How To Tell Your Buyers Are Engaged
Enabling your sellers to create meaningful interactions is key. But what does that mean for today's self-service buyer? And how do we measure their buying intent?
5 Ways To Measure Buyer Engagement
Content Viewed
Helps you get more ROI around the content your marketing team is creating. If buyers gravitate towards one type or topic, great, create more of it. If there’s a certain format or style that isn’t getting views, then move away from it.
Time Spent Viewing Content
Are buyers quickly skimming for a few seconds, or are they taking the time to absorb information? If you’re noticing certain content is only being viewed for a few seconds at most, you can deduce it isn’t engaging, and might need a refresh.
Return Visits On Content
What’s making your buyers come back again and again? A case study? A competitor comparison chart? This metric can help sales reps understand which talking points to take into conversations and what marketing they need more of.
Stakeholder/Buying Committee Interaction
The prospect you’re working with might not have budget or approval authority. Distributing content via a digital sales room allows your contact to share with stakeholders—so you see when and how they’re interacting with it. Less guessing and more predictability for buyer intent data.
What advanced deal activity?
Your content needs to close deals. With a digital sales room, you see what content advanced buyers to your next deal stage, closed the most deals, and in some cases—lost deals. The more content that advances or closes deals, the more you can use it for future buyer interactions.
