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How Intent Data Shortened Our B2B Sales Cycle by 22 Percent
Season 1
Episode 15
Published 1 month ago
Description
In this episode of B2B Marketing with Fexingo, Lucas and Luna dive into how one enterprise software company used buyer intent data from G2 and TechTarget to prioritize accounts and shorten their sales cycle by 22 percent. They walk through the actual tiering framework, the trigger events that moved accounts from 'nurture' to 'active', and how the sales team changed their outreach cadence. Lucas shares a specific example of a $1.2 million deal that closed 3 months faster because of a spike in intent from a previously cold account. The hosts also discuss the pitfalls of acting on noisy intent signals and how to set up a feedback loop between SDRs and marketing. No theories, just a real implementation with measurable results.