Intent data is now a critical tool in the armoury for sales teams when generating leads. All business-to-business (B2B) companies are constantly seeking new ways to generate high-quality leads and drive revenue growth. Intent data does exactly this.

At any particular time, 5% of companies are in market and buying. Identifying companies who are in market in normal times is a challenge. But in uncertain economic times, generating leads becomes even harder.

What is Intent Data?

Intent data refers to signals from the Internet that indicate a company’s interest in a particular product or service. Intent data platforms, like Radiate B2B, collect data from anonymous browsing behaviour on your own website and partnerships with publishers, vendors and analysts, community review websites. Learn more about intent data here.

4 Steps to maximising intent data for Lead Generation

B2B sales and marketing teams can gain valuable insights from these signals into the needs and interests of their target audience. They use this information to tailor their marketing and sales efforts more effectively.

So, how can B2B companies maximise the use of intent data for lead generation? Here are the best strategies:

  1. Know your audience: The first step in maximising the value of intent data is to understand who your target audience is and what they are interested in. Knowing the different traits of your ideal customer profile will help to understand which intent data topics are most valuable. Read more about ideal customer profiles here.
  2. Use historic data: By analysing historic intent data of opportunities already generated, you can gain a deeper understanding of your ideal customer profile and identify the topics that you should be monitoring to identify future opportunities.
  3. Personalise the customer experience: By using intent data to understand what your audience is interested in; you can tailor the customer experience to their specific needs and preferences. This can include creating personalised content, offering personalised product recommendations, and providing a more personalised sales approach.
  4. Optimise your sales and marketing efforts: By analysing data on the effectiveness of different sales messaging and marketing channels, you can optimise your efforts to focus on the messages and tactics that are most likely to drive leads and conversions. This can include testing different types of content, targeting specific audiences, and experimenting with different marketing channels.

B2B intent data gives you a powerful tool for generating high-quality leads and driving revenue growth. By using historic data, personalising the customer experience, and optimising sales and marketing efforts, you can effectively leverage intent data to achieve your business goals.