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Turning Data Into Sales

Spend more time selling and less time searching. This webinar will address how to expand your market, sharpen your focus, and implement a data-driven approach to account-based marketing sales strategies.
Recorded Nov 2 2016 43 mins
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Presented by
Mark Godley, Chief Revenue Officer, HG Data
Presentation preview: Turning Data Into Sales

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  • How to Drive More Revenue Faster Using the Magic Triangle of IT Intelligence Recorded: Nov 15 2018 45 mins
    Scott Smyth, Vice President, Sales, HG Data | Justin Kitagawa, Director of Product Marketing & Operations, HG Data
    When you can see what your accounts spend on IT, what technologies they have installed, and when their contracts are up for renewal, you’re in a much better position to add value to your prospects and deliver more revenue for your company. Every day, successful sales teams are using the Magic Triangle of IT intelligence to target their accounts when they’re most ready to buy.

    In this webcast, you’ll learn why IT Spend, Installed Technologies, and Contract IT data (the three components of the Magic Triangle) are crucial to growing your wallet share. We’ll explain how:

    • Deep spend insights drive sales via the targeting of top spending accounts
    • Knowledge of your customers installed technology base can help you better plan, target and compete
    • Sales cycles are shortened and win rates increased with actionable intelligence on customer contracts

    Register for this webinar today and learn how to leverage the Magic Triangle of IT intelligence to gain an unfair advantage and increase your win rate!
  • How to Use HG Data in Facebook for Advanced B2B Campaign Targeting Recorded: Oct 30 2018 38 mins
    John Connell, Executive Vice President, Digital, HG Data & Grace Armstrong, Account Director, Data Partnerships, LiveRamp
    Facebook is an enormous advertising platform with an audience of more than 2.23 billion users. But if you’re a B2B marketer, your focus must be narrow and precise to reach the Facebook users that matter for your campaign objectives. Through a partnership between HG Data and LiveRamp, you can now use HG Data Audience segments to target your ads to the most relevant audience on Facebook in just a few quick steps.

    In this webcast, you’ll learn:

    - How tech installation data and other company insights help you target the right B2B audience for your Facebook advertising campaign

    - How other companies have used HG Data Audience segments to target more precisely and generate extraordinary results

    - How to activate HG Data Audience segments for Facebook using LiveRamp

    Register for our webinar today to see how the right data and tools can help you precisely target your B2B advertising campaigns on Facebook so you can achieve impactful results.
  • How to Accelerate your ABM Program Results with Enriched Data Recorded: Oct 9 2018 34 mins
    Kineon Walker, VP of Product & Marketing, HG Data | Justin Kitigawa Senior Director of Sales/Marketing Ops, HG Data
    Account selection is one of the most critical components to ensuring ABM success. It determines how specific you can get with your initial outreach, the type of content you produce, and the overall effectiveness of your program. To deliver the best results, you need a data enrichment strategy to help you select the right accounts for your ABM program.

    In this webcast, you’ll learn:

    - Four different data enrichment types and how you can use them to select your accounts

    - The type of enrichment data that sales and marketing teams are using to identify accounts that are 50% more likely to turn into closed/won revenue

    - How to use data enrichment to tailor your messaging and content for best results

    Register for this webinar today to learn how you can use third-party enrichment data to select the accounts that ultimately lead to larger deal sizes, faster sales cycles and more revenue for your business.
  • How Technographics Help You Find and Close Business Faster Recorded: Aug 29 2018 42 mins
    Kineon Walker, VP of Product & Marketing, HG Data | Justin Kitigawa Senior Director of Sales/Marketing Ops, HG Data
    More and more sales and marketing teams are using technographic data to identify prospects that are 50% more likely to convert into closed/won revenue. Everyday, successful teams are experiencing how install base data is helping them target the right accounts, identify new prospects, and shorten sales cycles.

    In this webcast, we’ll reveal the top 6 revenue generating use cases for technographics including:

    - Improved Prospect Selection that keeps sales teams focused on the right opportunities.

    - Accelerated Demand Generation that connects the right prospects with a relevant message

    - Increased Sales Pipeline that grows your total available market from 3-5x.

    Register for this webinar today and learn how to leverage technographics to drive more successful outcomes for your sales and marketing teams!
  • What is Technographic Data and Why You Need it in Salesforce Now Recorded: Jun 12 2018 47 mins
    Jim Hopkins, Salesforce | James Schoensiegel, Tegile, a Western Digital brand | Justin Kitagawa, HG Data
    If you sell or market a B2B technology product or service, you’re accustomed to developing call scripts or marketing collateral that highlights how you solve the pain points of a competing technology, or enhance the functionality of a complementary solution. However, all the work you’ve invested in crafting that refined message gets lost if you’re not delivering it to the people that would benefit from your offering the most.

    In this webinar, we’ll show you how to get your message to the right audience by enriching your Salesforce accounts with comprehensive technology installation data (technographics). Through real use cases from our customer, Tegile, a Western Digital brand, you’ll not only see how easy this is to do, but also understand how effective it can be. In brief, here’s what we’ll cover:

    - How Tegile, a Western Digital brand, is using technographic data to deliver personalized content for their ABM programs, develop custom product pitches for their SDRs, choose the right channel partners their accounts, and conduct strategic target market assessments.

    - A brief overview of Salesforce’s new Lightning Data app platform and how you can use it to quickly enrich your Salesforce accounts with trusted third-party data

    - An introduction to technographic data and how easy it is to add to your Salesforce accounts using our HG Data for Salesforce app
  • How to Score Your Accounts in Salesforce with HG Data Technographics Recorded: Apr 4 2018 3 mins
    Justin Kitagawa
    Here's a quick example of how you can use technographics to score your account within Salesforce. Account scoring helps you prioritize and route your accounts so your sales and marketing teams can target the right accounts in their outreach.
  • How the Right Content & Delivery Strategies Double Demand Gen ROI Recorded: Oct 17 2017 45 mins
    John Steinert, the CMO of TechTarget, and Zak Pines, the VP of Marketing at Bedrock Data
    As the measurability of marketing campaigns has gone up, marketers have become obsessed with things like CPL and MQL. They’ve focused more of their budgets on demand generation volume rather than on understanding the drivers of better outcomes. Despite their best efforts, for many companies, SQL/SAL conversions remain just half of where they should be for their efforts.  There’s clearly a better way.

    In this webinar, we’ll address how better synchronizing content development and delivery, to truly integrate your branding and demand generation, can lead up to a 2x increase in ROI. Here’s what we’ll cover:

    • A preview of TechTarget’s research on the effect of integrated branding on real consideration rates and demand gen conversion – based on the analysis of 110,000 IT solution deals 

    • How Bedrock Data uses a blend of thought leadership and demand generation content to achieve their sales goals
  • Account Based Sales: What You Need for Success Recorded: Sep 7 2017 45 mins
    Barbara Winters, Justin Kitagawa
    You’ve heard all benefits of account based sales development: better alignment between sales and marketing, increased engagement with target accounts, and larger deal sizes leading to higher revenues. That’s great, who wouldn’t want that? But how do you get there?

    Although implementing an ABS strategy varies somewhat from company to company, we’ve learned quite a bit about what it takes to do it successfully from our customers as well as our own sales and marketing teams. In this webinar, you’ll learn:

    • How ABS has made our customers more effective in their sales and marketing outreach
    • The process we went through to achieve ABS success
    • The key ingredient to aligning sales and marketing to achieve the best results with ABS

    The presenters for this webinar are Barbara Winters, Vice President of Marketing at HG Data, and Justin Kitagawa, Director of Sales and Marketing Technology at HG Data.
  • A Data Driven Approach to Implementing the Demand Unit Waterfall Recorded: Jul 27 2017 42 mins
    John Donlon (SiriusDecisions), Barbara Winters (HG Data), Zak Pines (Bedrock Data)
    SiriusDecisions recently introduced the new Demand Unit Waterfall, a process that enables teams to track their lead flow, improve their processes and, ultimately, drive increased revenue and growth. Quality third-party data is a key driver in implementing a successful Demand Unit Waterfall in your organization, but exactly what data should you be looking for and how do you apply it?
    In this Webinar we’ll cover 

    • Enhanced company profile data and how it can help you define and refine your TAM, and inform sales and marketing efforts throughout your demand generation activities

    • Using Reverse technographic analysis to uncover your Ideal Customer Profile and identify Active Demand

    • A case study from a customer who used technographic data to find the right customers to target and achieve well above average response rates on demand generation campaigns

    Presenters for this webinar include John Donlon, Senior Research Director at SiriusDecisions, Barbara Winters, Vice President of Marketing at HG Data, and Zak Pines, Vice President of Marketing at Bedrock Data
  • HG Data Company Overview Recorded: Jul 12 2017 3 mins
    HG Data
    HG Data is the best-in-class leader for technology installation information in the world. B2B technology marketers rely on our accurate technographic insights, based on advanced data science, to build better forecasts and precisely target their campaigns at scale, while innovative OEMs use our intelligence to enhance their product offerings.
  • Targeted Outreach: How to Get Noticed Recorded: Jun 14 2017 28 mins
    Mark Godley, CRO at HG Data
    Your customers and prospects are busy people. Every week they are inundated with e-mails, phone calls and social media intrusions from companies pitching their solutions. How do you make sure your outreach stands out and leads to further engagement?

    The sales and marketing teams who run the most successful cross-sell/up-sell and competitive takeaway campaigns do so my learning all they can about the technology their prospects use to run their business. This allows them to craft highly tailored messages that directly address the pain points prospects are having with their current tech stack, in a language that resonates and encourages follow up.

    In this webinar we'll cover:

    • Using targeted technographics to identify the right accounts to target for your cross-sell/up-sell and competitive takeaway campaigns, as well as your ABM programs
    • Developing messages that are focused on what you know about your prospect’s tech stack
    • Examples of what successful targeted messaging looks like

    The presenter for this webinar is Mark Godley, the chief revenue officer for HG Data. Mark has held leadership positions at technology companies of all sizes, from pre-revenue to publicly traded. Mark is best known for driving revenue that significantly outpaces industry growth while rejecting the herd mentality.
  • Better Data, Better Account Based Marketing: What You Need to Know Recorded: May 1 2017 45 mins
    John Donlon, research director at SiriusDecisions, Mark Godley, CRO of HG Data, Vin Turk, COO of Madison Logic,
    There’s a lot of data available to B2B marketers, but having the right data is the first step toward building an effective account based marketing strategy. But what is the right data, and how do you apply it?

    When account based marketing is done right, sales and marketing teams can align behind the best prospects to target and develop messages that resonate with these prospects. This webinar will help you:

    - Recognize the right data for account based marketing campaigns
    - Apply that data to create hyper-relevant campaigns
    - Measure and continually optimize your ABM campaigns

    Moderated by John Donlon, research director at SiriusDecisions, and featuring presentations by Mark Godley, CRO of HG Data, and Vin Turk, COO of Madison Logic, this webinar demonstrates the type of data you need to succeed in your programs. Vin and Mark will also share use cases as to how data is helping them deliver extraordinary results in real-world ABM programs.
  • Turning Data Into Sales Recorded: Nov 2 2016 43 mins
    Mark Godley, Chief Revenue Officer, HG Data
    Spend more time selling and less time searching. This webinar will address how to expand your market, sharpen your focus, and implement a data-driven approach to account-based marketing sales strategies.
Technographics Help You Drive Better B2B Marketing, Sales & Analytics
This channel will show you how you can leverage comprehensive technographics from HG Data to improve the way you segment markets, refine messages and offers, direct ABM (account-based marketing) initiatives, and feed business intelligence systems for optimal results.

HG Data is the best-in-class leader for technology installation information in the world. Today, leading B2B technology providers – from Fortune 500 to fast-growing start-ups – rely on technographic insights from HG Data to achieve better results from their marketing and sales programs.

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  • Live at: Nov 2 2016 4:00 pm
  • Presented by: Mark Godley, Chief Revenue Officer, HG Data
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