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Harnessing B2B Buyer Intent Signals In ABM

Learn how leveraging buyer intent signals impacts B2B account based marketing with John Steinert, CMO of TechTarget on this episode.

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B2B marketing teams strive to derive actionable insights from the vast amounts of data they collect to generate viable sales opportunities through buyer intent signals. They must have a strong definition of their ideal customer profiles (ICP), their target market segments, brand identity, buyer’s journey, and more. However, the volume of data is too much for marketers to identify buyer intent signals without the proper methods in place.

In this episode, John Steinert, CMO of TechTarget explains the power of intent data and how marketers can harness it in account-based marketing (ABM). Be sure to listen all the way to the end, as John provides an in-depth view of the process through which TechTarget garners information supporting their buyer intent signals.

[click_to_tweet tweet=” Listen to learn how harnessing #B2B buyer intent signals in #ABM can change the climate of your #sales landscape with @BernieBorges #CMO of Vengreso and @TechTargetCMO on this ep. of @MMEnginePodcast. #SocialSelling #martech” quote=” Listen to learn how harnessing #B2B buyer intent signals in #ABM can change the climate of your #sales landscape with @BernieBorges #CMO of Vengreso and @TechTargetCMO on this ep. of @MMEnginePodcast. #SocialSelling #martech”]

How To Glean Buyer Intent From Buyer Behavior

For the past 15 years, consumers and businesses have built patterns of buyer interest and intent in purchasing by consuming content on the Internet. Signals describe what businesses know about user behavior and how those interactions can provide insights into buyer intent.

However, the number of interactions marketers can analyze on the Internet is intensely voluminous. Determining what information is pertinent to the buyer’s journey and what information is not is the goal of all sales and marketing teams. Using the information provided by buyer intent data to better distinguish interest signals versus purchase signals strengthens account-based marketing planning.

Which Roles In Sales And Marketing Make Use of Buyer Intent Signals?

Many roles in the marketing and sales groups can make use of buyer intent data, but demand generation marketers, inside sales and product marketers can use the data for maximum impact. The data identifies people at accounts that are in-market searching for solutions to a business problem, as well as who is responsible for purchasing that solution, and which direction from which that person intends to approach the solution.

Product marketers use this information to understand customer requirements, which guides their sales enablement content and activities. Inside sales reps use the data provided to structure their outbound calls and identify and solve a prospect’s business problem. Demand generation marketers use the information to emphasize messaging that promotes the ability of their company to solve the specific business problem. The marketing team creates targeted messaging appealing to the ICP by addressing the problem from their point of view.

[click_to_tweet tweet=”Learn which roles in #sales and marketing make use of buyer intent signals. Listen to this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso and @TechTargetCMO. #MarketingStrategy #martech #ContentMarketing” quote=”Learn which roles in #sales and marketing make use of buyer intent signals. Listen to this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso and @TechTargetCMO. #MarketingStrategy #martech #ContentMarketing”]

Any Special Technology Requirements Needed To Harness Behavioral Data?

Companies are getting much smarter at understanding their historical data and identifying the accounts they should be able to sell to. TechTarget focuses on the ideal customer profile and qualified accounts to provide relevant data to salespeople, allowing them to find the ideal starting place for sales outreach.

Armed with the qualified accounts, outbound sales reps only need a computer and a phone to reach out to their identified warm leads. With the buyer intent data in hand, sales professionals make warm calls versus cold calls. Each account they contact will have already made their intent to purchase known. Even the smallest tech companies taking an ABM approach see huge returns when they enable their sales teams the ability to reach out to qualified versus cold accounts.

How Does Buyer Intent Data Impact Sales And Marketing Team Structures?

The beauty of buyer intent data is the broad use across many roles in marketing and sales. Almost all levels of sales including field sales, inside sales, and business development roles can benefit from the data provided by intent and purchase signals. Demand generation, advertising, and most marketing roles can use the information to better attract accounts that are looking to purchase a technology solution. The data allows both small and large teams to plan their ABM activities more cost effectively.

TechTarget has generated massive amounts of gated content specifically developed to attract people who are searching for enterprise technology solutions. Buyers opt-in to consume relevant content that’s useful to their purchase journey. The gated content helps buyers learn about available solutions while making the seller and buyer interaction more efficient for both parties. This process has made TechTarget the global leader in purchase intent marketing.

[click_to_tweet tweet=”How does buyer intent data impact sales and marketing team structures? Listen to this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso & @TechTargetCMO to find out. #SalesTips #SocialSelling #martech” quote=”How does buyer intent data impact sales and marketing team structures? Listen to this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso & @TechTargetCMO to find out. #SalesTips #SocialSelling #martech”]

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Outline of This Episode

Resources & People Mentioned

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[click_to_tweet tweet=” Listen to learn how buyer intent is gleaned from buyer behavior on this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso and @TechTargetCMO. #martech #B2BMarketing #ContentMarketing” quote=” Listen to learn how buyer intent is gleaned from buyer behavior on this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso and @TechTargetCMO. #martech #B2BMarketing #ContentMarketing”]

[click_to_tweet tweet=”Are there any special technology requirements to harness behavioral data? Listen to this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso & @TechTargetCMO to find out. #SalesTips #DigitalSelling #martech” quote=”Are there any special technology requirements to harness behavioral data? Listen to this episode of @MMEnginePodcast with @BernieBorges #CMO of Vengreso & @TechTargetCMO to find out. #SalesTips #DigitalSelling #martech”]

 

By Bernie Borges

Bernie Borges is Co-founder and former Chief Customer Officer of Vengreso, the leader in virtual selling skills training and technology for today's modern sales rep. He was also the host of the award-winning Modern Marketing Engine podcast. His book Marketing 2.0, was an early playbook in social media strategy. Bernie is also a speaker and voice over talent. He has a passion for aligning marketing, sales, and customer success for great customer outcomes and sustained revenue results. Bernie is a fitness buff and enjoys kayaking with his family in Tampa Bay.

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