September 27, 2022

Perception acts as a lens through which we view reality. Our perceptions influence how we focus on, process, remember, interpret, understand, synthesize, decide about, and act on reality. In doing so, our tendency is to assume that how we perceive reality is an accurate representation of what reality truly is.

From April through July 2022, we ran our annual TechTarget Media Consumption study and asked a portion of the survey to 150 IT B2B Marketing Managers and Directors to see their perception of how IT buying teams move and research throughout the buy cycle. In this presentation, we look at the results and answer the question, “Are marketers’ assumptions of the buyer behavior really a mirror of what buyers’ are doing?”

Join us as we review this new European research and then talk directly to a panel of IT Directors on their experiences of the buying process.

Many revenue teams see the value of intent data in an ABM strategy. If you’ve dabbled with using intent data to drive some targeted advertising efficiencies, that’s a good start. But that’s really just the tip of the iceberg when it comes to fueling ABM results through intent data. Join TechTarget’s CMO John Steinert as he looks closely at what real ABM success should mean ($$$) and how real intent data can support better content, better engagement, better conversion, better opportunity identification and even better opportunity creation.

Buyer interactions across the sales cycle have increased significantly – yet sales reps only spend 18% of their time engaged with buyers. In response, many teams are pumping up sheer outreach volume – a short-sighted approach that is killing potential deals and long-term revenue.

This session proves the key to more revenue is not more touches, but improving the quality of every touchpoint you do have. We’ll show you how with just a 5% improvement with each interaction, you can increase your chances of winning a deal by 67%.

Watch now to get key insight and guidance to:
*Strike the right balance between volume and quality in outreach and cadences
*Learn how to leverage intent data insights to increase touch quality
*Identify and avoid “deal killers” that are preventing you from maximizing account revenue

Hear from TechTarget’s own award-winning Customer Success experts as they bring you insights – major fails and fixes – from more than 6 years of intent data implementation leadership with thousands of users across the world’s greatest and fastest growing tech company go-to-market teams.

With so much efficiency-oriented technology being added to today’s stacks, a service provider often gets called in to help figure out how to actually make ROI happen. Hear from B2B Fusion Group’s Jon Russo as he discusses how Intent Data and his practice are coming together through systems and process improvements to deliver substantive, dependable ROI for clients.

Join us as John Steinert, TechTarget CMO, and Nate Spurgess, the Demand Marketing Manager at Service Express, discuss the evolution of Service Express’ marketing and sales efforts after implementing intent data as part of their go-to market strategy.

There’s undoubtedly a lot of hype surrounding the use of intent data to propel marketing and sales activity. Within the technology space, data is powering some key functions to accelerate prospect engagement and build more pipeline.

In this session, TechTarget’s regional director of client consulting will showcase the five top use cases where intent data is delivering measurable ROI. Additionally, she’ll be joined by an APAC technology marketing leader to shed light on how data is transforming the way marketing works and how it contributes to overall business. Attendees will walk away with a solid framework for building an intent data business case or fine-tuning how they currently utilize data within their organization.