Our very own VP of Strategy, Tom Judge, will deliver two presentations at the DMA’s worldwide annual conference “DMA13” in Chicago in October, 2013.

The First: 11 Tips From the Front Lines To Optimize Your Multi-channel Marketing Campaigns

This presentation brings Tom back by popular demand to update the members on his speech delivered at last year’s event. This interactive presentation will be held Monday October 14, from 3:00 – 4:00 pm. The program will address the underlying problems with most demand generation programs that resulted in only 42% of B2B sales reps hitting their sales quotas in 2012. The presentation then outlines eleven field tested best practices from the front lines to fix the problems along with two metrics focused case studies as examples. A number of myths will be shattered and misassumptions are addressed and corrected along the way. See more details here: http://www.vivastream.com/events/dma2013/sessions/eleven-tips

The Second: Why It Takes 7-13+ Big Touches to Generate a Qualified B2B Sales Lead Today: Parts 1 and 2

For this presentation, Tom will be a featured speaker along with co-presenter, Laurie Beasley, President of Beasley Direct Marketing, Inc. This team will be teaching a B2B marketing mini workshop on October 16, from 9:00 – 10:45 am. The workshop will address the need for B2B sales teams to receive higher quality “sales-ready” leads to hit their sales numbers, and how the marketing department is required to provide them.  But there’s a catch.  It often takes 7 to 13+ touch points to develop a suspect into a sales-ready lead. This is often 2 or 3 times the number of touches the marketing department ever makes.  Marketers must adapt to the “new normal” of planning to execute growing numbers of multi-channel, integrated marketing touches to achieve company sales goals.

The workshop will discuss:

  • What’s happening from the buyer’s perspective
  • Latest metrics around various contact strategies
  • Tips on adjusting plans in this new environment
  • Case studies from manufacturing to high tech, with real numbers and frank discussion

This session will give B2B marketers a complete playbook for adapting their plans to deliver truly qualified sales leads. See more details here: http://www.vivastream.com/events/dma2013/sessions/qualified-b2b-sales-lead-part1

If you’re going to DMA this year, don’t miss out on these informative and entertaining sessions! You can also save $300 if you register using this code: AN602

Go to www.DMA13.org for more information or to register.