Marketing Automation can help businesses utilize business intelligence and data mining to discover the intent of a website visitor. With this valuable information, sales teams can reach decision-makers more effectively and close deals faster. Also note din this Business Line report is that the payoff from understanding behavioral patterns is huge -- you can use this insight to optimize your site, influence people's behavior, and ultimately drive actions that you care about.
"Intelligence gathering is critical to any business whether it is selling to customers (B2C) or to other businesses (B2B). Customer surveys, research reports are all different forms of intelligence gathering techniques adopted by businesses to understand the needs and motivations of their end customers.
"In B2C it is easier to measure consumer reaction to a product, since the buying decisions are taken individually and spontaneously. You hardly hear B2B success stories where a product sold 1 million pieces in the first month, while it might be a regular scenario at the Apple headquarters.
"Hence intelligence gathering and if possible inferring the intent of a business lead become a priority for a B2B company, where sales cycles can last as long as 12 to 18 months."