When it comes to B2B deals, buyers don’t always make logical and rational decisions. Studies show that 71% of B2B buyers prioritize personal value over business value when making a purchase decision. To successfully sell to these buyers, sales reps must understand their mindset, which requires data-driven buyer intelligence.
When sales reps align their approach with the right pitch for the micro-targeted buyer they understand, selling turns easy. This can be achieved right after the sales executive understands the buyer’s personality and the organization using buyer intelligence.
This is a key hypothesis that drives product at Draup – Empowering sales executives with insights into the buyer and the buyer organization for each stage of the sales lifecycle.
Our vision for the Draup sales intelligence platform is to utilize the power of Big Data and NLP combined with psychology to arrive at data-driven buyer intelligence.
Buyer Intelligence is the sourcing, analyzing, and interpreting of buyer data, including interactions, preferences, triggers, and buying behavior.
Using Buyer Intelligence To Drive Sales
One of the key benefits of buyer intelligence is that it can help businesses tailor their approach to individual buyers. By understanding the preferences and behaviours of each buyer, sales reps can create a more personalized sales experience, which can lead to increased sales and customer loyalty.
To maximize sales in this hyper-digital era, businesses must have a clear understanding of their customers’ needs and desires. This requires collecting and analysing data on customer interactions with the business, such as website visits, social media engagement, and customer feedback. By analysing this data, businesses can identify patterns and trends that can inform their sales strategy. This is precisely what buyer intelligence does.
One way to use buyer intelligence is to create customer personas. A customer persona is a fictional representation of a customer based on data collected on their behaviours, preferences, and decision-making patterns. By creating personas, businesses can tailor their sales approach to each individual customer, creating a more personalized experience.
Another way to use buyer intelligence is to identify the most effective sales channels. By analysing customer interactions with different sales channels, such as social media, email, or phone, businesses can identify the most effective channels for driving sales. This can help businesses optimize their sales strategy by focusing on the most effective channels.
Buyer intelligence can also be used to inform product development. By gathering feedback on customer preferences and needs, businesses can develop products that better meet their customers’ needs. This can lead to increased sales and customer loyalty.
Buyer Intelligence works 24×7 in real-time, giving users unparalleled access to buyer insights and helping them close deals faster through a hyper-personalized approach.
It helps you micro-target your prospects beyond names, positions, hierarchies, or experiences. It dives deep into a person’s traits, deals influence, and more. All of this contributes to the buyer’s decision-making process.
While average sales teams seek general prospect data, winning sales teams need hyper-personalized intelligence to create profound, thoughtful experiences for the buyer.
Buyer intelligence also looks for similar profiles spread across industries, business functions, and geographies that match your ideal prospect’s characteristics.
You also get an opportunity to understand the critical aspects of a buyer, such as budget control authority, experience, workloads, skills map, and global impact. Buyer Intelligence boosts your chances of a high-ticket sale because you learn more about your prospect before approaching.
Sales intelligence platforms like Draup help your teams build hyper-targeted prospect lists with the ability to segment prospects through comprehensive and real-time metrics. Draup’s 360-degree view is built using machine learning models and validated by a team of analysts, ensuring data integrity.