Intent data is your guiding light in the ever-evolving B2B landscape. Your target audience is already out there, but how do you identify them and understand their requirements? What are the solutions they seek? At which stage are they in the buyer journey? Are they ready to buy? Get answers to all these critical questions and make your lead generation process result-oriented with intent data.
How does Intent Data help in lead generation services
How do you leverage intent data to improve the quality of your database and streamline your B2B marketing process? Let’s discuss this in detail.
- ICP Identification
As a leading B2B lead generation agency, we have always stressed the importance of identifying your target audience. It is the prerequisite of any marketing campaign and ensures all the efforts are channeled in the right direction. You need to identify your ideal customer profiles (ICPs) based on different parameters such as type of industry, company size, and location and utilize intent data to understand their research process and requirements for future buying decisions. To identify ICPs, learn about what your prospects are researching with the help of intent data. If they need B2B lead generation services, they will research keywords for different strategies such as email marketing, telemarketing services, and waterfall content syndication. Moreover, learn about the type of content that resonates with their searches. Are they interested in downloading whitepapers or case studies? Are they visiting a particular page on your website to gather more information about the services they need? The prospects who interact with your brand or search online for the products and services can be vetted based on firmographic, demographic, and technographic data. It will enable accurate lead scoring and create a prospect list that matches your ideal customer profile.
- Personalization
Intent data helps integrate personalization into the customer engagement strategy. For instance, intent data can optimize email marketing services and create emails that guarantee a high open rate and click-through rate (CTR). Let’s understand with an example. If your prospects need waterfall content syndication services, you can provide them links to blogs and whitepapers on the service and educate them so you can help them make a buying decision. Additionally, personalized email subject lines and value-driven content will resonate with the recipients. Engaging call-to-action (CTAs) that align with their intention as suggested by intent data will encourage them to take the desired action. The CTA may be booking a consultation, signing up for a webinar, or downloading thought leadership articles, case studies, or whitepapers. The prospect will be receptive to such content and likely to engage with your sales team to discuss the possibility of collaboration. So here, B2B intent data is critical to the success of email marketing as it will help in the creation and implementation of a tailored strategy. Leads are most likely to respond to customized content, providing a golden opportunity for the business development teams to nurture them and convert them into customers.
- Decipher the Right Time of Engagement
You have your ICPs clearly defined and gauged their intention, and now it is about the timing of the engagement process. The database you create is not static because the buyers’ needs evolve, and their requirements may differ from what you might have anticipated earlier. Businesses must grasp the intent signals at the right time to move them through the sales funnel and help them reach the buying stage before their competitors. Real-time intent signals such as website visits, especially pricing pages, submission of website contact forms, and booking demo calls are high intent signals. B2B marketing companies offer real-time intent data alerts that let you capitalize on the opportunity of a fruitful conversation that will result in a conversion.
- Guides the Sales Teams
So, how can you optimally utilize B2B intent Data to increase sales? The answer is integrating intent data into your customer relationship management (CRM) systems and using real-time alerts to customize the customer engagement strategy. The business development team must keep a hawk eye on the user behavior- content consumption, social media interaction, content downloads, and website visits; all these signals imply the users’ interest in a specific product or service. The sales team can use the intent signals to drive meaningful conversations and obtain the desired business outcomes. For instance, if a prospect is interested in content syndication or telemarketing services, they can provide access to content on these services, offer a free consultation, and book demo calls that will likely convert into a conversation.
B2B Marketers: Helping you leverage B2B Intent Data to increase sales
As discussed above, intent data is the goldmine of high-quality leads that guide you in reaching the right target audience and understanding their requirements. Markable Solutions, a leading B2B lead generation agency, is always in sync with the latest market trends and early adopters of the newest technology that helps streamline B2B marketing. We provide real-time intent data and actionable insights which helps business development teams to streamline their customer engagement process and derive a high conversion rate. We also help you capitalize on the intent of B2B leads by targeting them via personalized email marketing, telemarketing, and content syndication services. Contact us for a free consultation and learn how our core expertise in lead generation and intent data can help you connect with your ICPs and increase the conversion rate.
