RV136 - Optimizing Marketing Investments Across the Customer Lifecycle | Chris Walker Weekly episode 1
GTM Live
00:00
Understanding the Nuance of Buyer Intent in Sales Outreach
The key insight is that the effectiveness of marketing channels and programs depends on understanding the intent of the buyer at the time of the sales outreach. It's not just about the channel or program being used, but how it's being used to align with the buyer's intent. This requires tracking and analyzing core metrics like demand capture, demand conversion, and demand expansion, with a focus on creating demand, capturing intent, converting pipeline, and expanding accounts.
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