How Mature Is Your Buyer Intelligence?

A New Way to Understand and Close the Modern B2B Buyer

The sales playbook is broken.
Buyers don’t move in funnels. They move in loops. They stay anonymous. They form consensus in Slack, not sales calls.

Yet most teams still measure what reps are doing, not what buyers are experiencing.

That’s the gap Buyer Intelligence fills.

And now, there’s a way to measure how ready your team is to close that gap.

What Is Buyer Intelligence and Why It’s Now a Strategic Advantage

Buyer Intelligence isn’t a new dashboard. It’s a new lens for how GTM teams operate.

While Sales Intelligence tells you what a rep did, Buyer Intelligence reveals what the buyer is doing and why it matters. It captures psychographic signals, stakeholder shifts, silence patterns, and internal committee behavior to shape real-time action.

From our State of Sales 2025 research:

• 95% of buying happens anonymously

• 6–10 stakeholders influence most B2B deals

• Buyers complete 70% of the journey before a rep is looped in

Visibility isn’t the challenge anymore. Relevance in the moment of action is.

Buyer Intelligence enables that. It:

• Surfaces motivation, friction, and timing

• Helps reps prioritize the right moves

• Guides teams to align around what buyers need to decide, not just what sellers want to say

Why We Built the Buyer Intelligence Maturity Model

Buyer Intelligence is no longer a luxury, it’s a necessity. But where do you start?

We created the Buyer Intelligence Maturity Model to help GTM leaders:

• Diagnose their current strengths and gaps

• Benchmark how well they’re aligning with buyer behavior

• Prioritize the capabilities and habits needed to drive execution forward

This model doesn’t just assess tools. It evaluates behavior, alignment, and action. Because strategy without execution is just theory.

The Five Stages of Buyer Intelligence Maturity

At Hive Perform, we’ve defined five clear stages that reflect how well GTM teams capture, interpret, and act on buyer signals. This is the same framework used in our assessment and illustrated in the visual funnel below:

Stage 1: No Signal

“We’re flying blind.”
There’s no consistent capture of buyer behavior. Reps rely on gut feel. Managers inspect deals through Slack threads and CRM guesswork.

Stage 2: Captured, Not Used

“We have the data, we just don’t use it.”
Signals exist, recorded calls, CRM fields, meeting notes but they’re passive. No workflows convert them into action.

Stage 3: Signal-Aware Execution

“We’re using some signals, but inconsistently.”
Some reps respond to buyer cues, others follow static playbooks. Follow-up quality and execution vary across the team.

Stage 4: Embedded Buyer Strategy

“Signals shape how we sell.”
Signal-to-action workflows are embedded. Follow-ups, coaching, and handoffs are shaped by live buyer behavior.

Stage 5: Predictive Execution Intelligence

“We see what’s coming and we act fast.”
Signals predict deal health. AI recommends next steps. Execution is aligned and proactive across the GTM team.

Introducing the Buyer Intelligence Maturity Assessment

To help GTM teams pinpoint where they stand and what to do next we built the Buyer Intelligence Maturity Assessment.

It’s a free, 5-minute diagnostic that evaluates your team’s execution across:

• Buyer Signal Readiness

• Execution Responsiveness

• Team Alignment

• Strategic Iteration

You’ll get a full report including:

• Your stage of maturity with detailed explanation

• Execution risks and growth opportunities

• Tailored next steps based on your profile

• Recommended Hive Perform tools and resources to level up

What You’ll Learn From Your Results

Most teams discover:

• They collect signals, but don’t act on them

• Managers and reps operate with mismatched views of the deal

• Tactics aren’t tested or scaled, each win feels custom

• Risk emerges too late to influence outcome

Your score doesn’t just label you. It points to the few right moves that will create the most impact.

Why It Matters Now

The cost of misalignment is rising:

• CAC is up

• Win rates are down

• And AI has made insight more available but not easier to act on

Teams that close this gap between buyer behavior and execution quality will outperform. Period.

That’s what the assessment is built to help you do.

Ready to See Where You Stand?

Diagnose your team. Discover what’s next. Deliver like a buyer-led GTM team.
→ Take the Buyer Intelligence Maturity Assessment