March 4-6, 2019 | The Mirage, Las Vegas

2018 Program

Discover the hottest trends and innovative growth secrets from performance marketing’s brightest minds.

Use the Add to My Agenda buttons to compile a Personalized Agenda of the sessions you wish to attend. Then submit an email address at bottom of screen to receive your Personalized Agenda in your inbox!

Monday | March 5

7:00 AM – 7:00 PM
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REGISTRATION OPEN

Room: Paris Foyer
8:00 AM – 12:00 PM
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Partnership Marketing Workshop: Win, Win, Win with Strategic Partnerships

Room: Champagne 3 & 4
Join WorkBook6’s Founder and CEO, JT Benton for a workshop built exclusively around forging partnerships that can deliver the growth and economic outcomes we’re all seeking more of. JT will be joined by CEOs, CMOs and Business Development professionals from top US brands, publishers and membership groups. Broken into chapters, this workshop will cover everything one needs to know to build more revenue impacting partnerships.

For more information on this workshop, visit: http://bit.ly/2ikT9B4

Note, workshop available only to pre-registered Total Access Pass Holders
Moderated By:
8:00 AM – 12:00 PM
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SEO + CRO Workshop: A Framework to Increase Revenue

Room: Versailles 3 & 4
Ever have the sneaking suspicion that your SEO isn’t as strong as it could be – or even worse, that it’s not making an impact at all? Good news—you’re not alone, and that’s what this workshop is for. You’ll be introduced to SEO/C, a framework for growing leads and sales with organic search traffic and how to resolve the SEO/CRO conflict. This workshop is a combination of lecture and hands-on activities. All attendees receive a free workbook detailing a step-by-step implementation of the SEO/C framework and the Visibility-Click-Engage-Convert model.

For more information on this workshop, visit: http://bit.ly/2AHHMtZ

Note, workshop available only to pre-registered Total Access Pass Holders
Presented By:
8:00 AM – 12:00 PM
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Content Marketing Workshop: How to Create & Amplify Content that Converts

Room: Versailles 1 & 2
As more of your competitors adopt content marketing, the race is on to show the world that you are the best source to answer their questions and help them make decisions. Businesses that provide honest and helpful content that answers these questions and solves problems are the ones winning today. This workshop hones in on the importance of content coverage across all stages of the customer journey – Awareness, Evaluation, and Decision so you can outperform your competitors by accurately aligning content to your audience’s questions, problems, and goals at each stage of the journey.

For more information on this workshop, visit: http://bit.ly/2zJfKRq

Note, workshop available only to pre-registered Total Access Pass Holders
Presented By:
  • Erik Solan, Director of Amplified Content, Vertical Measures
  • Drew Eastmead, Director of Coaching & Training, Vertical Measures
8:15 AM – 9:00 AM
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Partnership Marketing Workshop Session 1: The Power of Three--Aligning Advertisers, Publishers and Customers

Room: Champagne 3 & 4
Join InsuraMatch CEO Marc Buro and WorkBook6 Founder & CEO JT Benton as they discuss how publishers and advertisers can align to drive sustainable growth for each side, while providing the highest possible utility to the consumer. This session will feature an overview of important partnership phases, including discovery, diligence and engagement formats. Brands and advertisers hear useful tips around how to select the right publisher partner, while publishers can benefit from perspective around monetization and engagement format. Everyone can gain insight around constructing a deal that is ultimately beneficial to everyone – especially consumers.
Presented By:
9:00 AM – 9:40 AM
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Partnership Marketing Workshop Session 2: From Likes to Leads--Leveraging Facebook Lead Ads for Customer Acquisition

Room: Champagne 3 & 4
Facebook changed the way companies reach and engage customers. Like, forever. This isn’t just true for awareness and branding efforts; Facebook’s lead ads product has also helped many direct response brands win big. Join Sona Parikh from Facebook and Active Prospect CEO Steve Rafferty for an overview the lead ads product and a deep dive into how brands and agencies are profitably deploying it. This session will cover not only the medium, but also technology components which help marketers get the most out of their investment. We will also include key advertiser insights. This first-party knowledge and best practice content will help ease the learning curve for those new to this product as well as provide new perspectives for anyone already active in the channel.
Presented By:
9:40 AM – 10:15 AM
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Partnership Marketing Workshop Session 3: In Sickness and In Health--Managing Risk in the Supplementary Medicare Marketplace

Room: Champagne 3 & 4
Join SVG CMO Alex Allen and JT Benton Founder and CEO of WorkBook6 as they discuss how the supplementary Medicare industry can anticipate, and ultimately overcome, uncertainty and confusion in a crowded customer acquisition marketplace. From rising (and lowering…and rising) CPAs, to deals based on everything from new quotes to new policies, this session will include the variety of stages of the SVG's go-to-market strategic partnership (from inception to today), how to select the right markets, and how to construct a deal that is ultimately beneficial to everyone – especially your customers.
Presented By:
10:30 AM – 11:10 AM
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Partnership Marketing Workshop Session 4: Banking on Partnerships--Exploring a National Lender's Partnership Perspective

Room: Champagne 3 & 4
In several advertising categories, the lead generation marketplace has seen significant consolidation in the last 36 months. Nowhere is this more evident than the mortgage market, where today, a mere handful of large publishers control much of the commercial activity. When this happens, the path for growth can become more complex. Join Brian Unruh and Dan Stevens from NBKC Bank to hear how this nationwide lender is placing a priority on forging partnerships to combat this consolidation. Brian will draw on his firm’s significant experience serving large membership organizations and forming win-win engagements with strategic partners. This session will include key insights on the firm’s ‘partner-first’ mentality, along with an open discussion of the bank’s perspective toward strategic engagement formats. It’s not just for lenders – this content will be very useful for any company facing a similar marketplace dilemma. The audience will walk away with real-world examples of leveraging partnerships as a diversification lever.
Presented By:
11:10 AM – 11:50 AM
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Partnership Marketing Workshop Session 5: Hidden in Plain Sight--How a Secondary Revenue Strategy Creates Big Wins

Room: Champagne 3 & 4
Here’s a riddle: what do social media, paid search, display advertising and lead generation all have in common? They rely on auction formats to sell their product. That means that when a brand wants to play, a brand has to pay. But what if there were another way? Join Motus CEO Craig Powell and WorkBook6 Founder & CEO JT Benton as they discuss how strategic partnerships can help ease brands’ dependence on paid media channels for customer acquisition. The two will discuss how Motus, a leading workforce telematics company, creates thousands of customer engagement and acquisition opportunities for partners while staying entirely true to the firm’s promise to its customers.
Presented By:
2:30 PM – 3:15 PM
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Seller's Summit: TCPA Industry Alert!

Room: Versailles 1 & 2
Think you know the TCPA? Anyone who interacts and/or engages with consumers understands how "grey" this area is today. What is implied consent? What is prior consent? What is partial revocation? It can be confusing when trying to figure out what you should be doing to protect consumers and your business. Join leading TCPA experts in this compelling, audience-participation session using real-life cases as examples of what you should and shouldn't be doing in your business.

Sellers, the event is a complimentary add-on to your LeadsCon registration if you are a LeadsCouncil member. For non-members, the add-on rate is $195. Space is limited, so please complete the form request at your earliest convenience. For more on the Seller’s Summit, check out the description here.

Click here to register and add on the Seller's Summit to your pass
Moderated By:
Presented By:
  • Terance A. Gonsalves, Partner, Steptoe & Johnson LLP
  • Deborah Solmor, VP, Deputy General Counsel, Litigation and Chief Compliance Officer, Career Education Corporation
  • Ben Rich, General Manager, CORE Digital Media
2:35 PM – 3:15 PM
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(Sold Out) Buyer's Summit: Managing Your Lead Purchases to Success

Room: Champagne 3 & 4
SOLD OUT. NO REGISTRATIONS AVAILABLE. On this panel discussion, you will hear from lead buyers across different industries that have successfully fine tuned their lead purchases to success. You will learn the key metrics they look at to ensure you are getting the most from the leads you buy. You will also hear first-hand accounts of challenges they faced and the steps they used to overcome those challenges both the buyer perspective and the seller perspective.

Buyers, the event is a complimentary add-on to your LeadsCon registration. Space is limited, so please register for LeadsCon and submit your request to attend the Buyer’s Summit at your earliest convenience. Please note, not all requests will receive invitations. For more on the Buyer's Summit, check out the description here.

Moderated By:
  • Raj Perekh, VP Business Development, Insellerate
Presented By:
3:15 PM – 4:45 PM
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(Sold Out) Buyer's Summit: The Secret Sauce to Carrier Compliance and Scaled Text Campaigns

Room: Champagne 3 & 4
In today's matketplace, it is becoming harder and harder to contact prospects via traditional methods. More and more consumers are simply not picking up their phone to answer your calls and instead are finding it more obtrusive to communicate via text. In this session, you will learn ways in which your company can implement text messaging into your sales process and what steps you need to take to ensure you are compliant.

Buyers, the event is a complimentary add-on to your LeadsCon registration. Space is limited, so please register for LeadsCon and submit your request to attend the Buyer’s Summit at your earliest convenience. Please note, not all requests will receive invitations. For more on the Buyer's Summit, check out the description here.

Click here to Register and Submit Your Request to Attend the Buyer's Summit
Presented By:
3:30 PM – 4:15 PM
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Seller's Summit: Paradigm Shift - Signal Is the New Lead

Room: Versailles 1 & 2
Historically, successful lead sellers maximized gross margins by focusing on three things: marketing, throughput and revenue per lead sold. Even so, scaling volume rarely comes without sacrificing gross margins because, let’s face it, most site visitors never generate revenue. It’s time to change the way we think about monetization. In this panel, we will share data trends and specific case studies of how brands are expanding their lead seller partnerships from beyond the simple lead transaction to tap into signals that enable higher customer retention and identification of cross-selling opportunities.

Sellers, the event is a complimentary add-on to your LeadsCon registration if you are a LeadsCouncil member. For non-members, the add-on rate is $195. Space is limited, so please complete the form request at your earliest convenience. For more on the Seller’s Summit, check out the description here.

Click here to register and add on the Seller's Summit to your pass
Presented By:
4:30 PM – 5:30 PM
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Seller's Summit: Insider Secrets for Generating New and Profitable Revenue Streams

Room: Versailles 1 & 2
Government regulations, interest rates and shifts in consumer's behavior can cause massive disruption in your business. With threats like these to your company, identifying new opportunities are critical to your survival and growth! Tim Donnelly, President and CEO of SoftVu, will share his secrets on how he identified opportunities in the senior living industry and launched a new brand, SeniorVu. Gain valuable insight how his reactions to a shift in his business created massive momentum for SoftVu today.
Presented By:
4:45 PM – 5:15 PM
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(Sold Out) Buyer's Summit: Designing Your Marketing, Sales, and Retention Strategy for Today's Consumer

Room: Champagne 3 & 4
A consumer's purchase journey for a considered purchase such as an insurance policy, mortgage, higher education degree or car typically takes several months from the brand awareness stage until the consumer pulls the trigger, and it doesn't stop there. In this session, we will discuss how marketers across different industries are "mapping out" their continuous engagement model. We will explore what makes a continuous engagement model successful and discuss specific examples, such as how to determine the optimal number of consumer interactions needed to secure a customer conversion.

Buyers, the event is a complimentary add-on to your LeadsCon registration. Space is limited, so please register for LeadsCon and submit your request to attend the Buyer’s Summit at your earliest convenience. Please note, not all requests will receive invitations. For more on the Buyer's Summit, check out the description here.

Click here to Register and Submit Your Request to Attend the Buyer's Summit
Presented By:
5:15 PM – 5:30 PM
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(Sold Out) Buyer's Summit: The 2018 Regulatory Landscape

Room: Champagne 3 & 4
In this brief session, you will hear what is on the agenda for the LeadsCouncil in 2018 and their regulatory outlook for the year. Don't miss out on this insightful session!

Buyers, the event is a complimentary add-on to your LeadsCon registration. Space is limited, so please register for LeadsCon and submit your request to attend the Buyer’s Summit at your earliest convenience. Please note, not all requests will receive invitations. For more on the Buyer's Summit, check out the description here.

Click here to Register and Submit Your Request to Attend the Buyer's Summit
Presented By:
5:30 PM – 6:30 PM
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BUYER & SELLER MARKETPLACE RECEPTION

Room: Burgundy Room
Must be registered for the Buyer's Summit or Seller's Summit to attend.
9:30 PM – 11:30 PM
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LEADSCON LATENIGHT @ THE BUDWEISER BEER PARK

OUR OFFICIAL PARTY IS NOW ON MONDAY! Make sure you get into Vegas in time for our first-ever Monday night late-night party at the 10,000-square-foot Budweiser Beer Park overlooking the Fountains of Bellagio. With more than 100 eclectic beer options including 36 brews on tap as well as an extensive selection of distinctive handcrafted beer and liquor cocktails…this is a networking event you just can’t miss. (Must be registered to attend.)

Sponsored by: AWL and Infutor

Tuesday | March 6

7:00 AM – 6:00 PM
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REGISTRATION OPEN

Room: Paris Foyer
8:00 AM – 9:00 AM
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BREAKFAST

Room: Concorde Ballrooms B & C
9:05 AM – 9:50 AM
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Keynote: Using People-Based Measurement for Real Business Outcomes with Manish Gupta, Facebook

Room: Concorde Ballrooms B & C
Marketers are dealing with increasing complexity around creative, platforms, metrics and cross-device measurement. Proxy metrics can lead marketers astray and away from real business outcomes. In this session, Manish Gupta will share how marketers can measure better using ‘people-based’ measurement and how to use first and third-party tools to measure across the funnel against Audience, Brand and Sales outcomes.
Presented By:
9:50 AM – 10:10 AM
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LeadsCouncil LEADER Awards

Room: Concorde Ballrooms B & C
The LeadsCouncil LEADER Awards have showcased excellence in Performance Marketing for many years. These awards represent the top companies for outstanding service in our industry. For 2018, the LEADER awards have undergone massive changes to better represent and reflect the true spirit of leadership within our industry. We polled current and past recipients on what they would like to see moving forward with the award program. We have simplified the voting process and reduced the total awards to six overall categories. Recipients of this year’s awards, as well as the Executive of the Year, will be recognized on the main stage during this year’s LeadsCon event.
10:20 AM – 11:30 AM
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LendingTree Innovation Challenge

Room: Concorde Ballrooms B & C
LendingTree’s Innovation Challenge on the main stage at LeadsCon Las Vegas is the Lead Generation ecosystem’s most exclusive competition, bringing together compelling startups and technology innovators centered around consumer lead generation, call center, customer experience and more. One startup will take home the $25,000 grand prize and the prestige of winning LendingTree’s Startup Showdown.

LendingTree hosts the Innovation Challenge around customer acquisition technologies. Five finalists will be selected to demonstrate and present their next great idea to solve a problem connected with lead generation. An industry-leading panel of innovation captains and expert VCs will judge these live demos. Each company will have 5 minutes to pitch their solution and address the judges who will then award the winner of the grand prize, sponsored by LendingTree.
Moderated By:
  • Bruce Cook, SVP Corporate Development, LendingTree, LLC.
Presented By:
11:30 AM – 12:00 PM
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Keynote: How Brands Win Gen Z with Content Marketing with Jason Neubauer, Sprint Wireless & The Santa Claus Affect

Room: Concorde Ballrooms B & C
Although Generation Z is comprised of individuals aged 20 and under, the group holds significant economic impact: They influence nearly in discretionary spending alone and that number is only set to grow. And contrary to the myths surrounding this generation, they are not following in the footsteps of millennials. Growing up in a post-digital age has completely altered the way in which these adolescents form their identities and brand affinities, even compared to the generation before them. As a result, Gen Z has developed distinct expectations for brands and advertising. Join Jason Neubauer as he shares his insights into engaging this key demographic.

Key Takeaways:
• Discover the past, present and future of influencer marketing trends
• Find out how to build and internal influencer program that aligns with your brand to engage Gen Z audience
• Learn how to create authentic influencer content and increase engagement with specific strategies for Gen Z
• Understand how to align traditional and digital content for Gen Z

Presented By:
  • Jason Neubauer, Gen Z Marketing, Brand, & Digital Strategy Thought Leader, The Santa Clause Affect & Sprint Wireless
12:00 PM – 6:00 PM
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EXHIBIT HALL OPEN

Room: Exhibit Hall
12:00 PM – 6:00 PM
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LEADSCON HOOPS MADNESS

Room: Paris Foyer
NEW THIS YEAR! Take a shot at some power networking and fabulous prizes at our first-ever LeadsCon Hoops Madness tournament at the exhibit hall entrance. Grab a basketball and take your best shot as you’re entering or exiting the hall—the best shooters with the best scores advance to higher rounds—and the higher the round the bigger the prizes. Good luck! (Must be registered to participate.)

Powered by: Digital Media Solutions
12:00 PM – 1:30 PM
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LUNCH

Room: Exhibit Hall
1:30 PM – 2:20 PM
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Don’t Trade Babe Ruth: 5 Pitfalls to Avoid in Digital Marketing

Room: Champagne 3 & 4
In 1920, Red Sox owner Harry Frazee traded Babe Ruth to the Yankees for $125,000. The rest is history: “The Babe” led the Yankees to 4 World Series wins while the Red Sox languished for almost 100 years. Are you in danger of making a Babe-Ruth-trade-level error with your digital marketing? This session will show you the 5 most common ways businesses sabotage their digital marketing, and, more importantly, specific things you can do to avoid them. Join Jim McKinley, co-founder of 360Partners and long-time industry veteran, for a lively session where he will share case studies and help your steer clear of each pitfall to keep your business off the path of adversity.

Attendees will leave this session with specific things to do so they can avoid:
• Spending that’s not aligned with strategy and business goals
• Only marketing to current customers
• Failing to remove friction
• The paradox of the “good enough”
• The “shiny ball syndrome”
Presented By:
1:30 PM – 2:20 PM
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Buying & Selling: The 2018 Mortgage Marketing Playbook

Room: Versailles 3 & 4
The industry is now 10 years away from the 2008 housing crisis, and the 2018 economic landscape is expected to remain favorable for housing and mortgage markets as key trends continue to drive the mortgage industry: an increase in purchase mortgage volume; cooling of rate refinance activity, and older borrowers tapping their home equity. As the percentage of consumers expecting a digital approach for the financing process rises, lenders large and small are striving to offer a branded experience to differentiate themselves amongst the pack. And when it comes to getting leads for mortgage lenders, marketers need to keep in mind that the selection process can be long, complex and ever changing. Join industry marketing leaders and the biggest mortgage lead buyers discuss flipping the challenges of today into solutions to keep your business thriving and focused on customers of tomorrow.

Key Takeaways:
• Explore ways to maintain a competitive advantage in 2018 as more lenders are relying on innovative technologies and marketing to differentiate
• Learn about the ways the lead generation industry is advancing technology in the mortgage market
• Discover the best ways to communicate to different customers via mobile and digital platforms to work leads
• Hear from lead buyers on what programs are thriving
Moderated By:
  • Chris Backe, CRM Account Executive, Velocify by Ellie Mae
Presented By:
1:30 PM – 2:20 PM
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Get a Second Chance to Make a First Impression with Email Retargeting

Room: Versailles 1 & 2
Recent studies indicate that a whopping 98% of visitors leave a website without converting on their first visit. Traditional display retargeting to these visitors generates average click through rates of 0.1%, sending only a fraction of them back to a marketer’s site. Leveraging email to get these prospects back is ideal; however, the problem is that marketers don’t have the email address or the permission needed to mail. New solutions are able to recognize these anonymous website prospects, and by working with trusted publishers, they subsequently deliver an email to the prospect on behalf of the original marketer.

Key Takeaways:
• Learn how marketers are capturing the attention of previous website visitors, even without having their email addresses
• Discover the new order of email retargeting and best practices for executing it well, while educating the consumer
• Find out how marketers are using the email channel to reach bottom-of-the-funnel prospects and are achieving retargeting engagement rates 500x the industry average

Presented By:
2:30 PM – 3:20 PM
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Everyday Behavioral Science for Conversion Optimization

Room: Champagne 3 & 4
The days of "Launch and See" campaigns are behind us. When behavioral data was expensive and time-consuming, this approach was justified. Today, you can answer almost any question you have about a campaign right from your desk, before you launch. Join Brian Massey of Conversion Sciences as he shows you how to integrate behavioral science into your daily campaign development with specific tools and techniques.

Key Takeaways:
• Develop a better understanding of your audience, its needs, and its behaviors
• Launch campaigns with greater understanding and precision
• Use the data from your results more efficiently for future tests

Presented By:
2:30 PM – 3:20 PM
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EDU Lead Gen – The Next Gen

Room: Versailles 3 & 4
Wondering what The Next Generation of EDU Marketing will entail? The last few years have been filled with change, speculation and consolidation for both education and lead generation. The regulatory environment has often been difficult to understand and interpret. Technology and data analysis have helped to keep current with the ever-changing environment. Gaps in marketing needs were filled by third-party partners that developed an effective product or service. Join our panel of EDU lead buyers to discuss how the industry has transformed in recent years and how they and their marketing partners have adapted. We will discuss topics that include Compliance, Student Intent, Conversion Metrics, Technology and Analytics. Our subject matter experts have effectively navigated through these industry changes and will speak first-hand about how they’ve evolved their businesses to remain successful while ensuring the student remains the primary focus. Anyone involved in EDU Lead Generation will benefit from the school’s perspective on the evolution of their marketing efforts and how they plan to sustain their successes.

Key Takeaways:
• Learn what has changed from the school’s perspective and how to accommodate
• Obtain an overview of the entire sales funnel and the technology used to monitor
• Understand what the future holds for EDU Marketing based on the perspective of the Lead Buyers

Moderated By:
  • Joe Laskowski, Managing Partner and Chief Marketing Officer, Higher Ed Growth
Presented By:
  • Deborah Solmor, VP, Deputy General Counsel, Litigation and Chief Compliance Officer, Career Education Corporation
  • Esther Duong, Senior Director of Marketing, International Education Corporation
  • Kolin Porter, Vice President of Product Innovation, EDUMaximizer
2:30 PM – 3:20 PM
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Creation Coalition: How a Powerhouse Brand Built its Own Acquisition Ecosystem

Room: Versailles 1 & 2
For most direct response brands, unit economics come down to acquisition costs and lifetime value. Divide the latter by the former, and you’ll know the business’s general health. Simple, right? Not always. In hotly competitive advertising categories, the outcomes have grown increasingly lopsided. As customer acquisition costs continue to rise in these categories, lifetime values have actually fallen for many marketers. Brands now face the daunting challenge of figuring out what to do when their advertising returns stop justifying the investment. For LightStream, a division of SunTrust Bank, the answer has been to strategically partner and build a new ecosystem. Join Todd Nelson of LightStream and WorkBook6’s JT Benton as they discuss LightStream’s innovative, closed-loop real estate partnership program. Designed to captivate and serve the nearly 20% of Americans who move homes each year, LightStream’s approach represents a massive shift in the way they acquire and retain customers.

Key Takeaways:
• Understand how disparate goals can captivate a common audience across verticals and industries to ensure a true win-win-win scenario
• Discover the value of building a customer-centric (including UX and UI) hub supported by content and relevancy, not just commercial offers
• Learn how strategic partnerships can help overcome challenged unit economics while preserving the customer experience

Presented By:
3:20 PM – 4:20 PM
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NETWORKING BREAK

Room: Exhibit Hall
4:20 PM – 5:00 PM
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Optimizing Your Content: Demonstrating Tangible ROI by Analyzing Real-World Digital Marketing Examples

Room: Champagne 3 & 4
Using your website to drive leads and meaningful ROI requires a thoughtful digital strategy. It’s no longer enough to simply optimize your content for the search engines, or just optimize the online experience for your customers. You have to do both. Don’t miss this session for real-world examples of successful digital strategies that are rooted in a consistent content marketing philosophy, but differ in online tactics.

This session will take a deep dive into different case studies of local and national businesses who have seen dramatic results with their Digital Marketing efforts. You will learn how to:
• Roll out a winning digital strategy
• Use content to your advantage
• Measure your online success
• Emulate other organizations who are succeeding online

Join Drew Eastmead, Director of Coaching and Training at Vertical Measures, and Joe Bockerstette, Partner at Business Enterprise Mapping, for a session that will explore real-world collaboration and how to be successful with your own content strategy, website planning, paid media and more.
Presented By:
4:20 PM – 5:00 PM
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Insurance Lead Gen: Unlock Lead Potential and Avoid TLS

Room: Versailles 3 & 4
Agent fatigue is real and, if left unchecked, it can erode your sales team’s confidence in the quality of your lead stream, before long all you are hearing is "TLS - These Leads Suck." Using automated technology to deliver leads with accurate prioritization information can help your agents know which leads are more likely to become customers and which leads are more likely to become their BEST customers. In this session, leading insurance marketers will discuss the importance of real-time solutions that deliver on the promise of quality leads.

Key Takeaways:
• Discover how transparency on lead origin/history and identity validation can effectively filter out lesser quality leads
• Learn about solutions that identify existing customers and duplicate leads
• Discover solutions that prioritize the leads most likely to result in a quote and policy using insurance-specific lead scoring
• Understand how leads can be prioritized and routed to the optimal sales channel and resource – ultimately making your agents happy

Moderated By:
  • Stephen Guerra, Director Acquisition & Retention, LexisNexis Risk Solutions
Presented By:
4:20 PM – 5:00 PM
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4 Top Secrets to Printing Money from Your Hard-Earned Leads (a Case Study with Epson America)

Room: Versailles 1 & 2
Did you know that 1/3 of companies completely ignore their inbound leads? Or that 2/3 simply give up after 2 or fewer attempts to reach them? It’s true, and it may be happening in your organization too. But in this lively discussion, you’ll learn how innovative B2C and B2B companies such as Epson America have cracked the code and identified the 4 top secrets to doing it the right way. Join Chris Nickel of Epson and Gary Gerber of Conversica as they present the latest research, and explain what practices are strong predictors of success or failure with inbound leads.

Key Takeaways:
• Discover research-based best practices for boosting lead conversion rates, with or without automation
• Understand how Artificial Intelligence is revolutionizing companies’ ability to engage prospects
• Learn how to optimize lead acquisition processes and salespeople’ time spend, to maximize ROI on hard-earned inbound leads
Presented By:
  • Gary Gerber, Senior Director, Head of Product Marketing, Conversica
  • Chris Nickel, Senior Manager, B2B Marketing, Epson America Inc.
5:00 PM – 6:00 PM
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END OF DAY RECEPTION

Room: Exhibit Hall
This is the one. The biggest collection of lead industry buyers and sellers on the planet come together at our biggest networking event ever. Come mingle with a few thousand of your closest friends, meet new business colleagues, have some cocktails and apps—and of course, meet the industry’s greatest partners. (Must be registered to attend.)

Sponsored by: LeadPoint and Fluent

Wednesday | March 7

7:30 AM – 3:00 PM
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REGISTRATION OPEN

Room: Paris Foyer
8:00 AM – 9:00 AM
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BREAKFAST

Room: Concorde Ballroom B
9:00 AM – 9:45 AM
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Marketing to and Working with the Millennial Generation

Room: Versailles 1 & 2
Millennials are now the largest living generation in the US, representing one quarter of the population. Compared with previous generations, they're more tech savvy, more diverse, and more educated. So, how do you engage 20- and 30-somethings as your customers and your clients? Which communication channels are most effective? On which devices should you reach them? And how do you engage with them not only as customers but as good business partners? Expectations and best practices are evolving. Join us as we reveal the effective, Millennial-reaching techniques that will help you boost and solidify your lead generation.

Key Takeaways:
• Learn how to engage Millennial customers and business partners today
• Find out how to set yourself apart from your competition in attracting and retaining Millennials
• Understand what Millennials value and want to see from a brand and business perspective
• Discover how to decode your messaging to appeal to a more diverse audience

Presented By:
9:00 AM – 9:45 AM
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The Great Clips Customer Journey: Consumer Engagement through Smarter Data Analysis

Room: Champagne 3 & 4
How can a fast-growing retailer – or any enterprise -- thrive in an age of disruption? Through data, smartly applied around customer lifecycles. Salon retailer Great Clips’ customer journey strategy is designed to devise and implement corporate and franchise integrated marketing programs that incrementally and profitably increase customer visits using targeted, timely promotions across channels, by creating a discipline and infrastructure for first-party and third-party data analyses and “applied learning.” Find out how Great Clips segments and markets to customers and uses third-party data to select “best” prospects to match with creative that resonates with each customer/prospect before implementing 1:1 marketing programs with franchisee participation.

Key Takeaways:
• Understand how cross-channel data & analytics can be deployed to devise consumer marketing strategies for three defined objectives: customer acquisition, customer growth and win-back
• Understand the infrastructure requirements – technologies and partners -- used to inform and plan advertising/marketing campaigns using a dashboard of activity across a retail-franchise model
• Know what creative assets can be differentiated cost effectively for 1:1 messaging

Presented By:
9:00 AM – 9:45 AM
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Less Leads, More Lifetime Value: Think Like a Digital Economist

Room: Versailles 3 & 4
Digital marketing, like economics, is a numbers game. However, the difference with “Digital Economist” thinking vs. a traditional digital marketing mindset is that it leads you on a path to measure success in terms of lifetime value, not volume alone. It also ensures you remain fanatically focused on targeting, reaching, engaging and converting only the most profitable customers for your business. In this session, Katy Keim, CEO of LQ Digital and Christina Martin, Executive Director of Marketing for USAA’s Residential Real Estate Group will share their insights into this mindset and why it makes sense for maintaining your brand in today’s multi-channel environment.

Key Takeaways:
• Discover what it means to think like a Digital Economist
• Find out why seeking out the most profitable customers (measured by customer lifetime value) should be a marketer’s first and only priority
• Learn how USAA has use this mindset shift to make their lead generation and conversion efforts more efficient and effective

Presented By:
9:55 AM – 10:40 AM
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Small Data: The Key to Call Tracking and Cracking the Code of Offline Conversions

Room: Versailles 1 & 2
Search Google for the term “Big Data” and it returns nearly 88 million results. And in marketing, Big Data has been exalted as the answer to every CMO’s challenge. But what if the answer to exceptional cross-channel marketing and call tracking wasn’t Big Data at all? Instead, what if the answer was Small Data and the detailed behavior of customers as they engage across communications channels? Small Data is the key for collecting and operationalizing individual conversion insights (especially when connecting online traffic with offline call-based conversions) and then training Ad Platforms such as Google AdWords and Facebook Ads to deliver the most profitable offline conversions. Join Brian Handrigan & Jeff Linihan of Traaqr as they discuss how Small Data can radically change the roll call tracking plays in the marketing mix – from post-action reporting to real-time optimization tool.

Key Takeaways:
• Learn about Small Data and its roll in call tracking and offline conversions
• Learn how Ad Platforms such as Google AdWords and Facebook Ads use offline conversion data for Audience Training and the impact of using an “average revenue per call” model
• Understand how to build a competitive advantage based on call tracking and offline conversions
Presented By:
9:55 AM – 10:40 AM
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27 Actionable Marketing Tips, Tricks and Tools that Will Make Your Campaigns More Effective

Room: Champagne 3 & 4
Today there are more avenues than ever before to acquire customers. From Facebook and Instagram to direct mail, email, print, Linkedin and more – new channels are opening up every year, and new tools are being introduced to take advantage of them. This fast-paced session will focus on both new and classic marketing tactics and tools you can quickly implement and use to acquire customers more efficiently. Every attendee will leave the session with new marketing insights they can quickly integrate into their campaigns.

Key Takeaways:
• See current examples of smart and effective acquisition marketing in action
• See what tools you can use to analyze your data quickly make your campaigns more effective
• Learn how classic direct marketing fundamentals can be integrated into modern marketing channels
• Review some common mistakes in direct marketing and how to avoid them

Presented By:
9:55 AM – 10:40 AM
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LeadsCon MasterClass with Zeta Global: We Know Your Customers, You Just Don’t Have Them Yet; Valuing Customer Engagement

Room: Versailles 3 & 4
Every brand’s customer was once a prospect. As consumers, we have all been unaware or unengaged with a brand until the moment they caught our attention with an offer, product or message and we became a part of the brand’s family. Acquisition should be connected to the customer lifecycle at the earliest stage of the customer journey. Successful acquisition must be built on personalization, from initial contact through each customer touchpoint. For those companies that understand the value of individual consumer engagement over channel marketing, there can be tremendous gains.

Join Eric Presbrey, President/General Manager at Zeta Global, ZX Division in a session that will reveal how customer acquisition can transform your marketing program by:
• Using CRM to drive interest/engagement
• Individually targeting consumers to reveal how likely consumers are to respond to content
• Leveraging every media channel to effectively target your communication with consumers
Presented By:
  • Eric Presbrey, President/General Manager, ZX Division, Zeta Global
10:50 AM – 11:25 AM
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Why SMS is the Newest Rising Star in Sales

Room: Versailles 1 & 2
Some would argue that no other channel is more effective at engaging and converting prospects than email. But another rising star has been quietly making its way through the ranks. A growing number of Velocify customers are telling us that SMS has evolved into one of their best sales tools. New Velocify research underscores how SMS has the potential to drive deeper relationships with today’s attention-challenged prospect. With dexterous use, SMS delivers meaningful, contextual conversations that can lead to significant conversion gains.

Key Takeaways:
• Learn about text messaging strategies that have proven most effective for high-performing sales organizations
• Understand the most important considerations for success with this underutilized sales tool
• Get practical advice on what you need to know before you text sales prospects

Presented By:
  • Nick Hedges, SVP, Consumer Strategy, Velocify by Ellie Mae
10:50 AM – 11:25 AM
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Why Leads Convert: Research on High Quality Conversions

Room: Champagne 3 & 4
Consumers are individuals, and they enter the buyer’s journey with different emotional, psychological and behavioral biases and predispositions. But what factors do good leads have in common? We conducted original research to sift through state-of-mind and emotional factors that contribute to behaviors at various stages of the consumer buying cycle. We’ll dive into the top takeaways, evaluating the factors that define a high-quality lead, what it is that makes those leads ultimately convert and the latest data on when and how shoppers use online reviews to make purchasing decisions. We’ll also offer updated, data-based best practices to help your company leverage Reputation Marketing to attract and convert the right people at the right time.

Key Takeaways:
• Get the latest research-based data on why consumers become leads
• Learn about integrating Reputation Marketing with Sales for data-driven lead generation
• Discover how to leverage key consumer insights to drive leads

Presented By:
10:50 AM – 11:25 AM
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Minesweeper Strategy = Innovation with Lead Gen Growth

Room: Versailles 3 & 4
Remember that one computer mine searching game that came out with early computers? You have to find hidden mines depending on numeric blocks surrounding the mines. Bring your marketing analytical minds to dive deep into innovative lead gen as Devin Hutchings of Uber takes strategy learnings from Minesweeper and shows you how he applied them to lead gen growth at Uber. Lots of testing, equations, predictive models, failures and odd channels that are not your typical lead gen source.

Key Takeaways:
• Learn how to create a testing mentality and strict guidelines
• Understand that failure is a positive that leads to bigger wins
• Find new ways to grow your lead gen and how to manage new channels
Presented By:
11:00 AM – 3:00 PM
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EXHIBIT HALL OPEN

Room: Exhibit Hall
11:00 AM – 3:00 PM
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LEADSCON HOOPS MADNESS

Room: Paris Foyer
NEW THIS YEAR! Take a shot at some power networking and fabulous prizes at our first-ever LeadsCon Hoops Madness tournament at the exhibit hall entrance. Grab a basketball and take your best shot as you’re entering or exiting the hall—the best shooters with the best scores advance to higher rounds—and the higher the round the bigger the prizes. Good luck! (Must be registered to participate.)

Powered by: Digital Media Solutions
11:30 AM – 12:00 PM
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IdeaShare – Let’s Talk Compliance: Giving People What They Want

Room: Versailles 1 & 2
Now it’s your turn to join the conversation! This is your Call to Action to join the discussion at LeadsCon as we invite you to this highly interactive session with your peers. Come join us for an engaging discussion about how to meet advertiser, partner and consumer/regulator Compliance expectations. Don’t miss this opportunity to learn from your colleagues and help drive the discussion for what’s happening with compliance for leads, clicks and calls. Join Joey Liner of DoublePositive and Marty Collins of QuinStreet as they help guide the conversation around how to avoid compliance surprises with your colleagues, clients and partners.
Presented By:
  • Marty Collins, Senior VP of Corporate Development, Legal & Compliance, QuinStreet
  • Joey Liner, President, DoublePositive
11:30 AM – 12:00 PM
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IdeaShare – Let’s Talk Data & Customer Insights: Sharing Evolving Data Uses, Trends in Data Related to Personalization and Improved ROI

Room: Champagne 3 & 4
Now it’s your turn to join the conversation! This is your Call to Action to join the discussion at LeadsCon as we invite you to this highly interactive session with your peers. Come join us for an engaging discussion with everyone in the room where you can share ideas and experience, discuss problems and solutions, opportunities and more. Most organizations agree that there is a significant amount of data around customer insights, both internal (past transaction data, demographic data and financial customer health data) and external (3rd party-sourced behavioral data and contact verification data). But with all of these data points available for each consumer, how do you leverage the best combination of data to drive personalization and improve ROI? Join Lauren Dickstein of Jornaya and Karis Koehn of SoftVu as they help guide the conversation around the challenges and best practices that leading brands from a variety of industries are facing today. Don’t miss this opportunity to learn from your colleagues and help drive the discussion for what’s happening in the Leads market today.
Presented By:
11:30 AM – 12:00 PM
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IdeaShare – Let’s Talk Best Lead Tactics: How to Maximize Your Lead Gen Efforts

Room: Versailles 3 & 4
Now it’s your turn to join the conversation! This is your Call to Action to join the discussion at LeadsCon as we invite you to this highly interactive session with your peers. Come share lead generation ideas and experiences, discuss landing page problems and conversion solutions, opportunities and more. Don’t miss this opportunity to learn from your colleagues and help drive the discussion for what’s happening in the Leads market today. Join Rachel Shulties of Digital Media Solutions and Erik Josowitz of All Web Leads as they help guide the conversation around the nuts and bolts of online marketing and lead generation activities.
Presented By:
12:00 PM – 1:00 PM
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Ladies Who Don’t “Lunch” Luncheon: Navigating the Workplace as a Woman

Room: Concorde Ballroom B
Ladies, please join us at LeadsCon for an open discussion about how women interact, contribute and ultimately excel in a male-dominated industry. Come network over lunch and hear from our panel of leading women who have navigated the inherent obstacles and roadblocks to advancement in their specialized fields. Learn how they’ve each shattered their own glass ceilings and join the conversation with your questions, experiences and insights. We look forward to seeing you there!
Presented By:
12:00 PM – 1:00 PM
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LUNCH

Room: Exhibit Hall
1:00 PM – 1:50 PM
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Ensuring Effective Compliance in Lead Generation

Room: Versailles 1 & 2
With online lead generation becoming more pervasive, so is the scrutiny by government regulators, consumers and counterparties. Learn the latest regulatory developments, how to develop a culture of compliance to avoid legal risk and how to maximize growth. Lead generation isn’t new – businesses have always looked for a receptive audience for their sales pitch – but it’s faster, more sophisticated and more data-intensive than ever. For example, consumers searching online for loans, insurance or educational opportunities presents unique regulatory nuances and compliance needs within each vertical. Join us as we dive into these subtle differences and share insights on how you can protect your business.

Key Takeaways:
• Hear about the latest developments from the FTC, CFPB and states, including licensing, class action risk and enforcement actions
• Discover ways to use technology to mitigate risk
• Learn how to build an effective in-house monitoring and third-party audit program
• Find out what you should do when entering a new vertical

Presented By:
1:00 PM – 1:50 PM
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Crunching the Data: Projection Modeling and Forecasting

Room: Champagne 3 & 4
Marketing can be something your audience wants, but finding the right mix is a challenging puzzle. There’s huge opportunity for brands to play useful and positive roles in their customers’ lives. Successful marketing is no longer predicated on interruptions or buying power dictated by large budgets and purchased views. This session will share how, when the right media mix is applied, your brand could experience considerable lift in lead volume and conversion rates. Join us as we analyze marketing mix strategies that work.

Key Takeaways:
• Learn how to design strategies and experiences that help your brand connect with customers
• Recognize what media mix strategies work to optimize lead volume
• Understand how media sources work together to help predict the future of your marketing
• Gain tips in positioning your brand to deliver helpful marketing during your customer’s moment of need

Presented By:
1:00 PM – 1:50 PM
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The Homeowner Expectation: Satisfying the Needs of Today’s Home Services Leads

Room: Versailles 3 & 4
Qualified lead generators understand the importance of matching your homeowner flow with homeowner expectations. As homeowners’ expectations are evolving, lead gen companies need to think not only about what is working today, but what their customers are going to expect tomorrow or next year. Will an Uberfication model completely infiltrate home services or will something else entirely disrupt the industry? Join Jason Ashman of HomeExpert, Kristina Plumis of Porch and Chris Brown of CraftJack as they share their thoughts on how home services lead gen is evolving.

Key Takeaways:
• Understand changes and growth of the expectations of homeowners in lead gen
• Discover hot, upcoming trends in home services lead gen
• Learn about the (possible) future and evolution of home services

Moderated By:
Presented By:
2:00 PM – 3:00 PM
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How to Avoid Lawyers and Other Problems (TCPA, etc.)

Room: Versailles 1 & 2
Do you want your campaigns paused? Do you want to call & text consumers that don’t want to be contacted? Do you want to spend more time with legal and compliance? If you answered “No” to any of these questions, then attend this session to learn how to avoid problems instead of solving them. We’ll discuss how to construct compliant campaigns that move quickly through contracting and result in high-quality consumer experiences and conversions. So you can meet your metrics while keeping your Legal and Compliance teams happy.

Key Takeaways:
• Discover best practices for screening out unwanted consumers (and their lawyers)
• Learn how to automate consumer consent delivery
• Understand how to eliminate fraudulent and low-intent consumers from your funnel

Moderated By:
  • Marty Collins, Senior VP of Corporate Development, Legal & Compliance, QuinStreet
Presented By:
2:00 PM – 2:25 PM
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Make It All About Them: Personalization Drives Stronger Lead Generation

Room: Champagne 3 & 4
In today's digital world, it is easy to succumb to automation overload. To drive successful leads that will convert into customers, marketers needs to relate to them and understand their needs. People-based marketing powered by self-declared data solves for this by enabling the marketer to personalize their communication and thus, cut through the clutter, and connect with consumers in a way that sparks interest, increases intent and drives conversions at a massive scale. In this session, senior brand leaders will talk about how they utilize data to personalize their offers, drive higher engagement, increase intent and deliver high return on investment.

Key Takeaways:
• Discover how to leverage key consumer insights to drive leads
• Understand the importance of personalizing messages in order to increase engagement
• Learn how to incorporate personalization into your lead generation strategy
Presented By:
  • Daryl Colwell, Senior Vice President, Fluent
  • Debbie McKean, CMO & Chief Consumer Experience Officer, Oasis Financial
  • John White, Vice President, Field Sales & Marketing, National Sales and Marketing, Bluegreen Corporation
2:00 PM – 3:00 PM
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How Two Successful Financial Services Publishers Earned the Respect of the Millennial Consumer

Room: Versailles 3 & 4
In this hosted Q&A session, we'll hear from two successful publishers who have cracked the Millennial Code in personal financial services. One uses authenticity and intention to develop deep relationships with consumers and media. The other has built the strongest online community of personal finance bloggers, creating safe places for Millennials to collab, to grow and to spend money. In this high-value, definitely-not-boring session, you'll get sharp, actionable insight that your business can put to work today.

Key Takeaways:
• Discover how to connect with Millennial audiences earnestly and effectively
• Learn how to seamlessly move into multi-channel marketing for your site
• Understand why curated guest posts might kill your business, eventually

Moderated By:
Presented By:
2:35 PM – 3:00 PM
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Delivering High Quality Leads in Today's On-Demand Economy

Room: Champagne 3 & 4
As consumers' expectations for increased speed and personalization in their purchase processes continue, it is critical that lead aggregators and brands have sub-second access to high-quality lead profiles. Today’s lead aggregators and brands are challenged to leverage data solutions in new ways that help optimize lead qualification, drive more conversions and offer seamless integration and automation. This session will explore how lead aggregators are utilizing data to improve the inbound lead qualification process.

Key Takeaways:
• Discover how to identify and define lead personas and archetypes
• Learn how personas and archetypes can impact the automated lead routing process
• Gain insight into how lead aggregators and brands are using intelligence to improve lead conversion and ROI, while maintaining compliance
• Learn the types of data most impactful to the inbound lead qualification process
• Identify ways to use data to retarget and turn a “no” into a “sale”
Presented By:

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