What can you do to actually find and target this segment?

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This is where it becomes important to try and identify members of the buying committee to sway them in favor of your technology. This is easier said than done but luckily, go-to-market platforms like Demandbase have the right technology to help you find and target these buying committee members. The key is to multi-thread the discussion and prove to every stakeholder why your product best serves their needs. For organizations looking to expand into the enterprise segment, understanding the above needs are important, but Since the buying committee is an important element of a deal, what can you do to find and engage members of the buying committee? To start, having the right technology in place can help your organization get ahead of the competition, especially if a target account has a global footprint.


Let’s explore what the right technology can do for you: Intent matters hungary phone data Let’s start with intent. What is intent and why should you care? Intent is defined as the behavioral buying signals that a person is showing when they are researching your product or service. Many companies leverage intent provided by a third-party vendor like Bombora, G2 or TrustRadius. There are also go-to-market platforms, like Demandbase, that provide their own proprietary intent. Whichever direction you decide to go, it’s important to note that unlike traditional lead generation marketing, using intent means identifying a buying opportunity before a lead gen form is filled out.


And as different individuals within a buying committee research solutions online, those buying signals help to signal who are the potential members of a buying committee. Pinpoint the location of the activity Some intent providers, like Demandbase, even provide the geolocation of that intent signal. This is super helpful if you are targeting an enterprise organization with many business units or if your organization has offices in different countries. Intent by geolocation helps you narrow down where the intent signal is coming from. Besides intent, it’s also important to know where your website traffic is coming from.