How to Identify SQLs Based on Sales Intent Behavior: Awareness Stages and Demand Gen

Demand Generation — Thu., Aug. 4, 2022

Getting contacted by a sales representative before you are ready to speak to them is one of the most off-putting experiences for a buyer. Fully 76% of consumers expect a tailored buying experience, and 71% report frustration when that expectation has not been met. Sales intent behavior allows you to be tuned into whether they are ready to hear from salespeople yet, including whether they need to be nurtured first. Prospects act differently when they are ready to buy vs. when they don't, so it's important to track this behaviour.

The five awareness stages help you figure out when Sales should become involved. People act differently at each stage, from completely unaware of the problem to most aware and ready to buy. Knowing when prospects are most likely to purchase helps you serve up the right content to them and contact them at the right time. You can even engineer campaigns to drive sales intent.

Data anchors are an important tool in driving demand generation. They signify when a prospect has reached a particular point in the awareness and sales cycle. Analyzing the data collected allows you to create the right content and trigger SQL. Understanding sales intent behaviour is integral to the success of Sales, so if you need help with this, reach out!

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