The pattern in which B2B buyers are evaluating and purchasing products and services has changed drastically over the past two years. With digital-first B2B buyers, customer-focused data and data-driven decision-making is becoming crucial. In today’s digital context, data means knowledge and knowledge is power! Therefore, insights-driven campaigns are getting popular amid B2B bringing the spotlight on to the powerful tool of today’s B2B market called intent data.
Before we talk more about the advantages and benefits of intent data, let us see some common data challenges that B2B marketers face today—
Data challenges faced by B2B marketers
- Lack of a unified database
- Lack of efficient data management and organization
- Unable to gain knowledge about the customers due to scattered data
- No value from data and lack of predictive intelligence
- Absence of intelligent insights due to poor data
- No scope to prioritize or segment leads for better B2B conversions and results
Intent data offers incredible benefits of timely engagement and hyper personalization making B2B sales and marketing more effective.
Here are some more benefits of intent data-
- Customer-centric engagement
- Helps in identifying precise solutions for specific target audience
- Provides customer-focused data and insights
- Enables data-driven decision making
- Shortens sales cycle
- Helps in ABM planning and implementation
- Provides behavioral data that indicates prospects’ interest
- Timed action can be taken due to intent signals
Things you achieve with intent data
Improved conversion rate-
Intent data signals can tell a lot about your customers. It can highlight where the customer is in the buying cycle and most importantly it can reveal insights about when the customer is most likely to make a buying decision.
These insights can help marketers stay prepared and be present in front of the customer before he takes the buying decision or approaches any competitor. It can also help marketers to create customized solutions as per the customer’s needs and challenges. This increases the conversion rate and ROI.
Increased sales velocity-
Intent data can help B2B marketers accelerate sales. It can help vendors to enhance lead scoring and identify high-value leads that can easily convert into business. This shortens the sales cycle and marketers can accelerate lead conversions and sales.
Increased data efficiencies:
Inefficient data handling, management and organization leaves a room for a lot of errors and this can lead to slowing down of the lead conversion process. Data is very critical in B2B sales and marketing and intent data is the best tool to help you to accelerate sales. It can help organizations to carry out effective sales and marketing.
Conclusion-
Intent data can offer a cohesive and structured data for B2B enterprises; the kind of data that actually works. Without data it is challenging to run successful lead generation, demand generation or any other B2B activities today. You can accelerate sales, get to know buyer personas and increase lead conversions with intent data.
We partner with Bombora, the leader in intent data that collects B2B intent, demographic and firmographic data at scale and thus can help you enhance lead conversions and sales.