Our last article Targeting Right B2B Prospects: Methods for Identifying dived deep into intent-based marketing — the types of intent signals, Identifying user intent, and data tracking strategies – and evaluated their performance (KPIs) using AI-automated outreach methods.
In today’s post, we will explore various methods for bahrain phone dataset identifying the ideal customer profiles (ICP) and the right prospects to target so that instead of trying to generate more leads to satisfy sales quotas, intent-driven targeting can improve sales enablement and make it easier to close deals.
Collecting Prospects’ Intent (Data) Is Not Straightforward – Technical Challenges
Process for How to Check Who Visited My Website? Identifying a Potential Prospect Through intent-data
Identifying Intent Data From ‘Websites’
Case Study: Marriott Increased Bookings by 289% Using First-Party Website Data
Identifying Intent Data from ‘Email Campaigns’
Identifying Intent Data from ‘Social Media’
Identifying Intent Data from ‘Landing Pages’
Identifying Intent Data from ‘Ads’
Identifying User Intent from central african leads Competitor Platforms
Percent of companies using one or more intent data solutions graph – Identifying user intent
Respondents are either currently leveraging or planning to leverage intent data – intentsify.io
The Need to Identify Intent?
One of the most complex parts of being a marketing/salesperson in the digital B2B space is knowing when and how to target specific prospects. Marketers often feel like they are wasting their time with
their outreach activity by guesswork.
With intent data, instead of guessing whether to target the prospect or what outreach method could better resonate with the prospect, marketers can categorise passive and active prospects and target them with an educated conversation based on information the buyer is actively looking for and address their specific needs for better conversion.
“Stat: 55% of sales leaders saw increased lead conversions when using intent data.”
This article aims to present you with methods that will help you understand a prospective Client’s interests and help marketers personalise their outreach to specific groups of buyers instead of the entire account book.
Collecting Prospects’ Intent (Data) Is Not Straightforward – Technical Challenges
Over-Abundance of Prospects Data: Due to the sheer volume of data types available across millions of companies (as potential prospects), one can be deluged with intent data from various streams, making it difficult to determine the right level of coverage and data types needed.
Outdated Intent Data: Reaching out to prospects who have already made a purchase decision wastes valuable sales time and resources. As prospects quickly move through the buying journey, intent data
that is even a week old can become
irrelevant and misleading.
Inaccurate or Misleading Data: Distinguishing between strong intent signals (e.g. a CTO researching a specific product) and weak signals (e.g. an intern Googling the company name) is crucial to avoid wasting time on unqualified leads. Third-party intent data sources can include errors, such as outdated or misattributed intent signals.
Over-reliance on online intent: Intent data derived solely from online behaviours can provide an
