Why Your B2B Leads Aren't Ready to Buy Yet | Paul Franklin on Intent Data and Buying Groups
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Why Your B2B Leads Aren't Ready to Buy Yet | Paul Franklin on Intent Data and Buying Groups
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Everyone posts the wins. This is the machine behind them.
In this episode of The System Behind It, Reuben sits down with Paul Franklin, founder of Koala B2B, on why B2B buying is longer, messier and more human than most marketing treats it, and why that quietly kills pipelines.
Paul breaks down how his intent-demand agency uses data to spot the companies actually in-market, why you have to win the whole buying group rather than a single decision-maker, and why the leads worth having are people who might be ready later, not people ready to buy right now.
We get into:
→ How intent data identifies who's actually in-market
→ Why you target the whole buying group, not one name
→ The 30-to-50 touchpoint reality of B2B, and how to layer them
→ Why a cost-per-lead model keeps everyone honest
→ How to hand a lead over without the prospect going cold
No pitch, no theatre. Just how the machine actually works.
Listen on your podcast app of choice, or watch at thesystembehindit.com
Find Paul: KoalaB2B.com, or search Paul Franklin on LinkedIn.