Science has shown that buyers purchase based on emotion but justify their decisions with logic. Harvard Business School professor Gerald Zaltman, for example, has written that 95 percent of all decisions — including purchasing decisions — begin in the subconscious mind. Essentially, customers are not fully aware of why they choose to buy what they buy.
The takeaway for sales organizations in 2021 is that they need to find new ways to identify, measure, and respond to customers’ emotive signals. Hear from Outreach, 6sense and Blackline on how your sales playbook and messaging can use buyer sentiment and look beyond outdated metrics (such as open rates and email replies) while leveraging new technology and data-driven insights to get ahead of your competition.
During the discussion, you’ll learn:
- How to understand buyer emotive signals to engage more effectively
- The importance of coaching your sales teams proactively and effectively
- How data can help you tune content for optimal effectiveness
- How intent data can make sure you’re engaging with prospects at the right time with the right messaging
Alex Kremer, Director of Sales | Outreach
Ernest Owusu, Senior Director of Business Development | 6sense
Mallory Singley, Senior Manager, Global Business Development | Blackline