1. Understand buyer purchase behavior. Once you know who your buyer is, you need to understand their purchase behavior. What steps do they take? In what order? Where in that process does the buyer interact with your company? With this information compiled, you can produce a buyer’s journey. Buyer Journey Data to Watch The first place people The touchpoints after The touchpoints tend to contact you the first interaction at each stage The average number of The average number What content they touches per account per of touches per account consumed at each closed-won deal per closed-lost deal touchpoint