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Friday | October 5

9:10 AM – 10:00 AM
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Using Lateral Thinking to Drive Conversions throughout the Funnel

Room: Marina Ballroom I
Firing 60% of one's client base, hiring a Harvard astrophysicist and launching fake products. What do all of these crazy ideas have in common? They are all examples of counterintuitive, lateral thinking that led to massive business growth for their B2B organizations. Sometimes best practices are not best for the bottom line. In fact, sometimes best practices only lead to stagnation and plateaus. It takes creative thinking, radical thinking, and lateral thinking to break through the noise and massively drive your audience to action. In this session, learn to rethink your marketing to increase conversions throughout the funnel and ignite growth.
 
Key Takeaways:
  • Learn to rethink your audience targeting, marketing mix and metrics for greater results
  • Uncover ways to pivot from what you are doing today for faster growth
  • See how to apply lateral thinking to each stage of the marketing funnel
Presented By:
9:10 AM – 10:00 AM
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How Blockchain is Changing Lead Generation

Room: Marina Ballroom II
You’ve seen it on the cover of Forbes, Fortune, and the New York Times Magazine. The technology is blockchain, and it’s the hottest thing in business. But how is blockchain changing the world of customer acquisition, and what are the new leadgen opportunities in the blockchain space? In this informative talk, John Hargrave -- publisher of Bitcoin Market Journal and author of Simon & Schuster's upcoming bestseller BLOCKCHAIN FOR EVERYONE -- will explain some of the new blockchain projects, tokens, and technologies that are changing the leadgen business forever.

Key Takeaways:
  • Hear about blockchain technology explained in plain English
  • Understand tokens, cryptocurrencies and ICOs
  • Discover how blockchain is changing the face of lead gen
  • Gain insight into new opportunities for lead generation in the blockchain industry
Presented By:
9:10 AM – 10:10 AM
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Exploring the Personas of Youth Consumers

Room: Marina Ballroom III
Each new generation brings its own set of attitudes, beliefs and behaviors forcing marketers to focus on the purchasing power these consumers have today and strategies that build loyalty for tomorrow. Explore the demographics and behavioral trends of today's youngest consumers including Millennials and Generation Z. Learn from a customer insights expert how marketing analytics can provide better insight into the customer journey. This session will outline best practices and valuable tips for integrating analytics and consumer insights to better understand the customer’s path to conversion.

Key Takeaways:
  • Discover how to define Millennials and Generation Z audiences
  • Understand how media channel share of voice trends apply to young consumers
  • Learn about tools to use to better understand customer insights
  • Gain best practices in geotargeting and audience segmentation strategies
Presented By:
  • Jeff Meola, Consumer Insights & Marketing Analytics Director, DMS
9:10 AM – 10:00 AM
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B2B2E in Action: One Marketing Team’s Journey to Engage, Educate & Enrich Employees

Room: Marina Ballroom IV
End-users aren’t the only audience B2B brands need to target with marketing. Employees are also a key constituency, and vital to keeping customers happy. Discover how First Data’s MoneyNetwork created a multichannel content marketing campaign to help a large U.S. retailer encourage more employees to use its debit card/mobile payroll solution.
 
Key Takeaways:
  • Ways customized content can improve employee engagement and retention
  • How education can enhance the employee—and the customer—experience
  • The impact happier employees can have on the overall business
Presented By:
10:10 AM – 11:00 AM
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Lead Optimization: How to Use Data to Create a Better Customer Engagement

Room: Marina Ballroom I
Today’s consumers expect businesses to quickly know and understand them and address their unique needs accordingly. For an insurance lead generator that sells exclusive health and life insurance leads, data solutions have helped enable the one-to-one customer engagement that is critical to connecting and converting leads. Robust lead identities are critical to customer engagement as lead generators/sellers and brands themselves must have lead details that can enhance consumer interactions, both inbound and outbound. This session will explore how data can be used to acquire more quality leads and create better customer engagement for increased conversions.
 
Key Takeaways:
  • Discover which identity data details and attributes can enhance lead engagement
  • Understand how to use data to prioritize leads and maximize the consumer experience
  • Find out how data helps enable an exclusive leads model
  • Learn how inbound lead completion can help convert more leads
Presented By:
10:10 AM – 11:00 AM
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New Approaches to Driving Growth: How to Think Like a Disruptor in Digital Marketing

Room: Marina Ballroom II
Digital marketing is always changing, such that standing still is moving backward. What new tools, techniques, and channels do marketers need to embrace now to be relevant tomorrow? In this session, Caitlin will discuss the new approaches 3Q Digital employs to propel brands like ModCloth, CuriosityStream and UnTuckIt to success, and describe how you can accelerate your own digital marketing. From the rise of artificial intelligence, to Amazon advertising (and what that means for Google and Facebook), Caitlin will help you identify and measure new growth opportunities.
 
Key Takeaways:
  • Learn up-and-coming tools and approaches in the digital space to implement the moment you return to the office
  • Understand how AI impacts your marketing efforts, which new techniques to leverage, and which tools will decrease in value and why
  • Learn how to leverage new channels to accelerate your growth opportunities, to gain and retain customers
Presented By:
10:10 AM – 11:00 AM
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Why Any Good Lead Gen Program Will Fail Unless Marketing, Inside Sales and Sales Are Aligned

Room: Marina Ballroom III
Generating leads is only one part of the lead generation program, without a strong relationship with the sales team and agreed upon follow up procedure, all leads generate essentially end up in the trash. If there is no follow up, then there cannot be any sales. Planning follow up that includes sales for your lead generation programs is essential in showing true ROI. This session will show you how to go from showing $0 ROI on campaigns to building a process that shows actual revenue. The presentation will include sample lead generation program processes that start from the first email send to the closed deal.
 
Key Takeaways:
  • Discover how to stop leaks in the funnel
  • Learn the best way to align with sales
  • Understand how to develop a sales process that works with your lead generation programs
  • Find out how to manage the lead all the way to the closed deal
  • See how you can achieve true ROI with your process—from marketing lead to sales lead
  • Uncover the best ways to audit your lead generation program
Presented By:
10:10 AM – 11:00 AM
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7 Email Marketing Changes That Will Get Big Results

Room: Marina Ballroom IV
What really gets people to open your email, clickthrough and convert? In this session, learn how B2B brands can optimize their email in lead gen, content marketing, sales support and more to create results and better ROI. And, hear original research on SMB needs, attitudes and preferences about email.
 
Key Takeaways:
  • Insight into ways B2B customers engage with email newsletters
  • Ways to optimize subject lines for better response
  • Topics and email formats customers engage with most
Presented By:
11:10 AM – 12:00 PM
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4 Ways to Deliver High-Quality Sales Leads Every Time

Room: Marina Ballroom I
Thousands of sales and marketing teams fail to see eye to eye when it comes to what is a true quality lead. If you’re ready to start providing high true quality leads to your sales team all the time, then this engaging session is just what you need. George B Thomas from Impulse Creative will teach you how to leverage the “Inbound Sales Matrix” for your company to provide high-quality leads that drive revenue. This session is for the experienced marketer or marketing team who need to capture leads that are a better fit, close faster, and drive more revenue. Start building your company’s Inbound Sales Matrix to define true quality leads and drive more revenue today.

 Key Takeaways:
  • Understand how to map and leverage the educated vs uneducated leads in your database
  • Discover how to leverage your buyer’s positive and negative personas to understand great fit as well as create automated email workflows how to optimize your team’s time
  • Learn how to map your buyer’s journey and lead scoring together to diagnose your highly engaged leads
  • Gain an understanding of the importance of time when it comes to your leads and your team's ability to make smart decisions
Presented By:
11:10 AM – 12:00 PM
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How to Automate Your Sales with Facebook Messenger Marketing

Room: Marina Ballroom II
In 2016, Facebook opened their Messenger Platform to developers and chatbots. Today chatbot technology is changing how businesses nurture leads through the sales process. Learn the specific steps to automating your sales funnels with Facebook Messenger. Tap into the 1.3 billion messenger users and instantly improve your advertising ROI.
 
Key Takeaways:
  • Discover how you can use Facebook user profile data to personalize and improve engagement
  • Learn the top four ways to generate leads in Facebook messenger
  • See how automation works for on-boarding, segmenting, nurturing and sales
Presented By:
11:10 AM – 12:00 PM
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Using Video Across the Buyer’s Journey

Room: Marina Ballroom IV
The more customers engage with video the more they learn, buy, and convert. The world is watching video but too often companies don't know where to start or how to use video effectively.  This session will put to rest the myths of video marketing and provide practical examples for you to get started.
 
Key Takeaways:
  • How video influence every stage of the buyer’s journey
  • How to produce videos economically and measure video performance
  • Video marketing best practices
Presented By: