The Hard Corps Marketing Show

True Buyer Intent Discovery - Tom Hessen - Hard Corps Marketing Show #220

October 14, 2020

Marketers often look at metrics such as how long prospects spend time on a page or how many clicks they get. However, are marketers really learning anything about the intent of their buyers in this way?

A Business Leader, Software Entrepreneur, Consultant, CEO at 9Lenses, Tom Hessen, delves into the intent of buyers and how to assess their needs.

 

Takeaways:

  • Marketers are often incentivized by quantitative leads. Unfortunately, this damages the sales and marketing relationship, especially if the “leads” they are presenting aren’t ready to talk to sales.
  • Assessments are an incredible way to add value to the prospect while educating them on all you have to offer. They are tailored and personalized to fit their needs.
  • Discover calls as we know them need to die. It all starts with marketing. Find the prospects true business needs before sending it to sales.
  • No matter if you have known your prospect for 5 years or 5 days have them take the assessment before you have a discovery call. This will educate them and yourself to progress further faster.
  • Interactive content is more engaging for your audiences at the top of the funnel. This is a great opportunity to add more value and personalization.

 

Links:

 

Busted Myths:

  • Marketers can not know something about a prospect by the measurement of intent such as what they viewed or how much time they spent on a page. This does not show their viability as a buyer.

 

Ways to Tune In:

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