A survey of B2B revenue teams shows that many sellers are underutilizing or misusing buying signals that could help them sell much more efficiently.
How much do you really know about your buyers?
Kerry Cunningham and Sara Boostani from 6sense Research recently surveyed B2B revenue teams to learn more about how sellers gather insights into potential customers. The results and analysis can be found in our latest ebook, How B2B Revenue Teams Understand Prospect Behavior.
This research reaffirmed the fact that B2B buying decisions are made in groups, rather than by a single person.
Thanks to an abundance of available data signals, it’s possible to spot buying organizations with confidence — but only if you are making appropriate use of the available data. Survey results indicate that many organizations are underutilizing or misusing signals in ways that lead to wasted time and money.
The B2B community seem to be aware of these problems: Only 10% of survey participants believe their organizations have an ideal mix of buying signals.
Getting it right takes effort and resources. It starts with acknowledging the critical nature of buying signals — not just in obtaining them, but in analyzing and using them to make a stronger impact in your market.
Download our latest ebook, How B2B Revenue Teams Understand Prospect Behaviors, for more insights from the survey, as well as their implications.
6sense Revenue AI™ eliminates guesswork and arms your revenue team with the data and visibility it needs to create and convert high-quality pipeline into revenue.