In the post-pandemic world, many things in the b2b space have changed. Online selling, virtual meet-ups and a surge in digital have made the aspect of ‘getting to know the customer’ all the more important, making it almost a top most priority for b2b sales.
Intent data is making things easy for b2b evangelists by creating innumerable possibilities for enhanced sales.
This blog discusses how one can leverage the power of intent data to harness growth in this new-normal.
Types of Intent Data-
You can acquire crucial data through analysis of your own users or visitors.
Analyzing the number of users, their likes and inclinations by following their digital footprints, useful information about their buying decisions in the past etc. is all first party data.
This kind of data is useful in every way as it gives you first-hand information about the customers and the likelihood of them deciding to buy from you.
Other type of intent data is the third party data that you can acquire from external sources or third party websites. This data is also valuable as it widens your reach in terms of searching data and can be incredibly valuable as much as the first party data is.
Intellitech Solutions partners with Bombora, the leader in intent data, find out more…
In any case whichever data you decide to use, what is essential is that you get useful data at the right time. You can get all valuable information about the prospect such as where is the buyer in the buyer’s journey exactly, which other brands are they considering and what is their inclination towards your brand or services etc.
Grab the best leads early on-
Timing is very important as most of the leads are lost due to delayed contact or communication.
It may also happen that leads are not reached at a proper time when they need to be contacted due to lack of information regarding their online activity. This is where intent data comes into picture.
Intent data provides a roadmap to building contact strategy as it reveals the timing and relevance of leads.
It can point out the time of research and where the customer is in their search journey, thus prepping up the sales and marketing teams with the right time to contact them. Intent data makes you proactive to hit the target when the time is right.
With the help of intent data marketers can grab the leads while enhancing the chances of conversion.
Messaging and Content-
While you grab the right details and data through intent data, the next step is equally essential in using competent intent data to your advantage.
Appropriate messaging is a must to engage the prospects further ahead in the process.
With right intent data you will know how to specifically cater to each and every prospect. Personalization and customization in messaging and services can be easily facilitated by the use of intent data.
Different messaging for various different decision makers can be crafted for greater impact. This can help in creating strategic approach and messaging for better response. This is very critical in b2b sales and marketing. Once you know what to say and to whom, the results will start pouring in.
Conclusion-
This is a time for innovation and also for leveraging existing resources and creating new opportunities. While many marketers think retargeting and remarketing is essential, getting accustomed to new preferences of customers is equally essential for augmenting sales. Intent data can help with all that and more!
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