Buyer Intent Data for Business Development
Focus on In-Market Buyers.
Traditional Business Development efforts are a volume-game of trying to connect with as many prospects as possible that meet your “ideal prospect profile” (ex: size, industry, etc.).
What if you could turn that process on its head and specifically focus your time on the companies that meet your desired profile, but most importantly, are in-market right now for the products you offer?
With only a small window to get in front of prospects during the consideration phase, speed and timeliness are crucial: 35%-50% of sales go to vendors that respond first
Make First Contact.
Buyer Intent data is an essential first step that allows your organization to focus its time and energy on companies that are currently in-market for the products you offer, without wasting time and resources trying to engage those that aren’t.
You can also use a variety of filters to refine in-market buyers to your “ideal prospect profile.”
Intel to Customize Your Pitch.
Beyond highlighting the in-market buyers you should focus your effort on, Shortlister’s Buyer Intent tool also allows you to see exactly which products the prospect is most interested in.
If you offer a wide range of products, it’s often difficult to know which products you should highlight in your initial outreach, to ensure you capture the prospect’s attention and get them to agree to a demo or conversation.
Shortlister’s Buyer Intent tool will help your organization understand:
Which employers are currently in-market for the products I offer?
What products are they most interested in?
Have they viewed my Profile and are therefore familiar with my organization?
Have they researched any of my competitors, and if so, who?
Laser Focus Your Efforts.
The answers to these questions allow effective Business Development teams to laser-focus their efforts on the organizations they have the highest probability of converting into new clients, while increasing their ability to schedule conversations by customizing their initial outreach to the prospect’s specific interests.