Inside this Stop the Sales Drop Podcast episode, Eric Gruber (CEO of Personal ABM), David Crane (VP of Marketing at Intentsify), and Eric Belcher (Head of Sales at Intentsify) discuss the biggest challenge that 2/3 of organizations have after investing in Bombora, 6Sense, and other intent data platforms. This challenge is... how we can activate and leverage the data to connect with tier 1, in-market accounts -- and close them.
The conversation starts off with the data that you should be paying attention to. For example, the Intentsify platform gets 50+ billion intent signals per month and 4.2M identified in-market accounts per month. So there's lots of intent data for sales and marketing leaders to act on. You will learn how all intent data should not be treated equally, what we should be acting on and how we should be selecting in-market accounts to target.
The conversation then moves to... how, where, and why intent data falls short of expectations - and how intent data is your springboard. You'll learn how sales and marketing teams ineffectively use intent data and how we can make the data more actionable.