Accelerate the Buyers’ Journey with Intent Data

Without visibility into intent signals, sales teams often lose deals by default.

Our research shows that 70% of a B2B buyer’s decision is already made before they begin engaging with a sales rep. That often ‌means that by the time you reach out to a potential customer, there’s little you can do to influence the buyer’s decision.

The solution is simple: Reach out to buyers sooner. But how do you do that without wasting time chasing accounts that have no interest?

Intent data shines a light on customers who are ready to spend by giving you insight into who your potential customers are, when they’ve started researching solutions, and when they’ll be ready to buy.

Generate more revenue with intent data

Intent data is made up of buying signals that tell sellers whether an account is interested or not. Some signals are based on business intelligence — like a company who recently got funding and is looking to expand. Some signals are based on account behavior, such as keyword research that indicates solutions an account is seeking.

Using intent data to keep track of the buyers’ journey helps boost your bottom:

  • Boost ROI by focusing your ad spend and sales reps on likely buyers.
  • Increase conversion rates by understanding the buyer’s needs so you can better position your solution.
  • Nail the right messaging by segmenting your audience based on intent signals, which allows you to enroll buyers in hyper-personalized campaigns.
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The Types of Intent Data

  • First-Party Intent Data

    Data collected directly from a company’s own digital properties, such as website visits, content downloads, form submissions, email engagement, CRM and MAP data.

  • Second-Party Intent Data

    Data found on review sites, like G2 and TrustRadius, or shared or purchased by another company through a direct partnership or data exchange between organizations.

  • Third-Party Intent Data

    Data from external websites, publishers, social media platforms, and other sources that offer a broader perspective on customer behavior.

Unlock new opportunities with intent data

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Find Accounts Ready to Buy

There’s no reason to guess which accounts to focus on for advertising and outreach. Intent data removes the mystery. It’s the difference between digging holes in the beach and hoping to strike it rich versus having a treasure map.

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Improve Ad Targeting

The fastest way to increase the ROI of lead generation efforts? Only spend money targeting the 10% of accounts that are ready to buy soon. The next fastest way? Enroll accounts in campaigns that deliver exactly what they want to know.

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Untangle the Buying Journey

B2B buyers spend months doing research, and their interests change as they go. Intent data and dynamic audience segmentation allows you to shift buyers into different campaigns that match their current needs. Right message. Right time. Every time.

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Time Your Outreach

Timing is important for direct outreach. Do it too soon, and prospects can be annoyed. Wait too late and you’re locked behind a competitor. Intent data + AI can alert you when prospects are likely to be receptive, but when you should still be first in line.

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Find Deals You Used to Miss

Ideal Customer Profiles are rarely static. Some accounts are clear fits, but there are also a lot of hidden opportunities. Intent and AI can keep an eye on your best customers’ characteristics and spot similar prospects you may have missed.

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Reduce Customer Churn

Spot potential threats and early warning signs of customer churn, such as decreased engagement or research into competitors, and take proactive measures to retain at-risk customers.

Qualtrics eliminates guesswork & scales with confidence using 6sense

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440%
increase to inbound conversion rate
260%
increase in average opportunity value

Choose the proven leader for intent data

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