7 Situations Where Intent Data Can Lead to 5x Faster Sales Cycles

Have you considered adjusting your marketing plan to a specific target at the precise correct time for them to close?

You are probably thinking, “If there were such a thing, I’d be closing hundreds of deals every month.”

Enter Buyer Intent data.

Buyer Intent data provides unprecedented insight into your prospects’ behavior by tracing intent signals across the web. This data enables you to ‘jump the queue,’ allowing you to pitch to potential clients at the precise, appropriate time when they are looking to buy.

What is Intent Data in a Nutshell?

Intent data is a set of behavioral and search signals to help marketers and sales professionals understand potential customers’ likelihood to purchase a product or service.

Your prospects are seeking a solution to an issue that you may be able to solve. They go online, read content, hunt for answers, and learn to cope with their discomfort.

more about Intent Data

According to surveys, an average B2B prospect is 67% of the way through the purchase experience before connecting with a salesperson. Combining prospect signals with Buyer Intent data gives a sharper bird’s eye view to assist the organization in harnessing consumer insights.

Here are some situations where Buyer Intent data can lead to a 5x faster sales cycle. 

Know Your Potential Customer’s Intent

Wouldn’t you like to be able to identify the particular prospects and accounts in-market for your product and then target them with the proper messaging to meet their purchasing stage, difficulties, and interests?

Connecting and resonating with the right audiences in a competing market is a challenge. B2B intent data provides an accurate and effective solution.

In brief, B2B Buyer Intent data enables you to determine whether or not a B2B prospect is actively contemplating or searching to acquire your type of product or solution, allowing you to make educated timely marketing decisions.

Intent data provides insights into your prospects’ purchasing intent and online research behavior. This insight allows you to build a clear picture of a prospects’ challenges and buying intents, topic searches, intent velocity (how active they are around that topic), and other account intelligence by using a variety of 3rd party data sources mapped to the buyer’s journey.

Make the Most of Your Sales Efforts

Growing the productivity of your sales staff is critical. According to HubSpot data, the average salesperson spends less than a third of their time selling. And, a whopping 40% of salespeople believe prospecting is the most challenging aspect of their work.

Imagine a situation where you put all your efforts into reaching the decision-maker; you had a great conversation and nurtured your lead to almost the last stage of your sales cycle. However, the lead goes inactive and stops responding to your emails and phone calls. All your efforts ended in vain.   

Instead, you can leverage Buyer Intent data to limit prospecting (connecting on LinkedIn, getting past the gatekeeper, and sourcing emails) and always target top priority accounts. In that case, you will have a happier and more productive sales staff, which will result in more sales for your company.

Buyer Intent data tools provide company-level intent data and contact information for key decision-makers, so you can immediately see your best targets and reach out.

More Personalized Targeting From the Go

Personalization is the key to engaging and converting your lead into a paying customer. Based on a report by McKinsey, personalizing your messaging and conversation can help you grow your business revenue by 5-15%. Additionally, a personalized approach improves marketing efficiency by 10-30%.

Intent data takes the guesswork out of your sales and marketing approach. It allows you to offer content based on lead intent signals and triggers. These signals include engagement with the other sites, search queries on search engines, posting content, etc. 

The more real-world data you have from potential customers as a marketer, the easier and faster it is to develop customized content in response to these triggers. The appropriate information can then be delivered straight to your prospects’ inboxes.

Inbound marketing is an alternative use for Buyer Intent data. The current inbound marketing strategy necessitates enormous material developed after hours of keyword research, content optimization, and SEO wizardry, all of which are both expensive and complex. And, with 90.63% of all content on Google receiving zero traffic (that’s right, no traffic at all! ), there’s a good possibility your marketing team is developing inbound content for an empty audience.

Produce Relevant Content

A core task of marketing is to support the sales team by creating qualified leads through content.

Any marketing edge you may obtain can make a difference in sales. An estimated 1.8 billion (and counting) websites are fighting for attention, and nearly every topic has been extensively covered. As a result, concentrating less on search rankings and more on actually connecting with your intended audience will become increasingly important.

Buyer intent data helps your marketing team by allowing them to analyze both the amount and quality of reactions to different online ‘triggers,’ such as keywords and social activity. This approach eliminates content research and analytics guesswork, allowing your marketing team to develop content based on ‘known’ rather than ‘estimated’ data.

Consequently, Buyer Intent data may assist your marketing team in creating hyper-personalized, relevant, and timely content that can be utilized in your sales process to interact with your newly discovered prospects.

Follow a Reliable Lead Scoring Model 

Purchase intent data is behavioral information about a lead’s or company’s online behaviors. In other words, whether a lead searches for a software solution online, analyzes rivals, or reads reviews, all of these actions reflect the lead’s buying intent. These efforts can be documented on a company’s website and the wider internet (through publishing co-ops, advertising networks, and individual websites).

With recent advancements in intent marketing, lead scoring based on behavioral data has gained appeal. Intent signals from a potential B2B buyer may help teams select the correct leads and maximize marketing and sales resources, whether it’s purchase intent data or Buyer Intent data from a sales viewpoint.

Examples of lead conduct that may aid in determining buyer or purchase intent:

Once the behaviors have been evaluated, assign numerical values to each.

Access to high-quality purchase intent data enables sales and marketing teams to prioritize warmer prospects and reach out to them with the right content at the right time.

Buyer or purchase intent data-based lead scoring can also assist companies in the following ways:

  • Determine which product characteristics are in demand and should be highlighted in sales and marketing materials.
  • Determine the activities leads take before dismissing a software product from consideration and contact those leads with the relevant communication.

Take a More Precise Account-Based Marketing Approach

Relationships are key to account-based marketing. Intent data has the potential to be the most critical contribution to engaging and developing connections with the appropriate prospects. ABM frequently necessitates technographic and firmographic data. You must use every available channel to get additional information about your prospects and adopt a laser-focused approach.

Intent data allows you to broaden your reach and provides you with data that you would not be able to obtain on your own. This data enables you to locate more in-market consumers, score leads more precisely, and re-shape your ABM campaign with personalized messaging.

According to research, around 10% of buyers are actively buying or wish to buy at any one moment. If you have a target list of 100 accounts, 10 of them are likely to be instant prospects. The issue is, which 10 are they? In this case, intent data comes into play.

Targeted Advertising with Custom Audiences

The path that Apple and other big tech firms are taking in terms of privacy (as seen by the iOS 15 release) is destabilizing the online advertising landscape.

More data gaps exist than ever before, and ad platform targeting is becoming less effective and more expensive.

With intent data, you can remove the guesswork for the ad platform and provide them with a highly relevant, in-market dataset to begin delivering advertisements. Then, to scale your ad distribution, you may employ lookalike audiences to increase the audience beyond your initial dataset.

You save cost, boost efficiency, and obtain better results from your advertising by doing so. You also control the data to mix advertisements with other channels for optimal impacts, such as cold outreach through email and LinkedIn.

Reach Your Potential Clients Before They Reach You

Intent data is precious on its own as it allows you to reach your potential customers before they reach you or your competitors reach them.

However, it works best when combined with additional data points such as firmographic, technographic, and engagement metrics to produce a holistic scoring model that considers qualifying requirements and engagement. 

In our B2B data portal, SalesIntel has simplified intent data search so that you can rapidly access the actionable data you need to enhance lead generation. SalesIntel provides precise and complete B2B data, including firmographic and technographic information on your ideal customer profile (ICP) as well as buyer Intent Data.

Do you want to find data that can help you make faster choices and add more value to your business?