Transform Your Business into a Sales Machine with Buyer Intent Data

Apurva Pathak | August 23, 2022 | 527 views | Read Time : 05:30 min

Sales Machine with Buyer Intent Data
B2B buyer intent data provides insight into a user’s purchase intent. With this information, you can identify when a prospect matching your ICP is actively considering buying your product, or similar products or solutions. This intent data is collated from different digital sources that use cookies to analyze key intent search terms to zero in on when a prospect is in an active buying journey. With this information, B2B companies like yours can make campaigns that are very specific to these prospects and are more likely to convert them.

Let us take a look at how B2B buyer intent data can assist sales teams to achieve their revenue goals.

Identify High-Intent Target Accounts

In account-based marketing, a target account list has companies and accounts that are most likely to buy your product. This target account list helps your sales and marketing teams concentrate their efforts to push high-quality leads through the sales funnel. Using B2B buyer intent data, the sales team can know which prospect is showing key signals of purchase intent. These B2B intent data key signals include downloading resources, reading blog posts, signing up for a free trial, booking a demo, viewing the pricing page, and revisiting your website after the first interaction. Your sales team can segment the target list based on this information. Every lead can be broken down into three segments: high intent, medium intent, and low intent. Now that your sales team has the high intent leads, they can target these leads and convert them without wasting time on low intent leads that may not be ready to buy.

Your Sales Cycles Are Shorter than Ever

Salespeople often struggle with closing deals faster. The reasons behind this could be anything from wrong contact details to chasing imprecise, low-qualified leads and cold prospecting. Reaching out to accounts that do not show any intent to buy is a waste of time your sales team cannot afford if it wants to meet the revenue targets. With the help of B2B buyer intent data, your sales team gets actionable data insights on the accounts that are in the market and what they are looking for so they can approach these accounts confidently. Popular intent data providers provide more than 95% accurate contact information, company structure, and buyer group details on accounts so your sales team can connect with decision-makers directly and close deals faster.

Lead Prioritization is No Longer a Struggle

Prioritized lead scoring effectively puts sales managers and salespeople in a position to see real opportunities. B2B buyer intent data allows them to see what other paths leads can take even if they do not visit your website. They can understand which leads are in the final stage of the sales cycle in real-time. Leveraging this information, sales managers can align sales representatives based on the comprehensive overview of accounts without worrying about the initial ranking of the account with the help of intent-based marketing. It helps the entire sales team take advantage of the foresight that intent data provides to create an agile method to capture demand accurately.

Improved ABM Implementation

Enriching the B2B buyer journey with hyper-personalized content to target ICP in marketing as a part of intent data marketing becomes easy for your marketing teams. They can prepare content for each stage of the buying funnel, which consists of awareness, consideration, and decision-making stages. In the awareness stage, you can help your prospects narrow down their search and lead them to your brand. In the consideration stage, your sales teams can get in touch with the decision-makers who respond the most to your marketing campaigns and are in the stage to purchase your product. In the final decision-making stage, your customer support and sales teams can provide the prospects the assistance they need through content on crucial pages via a product guidance tool or a chat service. This way, your B2B account-based marketing strategy can be implemented with added accuracy.

Final Thought

Saving costs, generating more leads, and boosting sales becomes easier with the help of buyer intent data. Rather than letting your sales team wait for prospects to stumble upon landing pages, your business can leverage B2B intent data to gain a competitive edge by finding them first and offering them solutions to their problems through your products using buyer intent data strategies.

Spotlight

Personal ABM

While many supply chain and tech companies are now taking an account based approach to sales and marketing, in many cases, they are still following a traditional based "lead"​ system with campaigns and "lead"​ hand-offs. Because there's limited personal relevance, there's a funnel fall-off with sales and marketing unable to close key accounts.

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BUYER INTENT DATA

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Spotlight

Personal ABM

While many supply chain and tech companies are now taking an account based approach to sales and marketing, in many cases, they are still following a traditional based "lead"​ system with campaigns and "lead"​ hand-offs. Because there's limited personal relevance, there's a funnel fall-off with sales and marketing unable to close key accounts.

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Bombora, Intentsify | September 22, 2022

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Bombora, the leading provider of B2B intent data solutions, and Intentsify™, the Intelligence Activation Platform and Demand Activation Programs provider, today announced Intentsify’s platform will automatically ingest Bombora’s Company Surge® intent data for all Intentsify customers to validate and further augment account intelligence. The partnership enhances go-to-market (GTM) strategies for B2B sales, marketing, and customer success teams. Intentsify’s platform and solutions were built on the criticality of using multiple intent data sources to fuel increasingly sophisticated go-to-market (GTM) strategies. B2B organizations have traditionally struggled to manually stitch together disparate intent data feeds to gain the signal coverage and accuracy today’s dynamic strategies require. Numerous intent data source types, signal-tracking methods, and scoring models prevent users from digesting, synthesizing, and acting on the data while it’s still relevant. By adding Bombora’s high-quality intent data, Intentsify strengthens intent signal coverage and accuracy, improving the account intelligence fueling customers’ GTM strategies. Bombora’s intent data comes from the world's largest consent-based data co-op, with buying signals across 5,000 websites and over 4 million companies. As a result, Intentsify customers benefit from next-level buyer and account intelligence that they can quickly activate across a range of use cases. “We’ve had great success using Intentsify to synthesize multiple intent data sources into account intelligence that we can quickly activate across demand programs,” said Stephanie Williams, Senior Manager of Corporate Campaigns at Sysdig. “And we’re really excited about Intentsify’s new partnership with Bombora—it’ll make the intelligence fueling our strategies that much more powerful and effective.” Whether through Intentsify’s Demand Activation Programs or one of the numerous other use cases supported by Intentsify’s Intelligence Activation Platform, the addition of Company Surge® data enables Intentsify customers to plan and execute their strategies more efficiently and effectively, scaling revenue contribution and customer satisfaction while saving time and budget. “From day one, Intentsify operated on the belief that every intent signal brings value to our customers,” said Intentsify CEO, Marc Laplante. “From day one, Intentsify operated on the belief that every intent signal brings value to our customers,” said Intentsify CEO, Marc Laplante. “We set out on a path to capture as many intent signals as possible, help make sense of them for our customers’ various needs, and enable them to quickly act on the resulting account intelligence. By adding Bombora’s powerful Company Surge® data to Intentsify’s existing array of native intent sources, our customers benefit from the most comprehensive data-driven demand generation and digital advertising products on the market today.” “We’ve seen growing demand for intent data and signals, but continue to see some sales and marketing organizations struggle to convert insights into actions,” said Erik Matlick, CEO and co-founder of Bombora. “Intentsify has helped solve this problem, making it easier for B2B companies to monitor intent across their target accounts and then act quickly. This helps sales and marketing better engage with in-market prospects and leads to much greater results. We’re excited to integrate with this solution and make these efforts seamless for marketers and sellers.” To learn more about the integration, visit https://bombora.com/integration/intentsify/. About Bombora Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit www.bombora.com.

Read More

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Apollo.io is partnering with LeadSift to make intent data accessible for all

Apollo.io | September 27, 2022

Apollo.io, the integrated B2B sales intelligence and engagement platform, is partnering with the leading intent data provider, LeadSift (a Foundry company), to integrate its buying intent data into Apollo’s platform. All Apollo plans, including the free plan, will now include intent data with the option to choose among 1,600 intent topics at no additional cost helping sellers convert more in-market buyers. Buying intent data takes the guesswork out of prospecting. Prospects showing buying intent have a higher chance of converting since they have engaged in online activity that correlates to purchasing activity toward certain products and services. With buying intent, sellers can target prospects with precision. They can see who is in the market for a specific product or service, which empowers them to reach out with the right message at the right time. This strategic partnership between Apollo and LeadSift makes intent data accessible to all. Powered by LeadSift’s intent data, Apollo now offers accurate and quality buying intent data across thousands of categories right in its prospecting tools, making it the most seamless experience for sales professionals. Three key differentiators with Buying Intent from Apollo powered by LeadSift are: Multi-source intent with accuracy guaranteed. LeadSift (a Foundry company) merges signals from the public web, social networks, events, job postings, technology installs, and more. Each signal is crawled from public data with no guesswork involved. Easily filter by Buying Intent when prospecting. Buying Intent is seamlessly built into Apollo Search and Chrome Extension so sales professionals can save time and prospect faster. Comprehensive buyer intelligence and effective engagement, all-in-one. Beyond intent data, sales professionals can easily access comprehensive lead intelligence and effectively engage interested buyers all in one platform. "Our mission is to make world-class go-to-market solutions simple and accessible for all. Being the first data provider to offer a fully free version of an intent data solution brings us one step closer to our mission," says Apollo.io VP of Product, Krishan Patel. "After evaluating multiple intent data providers, we partnered with LeadSift (a Foundry company) for their accurate and quality intent data.” “The buyer's journey is complex and never happens in one place. For sales outreach to make an impact, reaching the right buyer, with the right message, at the right time is essential."- Tukan Das, Co-Founder of LeadSift. “The buyer's journey is complex and never happens in one place. For sales outreach to make an impact, reaching the right buyer, with the right message, at the right time is essential. This is where intent data can help create efficiency in sales and prospecting. We are excited to partner with Apollo.io, allowing more sales professionals to find and engage the most relevant accounts that are actively in-market.” - Tukan Das, Co-Founder of LeadSift. Apollo.io helps over one million professionals across 160,000 companies automate their sales processes and grow revenue. Apollo has consistently been ranked on G2 as the leading sales intelligence and sales engagement platform, beating over 200 companies across the reviewer's website. Learn more about Apollo’s Buying Intent feature at apollo.io/product/buying-intent About Apollo.io Apollo.io is the leading B2B sales intelligence and engagement platform, trusted by over 160,000 companies and more than one million users globally, from rapidly growing startups to some of the world's largest enterprises. Apollo.io provides sales teams with easy access to contact data for over 250 million contacts, along with tools to engage with these contacts in one single platform. By helping sales professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. About LeadSift (a Foundry company) : Founded in 2012, LeadSift enables B2B tech companies to scale revenue by reaching decision makers in buying mode. By layering intent signals mined from the public web, with research-based intent and proprietary tech, they deliver actionable and relevant leads. LeadSift was acquired by IDG in December 2021. Moving beyond targeting by static profile elements like title or company size, LeadSift shows you who is engaging with competitors, custom keywords, events, technographics and topics that are relevant to your company from the broadest intent data sources on the market. Leads are then scored based on trends so you are always reaching the warmest accounts first.

Read More

ACCOUNT BASED DATA

Emplifi Summit Brings CX Leaders from the NFL, Virgin Media, and TikTok to the Virtual Stage

Emplifi | September 29, 2022

Emplifi, the leading customer experience platform, today announced the speaker lineup for this year’s Emplifi Summit virtual event, which is taking place on October 5, 2022, with online sessions starting at 9:00 a.m. EST. Speakers include a wide array of marketing experts and CX thought leaders from the world’s most recognizable brands, including the NFL, Virgin Media, and TikTok. Emplifi CEO Mark Zablan will kick off the event with an opening keynote on how the customer journey of the future is taking shape now – and what brands can do to prepare. "Today’s consumers are begging for more authentic relationships with brands. They want personal and effortless customer experiences." said Zarnaz Arlia, Emplifi CMO. "Today’s consumers are begging for more authentic relationships with brands. They want personal and effortless customer experiences. The good news for marketers is that we have the technology and resources to deliver remarkable experiences. The challenge is using the technology to our advantage without allowing it to hamper the customer-brand relationship," said Zarnaz Arlia, Emplifi CMO. "We’ve designed this year’s summit to address this very challenge and have recruited some of the best minds in the business to share how they are building unforgettable customer experiences across their marketing channels." Emplifi Summit 2022 speakers include: Timothy Armoo, Founder of the marketing agency Fanbytes: Timothy’s session will cover the new world of social media, looking at all the ways GenZ interacts online and offering insights on how to build successful marketing strategies for emerging channels. Rachael Courtney, Senior Social Marketing Lead for Virgin Media: Rachael will join Emplifi CXO Shellie Vornhagen in a conversation covering Virgin Media’s CX efforts and how the brand is maximizing the value of its customer interactions. Britt Deise, Manager of Club Social Marketing for the NFL: Britt will share how the NFL drives social growth and engagement across all 32 clubs Jyri Kidwell, Head of Creative and Creator Partnerships at TikTok: Will discuss how to get started on TikTok, outlining best practices and tips for content creators who are looking to unleash the power of video. Katy Leeson, CEO of Relentless Media: Katy will join Emplifi CMO Zarnaz Arlia for a heartfelt conversation on the realities of burnout, imposter syndrome, and how company actions and culture inform the brand purpose… and brand perceptions. Fred Reichheld, Bain Fellow and bestselling author: Credited as a customer loyalty guru, Fred will share insights from his most recent business book “Winning on Purpose,” offering a deep-dive into the power of customer love and why leaders must avoid mistaking profits for purpose as their companies grow. Emplifi Summit is a virtual event tailored for brand marketers looking to create unforgettable customer experiences. To find out more about the Emplifi Summit and register to attend, visit the event website: Emplifi Summit 2022. About Emplifi Emplifi is the leading unified CX platform that brings marketing, commerce, and care together to help businesses close the customer experience gap. More than 7,800 brands, including Delta Air Lines, Ford Motor Company, and McDonald's, rely on Emplifi to provide their customers with outstanding experiences at every touchpoint. For more information, visit www.emplifi.io.

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