TechTarget’s VP Sales on Why Intent Data has Become a Dirty Word

Attribution Published: November 28, 2021

Jen Gutman

Rich Stone, VP Sales at TechTarget takes the hot seat.

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Meet Rich Stone

Rich is a B2B intent data extraordinaire and SaaS sales VP with 13 years of experience across a number of sales and leadership functions within TechTarget.

Currently serving as VP Sales, West of TechTarget, Rich oversees sales re-engagement efforts across strategic accounts in North America, as well as TechTarget’s global sales motion with Enterprise Strategy Group (ESG), a division of TechTarget.

When it comes to success in B2B, Rich knows buyer activity matters because it shows the real demand organizations would otherwise miss. Winning Sales Person of the Year in 2014 and Sales Leader of the Year in 2018, Rich is also a thought leader in social selling and has contributed to multiple blogs and podcasts on the topic.

Episode Summary

Intent data is a good thing, so why does Rich Stone, VP of Sales West of TechTarget classify it as a dirty word?

Host Jennifer Gutman of Oktopost welcomes Rich Stone as he explores some good old-fashioned sales and marketing alignment through intent data. Rich hints that sales and marketing can generate pipeline and revenue faster when exploring someone’s intent to buy through directly observing the data together.

He reveals why social selling is his secret sauce to outperform his peers and gets “radically transparent” about why the most talented marketers have been in sales.

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Radically Transparent is a podcast geared towards the modern-day B2B marketer. Host Jennifer Gutman and her guests are a mixture of renowned marketing and sales leaders from B2B marketing organizations around the globe.

Each episode shines a light on the inner workings of B2B leadership– including what keeps successful CEOs, CMOs, VPs, and social media teams up at night, professionally. The conversations are real, raw, and authentic all while revealing to listeners the unfiltered, not-so-known truths of today’s most interesting marketers.

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