Intent Data Strategies for your Marketing Funnel 

Customer behavior has been altered by technology, necessitating a rethinking of businesses’ marketing efforts. Clients, as well as prospects, expect not only premium offerings but also an exceptional customer experience all through the entire process. 

The roles of marketers are inseparably linked; their work is equivalent and contributes to the overall revenue increase. Marketers’ primary goal is to persuade customers to use the business ‘ products; this is accomplished primarily by attempting to convince them that ability to invest in your business would provide solutions to issues. 

A sales and marketing channel is the way to guide a buyer from gaining knowledge about your company to closure. To successfully nurture leads and convert prospects into clients, you must first recognize why they want to buy. 

Concentrate on a single-use case 

Intent data can be used at multiple stages of the customer lifecycle, from gaining new clients to post-sale scalability with your current customers. It’s appealing to try to do everything at once in order to maximize your possibilities, but this can be very stressful and overwhelming. Focusing on one use case at the expense of the others is a better idea. Many prioritize mid-funnel account prioritization, for example. That is, determining which accounts are worth the investment of cultivating. 

It’s a perfect way to start, even though intent data in this context focuses on someone who is consciously researching your offerings. They’re way beyond the point of requiring marketing and sales components interested but likely have several questions unanswered. The additional benefit here is that knowing what they’re going to look for at this point allows you to reach out and use those responses, successfully “securing the deal.” 

What distinguishes buyer intent data from other types of data? 

When potential buyers visit your site, you can track their actions and allocate them lead scores. You can nurture the lead by using targeted ads or email campaigns whenever somebody fills out and discloses a contact form. Excellent! And what about those opportunities who are searching for solutions like yours somewhere else on the internet, just not on your webpage? When your prospects visit other websites, you have no access to what they’re doing. 

Without sales and marketing outreach, only a small percentage of buyers actively looking for a solution will find their way to your site, and of those who do, only about 15% would be directly involved in a purchasing decision. This is where buyer Intent Data comes in handy, determining prospects actively involved in a purchasing decision depending on the subject matter they are expending. 

Why is Intent Data the Future of Business-to-Business Marketing and Sales? 

Knowing buyer intent is essential for any marketer or salesperson aiming to enhance their success rate and those who are always looking for ways to get ahead. Acknowledging prospects’ behavior and stimulation helps businesses to figure out what makes them buy and when. With this understanding, marketing and business teams can find a particular profile and start taking a personalized experience with them on demand to enhance the likelihood of a buying decision. 

A variety of aggregated intent signals can be used to identify “ready to buy” prospects and fine-tune their campaigns. Intent Data is used for future prospecting because it reveals specific patterns that can help you enhance your prospects’ buying choices along their buyer journey. 

How Can Intent Data Improve Your Business? 

This section will cover how to make Intent Data work for you and your campaigns. Any use of customer buying Intent Data is becoming extremely relevant in order to be competitive. There are lots of areas where it can have a significant impact, and here are some of the most important ways to use Intent Data. 

1. Recognizing Early Opportunities

The most obvious application of intent data is to reach out to prospects previously in the buyer journey. Getting in touch with opportunities before other salespeople do is one of the effective methods to get an edge over competitors. According to research, 70% of businesses favor a salesperson who interacts with them instead of offering the business. 

When you reach prospects via marketing strategies, there is a decent possibility that such a section of the viewers is not in the appropriate buyer’s phase to link with your message. You’re either too long to reach out, or you’re trying to reach out around the same time for the rest of your competitors. As a result, B2B marketers are starting to recognize the importance of using Intent Information to optimize the effectiveness of their marketing efforts. Discover how Intent Data can help marketers. 

2. Lead Scoring

Buyer Intent Data can help differentiate between those who are actively discovering a critical problem and those who are easily learning about a specific subject with no intention of making a buy. This data illustrates whether or not a result fits your buyer persona and simplifies prioritization.  

A lead scoring model necessitates time, thought, and effort. As a result, setting up, monitoring, and improving the process commonly takes a long time. Here is where Mandit Solutions buyer intent data can help. 

3. Account-Based Marketing

Relationships are the key to account-based marketing. Intent Data is the most essential factor in engaging and developing partnerships with local opportunities. While ABM frequently necessitates technographic and core competence data, you must collect as much information about your customers as possible in order to take a sensor approach.  

Intent Data does not just allow you to broaden your reach, but it also provides you with data that you may not always be able to gather on your own. This data enables you to discover further customers, score leads more precisely, and re-shape your ABM campaign with personalized messaging. 

4. Fine-tuning Your Content Strategy

Intent Data assists you in developing a content strategy that corresponds to what your target customer wants to see. Although several SEO tools can assist you in looking for the best and hot topics, combining Intent Data will provide you with an entirely new information component to enhance your content marketing strategy. 

5. Targeted Advertising

Consider making your marketing campaigns even more targeted by capitalizing on leads who exhibit specific buyer Intent Data signals. That way, you won’t be wasting any of your ad dollars on people with interest in your offerings and who have no intention of purchasing them. 

When you can join the dots among what your B2B buyers need and their buying signals, you can focus on sharing specific information that will help them meet their goals while also giving an incentive for you. 

6. Fuel Your Sales Pipeline

Steering business results necessitates more than plainly adhering to a comprehensive plan. You should do more than just recognize and engage demand throughout your sales pipeline. 

Creating innovative lead generation campaigns is no longer sufficient. Researching a specific market, comprehending their behavior, and strategizing them with fresh content is essential. Personalizing your marketing strategy has progressed further than demographic and firmographic information about your potential customers. 

Intent Data can be collected from three sources: 
  • Independent Websites or Portals 
  • Bidstream 
  • Publisher Co-Ops 

Mandit Solutions has a simplified intent data search so that you can speedily get the relevant insight to enhance lead generation. Get Assistance now  

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