This case study highlights how intent data is underutilized in strategic sales, despite its widespread adoption in marketing. Intent data can significantly enhance strategic account coverage by revealing new opportunities and improving engagement strategies. The challenges for strategic reps include inadequate lead generation and cold prospecting, which can be mitigated by using intent data to identify key decision-makers and early buying signals. To maximize the benefits, sales management must invest in training and aligning resources to leverage intent data effectively.

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