We’re back with another ICYMI bi-weekly event recap of our jam-packed Revenue Collective and Operations Collective (now Pavilion) events calendar. This April, we’ve got 124 informative events planned across both communities, led by some of the top revenue leaders in the world.
Let’s dive into highlights from the first half of April.
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How a marginal cost impacts the future of email marketing.
B2B engagement is broken. If you’re a seller, you may not perceive it, but if you’re a buyer, you’re getting screamed at every day. This broken model is amplified by the economics of email — increased automation and no marginal costs result in overwhelming email volume. This means that buyers are tuning out, reply rates are dropping, and SPAM filters and GDPR have a major impact on email deliverability.
Emails from unknown senders not only clutter your inbox, but they also impact productivity. In this session, Aaron Leeder, VP of Partnerships & Alliances at Revenue Collective (now Pavilion), discussed the unsustainable economics of email and how to respond with Andy Mowat, founder of Gated. A few highlights:
- Stop mass emailing: Move from marketing automation to 1:1 scale and respond when people reply.
- Target your emails: Increase your focus on the right accounts.
- Personalize your emails: If you send mass emails, you get mass email reply rates. Write like a real person.
Watch the full replay.
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Return to the Office: A Discussion about the Workplace
With COVID vaccine distribution accelerating, more companies are starting to formalize return to office plans. But what does a safe and effective return-to-work plan look like, and who are the key stakeholders and resources you should consider when building your plan? Despite all the uncertainty that comes along with this new phase, two things remain true: there is no one-size-fits-all plan, but there are key elements you need to incorporate to be successful. In this webinar, leaders from HqO discussed how building owners, tenants, and technology companies are working together to roll out office return plans and create a safe working environment where employees want to work.
Three main return-to-work considerations:
- Communication: How do I communicate with my employees about policies and procedures?
- Safety and security: How do we ensure our employees and customers stay safe and healthy?
- Logistics: How do we avoid long lines at office elevators or lines at our business?
Watch the full replay.
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Quotas! Solve Your Biggest Sales Challenge
61% of companies say quotas are a sales effectiveness issue.
As an artist turned business leader, Mark Donnolo realized that the creative problem-solving principles he learned as a designer could be applied to the sales process. Yet, many companies overly rely on historical context rather than story-driven problem-solving to establish quotas and good sales processes. In this session, Zorian Rotenberg and Mark Donnolo discuss what’s happening with quotas in 2021 and shared tips on how you can solve your quota challenge.
Post-COVID quota tips:
- History is history
- Know where your market is now
- Use quota methods for your majors and broad market
- Balance market opportunity with your new sales capacity
Watch the full replay.
