When connecting with a prospect, sales reps often encounter a “sorry, wrong number” moment. Precious data is at the heart of an organization as it provides essential insights about the customer. Inaccurate data is not just about valuable time lost; it’s much more.
Reliable databases form the core of business development. The right B2B data Solutions Company provides verified contact details that could help the sales and marketing teams achieve business objectives.
In other words, B2B intent data providers have been a godsend for B2B businesses, helping them to prospect strategically and find the best B2B data enrichment solutions. Intent data holds the potential to build a strong sales pipeline.
Armed with data intelligence, data powered by user intent has the potential not just to gain a deeper understanding of the customers but also to revolutionize the way you communicate with potential customers, making it a marketer’s dream.
But let us get a closer understanding of what intent data is.
IN THIS BLOG
Understanding Intent data
The term “intent data” describes the collection of behavioral information of digital users conducting active research on external websites. It is possible to leverage this behavioral pattern to zero in on potential hot leads ready to purchase immediately.
Leads and accounts showing interest in topics about your products and services are called “in-market” intent monitoring data.
Leads and accounts that have shown interest in topics pertaining to your products and services are referred to as “in-market” intent monitoring data.
These leads have shown an unusually high interest in your product or service if they have researched specific products, seasonality, or patterns.
However, intent data is essential for B2B marketing and must be processed to get valuable insights for marketing teams. Armed with specific tools and tactics, it allows B2B marketers to gain insights into a buyer’s purchase journey and establish their brand as a top choice.
Unveiling the essence of B2B buyer intent data demands an exploration of its roots. This journey into understanding its origins paints a holistic canvas of how intent data intricately influences strategic decisions within the business realm.
What are the sources of intent data?
When performing an online query, decision-makers search many digital footprints to solve their organization’s needs. The content they reach and their time on a website can reveal much about their intent. Some examples of such footprints are as follows:
- Product reviews
- Attendance sheet of Webinars
- Analysis of Website Traffic
- Downloads to technical articles, case studies, and white papers
- The duration spent on specific pages of a website
- The views on your infographics
- Subscriptions to newsletters or updates
- Spike in interest in a particular topic
Intent data is most beneficial for B2B account-based marketing companies who want a strategic outlook. They can gather and analyze the information mentioned above to support their customers better by facilitating them with early indicators of customer behavior change.
Utilizing third-party B2B intent data providers can offer valuable insights into customer behavior on a company’s websites. However, the question arises: Why opt for a B2B data provider? Let’s delve into the reasons behind this need.
Why do you need a B2B data provider?
B2B intent data providers offer a platform that helps gather, filter, and qualify vast contact databases, including vital customer details such as names, phone numbers, email addresses, locations, social networks, and other contact details.
The sales and marketing teams can use these real-time B2B contacts to derive great value by accessing and segmenting them. It can then be used as a reference to design ideal ICPs and buyer personas. Such information can also be used to design cold call campaigns, customized cold email tactics, and other account-based Marketing strategies. Having established the significance of data providers, the next step is deciphering how to select the ideal provider that aligns with your specific requirements. Now that we understand why data providers are essential, let’s explore the crucial factors that aid in choosing the perfect fit for your needs.
How to select the best B2B intent data provider?
By now, you must be clear about intent data and how it can help provide a richer and more actionable understanding of your leads, prospects, and customers.
When enhancing customer experience, more than a third of B2B companies agree that using data is the most challenging task, as misleading and incorrect data is undesirable.
However, there’s good news: many companies have emerged to offer your business the best intent tracking data.
All you need to do to choose the top B2B intent data provider is ask these simple questions, as mentioned below:
Where to source B2B intent monitoring data from?
Some B2B data providers might only give you information gathered from their websites. There may be others who may just be working with a few B2B blogging sites. However, a reputed B2B data provider will provide at least a few references to stand true to the promises. Don’t forget to check each of these sources individually.
How do you verify if the data is accurate?
If your information is inaccurate, it is useless. A reliable data partner is what is essential for your business. Therefore, you should inquire how they ensure the accuracy of data. Feel free to pose queries such as:
- Do you compare your data with information that’s available publicly?
- Do you filter out free email domains?
- Do you have to pay for the service even if the information isn’t helpful or accurate?
How will your data work with my marketing technology stack?
Always ensure that your sales team gets access to relevant data. The more swiftly your sales team can adapt to changing buyer preferences, the better the chances of closing more deals. First things first, when talking to a data provider, determine who in your sales team needs access to B2B buyer intent data and what purpose it will be used for. When you have a list ready, ask every potential vendor how their onboarding procedures can help meet your specifications.
When was the last data gathered?
Data is ever-evolving, so the game may have already been over by the time the alert reaches the CMO’s inbox. So, even if the B2B data provider assures you that the data comes from trustworthy sources, it won’t do any good to your business if it’s older than six months. By that time, your rivals may have already captured your intended audience.
What kinds of intent signals do you track?
When looking for information, potential customers may use a variety of sources. Simply put, the more activities you track, the more probable you will locate customers who are genuinely passionate about your product or service. It would help if you asked your vendor about the channels tracked by them. It can be anything – search engine queries, social media engagement, blog and website visits, webinar registrations, etc.
Do you comply with privacy laws?
Grey areas in data collecting are many. Third-party data is more complex to track than first-party data.
In many circumstances, intent monitoring data is tracked not by individuals but is done anonymously by sessions or accounts. Hence, do not let a possible infringement hinder your business goals. Choose a B2B data provider that’s not just GDPR-compliant but also keeps you in compliance.
Drive more sales by choosing the right B2B data provider
In B2B enterprises, intent data is the most rapidly expanding data category. Selecting the right B2B data provider is of paramount importance for your business. The market offers a variety of providers, catering to diverse company sizes, each with its unique specialization.
With the market changing constantly, it isn’t easy to tide over the numerous options available. Hopefully, the questions discussed in this blog will help you identify the best B2B data provider for your business.
Contact our expert team today for deeper insights into Binary Demand’s intent data!