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6sense research e-book: Understanding Buyer Behavior

Kerry
Kerry Posts: 138 6senser
edited April 2023 in All Discussions

Hi all -

We have a new publication from our research department we'd love to tell you about.

This e-book uses recent research to make the case that you to be looking at more than MQLs/leads. Specifically:

  • The buyer is a big group of people, so focusing on just one, the MQL, doesn’t make sense
  • And we discuss the 3% form fill rate problem, that all our prospects should be feeling in their bones. Most of the members of those buying groups won’t fill out your forms.
  • So, if 97% of your web traffic is anonymous, seems like you need to de-anonymize it, but only 26% do.

And there are a lot of other interesting nuggets about how you and your peers are (or aren't) using the full array of buying signals to have a competitive advantage.

https://6sense.com/resources/pdfs/how-b2b-revenue-teams-understand-prospect-behavior#page=1 

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