Name: 3 Ways AI is Revolutionizing B2B Sales
Start: 2023-09-21T14:00:00Z
End: 2023-09-21T14:00:51.000Z
Location: BrightTALK
Rating: 5

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.


Most marketing tactics fail. So much so that it’s a norm built into what and how we plan. Sometimes targeting is to blame. Often, it’s positioning and messaging and how that’s carried through into content. Usually, it’s a combination of both. Our job is to help you succeed in constantly changing technology markets. We help you to stay ahead of your competition by keeping you up to date on how your buyers think and what they’re thinking about right now. Then we show you how to inject that into everything you do.

In this edition of our Analyst Insights for GTM Actions webinar series, featuring Enterprise Strategy Group’s Dave Gruber, will look closely at what recent managed detection and response (MDR) research reveals about the state of the market and how technology vendors and managed service providers can use that to better position and promote their products and services. Whether you are a startup or an established player, in cybersecurity specifically, or frankly any market, this webinar will deliver information and techniques you can learn from and leverage in your own practices.

Analyst Insights for GTM Actions: Lessons Learned from Security Buyers

Most marketers agree that webinars are a key tool for facilitating deep and meaningful engagement with target accounts. Some marketing teams use webinars in an on-again-off-again, ad hoc fashion. However, the most successful application of webinars for ABM is a programmatic approach that offers a consistent theme and cadence. 

But, how do you actually plan a successful webinar series so it aligns to your revenue goals? And do you need a large budget and lots of marketing headcount to make these programs a success? 

In episode two, we’ll show you how, with the right preparation, you can build a webinar series that will drive target account engagement and make a case for why they should serve as a cornerstone for your ABM strategy.

Topics we’ll cover:
- How to build a webinar plan that meets your goals
- Why webinar series perform best (and aren’t more difficult!)
- Step-by-step guide for webinar planning success
- How to tie your revenue-centric KPIs to your webinar plan

Unlocking Deep Engagement: Creating an Always-On Webinar Series

In this edition of B2B Content Brilliance, TechTarget CMO John Steinert is joined by Chief Creative Officer Victoria Azarian (Cannes Lions, Effie, One Show). One look at her work and you’ll understand why it’s accelerated millions of dollars (and likely billions) in value for clients and for their customers.  

Our latest strategic session in this series examines the importance (and challenges) of using graphic design to help successfully communicate promises of value. The goal is to aid marketing and business leaders like you in identifying substantive design gaps and the impediments standing between where you are and where you want to be. We look to help you better recognize these, consider them, and articulate them to other leaders towards successful implementation of business-critical improvements.

Good Design is Good for Business

Even in this current world of increasing self-directed – and decreasingly loyal – buyers, B2B tech companies struggle mightily to be seen, much less truly understood. Think about how hard it’s already gotten to engage them with your value props ... and then multiply the problem by 10x! Is that where we’re going in the generative AI-driven future? It’s super hard to break through today – going forward it’s certainly not going to get an easier. When any company is able to quickly copy the messaging of even the fastest innovators, successful differentiation will require a more rigorous approach.

In this replay from our 2023 virtual event, Reach, join Rebecca Kitchens, President of TechTarget, as she shares her view of where we are as an industry, and as GTM professionals with real “jobs to be done.” She’ll recap how we got here, including the rise successful internet publishing models (like TechTarget and hybrids like LinkedIn and even Hubspot), and then go deep on what’s likely to be coming for all of us, and what we should be doing about it to prepare.

Content, Context and the AI-Driven Future

Every time we communicate with prospective buyers, we’re making promises, consciously or unconsciously. Get them right, and you’ll grow buyer trust and brand affinity. Get them wrong, and you risk losing confidence and consideration. If your content isn’t delivering on your marketing goals, there’s a good chance that you’re either missing the mark on what your target audience is seeking or your content isn’t coming from a source that they trust.

In this webinar, Susan Smith (Sr. Director, Product Marketing, TechTarget) and Dave Gruber (Principal Analyst, Enterprise Strategy Group) will build on the research-proven “customer promise” concept (discussed in our Creating a Memorable Marketing Message that Lasts webinar), and provide actionable steps on how to improve your content and messaging. They’ll share proven near-term content options to bolster any tech marketing program, strategic approaches for developing promises that will resonate with target audiences, and a “good, better, best” framework you can put to work immediately to better understand and engage buyers, and build buyer trust in your customer promise.

Good, Better, Best: How to Deliver Great Content Marketing Outcomes

In today's rapidly evolving digital landscape, the role of intent data in shaping an effective marketing strategy has become more critical than ever before. Harnessing intent data can revolutionize marketing efforts, and help companies stay agile, relevant, and responsive in an increasingly competitive market.

Join TechTarget’s Romi Seher, as she sits down with APAC marketers, Sumari Lottering, Digital Marketing Director at DocuSign and Daniel McDermott, Senior Marketing Director at Mimecast to discuss how they improve their precision, maximize ROI, and created personalized customer experiences with intent data strategies.

Driven by Data: DocuSign and Mimecast's Journey with Intent Data & ABM

Successful ABM programs require thoughtful planning every step of the way. From collaborating with Sales on account selection to establishing the right campaign KPIs, there are a range of key milestones that ABM practitioners must hit to execute well. And yet, despite all that work, content and content delivery can often be an afterthought.

If the goal of ABM is to generate the right account engagement to drive revenue, the content format, targeting and delivery method is incredibly important. Join BrightTALK's Senior Director, Product Management & Marketing, David Edwards, and Senior Director of Marketing Programs, Olivia Dassler, for in-depth guidance on how webinars fuel ABM effectiveness. They’ll break down how buying teams actually want to consume content, ways to generate deeper engagement with your webinars, content creation best practices and tactics for activating sales around webinar engagement signals.

Better Webinars. Better Engagement. Better ABM.

To have any chance of driving more revenue from a set of target accounts, you first have to engage them better somehow. And because today’s self-directed buyers prefer digital content, the challenge really comes down to whether you’re able to make the necessary content to meet your engagement needs. So how do you know what’s needed for better engagement? And how do you fill any critical gaps in what you’re doing today?

Join John Steinert, CMO (TechTarget) and Greg Anderson, SVP of Client Relations (Enterprise Strategy Group) as they think together about determining what content a given buying group requires and how to help ABM teams deliver exactly that. Using real-world examples, they’ll explore insights into buying teams, proven content types for specific use cases and blind spots that many teams unfortunately fail to address before they go live. These tips are sure to fortify your ABM content foundation so you’ll be able to improve what you’re already doing and strengthen new programming from the start.

Success Drivers: Two Essentials for ABM That Wins

Join Sangram Vajre, Co-Founder and CEO of GTM Partners, and Garrett Mann, VP of Corporate Communications at TechTarget, in this dynamic session filled with discourse, debate, and fresh outlooks on navigating the ever-shifting terrain of ABM. 

Sangram and Garrett will discuss the evolution of ABM, touching on where we were, where we are, and what the future holds. The pair will share their thoughts on the motions essential for supporting a successful account-based Go-to-Market, the critical role of Marketing and Sales collaboration, the transformative influence of intent data and AI and the impact of these advancements on your go-to-market strategy.

Adjusting GTM Strategies for the Future of ABM

"Marketing will evolve more in the next two years than it has in the past ten.” Gemma Davies, Head of Global Account Based Marketing at ServiceNow is recognized across the industry for her ability to develop and optimize ABM strategies to deliver measurable business growth. Most notably, she’s built and scaled ServiceNow’s award-winning account-based marketing team and global program to help Sales close larger deals, faster. 

Today, seasoned ABM leaders across the globe acknowledge that B2B marketing as we know it is at an inflection point. With the rise of new technologies and tools, especially generative AI (GenAI), how we engage priority accounts and buying team members is ripe for disruption. Join us for this special fireside chat as Olivia Dassler (Sr. Director of Marketing Programs, TechTarget) sits down with Gemma Davies for an in-depth Q&A about the state of ABM today, what the future has in store for ABM practitioners and leaders, and how marketers can best prepare.

ABM Predictions: Planning for the Future with Gemma Davies

How might ABM and productive (but controversial) new ways of prospecting for fossil fuels be alike? Environmental issues aside, in a lot of ways! Like an ABM team or an account-focused salesperson, every prospector needs to start by surveying the possible drill sites and picking the best ones possible. And of the early investigatory efforts, many initially turn up with only modest, easy-to-capture yields. 

What we’ve learned through hundreds of similar experiences is that a lot of such quick finds only reach their potential when more focused efforts are applied. So, in the context of ABM, that’s what account fracking is really all about. We’re talking about different ways of getting more revenue from a promising target account list, by working a little harder and quite a bit smarter.

Join us to explore how intent-driven persona understanding combined with thoughtfully targeted content can open up new account revenue flows. Applied strategically to specific growth objectives, we’ll examine approaches that can help you accelerate momentum with an engaged buying team or bridge from there to connect you into entirely new ones. It’s an ABM session of aligned activation ideas you won’t want to miss.

Fracking the Enterprise: Tapping into ABM Revenue Reservoirs

In principle, ABM should work. The logic seems very sound: When you purposefully invest more in a particular set of target accounts, they should reward you with more revenue. And at the high end, there’s plenty of evidence that bears this out. But, as with all good things in business, there soon arises the question of how you’re going to scale your early success. That’s where things get more complicated. That’s been a real challenge for ABM.

In this keynote session from TechTarget’s President, Rebecca Kitchens, we’ll examine questions like, “What are the real levers of pipeline performance in ABM?”, “Is it another tool that finally get you to ABM success?” And how AI will be able to help with challenges like scaling, or if it won’t, anytime soon.

ABM Engagement in the Age of AI

The marketing playbooks we’ve used for years just aren’t working anymore. Buyers don’t fill out forms. MQLs are outdated. ABM programs aren’t showing the ROI. SDRs aren’t making quota. Pipeline requirements are up but budgets are down. We can’t keep doing the same thing and expecting better results.

We need a new playbook for B2B. In this lively keynote discussion, John Steinert (TechTarget CMO), and martech guru Jon Miller, former cofounder of Marketo and founder/CEO of Engagio, will discuss the four pillars of the New B2B Go-to-Market Playbook, including practical tips you can use in your organization right away.

Nothing Works Anymore: Why B2B and ABM Need a New Playbook

Executing Account Based Marketing (ABM) campaigns in a particular vertical, such as healthcare, requires aligning your content and messaging to industry trends and demands. Content creators need to adapt their content to meet the evolving needs and interests of their buyers’ How can marketers best generate content in an ever-changing ecosystem?

Join TechTarget’s Senior Vice President Audience Operations, Byrony Seifert as she leads a discussion with Kyle Murphy, Vice President of Editorial, Xtelligent Healthcare Media™ and Ajay Singh, VP of Strategy and Growth, Quality Reviews on how to build vertical content efficiently in a dynamic environment.

Formulating Content for Your Vertical Environment: How to Avoid Turn & Burn

As the business landscape continues to evolve rapidly, marketers have embraced new strategies to engage the right buyers at the right time. Account-based marketing (ABM), in particular, has surged in popularity across the globe. In fact, through original research, top B2B marketing agency MOI Global found that at least 70% of marketers around the world activate ABM programmes to engage priority accounts and stakeholders, increase pipeline acceleration, and deliver high ROI.

And while the potential of ABM is undeniable, no two businesses are the same. B2B marketers must develop an ABM strategy that reflects their business’ unique challenges, customer needs and ABM sophistication level. In this live webinar, TechTarget’s Jacqueline Thomas will sit down with Callum Miskell and Julie Wisdom of MOI Global for an in-depth conversation on their latest research and subsequent approaches to ABM across the globe. They’ll explore the regional differences and universal fundamentals that marketers should consider when building and evolving their approach to ABM. 

They'll also examine how challenger brands approach ABM to go toe-to-toe with shrinking budgets and the huge incumbent brands in their industries. It's part of a newly released research report on Data Creativity (including how to use your intent platform like NASA).

Divergent Paths, Converging Strategies: Opportunities with ABM & Data Creativity

Intent data is everywhere, but is it productive? In a recent survey, B2B sellers said their #1 challenge remains “knowing buyer priorities and interest areas to enable better [prospect] conversations” – clearly, we’ve still got a long way to go to make intent as practical as it should be.

In this webinar replay from our virtual event, Reach, TechTarget’s Chief Product Officer Andy Briney and members of his team will cover the very latest in intent data best practices with hot-off-the press examples drawn from TechTarget customers – software, hardware and services companies focused on enterprise tech: 

- How to combine intent from multiple sources to create a better, more actionable dataset. 
- How to use TechTarget Prospect-Level Intent™ together with sources and platforms like Bombora, 6sense and Demandbase. 
- How to use intent to build better performing ABM lists and better performing campaigns via marketing automation. 
- How to successfully enable more focused, more productive sales rep activity. 
- How to quantify intent’s impact on opportunity creation and close/won revenue.

Intent Data and ROI: How to Measure It and Drive It Through the Roof

To attract their share of attention, every smart marketer should try to leverage what’s hot in the market. But thoughtful strategic teams understand that, beyond trend-chasing messaging, there’s serious work to be done to properly assess and refine solution positioning. So as buyers do more and more research on their own (and their attention gets harder to earn), most GTM teams need to seek better input. They know they need better ways to ensure that what they say and what they intend to do will align more proactively and productively with what their target accounts are really looking for, both from a content perspective and with respect to the solutions they’re bringing to the market.

That’s exactly what we’ll be discussing in this episode of our Analyst Insights for GTM Actions webinar series. Join Enterprise Strategy Group Principal Analyst Mike Leone as he shares revealing recent research about buyers and the state of their GenAI thinking. As always, the purpose of the session is to clarify what GTM teams should be doing! So, we’ll cover both how product teams should be thinking about this fast-moving space and how marketers can leverage the data to better engage buyers on what they truly care about right now. Beyond the buzz, our aim is to give you a significantly clearer blueprint for capitalizing on this hot topic that’s sure to become even hotter moving forward.

Using Market Research to Build a Differentiated GenAI Story

In today’s competitive digital marketing landscape, it’s not enough to just tout the features and functionality of your product or solution. What buyers remember as they move through the purchase process is whether you’re able to meet their actual functional, emotional and social needs. In other words, what clear customer promise can you make in your marketing messaging that both adheres to those needs and is one you can keep?

In this new webinar series, B2B Content Brilliance we’ve gathered the best minds in B2B content and we’ll be exploring content from every possible angle, from using research to graphic design, and much more. In episode one, John Steinert (CMO, TechTarget) talks with Jann Martin Schwarz (Senior Fellow, LinkedIn and Founder, The B2B Institute) about the importance of customer promises, how insights can be used to identify a promise that customers will value and who needs to be involved to make sure the motion is fulfilled.

Creating a Memorable Marketing Message that Lasts

Leveraging CX Research to Inform Your Personalization Efforts

Reach 2023: Intent. Content. Demand.

Stop, Collaborate and Listen: Bringing Marketing and Sales Teams Together

Small but Mighty: How Nobl9 Accelerates Growth with Intent Data

Tools, Training and Enablement: How to Maximize Your Revenue Potential

Activating Real Intent for Better Marketing Results

Secrets of Successful Intent Adoption: Insights from Customer Success Superstars

How WatchGuard Tapped into the Intent Data Revolution

Understanding and Leveraging the 3 Phases of Intent-Based Value Delivery

Data-Driven Excellence: DocuSign and Mimecast's Journeys with Intent Data

How Teradata Harnesses the Power of Content to Generate More Demand

Fueling Better Demand Gen Outcomes with Video-Based Engagement

How TechTarget is Scaling Content Outputs Using Writer's AI Platform

5 Video Marketing Trends to Test and Perfect

From Origination to Proliferation: How to Maximize Content ROI

Why Investing in Content Will Save Your Year

Mind the Gaps: Driving More Revenue with  Integrated Marketing

F5’s ABM Playbook: How Intent Data helps to Shape their Strategy

What’s After Omnichannel? How to Think Holistically About Performance

How VMware Tanzu Aligns its Tech Stack to the Non-Linear B2B Buying Pattern

AI and Content: The Advantage is in Your Data

Guiding the IT Buying Journey: Strategies for Partner Marketing

Demand Evolution: From Leads with Problems to Teams with Projects

Winning with B2B Webinars: SonicWall's Content Marketing Playbook

Making Sense of the APAC Media and Data Landscape

It is the best of times and the worst of times. Despite more and more tools available to sales, the gap between potential productivity and actual productivity is rapidly widening. To make matters worse, direct buyer engagement is down significantly since COVID. But fear not, help is on the way. The emergence of generative AI, fueled by precision intent data and other data sources, promises to raise sales performance and increase productivity in dramatic ways. Whether you’re super-excited about the possibilities, somewhat scared for your job, or straddling the fence, it’s a session not to be missed.

Join Tech Target and guest speaker, Forrester Principal Analyst Seth Marrs as he describes key areas where he sees AI-driven innovation catalyzing positive change for sellers, buyers and their companies alike. He’ll outline the existing challenges, highlight the building blocks in place, and comment on the current status of change.

3 Ways AI is Revolutionizing B2B Sales

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