3 Ways Sales Can Use a CDP to Improve Account-Based Selling Management

Wouldn’t it be amazing if you knew what your prospects were thinking? Wouldn’t that help every element of your marketing and sales processes, from choosing what content to deliver to structuring your sales pitch? With Intent Data, you can do exactly that. So, we’re sitting down with the masters of Intent Data, Bombora, to discuss how best to incorporate Intent into your Account-Based Marketing and Sales strategies.

ABMers have made great strides in recent years. Business leaders no longer question whether to invest in ABM. Now, they debate account coverage, scale, and optimization. But ABM leaders still struggle with sales alignment, campaign customization, and keeping up with constant disruption. While ABM programs deliver significant improvements in engagement and revenue, the full potential is far from realized. How can we change that?

Looking at the Gartner Quadrants and the Forrester Wave, you'd think ABM is only about intent data and advertising. And if you're selling to salespeople and marketers, ads and intent data will absolutely work as sales tools. But what do you do when your target audience isn't likely to see your ads or leave traces of intent—because they're not online much... if at all? If you're selling to engineers within a massive organization, for example, there's a better than average chance—unless they've just changed jobs or they're on the hunt for a new one—you won't find them on LinkedIn. And they may have a fake name on Facebook or an IG account that's on lockdown. They may even entirely hide all their information online.

Your sales team is only as effective as the intelligence at its fingertips. Too many B2B tech sales organizations are leaving money on the table because they lack visibility into account and prospect behavior. Purchase intent data unlocks a world of possibilities for any seller looking to create bigger and better opportunities. By understanding a buyer's digital interactions, sales can craft more relevant outreach, improve targeting, and create deeper long-term connections. This webinar, featuring Forrester Principal Analyst Seth Marrs and TechTarget’s David Pitta, will break down the power of intent data and its potential impact on your entire sales process.