- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
In B2B sales, buying “intent data” is critical and integral to Buyer’s journey and Vendor’s Sales-cycle.
As a Vendor, you must embed your brand/product in Buyer’s journey; from “discovery” through path to purchase.
🔥 Without intent data; 4.4% of top-of-funnel inquiries convert and .03% move to closed/won. Source SiriusDecisions
What is 💡“intent data” anyway?
Intent data tracks “online” behaviour and activity of orgs. through AI/ML – attending webinars, downloading digital assets, watching videos, onsite searches and the like. This can be 1st and 3rd party data.
How will this help Vendor for better win ratio? Please refer to the graphic below ✨
Vendors who are NOT part of the Buyer’s journey will come to know of the opportunity ONLY when a Buyer is filling a form on your website i.e. raising a hand for sales to reach out.
What’s wrong with this? ⌛️ TIMING.
Buyers’ have ALREADY “made up their mind” on vendors, products, value promised by your competitors BEFORE raising their hand.
Vendor is missing OPPORTUNITY to “influence” Buyer’s perspective in your favour right through the “path to purchase” (journey) – brand, product, value and trust.
