Understanding Digital Buyer Behavior Insights

my competitor and i launched identical linkedin campaigns. same budget, same audience, same product category. i crushed him 8:1 on deal conversion. he was confident going into the test. better product. stronger brand recognition. more funding. bigger team. we both targeted VPs of sales at 500+ person companies. same demographic criteria. same ad creative quality. $10K budget each. month one results: me: 47 deals closed. him: 6 deals closed. he was convinced i got lucky with better prospects. "let me see your targeting strategy," he asked. i pulled up my dashboard. "i don't target demographics at all." "what do you mean? you're running linkedin ads." "i target behaviors." i showed him my approach: instead of job titles, i track content consumption. instead of company size, i monitor website journeys. instead of industry filters, i watch engagement patterns. "i built an audience of people who've consumed competitor content in the last 30 days. downloaded sales automation guides. attended webinars about pipeline management. visited pricing pages of tools like ours." my "audience" wasn't demographic. it was behavioral. "linkedin lets you upload custom audiences," i explained. "i upload lists of people who've shown buying behavior. then i target those lists with ads." he was targeting people who might need our product. i was targeting people actively shopping for our product. "how do you identify buying behavior?" he asked. "third-party intent data. website pixel tracking. content engagement scoring. competitor analysis tools." i showed him my process: week 1: identify companies researching sales tools. week 2: find individuals at those companies consuming content. week 3: build custom audiences from behavioral data. week 4: launch ads to pre-qualified prospects. "demographics tell you who someone is," i said. "behavior tells you what they're doing." he was advertising to VPs of sales. i was advertising to VPs of sales currently shopping for solutions. same title, completely different mindset. my prospects were already in buying mode. his were just scrolling linkedin. the conversion difference made perfect sense. he rebuilt his entire approach: behavioral targeting instead of demographic filtering. intent data instead of job title assumptions. shopping behavior instead of profile characteristics. next month's results for him: 52 deals closed. 9x improvement over his original campaign. the lesson was clear: demographics describe who people are. behavior reveals what people need. target the behavior.

About 2-3 months back, I found out that one of my client’s page had around 570 people visiting the pricing page, but barely 45 booked a demo. Not necessarily a bad stat but that means more than 500 high-intent prospects just 'vanished' 🫤 . That didn’t make sense to me because people don’t randomly stumble on pricing pages. So in a few back-and-forth with the team, I finally traced the issue to their current lead scoring model: ❌ The system treated all engagement as equal, and couldn’t distinguish explorers from buyers. ➡️ To give you an idea: A prospect who hit the pricing page five times in one week had the same score as someone who opened a webinar email two months ago. It’s like giving the same grade to someone who Googled “how to buy a house” and someone who showed up to tour the same property three times. 😏 While the RevOps team worked to fix the scoring system, I went back to work with sales and CS to track patterns from their closed-won deals. 💡The goal here was to understand what high-intent behavior looked like right before conversion. Here’s what we uncovered: 🚨 Tier 1 Buying Signals These were signals from buyers who were actively in decision-making mode: ‣ 3+ pricing page visits in 10–14 days ‣ Clicked into “Compare us vs. Competitor” pages ‣ Spent >5 mins on implementation/onboarding content 🧠 Tier 2 Signals These weren’t as hot, but showed growing interest: ‣ Multiple team members from the same domain viewing pages ‣ Return visits to demo replays ‣ Reading case studies specific to their industry ‣ Checking out integration documentation (esp. Salesforce, Okta, HubSpot) Took that and built content triggers that matched those behaviors. Here’s what that looks like: 1️⃣ Pricing Page Repeat Visitors → Triggered content: ”Hidden Costs to Watch Out for When Buying [Category] Software” ‣ We offered insight they could use to build a business case. So we broke down implementation costs, estimated onboarding time, required internal resources, timeline to ROI. 📌 This helped our champion sell internally, and framed the pricing conversation around value, not cost. 2️⃣ Competitor Comparison Viewers → Triggered: “Why [Customer] Switched from [Competitor] After 18 Months” ‣ We didn’t downplay the competitor’s product or try to push hard on ours. We simply shared what didn’t work for that customer, why the switch made sense for them, and what changed after they moved over. 📌 It gave buyers a quick to view their own struggles, and a story they could relate to. And our whole shebang worked. Demo conversions from high-intent behaviors are up 3x and the average deal value from these flows is 41% higher than our baseline. One thing to note is, we didn’t put these content pieces into a nurture sequence. Instead, they were triggered within 1–2 hours of the signal. I’m big on timing 🙃. I’ll be replicating this approach across the board, and see if anything changes. You can try it and let me know what you think.

Relying on assumptions isn’t just risky it’s a missed opportunity. From my experience, businesses that make decisions based on gut feelings or outdated methods often struggle to achieve sustainable growth. Precision, driven by actionable data, has been the cornerstone of the most successful strategies I’ve observed. It’s not merely about reacting quickly; it’s about acting intelligently with data-driven insights. 📊 Intent data stands out as one of the most effective tools I’ve come across in marketing. By examining a prospect’s online behavior, it uncovers their position in the decision-making process whether they’re exploring solutions, comparing options, or engaging with relevant content. These insights go beyond surface level metrics; they are crucial signals indicating when a prospect is ready to engage. With intent data, we can eliminate guesswork and pinpoint exactly who is actively considering a purchase. Engaging these prospects at the right moment often before they even reach out to sales provides us with a significant competitive advantage. Here’s how I utilize intent data to foster business growth: 1. Align Marketing and Sales Teams 🤝: Intent data serves as a bridge between marketing and sales. By sharing insights, both teams can concentrate on high-intent prospects, enhancing conversion rates and streamlining the sales process. 2. Leverage the Right Tools 🛠️: Platforms like Bombora and 6sense offer detailed insights into buyer behavior. These tools monitor intent signals, transforming data into actionable intelligence that directs teams effectively. 3. Personalize Every Engagement 💬: Intent data enables us to create messages tailored to a prospect’s specific challenges and stage in the buying cycle. Addressing particular needs at the right time builds stronger connections, resulting in higher conversion rates. 4. Focus on High-Intent Opportunities 🎯: Not all prospects are created equal. Intent data helps prioritize high-potential leads, ensuring resources are allocated efficiently and effectively. If you’re not utilizing intent data, you’re missing out on valuable opportunities. Companies that embrace data-driven strategies are the ones that experience measurable growth and attain lasting success. The future of marketing relies on insights, stop making assumptions, and start taking charge with intent data. 🔍 #B2BMarketing#IntentData#LeadGeneration#MarketingStrategy#DataDrivenMarketing #SalesExcellence #BusinessGrowth #DigitalMarketing #MarketingInsights #Tausiftalks

B2B buying behavior is evolving fast. In the past, sales reps played the key role in educating the buyer throughout their journey. According to a buyer trends study by 6sense, today's B2B buyers are nearly 70% through their purchase process before engaging with sellers. What's more, 85% have mostly defined their purchase requirements before reaching out to vendors. Much of the buyer journey now is self-directed and self-served. This shift is primarily driven by the availability of digital resources. What this means is that if you want to align with B2B buyer behavior and fuel greater SQLs and sales pipeline, you better have a sophisticated digital strategy and a strong-as-heck digital presence throughout their journey. Here’s how you can achieve that: 1. UNDERSTAND YOUR ICP Build an audience insights engine. Understand your ICP’s frustrations and pain points as deeply as possible. Continually interview customers, survey your audience, track what they are searching for in Google and the AI engines, listen to sales call recordings and talk to your sales team, and conduct win-loss analysis of your CRM data. 2. FIND THE GAPS Conduct a gap analysis. What is your audience currently focused on, yet you have no web pages or content addressing those questions or concerns? Identify the gaps and prioritize the most important topics. You'll likely be surprised by the number of gaps you spot. 3. CREATE IMPACTFUL CONTENT Then, create web pages, content, and experiences that truly resonate with your audience based on your deeper ICP understanding. Solve their problems. Eliminate their frustrations. Empower them to achieve more. If a content piece doesn’t, then ditch it. Ruthlessly focus on being the most useful content provider to your ICP. And make sure that the content covers the questions they are wrestling with when they are not only problem-aware, but also solution-aware, and product-aware. 3. AMPLIFY, AMPLIFY, AMPLIFY This is a step that many marketing teams fail at. It’s not enough to create content. You gotta amplify it to ensure that your valuable content is actually reaching your audience. To that end, make it easy to discover your brand. Make sure that your SEO & AEO game is on fire, and that you’re just as focused on PR, content amplification, event marketing, and social media. If you are world-class at these four steps (or striving to be), you’ll be sure to significantly increase SQLs and pipeline with today’s self-directed B2B buyers. Let’s Destroy Mediocre Marketing!

Here’s the uncomfortable truth in B2B: Most companies only show up when they want something. And then they wonder why their cold outreach gets ignored, their ads get skipped, and their brand doesn’t stick. But the real problem isn’t lack of creativity or budget. It’s timing. And more specifically - an outdated mental model of how B2B buyers actually move. We keep hearing that “95% of the market isn’t in-market right now.” And yet most marketing and sales teams act like eveeeeeeeeryone’s ready to buy this quarter - if only they had the right CTA. Enogh is enough. Enough BS folks! We're serious people. Right? RIGHT? Here’s what that 95% is doing while you’re chasing short-term intent 👇 → They’re following people they trust on LinkedIn, podcasts, or offline events. → They’re skimming posts in niche Slack groups. → They’re talking to peers, not vendors. → They’re absorbing signals - not filling out demo forms. So if your strategy only kicks in once someone shows intent, you’re not early - you’re late. Great B2B companies build presence among future buyers, not just messaging for today's buyers. They create relevance where relationships grow - not where CRMs track leads. And they get specific about who they want to influence long before the sale ever begins. That means: • Understanding who’s influential in the account (not just who signs the PO) • Knowing which communities those people trust • Listening to the language they use when they describe their problems • Engaging with them in a way that doesn’t immediately trigger defense mechanisms That could be: ✔ Sending a helpful comment that adds to their thinking ✔ Sharing a post that feels like it was written for their exact situation ✔ Inviting them into a conversation (not a funnel) ✔ Staying visible without selling - for weeks, months, even longer Because the B2B companies that win aren’t the ones that push the hardest. They’re the ones who stay relevant without being annoying, trusted without being transactional, and remembered long before the buyer moves into market. When timing finally aligns (and it will) 👇 They won’t need to Google you. They’ll already know what you do, how you think, and why you’re different. You won't be chasing the deal. You’ll be getting the invite.

Product growth “wisdom” was built on lies. “Intent” is snake oil. It almost wrecked B2B growth. And I was as guilty as anyone. But I found a way to do it better, here’s how. 👇 For years, we were told: 💬 “Focus only on people showing intent!” 💬 “Only invest in channels with proveable ROI!” 💬 “We want leads lower in the funnel, ready to convert!” Then came the frustration. Slower growth. Low close rates. Few scalable paid programs. Most channels failed to deliver. Why? Because complex, “exact” attribution models don’t reflect how buyers actually buy. The pitch of “growth” functions sounded amazing: 🤑 You could track exactly where buyers came from. 🤑 Invest only where returns were proven. 🤑 Attribution would be crystal clear. 🤯 Growth = Heroes! But there was one problem… -- THAT’S NOT HOW PEOPLE BUY. When I asked customers—both of LogRocket and other solutions—how they chose their tools, the answers were remarkably consistent: 💬 “I’d heard of them before, so I went straight there when I needed a solution.” 💬 “We’d read their content over time, so they were already top of mind.” 💬 “Someone on our team had used it before, and we trusted it.” Shortlists are shrinking. According to G2’s 2024 Buyer Behavior Report: 💬 84% of buyers chose the vendor they talked to first. 💬 90% of buyers had prior experience with ≥1 vendor they evaluated. 💬 The % of buyers with only 1-3 products on their shortlist grew from 33% to 49%. So, what does this mean for your product growth strategy? ⏰Capturing late-stage leads isn’t enough. 🧑🔬Complex attribution models won’t save you. 🧠You need to be top of mind before buyers even start looking. -- How do you get there? 1️⃣ Create content that builds trust early Be the brand that buyers associate with solutions long before they make a shortlist. Influence decisions before they think about raising their hand. 2️⃣ Give sellers unique insights Buyers don’t need another Google search result; they want real value. Equip your sellers with insights they can’t find elsewhere to help them shine in discovery. 3️⃣ Be present where buyers spend time Distrust in vendor websites is growing (9% of buyers now consider them unreliable, up from 3% in the previous year). Meanwhile, public product reviews and independent forums are becoming go-to sources. Participate as a resource, not a promoter. Share insights, answer questions, and earn credibility. 4️⃣ Nail discovery The deal doesn’t start with the contract; it starts with the first conversation. Make sure you get it right. The goal isn’t just to generate demand, it’s to create demand. You want to be in the Day 1 consideration set, not the Validation set, scrambling to win a deal at the last second. -- ✨ Takeaway Were you part of the problem back in the day? How'd you do better? How'd you get your exec team on board?

Buyer intent is the new king. Old funnels just don’t work anymore. You can have the best offer on the planet. But if your message isn’t relevant, leads dry up. (I see this every week.) Here’s what’s changed: People don’t want to be herded through a sales funnel. They want to feel seen. They want to feel understood. They want to feel like you “get” them. The power move now? → Hyper-personalization → Buyer intent signals → Psychographic targeting Let’s break it down: • Hyper-personalization means knowing your buyer better than they know themselves. I’m talking about content, timing, and even tone tailored to what matters most to them. No more copy-paste emails. No more “dear customer.” • Buyer intent is all about catching people when they are ready to move. Not “someday.” Not “maybe.” But “right now.” Are you tracking the signals? Site visits, content downloads, job changes, buying triggers? (Hint: If you’re not, you’re invisible.) • Psychographic targeting digs into WHY people buy. Not just what they buy. Think values, dreams, fears, and habits. This is where relevance gets real. This is where trust grows. Old playbooks are out. Spray-and-pray is dead. Mass emails belong in the spam folder. The new winners? They build trust before the pitch. They show up with the right offer, at the right time, for the right person. That’s how you drive real growth. That’s how you stop chasing and start attracting. What’s one shift you’ve made to stay relevant in a world where buyer intent rules?

Why Buyers are Slower to Convert in Q1-2025 (It's Not All on You) 💡 If your deals drag, it's not just you. In 2025, B2B buying decisions will be more complex than ever. If your buyers take longer to convert, don't blame your strategy; it's the changing landscape. Here's what's happening: 💡Information Overload: -Buyers are buried in content, AI-generated insights, and conflicting advice, making decisions more complex. 💡Risk Aversion is Higher Than Ever: -With tighter budgets and AI-driven procurement processes, buyers are analyzing every decision with more scrutiny. 💡AI is Reshaping the Buying Process: -More companies rely on AI to evaluate vendors, scoring them based on reviews, case studies, and sentiment analysis. -You may not even get a human to look before being shortlisted (or ignored). 💡Unpredictable Buying Cycles: -Re-orgs, budget freezes, and AI-driven forecasting tools are pushing decision timelines further out. How Can You Adapt to This New Reality? 1. Win the Demand Game: ✔️ AI-powered buyers don’t just need another vendor; they need an apparent, data-backed reason to choose you. ✔️Buyers need a reason to choose you over competitors. ✔️Build awareness by highlighting your unique value proposition. 2. Master Distribution, Not Just Content: ✔️ Great content alone isn't enough, especially with AI filtering out generic messaging. ✔️ You need a multi-channel strategy that reaches buyers where they already spend time. ✔️ Optimize your content for AI search. 3. Use AI to Stay Ahead: ✔️ Leverage AI for hyper-personalized targeting, predictive analytics, and intent-based marketing. ✔️ Stay visible with retargeting ads so that when the buyer (or their AI assistant) decides, you’re on top of mind. -The B2B buyer journey isn’t just slower. -It’s smarter. -AI is influencing decisions before human buyers even engage. Remember: There's no one-size-fits-all B2B journey. -Every purchase decision is unique and influenced by stakeholders, budgets, and specific needs. -Build content that speaks to every buyer journey stage and engages with all stakeholders, not just decision-makers. What buyer shifts have you noticed in B2B this year? 👇

The Intent Illusion A VDP view doesn’t equal interest. A click isn’t commitment. A lead form doesn’t mean urgency. And yet… vendors train dealers to chase these surface signals like they’re gospel. Here’s what real intent looks like: Repeat visits to the same vehicle Time spent browsing by price band Signals of affordability, readiness, and equity Behavior over time—not just a moment If your CRM or marketplace tool isn’t combining context + history, you’re working blind. The buyer who clicked once may never convert. The one who’s viewed the same VIN four times in a week? They’re ready. It’s not about more traffic. It’s about knowing which traffic matters and acting fast. The best stores don’t just track behavior. They read it like a playbook. #QoreAI #IntentMarketing #CustomerBehavior #SalesStrategy #LeadGeneration #DataDrivenDecisions #AutomotiveInsights #MarketTrends #ConsumerEngagement #CRMAnalysis #ConversionOptimization

𝐖𝐡𝐲 𝐚𝐫𝐞 𝐬𝐨 𝐦𝐚𝐧𝐲 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐞𝐟𝐟𝐨𝐫𝐭𝐬 𝐟𝐚𝐥𝐥𝐢𝐧𝐠 𝐟𝐥𝐚𝐭? Because buyers aren’t following your playbook—they’re writing their own. Today’s buyers are more independent and informed than ever. They’re researching on their own terms, tuning out generic campaigns, and expecting personalized, meaningful connections. If your strategy is stuck on outdated funnels and assumptions, you’re missing them entirely. Buyers don’t want to be sold to—they want to be understood. I worked with a brand struggling with this exact challenge. Their ads were generic, and their buyers? Disengaged. 𝐁𝐲 𝐬𝐡𝐢𝐟𝐭𝐢𝐧𝐠 𝐟𝐨𝐜𝐮𝐬 𝐭𝐨 𝐝𝐚𝐭𝐚-𝐝𝐫𝐢𝐯𝐞𝐧 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐚𝐧𝐝 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐛𝐞𝐡𝐚𝐯𝐢𝐨𝐫, 𝐰𝐞 𝐜𝐫𝐞𝐚𝐭𝐞𝐝 𝐜𝐚𝐦𝐩𝐚𝐢𝐠𝐧𝐬 𝐭𝐡𝐚𝐭 𝐬𝐩𝐨𝐤𝐞 𝐝𝐢𝐫𝐞𝐜𝐭𝐥𝐲 𝐭𝐨 𝐭𝐡𝐞𝐢𝐫 𝐚𝐮𝐝𝐢𝐞𝐧𝐜𝐞’𝐬 𝐧𝐞𝐞𝐝𝐬. 𝐓he result? A 35% lift in engagement and a 26% jump in conversions. 𝐇𝐞𝐫𝐞’𝐬 𝐇𝐨𝐰 𝐭𝐨 𝐑𝐞𝐚𝐜𝐡 𝐓𝐨𝐝𝐚𝐲’𝐬 𝐁𝐮𝐲𝐞𝐫𝐬: ▫️ 𝘜𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥 𝘛𝘩𝘦𝘪𝘳 𝘑𝘰𝘶𝘳𝘯𝘦𝘺: Buyers are researching independently. Map their path to meet them at key moments. ▫️ 𝘗𝘳𝘪𝘰𝘳𝘪𝘵𝘪𝘻𝘦 𝘗𝘦𝘳𝘴𝘰𝘯𝘢𝘭𝘪𝘻𝘢𝘵𝘪𝘰𝘯: Generic campaigns don’t resonate. Tailor your messaging to address their specific needs. ▫️ 𝘓𝘦𝘷𝘦𝘳𝘢𝘨𝘦 𝘋𝘢𝘵𝘢 𝘚𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘤𝘢𝘭𝘭𝘺: Use insights to understand why customers engage—not just what they do. ▫️ 𝘍𝘰𝘤𝘶𝘴 𝘰𝘯 𝘝𝘢𝘭𝘶𝘦: Buyers don’t want a sales pitch. Show them how you solve their problems. ▫️ 𝘉𝘦 𝘗𝘳𝘦𝘴𝘦𝘯𝘵 𝘈𝘤𝘳𝘰𝘴𝘴 𝘊𝘩𝘢𝘯𝘯𝘦𝘭𝘴: Create consistent, meaningful touchpoints across platforms to stay top-of-mind. If your marketing feels off, it’s time to rethink your approach. 𝐋𝐞𝐭’𝐬 𝐜𝐨𝐧𝐧𝐞𝐜𝐭 𝐚𝐧𝐝 𝐛𝐮𝐢𝐥𝐝 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐭𝐡𝐚𝐭 𝐫𝐞𝐬𝐨𝐧𝐚𝐭𝐞 𝐢𝐧 𝐭𝐨𝐝𝐚𝐲’𝐬 𝐛𝐮𝐲𝐞𝐫-𝐝𝐫𝐢𝐯𝐞𝐧 𝐰𝐨𝐫𝐥𝐝. https://lnkd.in/giwNtfGY