As they say, “intent is everything.” Nowhere is that more true than sales. If you can’t capitalize on customer intent and convert that into actionable follow-up, you’re missing out on a huge opportunity. But the customer is savvy today. They have more information at their disposal than ever before, and some studies have shown that as much as 70% of research happens before ever talking with a salesperson. So how do you harness intent? How do you capitalize on the work that is done before a customer ever gets to your door and turn that into a relationship? Maura Brady is the RVP of Sales at 6Sense and was a guest on the Sales Engagement Podcast recently. We talked all about : Women in sales Harnessing intent, and how to approach different types of intent What she calls “The Dark Funnel” How to turn intent into action
