Tom BurtonCo-Founder, COO and CTO of LeadSmart Technologies

What are "Buyer Signals" and why are they important? #b2becommerce

Name: What are "Buyer Signals" and why are they important? #b2becommerce
Uploaded: 2024-05-10T11:00:35+00:00
Duration: 47 s
Channel: Tom Burton
Description: Tom Burton explains that "buyer signals" encompass many forms of customer-related information (website activity, email opens, quotes, order history…

10 May 2024 · 1 min

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0:47

Tom Burton explains that "buyer signals" encompass many forms of customer-related information (website activity, email opens, quotes, order history, etc.). He argues these signals should be used holistically to improve customer experience and better understand and facilitate the buyer journey—not just for prospects but importantly for existing customers, which is emphasized for wholesale distribution where most sales come from repeat customers.

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Signals can be all over the place, right? It doesn't have to be somebody coming to your website or opening your email, but you can look at information about quotes, you can look at order history, you can look at, you know, a number of different things that are all signals, right? And, and the question is, is how do you holistically use those signals to actually have, again, provide a better customer experience, but understand the customer better, understand and then facilitate that buyer journey better, even with existing customers. So this doesn't have to be only for prospects. This can be with your existing customers. And as you know, in wholesale distribution, right, a majority of sales come from existing customers. So how do we get more out of that system?