Today’s B2B buyer is better informed than ever before, which comes with a growing preference for self-service buying experiences (i.e., opting to research products on their own as opposed to connecting with a salesperson). In fact, when surveyed, 87% of B2B buyers said they would prefer to self-serve all or part of their buying journey – meaning by the time a buyer fills out a contact form from your website, they are likely in the final stages of their decision-making process.
All too often, this results in low inbound numbers, poor-quality leads, and unhappy sales reps. With such a large number of B2B buyers opting to conduct product research on their own, it is more critical than ever for sales and marketing teams to connect with buyers earlier in their search to shape the narrative of their product, market and expertise to sway buyer’s decisions.
This report will uncover how to find, connect with and influence these buyers with a specific focus on how to:
- Find your engaged audience;
- Prioritize them; and
- Build an intent-based marketing campaign to focus your efforts on high-value accounts that are more likely to purchase.
Download the report and get all the ABM/intent data insights now!
