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

Rich Stone, Vice President of Sales West of TechTarget reveals why intent data has become a dirty word for sales and marketing teams despite all the good it brings to an organization. Host Jennifer Gutman of Oktopost welcomes Rich as they explore 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 when it comes to outperforming his peers and gets “radically transparent” about why the most talented marketers have been in sales. Rich even shares a few tactics on how he's been able to motivate his teams over the years, hint: long vs. short hair!