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 evolve what you already have and what should you be thinking about next?
In this webinar replay, 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
Terry Flaherty – Senior Research Director, Demand Creation Strategies, SiriusDecisions
Terry is a senior marketing executive with a passion for sales and marketing integration through effective demand generation. His background includes more than 15 years’ experience delivering enterprise-level software solutions, including business process management (BPM), IT infrastructure management, business intelligence and application development. Terry also has several years’ experience as a marketing consultant, helping clients with corporate positioning, strategic messaging and implementation of marketing automation, customer relationship management systems and social media tools. He holds a BS from Pennsylvania State University and an MS from Louisiana State University.
John Steinert – CMO, TechTarget, Inc.
John Steinert is the CMO of TechTarget, where he helps bring the power of purchase intent-driven marketing and sales services to tech companies. Having spent most of his career in B2B and tech, John has helped build business for global leaders like Dell, IBM, Pitney Bowes and SAP – as well as for fast-growth, emerging players. He’s passionate about quality content, continuously improving processes and driving meaningful business results. John holds a BA from Harvard University and an MBA from Yale University.