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From Good to Great: Accelerating Buyer Engagement with Intent

Modern ABM is shaping toward higher digital engagement as the main approach to influence buying groups. However, a recent Forrester study found that roughly 37% of B2B companies waste marketing spend as a result of poor-quality data.

Join us on July 30th at 10:00 AM PT as we speak with experts at HP and find out how leading ABM practitioners ignite growth and accelerate digital engagement using profile indicators, intent and other behavior signals.

In the webinar you will learn how to:
• Identify and prioritize the right buyers
• Design 1:1 omni channel digital buyer journeys that can accelerate engagement
• Organize and align your demand gen, digital, content and sales teams for success

Plus, register and get exclusive access to our newest report on how to use intent data in your ABM strategy.
Recorded Jul 30 2020 43 mins
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Presented by
Freddie Liversidge, Director of Digital Activation, HP, Nipul Chokshi, VP Marketing, Dun & Bradstreet
Presentation preview: From Good to Great: Accelerating Buyer Engagement with Intent

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  • Channel
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  • Beneficial Ownership – Is Europe connecting the dots? Nov 24 2020 2:00 pm UTC 34 mins
    Neil Isherwood - Due Diligence Subject Matter Expert, Dun & Bradstreet
    Understanding Ultimate Beneficial Owners (UBOs) is a fundamental regulatory requirement in EU Money Laundering Directives. To support this drive, the EU Commission has been tasked to connect the various UBO registers at EU level by 10th March, 2021, to provide a consistent and transparent pool of information on UBOs across the region.

    However, as with all of the EU Money Laundering Directives, each member state has, or will, implement directives in the way that best suits their unique frameworks and political needs. When it comes to aligning the registers, this presents some challenges.
    Some states are still in the process of setting up their register, while registration isn’t required in others. Some require payment for access to the data, while others don’t currently make the data publicly available at all. Data also differs between regions, for example whether legitimate interest is required.

    During this webinar, we take a look at:
    •the landscape of the EU Money Laundering Directives with a focus on Beneficial Ownership
    •the approaches being used
    •how the future connection of registers may work
  • Adapting & Succeeding in the Changing Sales Environment Nov 18 2020 6:00 pm UTC 45 mins
    Mary Shea - Principal Analyst, Forrester, Nipul Chokshi, VP Marketing, Dun & Bradstreet
    In the changing sales environment, organizations may experience many roadblocks to success. From time management to organizing virtual calls, efficiency can be a challenging goal to achieve.

    When there is change, adaptation needs to be the focus, but that’s not all. Success-driven habits for sales organizations are key when it comes to performance.

    Come join us on November 18th at 11 AM EST | 2PM PST as we speak with Forrester Analyst Mary Shea and Nipul Chokshi, Dun & Bradstreet’s Vice President of Marketing, to find out how sales leaders can adapt and succeed in the changing sales environment.

    In the webinar you will learn about:
    - Boosting productivity in your sales organization so that you can ignite growth
    - How to more effectively prospect and prioritize your account-based sales
    -The key trends in digital tools and digital transformation to help you stay ahead

    Register and receive insights on adapting and succeeding in the changing sales environment through valuable use cases.
  • Small Business: Managing Cash Flow Nov 18 2020 5:00 pm UTC 45 mins
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    Managing Cash Flow in Uncertain Economic TImes
  • Unlock Your Account-Based Marketing Opportunities Nov 4 2020 6:00 pm UTC 45 mins
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    3 keys to attracting the right customers and accelerating growth with digital

    B2B buyers are rapidly changing how they think about and approach their buying journey. According to McKinsey, digital interactions have become twice as important post-COVID.

    It’s more critical than ever that companies use their dollars wisely to engage their buyers in the right channels, at the right times. That means digital.

    That also means opportunity. For the businesses willing to invest in smart digital engagement, the rewards can be substantial.

    In this webinar, Dun & Bradstreet’s VP of Marketing, Nipul Chokshi and LiveRamp’s B2B Demand Generation Leader, Ben Coffee, will offer actionable insights and strategies for how to reach the right customers through digital channels, including how to:

    Better serve your buyers’ preferences and maximize ROI in digital-first interactions

    Target accounts more likely to buy with the use of intent data and AI

    Drive higher engagement through always-on personalization and targeted messaging

    Attend live and receive a complimentary in-market prospects list to start getting even better results with your digital engagement, faster.
  • D&B Hoovers Webinar Series: Maximise Adoption and Value for Site Administrators Recorded: Oct 22 2020 27 mins
    Simon Knight, Product Director Steve Willmott, Solutions Consultant
    In this webinar we focus on how you can maximise the adoption and value of D&B Hoovers using the administration tools to ensure you are getting the most from the solution. We will demonstrate how to:

    •Use the administration tools to maximise value
    •Review usage
    •Manager user accounts
  • The Future of Insurance – Powering the Next Paradigm Recorded: Oct 15 2020 63 mins
    Stephen Catlin, Silvi Wompa Sinclair, James Kent, James Harrison, Sam Tidswell-Norrish
    The insurance industry is evolving at an unprecedented pace with data and analytics set to play a key role in powering the next paradigm of change and accelerating the industry’s digital transformation. COVID-19 has challenged the traditional approach of doing business for all of us, the pandemic has also highlighted the fragility of some operating models that are not underpinned and supported by rich data and digital technologies. Innovative insurers are turning to Dun & Bradstreet’s rich data capability and solutions to help navigate through this change whilst supporting their strategic objectives.

    The time for change is now unavoidable so join us to learn how to address some of these opportunities. This webinar, hosted by James Harrison, our new Head of Insurance UKI at Dun & Bradstreet, and Sam Tidswell-Norrish, International CMO at Dun & Bradstreet, will explore some of the most pressing issues currently facing the insurance sector with insight provided from industry heavyweights including Stephen Catlin, Founder and CEO of Convex; Silvi Wompa Sinclair, Group Head of Portfolio Underwriting at Swiss Re; and James Kent, Global CEO at Willis Re.

    Topics include:

    - Trends that have been impacting the insurance industry
    - How enhanced data capabilities are playing a key role in the central corporate strategy of leading insurers from the way they understand their customers to product innovation
    - Opportunities posed by data to expand traditional service bases of both brokers and insurers
    - Why looking at talent and diversity differently is needed to support the next paradigm for insurance.
  • D&B Hoovers Webinar Series: Real Time Intelligence in your CRM Recorded: Sep 24 2020 31 mins
    Simon Knight, Product Director Steve Willmott, Solutions Consultant
    When D&B Hoovers is integrated with your CRM, you have a powerful combination of your data with leading insight from the D&B Data Cloud. In this short webinar, we will look at the additional capabilities Salesforce and Microsoft Dynamic CRM users can access:

    •Key insights available on lead and account pages
    •Quickly create and update accounts or leads
    •Import and monitor account or lead watchlists
  • How to Rev Up Your RevOps To Accelerate Growth Recorded: Sep 17 2020 47 mins
    Lori Wizdo, VP, Principal Analyst (Forrester) | Maggie Granger, Director, Integrated Marketing (Dun & Bradstreet)
    Vanguard B2B companies are building a RevOps function to achieve a more integrated, data-driven and agile marketing, sales, and service capability. But, it can be challenging.

    Join Dun & Bradstreet and Forrester to discuss how to architect and enable your RevOps function to excel against the primordial goal to profitably win, serve and retain customers.

    This session will be 45 minutes in length, with the following session 'How BMC Creates Revenue Success in a Digital-First World' starting at 12pm PDT / 3pm EDT
  • ABM in the Age of AI and Data Recorded: Sep 17 2020 38 mins
    Steve Casey, Principal Analyst (Forrester)
    B2B buyers are now expecting to be treated as equal partners by their vendors, and demanding buying experiences that are increasingly open, connected, intuitive, and immediate.

    Join Forrester’s Steve Casey as he analyzes the impact of two important trends – the growing realization that all marketing and sales engagement needs to be account-centric and the maturation of AI-powered applications that can create relevant and contextual experiences throughout the entire buying journey – and uncovers:

     The importance of quality data as the fuel for more effective engagement.
     Why traditional, rules-based approaches fall short of increasing buyer expectations.
     Real-life examples of companies that have successfully scaled their account-centric digital engagement.

    This session will be 45 minutes in length. The next session 'Moving from traditional interactions to always-on ABM with digital' will start at 12.00pm PDT / 3.00pm EDT
  • Small Business: Use Data to Discover and Act on New Opportunities Recorded: Sep 17 2020 35 mins
    Jennifer Nash, Joseph Pascaretta, and Amber Colley
    Finding new opportunities is top of mind during the best of circumstances, but how do you target the best prospects and win them during economic uncertainty? Jennifer Nash, Joseph Pascaretta, and Amber Colley of Dun & Bradstreet discuss how businesses of all sizes can use data to find and evaluate new opportunities, and how to put your best foot forward during an RFP or bid.

    In this webinar, you will:
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    •Discover how data can help you better manage the risk around new opportunities
    •Understand how the data Dun & Bradstreet has on your company could be used during the buyer’s journey

    Register now and get the information you need to leverage business data to your advantage.
  • How Outreach.io uses Data to Accelerate Revenue and Achieve Market Leadership Recorded: Sep 16 2020 32 mins
    Max Altschuler, VP of Marketing (Outreach.io) | Nipul Chokshi, VP Marketing (Dun & Bradstreet)
    As a leader in the sales engagement space, Outreach.io has learned through the years that customer data is one of the most important assets a business holds. Customer Data is the key to understanding the health of your own customers as well as predicting where future business lies. Adopting an Account-Based Sales strategy is critical to your success in 2021 and beyond.

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    - Why an Account-Based Sales strategy is necessary, and how to get started
    - Keys to building a strong customer data foundation
  • How to plan your "Land & Expand" Strategy with Customer Insights Recorded: Sep 16 2020 34 mins
    David Nelson, Managing Director (Traction Complete) | Maggie Granger (Dun & Bradstreet)
    Understanding your customer is key to identifying where you have the potential to land and expand in the market. That is easier said than done.

    Join Traction Complete and Dun and Bradstreet to learn how referential data and hierarchies can help you better understand your customer, expand into current relationships, as well as access new opportunities by identifying family tree ownership opportunities.

    This session will be 35 minutes in length.
  • Decoding Intent Data: Finding In-Market Buyers Within Target Accounts Recorded: Sep 16 2020 35 mins
    Brandon Friesen, CEO (Just)
    As buyer behavior continues to change, B2B companies are significantly increasing their spend on digital demand gen efforts. However, the biggest challenge today is selecting the right accounts and engaging them consistently across channels. 

    Join Brandon Friesen, CEO, as he covers how big brands are igniting growth and accelerating digital engagement using intent and behavioral signals. as they cover what’s changed, what’s coming up in the near future and, how to address those opportunities to deliver breakthrough results.

    In this session you will learn: 

    • Using intent data to identify what companies from your target accounts are in-market and what use case they’re interested in.
    • 3 examples of companies using data, insights and AI to identify and engage buyers with the right message at the right time. 
    • How to create a winning digital strategy to attract and engage in-market buyers across channels align and organize cross functional teams to set campaigns and programs for success.  
    • How to set the right metrics and measure for success across channels.

    This session will be 35 minutes in length.
  • 3 Winning Sales Plays for Igniting Growth Recorded: Sep 16 2020 31 mins
    Peter Larkin, Chief Revenue Officer (True Influence) | Nipul Chokshi, VP Marketing (Dun & Bradstreet)
    The sales environment has drastically changed in 2020. Now, more than ever, being relevant and truly understanding your customers is critical for modern sales teams to succeed… especially as businesses adapt to changes in the market.

    Join us as we speak with True Influence’s Chief Revenue Officer, Peter Larkin, who will be sharing how he transformed his sales reps into consultative sellers. Building sales event triggers using AI and Data which help his sales team stay up to date with their accounts and are alerted in any changes to the business.

    By attending this session you’ll learn:

    - How AI + Data can be used to help your sellers build a 360-degree view of their target accounts
    - Strategies to build a strong data foundation that enables your sales team to win more
    - How to transform your sales team into consultative sellers – selling the right product, at the right time to the right buyer
  • How BMC Creates Revenue Success in a Digital-First World Recorded: Sep 16 2020 28 mins
    Marina Schubow, Senior Director of Analytics & Automation (BMC) | Nipul Chokshi (Dun & Bradstreet)
    • What a successful program looks like from a goal, tactic and tech stack standpoint
    • Key challenges from a data, content, and organization standpoint
    • How data/insights are driving segmentation and personalization
    • What are the key metrics they are using to evaluate success

    This session will be 30 minutes in length. The next session 'How to plan your "Land & Expand" Strategy with Customer Insights' will start at 12.30pm PDT / 3.30pm EDT
  • Moving from traditional interactions to always-on ABM with digital Recorded: Sep 16 2020 34 mins
    Marie-Laure Carvalho, SolarWinds
    Modern ABM is shaping towards higher digital engagement as the main approach to influence buying groups.  As buyers have now taken control of the customer journey, it is all about account-based engagement and how to leverage those interactions to grow revenue.   

    Join Marie-Laure Carvalho, VP, Marketing Technology,  and find out how they are accelerating digital success and increasing pipeline by using profile indicators, intent, and other behavioral signals as they cover: 

    • Shifting towards digital-first interactions to better serve modern-buyer preferences  
    • Leveraging insights and predictive AI to prioritize businesses more receptive to  your solutions 
    • Architecting and deploying always-on personalized buying experiences to help drive higher engagement with B2B buying groups

    This session will be 30 minutes in length. The next session 'Decoding Intent Data: Finding In-Marketing Buyers Within Target Accounts' will start at 12.30pm PDT / 3.30pm EDT
  • So what? Adding value in a chaotic world Recorded: Sep 16 2020 38 mins
    Julie Thomas, President and CEO  (ValueSelling Associates) | Sean Crowley (Dun & Bradstreet)
    As we begin to plan for our recovery and rebound from the current economic situation, sales executives should be considering how they will add value to their prospects and clients. ValueSelling is often confused with your value proposition. To survive in today’s competitive markets, your value proposition is important. And the skillset to understand your prospect’s specific value from you is even more critical.

    Julie Thomas, President and CEO of ValueSelling Associates, will discuss the three keys to accelerating your results and ignite your sales team’s growth.

    Julie will cover:
    • How to rethink your Value Proposition and arm your sales teams to uncover enough value to motivate change.
    • Why being different is not the same as being differentiated.
    • How to successfully position yourself to win the fight for capital

    This session will be 45 minutes in length, with the following session 'Driving Digital Transformation in 2021' starting at 12pm PDT / 3pm EDT
  • COVID-19 – What’s Next for Businesses? What Can be Learnt & What May be to Come? Recorded: Aug 26 2020 60 mins
    Markus Kuger - Chief Economist, Mark Preston - Finance Subject Matter Expert
    The UK Commercial and Economic Realities of COVID-19 have been quite something! Dun & Bradstreet will review what has been seen and what may be yet to come covering: D&B’s proprietary insights, country risk and economic analysis.Through operating in a Pandemic, including observations from across the front line of many industries. We will outline which Businesses are likely to survive? Even if they are forced into a ‘Review and Reset’ mode.
  • From Good to Great: Accelerating Buyer Engagement with Intent Recorded: Jul 30 2020 43 mins
    Freddie Liversidge, Director of Digital Activation, HP, Nipul Chokshi, VP Marketing, Dun & Bradstreet
    Modern ABM is shaping toward higher digital engagement as the main approach to influence buying groups. However, a recent Forrester study found that roughly 37% of B2B companies waste marketing spend as a result of poor-quality data.

    Join us on July 30th at 10:00 AM PT as we speak with experts at HP and find out how leading ABM practitioners ignite growth and accelerate digital engagement using profile indicators, intent and other behavior signals.

    In the webinar you will learn how to:
    • Identify and prioritize the right buyers
    • Design 1:1 omni channel digital buyer journeys that can accelerate engagement
    • Organize and align your demand gen, digital, content and sales teams for success

    Plus, register and get exclusive access to our newest report on how to use intent data in your ABM strategy.
  • How a Customer Data Platform can Drive Sales Efficiency and Growth Recorded: Jul 30 2020 45 mins
    Barry Burns & Richard Shore Dun & Bradstreet, Barry Magee Citrix
    As the world continues to change we are seeing more importance placed on the Digital Marketplace and the ability of sales and marketing teams to adjust their growth strategies has never been more important. This is the time for Marketing and Sales Operations to be agile, particularly around Account Based Selling.

    Please join us for a webinar on Thursday 30th July at 10am where experts from Dun & Bradstreet will be joined by Barry Magee, Director of Business Intelligence at Citrix, providers of the leading Digital Workspace, Networking and Analytics System, to discuss how your CDP can drive Sales Efficiency and Growth.
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  • Title: From Good to Great: Accelerating Buyer Engagement with Intent
  • Live at: Jul 30 2020 5:00 pm
  • Presented by: Freddie Liversidge, Director of Digital Activation, HP, Nipul Chokshi, VP Marketing, Dun & Bradstreet
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