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Saturday, July 19, 2014

Quarterly Sales & Demand Generation Meeting

Next week we will all be presenting our look back over the year and our focus for the upcoming quarter. Since I head up the Demand Generation Team I will need to show progress to date and my plan going forward.

I was the first person ever to be brought in to set up the Lead Development Team at Visual IQ. My boss worked at Adobe and He has brought in some of his team from Adobe too. I've been fortunate as I've had some intensive training using the Adobe methadology for Demand Generation Management.
I will be putting a presentation together on my accomplishments to date and plans for the future, including:
1) Ramping up quickly, getting to 22 meetings (Stage 2 Salesforce Opportunities) with Fortune 500 Companies in Q1 of 2014.
2) Using my own initiative to lead sources 
a) Testing out multiple data bases to find a good fit
b) Finding several that have generated 100's of good leads, including LinkedIn Sales Navigator and one which was adopted company-wide, Zoominfo,, pardot etc..
3) Setting up 11 meetings with CMO's or Senior Directors of Enterprise businesses (Jet Blue, Target, Bell) in 4 days at the Adobe Marketing Conference
4) Great leads from the Forrester report on Marketing attribution
5) Leads generated from some of my Email Marketing, Social and Digital Media Campaigns. For Email I've completed a lot of A/B testing to determine the best email subject lines. So I know my Emails will 'Nail it' in terms of open, click and response rates.
As Famous Advertising Executive David Ogilvy once wrote -
'On the average, five times as many people read the headline as read the body copy. When you have written your headline, you have spent eighty cents out of your dollar.'

Friday, June 27, 2014

My top 5 favorite Conferences

Caesar's Palace, Las Vegas - The Money Show

In the last 6 years I've gained huge amounts of experience attending and setting up a large variety of Conferences in multiple business sectors and diverse locations; I've got good at assessing which are effective and which aren't; using both hard metrics and softer skills - the art and science of conferences. I always have to justify the budget to my CEO so I have to be on top of this.

At the Financial Traders Conference at the Money Show at Caesars Palace Las Vegas I got to stay in the same hotel that 'The Hangover' was filmed in, which was great. I also managed to win a thousand dollars at Poker. We got plenty of good leads but it was also the kind of crazy testosterone fueled event that you'd expect from a bunch of financial traders; think 'Wolf of Wall Street'.

The Economics forum in Washington DC was great, mainly because I got to hear Paul Volcker, the ex-Federal Reserve Chairman speak and i got to hang out in DC, which is a city I really liked (although i do like JFK's quip that 'DC is a city with northern charm and southern efficiency'). We were marketing a new Business intelligence tool called Datazoa, to business Economists at Government agencies, Research organisations and Universities amongst others; our efforts secured new clients from Massachusetts State Treasury, San Francisco & Dallas Fort Worth Airports and several Country's Central Banks as well as a host of Universities.

I've been to numerous shows in New York City, including Trading Software and most recently the Digital Analytics Association. I was also in Chicago for the Internet retailers conference ( ). I would have liked to explore the city but on that occasion I was so busy I pretty much never got out of the area my hotel and the event was in.

My Hotel had had 8 Presidents stay there, which sounds very impressive. However the last one was FDR in 1932 and I think that's the last time they had done any work on the joint. Seriously though I had a mean fillet steak In their restaurant. Plus one night we all went out to a fantastic Tapas restaurant called Mercat.

My all time Favorite Conference  would have to have been the Adobe Conference in Salt Lake City, Utah:
I Set up 11 meetings in 4 days, all with C level decision makers at Fortune 500 Companies; Several of which converted to $ 1 Million plus deals. I went to see Vampire Weekend play live and had to top it off had my best day's skiing in Park City, for 8 or 9 years with a British/Dutch guy from London who now lives in Toronto.

I also made some great contacts on the ski day that I wasn't expecting; for example heads of business divisions at Bell Canada, Verizon Wireless and at the Gartner Group. Great experience all round but looking back the skiing was definitely the best part.

Park City, Utah, where I went skiing for the final day of the Adobe Marketing Conference