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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 webinar featuring Kerry Cunningham, Sr. Research Director, Sirius Decisions and Josh Garland, VP of Product Marketing, TechTarget where these two experts 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 for an account-based future.


Kerry Cunningham

Senior Research Director, Demand Creation Strategies at SiriusDecisions

Kerry has more than 20 years of experience in B2B demand creation and management, spanning a broad array of industries and markets. He possesses a unique combination of academic and real-world expertise in organizational design and management, including expertise in cross-cultural organizational design and change management, employee selection and retention, and performance management.


Josh Garland

Vice President of Product Marketing, TechTarget

Josh has 20 years of B2B agency, publishing and digital marketing experience in technology markets. A self-proclaimed “marketing nerd,” Josh has a passion for learning about technology and its impact on the future of marketing.