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Tech Buying and Selling During the Pandemic

Leverage key buying trends and intent data to take action right now. In this webinar you will get a clear read on today’s markets. Learn what your marketing and sales teams should be doing to optimize demand capture in the current environment.

• How digital transformation has accelerated and what short- and long-term strategies buyers are evaluating.
• Why marketing and sales teams are turning to digital more than ever before to fill pipeline gaps.
• How vendors can leverage intent data to uncover new buying centers and entry points for sales.
Recorded May 6 2021 59 mins
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Presented by
Deb Schleede, Sr. Marketing Operations Manager, CloudCheckr with Kelley Damore and Rebecca Kitchens, TechTarget
Presentation preview: Tech Buying and Selling During the Pandemic

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  • Channel
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  • ABM Reality Aligning & Enabling Your SDRs for Better B2B Marketing & Sales Feb 7 2022 5:00 pm UTC 56 mins
    Kerry Cunningham - Senior Research Director, SiriusDecisions, Josh Garland, Vice President, Product Marketing TechTarget
    More and more companies are turning to "inside" sales teams to help turn leads into better opportunities. Sounds simple. But with the changing marketing landscape of ABM, lead scoring and automation platforms, arming the team for success isn't always a straight shot.

    Check out this on-demand webinar featuring Kerry Cunningham, Sr. Research Director, Sirius Decisions and Josh Garland, VP of Product Marketing, TechTarget where they will highlight common mistakes many companies are making in pursuit of pipeline. Best of all, they prescribe detailed steps forward to make your BDRs, SDRs or ISRs more productive, more valuable, and happier with the critical role they perform.

    View this webinar to discover how to:
    - Break the pattern of doing more but producing less
    - Prioritize accounts and activities that really deliver
    - Build KPIs, processes and systems that make sense of an account-based future.
  • Take Out the Trash Jan 10 2022 5:00 pm UTC 59 mins
    Nancy Nardin, Smart Selling Tools, Josh Garland, TechTarget, Aurelien Mottier Operatix
    4 ways to eliminate wasted time and increase ISR productivity with better data
    Recent studies have shown that as much as 50% of sales’ time is spent on unproductive prospecting and 98% of cold calls don’t lead to an appointment. Worse, 97% of buyers don’t believe that sellers have an approach that truly stands out. Let’s admit it: Something is not right in the State of Sales.

    But smarter teams with new approaches built on better insight are already driving better results and will drive performance to new levels.

    Watch the replay of the webinar hosted by sales process & technology expert Nancy Nardin, Josh Garland, VP of Product Marketing at TechTarget, and Aurelien Mottier, CEO at Operatix, as they identify the 4 biggest issues in pipeline building, and how inside sales teams can overcome them. With real-world examples and a step-by-step plan, you will learn how to leverage behavioral insights to:
    - Refine your process to better prioritize accounts
    - Make prospecting more efficient
    - Develop the personalized hooks your teams need to break through
  • Are Marketing & Sales Leaving Millions on the Table? Dec 13 2021 5:30 pm UTC 59 mins
    Terry Flaherty Senior Research Director, SiriusDecisions, John Steinert CMO TechTarget
    Building a "convertible" funnel in today's market has become more complex because of rapidly changing technology, automation, data sources and different approaches. Where do you begin, how can you evolve what you already have and what should you be thinking about next.

    In this on-demand webinar, we cover how you can engage and capture more of the demand both within your account base and in the market at large. And learn how to:

    Eliminate the legacy barriers causing marketing and sales disconnects

    Evolve lead and account qualification concepts

    Better understand demand available within your target accounts

    Overcome "second lead" syndrome – how becoming account-based demands an evolution in lead qualification

    New ways to accelerate demand capture by leveraging rich behavioral information from internal and 3rd-party sources
  • Secret Ingredient For Revenue Growth Nov 8 2021 5:00 pm UTC 52 mins
    John Steinert CMO TechTarget, Andrew Gaffney President Demand Gen Report
    In this webinar, we will discuss how companies are quickly advancing from experimenting with intent data to making it an integral part of their holistic revenue strategies. In addition to sharing the survey findings, the webcast will also provide an analysis of how intent is emerging as a competitive advantage for companies.

    Join Andrew Gaffney, President, Demand Gen Report, and John Steinert, CMO, TechTarget as they explore key trends driving the use and success of purchase intent in high-performance organizations, specifically:

    - How revenue teams are employing intent data across demand generation and ABM
    - The expanded applications of intent data by sales teams to identify and prioritize accounts
    - How intelligence and signal data is being leveraged to uncover buyer pain points and accelerate sales opportunities
    - New use cases for informing digital marketing strategies that help to increase conversion rates, and
    - How high-growth companies are utilizing intent data more rapidly and more strategically than mature companies
  • Beware of ROI Killers: Boost Lead Generation With Intelligent Automation Oct 22 2021 2:00 am UTC 45 mins
    John Steinert | Sonny Dasgupta
    Even with a clear TAM and an excellent ICP in hand, Marketers face significant challenges in turning prospects into opportunities. So in the face of nearly insatiable pipelines, it’s no wonder that many turn to increasing lead volumes as their go-to approach for ‘feeding the beast.’ And yet these higher volumes can easily have multiple side effects that seriously undermine desired business outcomes. In fact, your lead management processes can actually kill much of your potential ROI.

    In this webinar, we will identify common ROI-killing breakpoints in the lead generation lifecycle and then show how, together, a combination of better data and intelligent automation can dramatically improve opportunity creation and revenue yields. You’ll learn how to address:
    - Nurtures that go nowhere because you lack either the insight or the resources (or both) necessary to segment and correspond with prospects in a timely and relevant fashion.
    - False negatives of many kinds that dead-end both real MQLs and often whole accounts where the demand is real but the process fails.
    - Opportunities left un-pursued at all because of major gaps in what Marketing can deliver and what Sales is able to understand as ‘gold’.

    Featuring:
    John Steinert, CMO, TechTarget
    Sonny Dasgupta, Head Of Product Marketing, Conversica
  • What is Great Content for Buyers and Why’s it So Hard? Oct 21 2021 1:00 am UTC 45 mins
    John McKnight
    Think about your buyers. Buying a solution for their company is a complicated, risky proposition. To even begin a real buyer’s journey, they’ve got to be experiencing a big enough issue that it’s worth the effort. And they’ve got to be solving a big enough problem that it’s worth the resources of everyone involved. That’s the reality that you’re selling into – the difficult buying team work necessary to move from a big problem to a successful solution. By helping buyers move through this process, great content accelerates it and increases your chances of winning. So what exactly is that content? Why do most organizations struggle to produce it? And how can your team do better?

    In this webinar, John McNight, EVP at TechTarget’s Enterprise Strategy Group (ESG), will help you better understand and navigate the needs and challenges surrounding creating the content you need to win. He’ll cover the organization issues you face, the essential elements of the content itself, and the operationalization of a content engine that can better deliver for your prospects and your company.
  • Bigger, Faster, Better: Considerations for Scaling Up your own Engagement Engine Oct 21 2021 12:00 am UTC 45 mins
    David Pitta | John Steinert
    Customer acquisition and growth is hard work. Marketing leaders (and their teams) are surrounded by an echo “more, more, more” shouted from CEOs, CROs, Sales, and SDRs. But what do you do when you’ve tapped out your own reach?

    On the surface, the shift from building to buying demand shouldn’t be hard. It’s often easier to write a check and put the work on trusted vendors. But every seasoned marketer who’s made a bad investment decision knows, scaling through customer acquisition investments requires intentional effort. And for those who haven’t properly built their own engagement engine first, buying demand can be disastrous.

    Join John and David, as they unpack their 20+ years of experience making build or buy decisions while crafting engagement engines at scale.

    They will share:
    - What can we learn from large-scaled audience engagement networks (what do they do well and how can we emulate)
    - What are the (5) key ingredients to properly building your own engine
    - What’s the impact of passive vs active participation in buying engagement from audience networks
    - What’s critical in choosing trusted partners to scale through a buy strategy

    Presenters:
    David Pitta, CMO, BrightTALK
    John Steinert, CMO, TechTarget
  • Beware of ROI Killers: Boost Lead Generation With Intelligent Automation Oct 20 2021 4:00 pm UTC 45 mins
    John Steinert | Sonny Dasgupta
    Even with a clear TAM and an excellent ICP in hand, Marketers face significant challenges in turning prospects into opportunities. So in the face of nearly insatiable pipelines, it’s no wonder that many turn to increasing lead volumes as their go-to approach for ‘feeding the beast.’ And yet these higher volumes can easily have multiple side effects that seriously undermine desired business outcomes. In fact, your lead management processes can actually kill much of your potential ROI.

    In this webinar, we will identify common ROI-killing breakpoints in the lead generation lifecycle and then show how, together, a combination of better data and intelligent automation can dramatically improve opportunity creation and revenue yields. You’ll learn how to address:
    - Nurtures that go nowhere because you lack either the insight or the resources (or both) necessary to segment and correspond with prospects in a timely and relevant fashion.
    - False negatives of many kinds that dead-end both real MQLs and often whole accounts where the demand is real but the process fails.
    - Opportunities left un-pursued at all because of major gaps in what Marketing can deliver and what Sales is able to understand as ‘gold’.

    Featuring:
    John Steinert, CMO, TechTarget
    Sonny Dasgupta, Head Of Product Marketing, Conversica
  • What is Great Content for Buyers and Why’s it So Hard? Oct 20 2021 1:00 pm UTC 45 mins
    John McNight
    Think about your buyers. Buying a solution for their company is a complicated, risky proposition. To even begin a real buyer’s journey, they’ve got to be experiencing a big enough issue that it’s worth the effort. And they’ve got to be solving a big enough problem that it’s worth the resources of everyone involved. That’s the reality that you’re selling into – the difficult buying team work necessary to move from a big problem to a successful solution. By helping buyers move through this process, great content accelerates it and increases your chances of winning. So what exactly is that content? Why do most organizations struggle to produce it? And how can your team do better?

    In this webinar, John McNight, EVP at TechTarget’s Enterprise Strategy Group (ESG), will help you better understand and navigate the needs and challenges surrounding creating the content you need to win. He’ll cover the organization issues you face, the essential elements of the content itself, and the operationalization of a content engine that can better deliver for your prospects and your company.
  • Bigger, Faster, Better: Considerations for Scaling Up your own Engagement Engine Oct 20 2021 12:00 pm UTC 45 mins
    David Pitta | John Steinert
    Customer acquisition and growth is hard work. Marketing leaders (and their teams) are surrounded by an echo “more, more, more” shouted from CEOs, CROs, Sales, and SDRs. But what do you do when you’ve tapped out your own reach?

    On the surface, the shift from building to buying demand shouldn’t be hard. It’s often easier to write a check and put the work on trusted vendors. But every seasoned marketer who’s made a bad investment decision knows, scaling through customer acquisition investments requires intentional effort. And for those who haven’t properly built their own engagement engine first, buying demand can be disastrous.

    Join John and David, as they unpack their 20+ years of experience making build or buy decisions while crafting engagement engines at scale.

    They will share:
    - What can we learn from large-scaled audience engagement networks (what do they do well and how can we emulate)
    - What are the (5) key ingredients to properly building your own engine
    - What’s the impact of passive vs active participation in buying engagement from audience networks
    - What’s critical in choosing trusted partners to scale through a buy strategy

    Featuring:
    David Pitta, CMO, BrightTALK
    John Steinert, CMO, TechTarget
  • Bigger, Faster, Better: Considerations for Scaling Up your own Engagement Engine Oct 20 2021 9:00 am UTC 45 mins
    David Pitta | John Steinert
    Customer acquisition and growth is hard work. Marketing leaders (and their teams) are surrounded by an echo “more, more, more” shouted from CEOs, CROs, Sales, and SDRs. But what do you do when you’ve tapped out your own reach?

    On the surface, the shift from building to buying demand shouldn’t be hard. It’s often easier to write a check and put the work on trusted vendors. But every seasoned marketer who’s made a bad investment decision knows, scaling through customer acquisition investments requires intentional effort. And for those who haven’t properly built their own engagement engine first, buying demand can be disastrous.

    Join John and David, as they unpack their 20+ years of experience making build or buy decisions while crafting engagement engines at scale.

    They will share:
    - What can we learn from large-scaled audience engagement networks (what do they do well and how can we emulate)
    - What are the (5) key ingredients to properly building your own engine
    - What’s the impact of passive vs active participation in buying engagement from audience networks
    - What’s critical in choosing trusted partners to scale through a buy strategy

    Featuring:
    David Pitta, CMO, BrightTALK
    John Steinert, CMO, TechTarget
  • ABM Holy Grail: Intent Plus Personalized Experiences for Conversion Nirvana Oct 20 2021 3:00 am UTC 45 mins
    John Steinert | James Kessinger
    In this webinar, the CMOs of TechTarget and Hushly will examine 3 challenging scenarios facing B2B marketers face every day in their performance marketing programs. We’ll take apart the problem and put it back together again so that you’ll better understand exactly where you’re missing out and what you can do about it. Through a combination of the very best in intent-based targeting and platform-supported personalization you’ll see what’s making the campaigns of today better for buyers and sellers alike.

    Featuring:
    John Steinert, CMO, TechTarget
    James Kessinger, CMO, Hushly
  • ABM Holy Grail: Intent Plus Personalized Experiences for Conversion Nirvana Oct 19 2021 5:00 pm UTC 45 mins
    John Steinert | James Kessinger
    In this webinar, the CMOs of TechTarget and Hushly will examine 3 challenging scenarios B2B marketers face every day in their performance marketing programs. We’ll take apart the problem and put it back together again so that you’ll better understand exactly where you’re missing out and what you can do about it. Through a combination of the very best in intent-based targeting and platform-supported personalization you’ll see what’s making the campaigns of today better for buyers and sellers alike.

    Featuring:
    John Steinert, CMO, TechTarget
    James Kessinger, CMO, Hushly
  • Intent Data: Use Cases of High Performance Companies Oct 13 2021 4:30 pm UTC 54 mins
    Eric Wittlake, Senior Analyst, TOPO, John Steinert, Chief Marketing Officer, TechTarget
    In the last year, intent data market penetration has increased 2.5x and is one of the most discussed topics in B2B data and intelligence. To better understand this market and specific use cases where real purchase intent drives outsized gains in sales and marketing performance, tune into this webinar featuring Eric Wittlake, Senior Analyst at TOPO and John Steinert, Chief Marketing Officer, TechTarget.

    In under an hour, you’ll learn purchase intent’s defining elements and see the foundational use cases fueling more pipelines every month. Watch now to gain important clarity around:
    - Assessing the intent data landscape
    - Choosing the right intent source for your company
    - Understanding practical applications for marketing and sales
    - Incorporating intent into your current marketing and sales workflows
  • Aligning the Power Duo: Boosting Sales & Marketing Success with Priority Engine Sep 29 2021 4:00 pm UTC 22 mins
    Mervyn Alamgir, VP, Demand Generation, Nhungly Dang, VP, Global Sales Development and Heather Turner, VP, Customer Success
    Talkdesk, a global customer experience leader for customer-obsessed companies, has established an intent-driven approach to enhance outcomes across their Sales and Marketing organizations by leveraging TechTarget’s Priority Engine™. Hear how Talkdesk coordinated Marketing and Sales workflows, enabled user adoption and enabled sellers to drive $1M in pipeline.
  • Beyond Predictive: What You Can’t See (in Your Own Data) Can Really Hurt Recorded: Sep 13 2021 50 mins
    Kerry Cunningham Senior Research Director SiriusDecisions, John Steinert CMO TechTarget
    Predictive is useful for guiding where you should hunt. But there are exciting new data sources that are revolutionizing B2B marketing outcomes right now. If you’re not taking advantage of 3rd party data to augment what you collect on your own, you’re likely missing key opportunities to improve pipeline impact quickly. Of course, for driving the effectiveness of marketing and sales, not all data is created equal. It’s important to understand the options.

    In this on-demand webinar, Kerry Cunningham, SiriusDecisions’ Senior Research Director, Demand Creation Strategies and John Steinert, TechTarget’s CMO, will share new research and practical examples from their clients on what you may be missing and which types, sources, and uses of data will deliver better results. Whether focused on demand generation, ABM or other approaches, this webinar will help marketers understand:

    - New concepts around “intrinsic” and “extrinsic” data as well as “false positive” and “false negative” leads.
    - The challenging gaps created by overreliance on “intrinsic” data alone.
    - The categories of extrinsic data that are out there, their characteristics, and benefits.
    - How real purchase intent insight can directly impact your broad demand generation and focused ABM activities alike.
  • Practical Ways to Turbocharge Marketing and Sales with Intent Data Recorded: Jun 24 2021 52 mins
    Andy Briney SVP of Products, TechTarget and Jillian Coffin, VP/Group Publisher, Market Development, TechTarget
    The B2B tech market is in a period of transformation as marketers and sellers adapt to new types of data, new technologies, new processes and new ways of identifying and engaging opportunities. Throughout this journey, lots of companies are trying out purchase intent data, but many are unsure of how to adjust or optimize what they’re doing to deliver better results faster.

    Join us for an insightful discussion reflecting first-hand input from dozens of B2B providers on how they are tackling these challenges head-on. You’ll learn practical steps your peers are taking and get an overview of how TechTarget and BrightTALK are making it much easier to deliver better business results quickly.
  • Beyond Predictive: What You Can’t See (in Your Own Data) Can Really Hurt Recorded: Jun 22 2021 50 mins
    Kerry Cunningham Senior Research Director SiriusDecisions, John Steinert CMO TechTarget
    Predictive is useful for guiding where you should hunt. But there are exciting new data sources that are revolutionizing B2B marketing outcomes right now. If you’re not taking advantage of 3rd party data to augment what you collect on your own, you’re likely missing key opportunities to improve pipeline impact quickly. Of course, for driving the effectiveness of marketing and sales, not all data is created equal. It’s important to understand the options.

    In this on-demand webinar, Kerry Cunningham, SiriusDecisions’ Senior Research Director, Demand Creation Strategies and John Steinert, TechTarget’s CMO, will share new research and practical examples from their clients on what you may be missing and which types, sources, and uses of data will deliver better results. Whether focused on demand generation, ABM or other approaches, this webinar will help marketers understand:

    - New concepts around “intrinsic” and “extrinsic” data as well as “false positive” and “false negative” leads.
    - The challenging gaps created by overreliance on “intrinsic” data alone.
    - The categories of extrinsic data that are out there, their characteristics, and benefits.
    - How real purchase intent insight can directly impact your broad demand generation and focused ABM activities alike.
  • Intent Data: Use Cases of High Performance Companies Recorded: Jun 22 2021 54 mins
    Eric Wittlake, Senior Analyst, TOPO, John Steinert, Chief Marketing Officer, TechTarget
    In the last year, intent data market penetration has increased 2.5x and is one of the most discussed topics in B2B data and intelligence. To better understand this market and specific use cases where real purchase intent drives outsized gains in sales and marketing performance, tune into this webinar featuring Eric Wittlake, Senior Analyst at TOPO and John Steinert, Chief Marketing Officer, TechTarget.

    In under an hour, you’ll learn purchase intent’s defining elements and see the foundational use cases fueling more pipelines every month. Watch now to gain important clarity around:
    - Assessing the intent data landscape
    - Choosing the right intent source for your company
    - Understanding practical applications for marketing and sales
    - Incorporating intent into your current marketing and sales workflows
  • Secret Ingredient For Revenue Growth Recorded: Jun 22 2021 52 mins
    John Steinert CMO TechTarget, Andrew Gaffney President Demand Gen Report
    In this webinar, we will discuss how companies are quickly advancing from experimenting with intent data to making it an integral part of their holistic revenue strategies. In addition to sharing the survey findings, the webcast will also provide an analysis of how intent is emerging as a competitive advantage for companies.

    Join Andrew Gaffney, President, Demand Gen Report, and John Steinert, CMO, TechTarget as they explore key trends driving the use and success of purchase intent in high-performance organizations, specifically:

    - How revenue teams are employing intent data across demand generation and ABM
    - The expanded applications of intent data by sales teams to identify and prioritize accounts
    - How intelligence and signal data is being leveraged to uncover buyer pain points and accelerate sales opportunities
    - New use cases for informing digital marketing strategies that help to increase conversion rates, and
    - How high-growth companies are utilizing intent data more rapidly and more strategically than mature companies
Practical webinars for B2B sales and marketing
TechTarget (Nasdaq: TTGT) is the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies. By creating abundant, high-quality editorial content across more than 140 highly targeted technology-specific websites, TechTarget attracts and nurtures communities of technology buyers researching their companies’ information technology needs. By understanding these buyers’ content consumption behaviors, TechTarget creates the purchase intent insights that fuel efficient and effective marketing and sales activities for clients around the world.

TechTarget has offices in Boston, London, Munich, Paris, San Francisco, Singapore and Sydney. For more information, visit techtarget.com and follow us on Twitter @TechTarget.

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  • Title: Tech Buying and Selling During the Pandemic
  • Live at: May 6 2021 8:34 pm
  • Presented by: Deb Schleede, Sr. Marketing Operations Manager, CloudCheckr with Kelley Damore and Rebecca Kitchens, TechTarget
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