That data can transform every single operation of a company is well accepted by leaders across B2B industries. But not many know how to use it to directly impact revenue and profitability positively.
You may be wondering how data can directly impact sales. Well, it’s all about B2B marketing intent data. Knowing and understanding customers’ intent is the key to driving more conversion and sales to your business. B2B marketing Intent data helps you to focus on the most dominant intent of the customer and target them based on it.
For business growth, one can’t underestimate the power of intent data. In this blog, we are going to discuss the importance of Intent data and the best Intent data provider. If you want to propel your business growth with intent data, then keep reading the blog.
In plain terms, we are referring to sales intelligence.
What is Intent Data?
Intent data is information indicating a prospect’s interest in a particular product or service. Intent data avail you of your prospect’s web searches, the page they visit, the content they consume, their online purchases, and their social media interactions.
It is a go-to tool for the marketing and sales team.
Now let’s understand different types of intent data
Types of Intent data
The intent data has been categorized into four types depending upon the insights they provide. Let’s see which are these four types.
1) Search Intent Data
2) Engagement Intent data
3) Firmographic Intent data
4) Technographic data
1) Search intent data
Search intent data helps you to identify what your target audience is searching for. This data is captured when someone searches for anything in the search engine. These data are useful to you to give proper answers to your target audience as per their queries.
2) Engagement data
This data gives information about a user’s engagement with a particular piece of content, whether they have read it, commented on it, or shared it with others. These data are captured through either social media sites, emails, or blogs. If some user is sharing your post means they have found it valuable and may be interested in your product or service. You can take advantage of this, and target and convert this prospect into a buyer.
3) Firmographic data
These data give information about prospective companies such as their size, location, revenue, and industry. These data are captured from business directories, website forms, and third-party intent data providers.
4) Technographic data
These data are all about the prospective company’s technology infrastructure such as its software, the hardware it has, and the network it is connected to. These are gathered from surveys or questionnaires that help you to understand your target company’s capabilities and needs.
Top Intent Data Provider In 2022
Intent data is one of the most valuable sources for analyzing a company’s marketing performance. It provides insight into what customers are looking for and can help marketers adjust their strategies accordingly.
Ampliz is the best and top intent data provider in 2022.
How good is your data?
If your data is not producing intelligence to translate optimal sales efforts into proportionally higher rates of conversions, then it’s time you must rethink your data strategy.
While sales intelligence is unquestionably a must-have, other data qualities such as accuracy, completeness, timeliness, uniqueness, validity, and consistency adds to the overall data potency.
Transform Your Data with Sales Intelligence
Sales Intelligence is the actionable information on the business prospect. While sourcing contact information of key decision-makers is important, knowing who among the c-suites and key decision-makers across several companies are seeking what solutions, is paramount.
If your product or service fits the bill, your sales team can target them as prospects, and look to convert them with personalized solutions.
As a solution provider, your enterprise must understand your prospect key decision-makers budgets, tech stacks, their companies’ organizational structure, and the challenges they face in keeping data fresh and updated for prospect targeting.
Sales Intelligence is classified as follows:
Know Your Prospect’s Digital Footprints
The digital footprint has become an essential part of sales intelligence. Form-fills, searches, content downloads, and other digital parameters together help to understand the client’s intent. This lets the salesperson know if he should approach the buyer.
The right sales intelligence is an amalgamation of the correct contact data, opportunity data that signifies the current state of the opportunity. Here, digital footprint data act as an indicator of the intent of the prospect.
The right contact is the key decision-maker who influences the buy decision. The reporting structure, revenue, and technological environment become part of the target persona.
Besides, upcoming business events, expansion plans, critical hiring provide intelligent data that can be channelized for prospect lead building and conversions. Many times, such data also throws light on the economic health of a prospect organization and helps you in deciding your sales actions.
Why is Intent Data Important
Intent data is vital for the prediction of success only if the necessary demographic and firmographic details are in place. They determine if there are sales favorable conditions. Intent data is the digital behavioral activity data that link target buyers and accounts to the solution or related topics.
Intent data or the digital signature information data includes data like event registrations, page visits, form-fills, time on page, content downloads, and the number of visitors from an account. The information that marketing automation systems gather for an organization can also be one level of intent data.
Many organizations have expanded the horizons of intent data to a network of sites and partners that gather specific information from various places. Intent data signals interest, demand, or urgency related to a particular topic or need which cannot be inferred through fit data.
Sales intelligence should have the capacity to paint the complete picture of an opportunity. That helps sales teams make effective informed decisions and interactions more engaging.
Sources of Intent data
Let’s see the sources that avail you of this gold mine of intent data.
1)Ad Exchange data
Exchange data is collected via ad exchange across biddable online advertising inventory, which allows for unmatched coverage and volume of intent signals. This category includes a wide range of signal derivation models and scoring methods depending on vendors.
2) Co-up data
These data are collected from a collective of online properties owned by publishers, online researchers, tech vendors, agencies, event firms, and more. Co-up data generally uses topic-based tracking and trends core models.
3) Social/public data
These data are generally derived from social media sites that help you to know which of your target accounts are engaging with your competitors, specific keywords, and events related to your product or series offerings.
Social/public data is more about the engagement of your prospects which is more valuable and useful.
Although all these sources avail you of the intent database of your industry the easier way to access these data is to acquire them from a B2B intent data provider
These intent data platforms collect and aggregate online research activity from data sharing co-up including thousands of b2b websites, media publishers and other sources.
These intent data companies aggregate the activities each week and create a baseline for each company’s average content consumption over time and also check the spike above the normal level of topic searches. They also actively analyze billions of online browsing events as prospect research products and solutions.
Amidst so many intent data platforms providing such intent data are you confused about whom to choose? Though the market is flooded with B2B intent data providers, the ones who provide accurate, authentic, and reliable data are very few, and Ampliz is among them.
Improving Sales Performance with Intent Data
A sale is all about being at the right place at the right time with correct information about the prospect. Intent data provides crucial details that enable closing the deals quickly. It also allows for having a personalized approach towards the client.
Quick deal closure leads to more wins and an increased number of sales appointments in a given time. Personalized sales deliver better sales engagement, which leads to shorter sales cycles.
Top B2B Intent data provider
Ampliz firmly believes that success of marketing campaigns lies in identifying the right target audience. And that’s why with Ampliz’s global database of 400 million contacts and 9 Million+ companies you can use 100+ firmographic and contact filters-industry revenue, Location, title, and seniority.
Ampliz tracks your target audience’s buying footprints and provides you with 98% accurate, authentic, and real-time updated data of your potential customers and ensures you maximum conversion.
A data-driven approach results in improved sales and marketing performance, higher conversion rate, shorter sales cycle, energetic and results-driven sales team, increased sales appointments, and acquisition of large-sized business deals.
Once integrated with sales intelligence, intent data can transform a company’s acceptable sales performance to exceptional performance.