Turn Engagement Signals into Pipeline
Video On Demand · 26 min watch
Turn Engagement Signals into Pipeline is a practical session on closing the loop between event engagement and pipeline.
The session includes a clear focus on speed-to-lead and sales hand-off.
Speed is the new ROI
The half-life of an event signal is measured in hours.
Programs that act inside 24 hours convert dramatically more pipeline than those that don't.
Designing the hand-off
A blueprint for the marketing-to-sales hand-off is provided.
The blueprint includes the signal types worth alerting on.
The blueprint includes the SLAs to set.
The blueprint includes the CRM hygiene that makes it stick.
Measuring what matters
The handful of metrics that prove events are sourcing pipeline is provided.
The handful of metrics that prove events are influencing deals already in flight is provided.