That’s the transformation that needs to take place. And because most of the buyer journey is hidden from view, and buyers don’t raise their hands until the journey’s almost over, intent data is now an imperative. — the only way to effectively identify the right accounts and decision-makers to target and the right time to engage. Without intent, you’re simply relying on guesswork and hunches, wasting precious time and money chasing prospects who will never buy from you. 2. The escalating rate of change What started out as gradual change has grown into perpetual motion.
Technology, the economy, and the world as a bulgaria whatsapp phone number whole are changing faster, and so too must companies as they adapt to these shifting landscapes. They’ve been adjusting to the great resignation since mid-pandemic, followed more recently by layoffs across many industries. The result is a shrinking workforce, now working harder, more stressed and distracted, and having less time to think about purchase decisions. A tightened economy is causing companies to rethink priorities, to curtail budgets, and scrutinize every dollar spent, putting more pressure on revenue teams marketing and selling to them. As well, technology continues to evolve.
With more tech options, companies being more risk averse, and scrutinizing budgets more carefully, more stakeholders are getting involved in buying decisions. And so the complexity spiral continues. Finally, much of this change is happening covertly. Your contact at an account is suddenly gone, new execs are hired, initiatives shift behind the scenes, while marketers and salespeople often miss it, thinking they can rely on current relationships and previous knowledge to drive more business with current customers. Meanwhile competitors see opportunity in these changes and move in to exploit it. Never before has there been such a need for data and insight to guide our GTM decisions and actions.