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.
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
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.
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:
“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.
“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.
“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.
“Signals shape how we sell.”
Signal-to-action workflows are embedded. Follow-ups, coaching, and handoffs are shaped by live buyer behavior.
“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.
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
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.
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.
Diagnose your team. Discover what’s next. Deliver like a buyer-led GTM team.
→ Take the Buyer Intelligence Maturity Assessment