Eighty-seven percent of buyers research products online before they make a purchase, according to research from Salesforce and Publicis.Sapient. They’re performing online searches, reading relevant content and comparing different options that can address their pain points. It’s time to ramp up your virtual selling.
What’s the problem? They’re not asking your sales team for help and marketers are unable to uncover interest in time. In fact, according to Bain and Company, 38% of buyers already have their vendor preference or decision made prior to engaging with a salesperson. How can you get a leg up on the competition? You need to discover buyer interest ahead of time and have a 360° view of your target accounts. Times like these demand that you thoughtfully match your messaging and solutions with fluctuating buyer needs and reach out when your prospects are ready to buy, not after the decision has already been made.
Join DeAnn Poe, VP of Marketing at ZoomInfo, as she explores how intent and opportunity data can help you identify potential buying signals to shortcut your sales cycle.
In this session, you’ll learn:
- How to best use intent and opportunity data to craft relevant messages to select companies and contacts;
- The correlation between content consumption and buyer intent; and
- How to inform your prospecting efforts to enable strategic conversations at the right time.