. Importantly, the strategies Tim will lay out have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships.

Tim Sanders

Partner

Deeper Media Inc.

 

8 ECONOMIC ADVANTAGES TO BRANDING A B2B BUSINESS

Why should B2B businesses care about brand? Because in the B2B world, margins are thinner; buyers have complicated purchasing procedures; there is a never-ending pressure to lower prices, to speed up delivery, and to make stronger guarantees. B2B enterprises need to give their buyers a reason to prefer them, to want to buy from them. Kevin will show that they need to be able to articulate a unique, differentiating brand promise – something that buyers value above price, speed or other competitive pressures. He will also convey that if you are able to brand your B2B business successfully, you will gain eight advantages over your competition.

- Advantage 1: It boosts your immediate sales.
- Advantage 2: It grows your market.
- Advantage 3: It cuts your costs.
- Advantage 4: It attracts and retains a superior work force.
- Advantage 5: It bonds your customers to you.
- Advantage 6: It fortifies your pricing.
- Advantage 7: It future-proofs your company.
- Advantage 8: It’s one more thing you own.

Kevin Walker

President

Boardwalk

 

THE CHANGING ROLE OF MARKETING IN THE ORGANIZATION

As the roles of marketing and sales converge around delivering customer experiences, Sarah Johnson from Capital Group, home of the American Funds, will discuss the client segment marketing function and how marketing is collaborating with sales to drive business strategy and growth. She will share a case study of a client-centric sales and marketing program developed by a cross-functional team, and how this program was created, delivered, and measured. She will also discuss the changing role of marketing in the organization, as a business driver and strategic partner to the sales organization.

Sarah Johnson

Assistant Vice President, Wealth Management Marketing

Capital Group

7:00pm  

Conference Adjournment

  • EMA
  • gyro: