Predictive analytics powered by AI, which include traditional techniques combined with real time behavioral data such as content consumption to form a completed digital image of prospects. The dynamic data allows you track potential clients purchasing intent and feed them into your ABM strategy at the time they are most likely to make a buying decision (Buying Window), providing predictable marketing pipeline and revenue accountability for marketing and sales resources.
With more B2B companies utilizing online sources to research new purchases, Marketing departments play an increasingly vital role in telling a company’s story. The question for marketers becomes, how are they making sure their messaging is influencing the buying habits of perspective clients when the clients are doing their research, and how can they ensure they are delivering the right message at the right stage of the buying process?
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