Discover the time-saving power of intent data for sales
Prospects are constantly scouring the internet in order to find a solution to a problem that’s seemingly unsolvable. Catching these buyers at the right moment is necessary, but may also seem impossible.
Thankfully, there’s a silver lining. By using the power of intent data, capturing buyer interest has become more feasible for sales. Not to mention, you will also save immense time in the process of using intent data.
As a ZoomInfo partner, Innovaxis can help your business tactically utilize ZoomInfo intent data to reach the right buyers at the right time.
What is Intent Data?
Intent data highlights an individual’s online behavior-based activity that links them to a specific topic. When buyers have a desire to solve their pain points, they leave a digital footprint based on their consumed content. A few examples include downloading eBooks, reading case studies, and visiting website pages for different solutions. By capturing these buying signals, salespeople can reach buyers much earlier in the process, beating their competitors in terms of capturing the prospect’s interest.
Capture More Qualified Leads While Saving Time
Intent data can save salespeople time, while capturing more qualified leads in the process. Here’s how:
Efficient & Faster Prospecting
Knowing your buyer’s pain points is key for early engagement. By having insight into the avenues your prospect is engaging with, it acts as the leading way to reach them before making their decision. This can be achieved through intent signals which actively identify the people searching for solutions. By having this information available, you’ll be able to save time in your prospecting and outreach efforts. Additionally, having insight into which buyers are interested in your solutions gives you an advantage over competitors in the marketplace.
Emphasizes Sales Prioritization
Intent data varies from the traditional lead scoring model. A common scoring framework consists of adding “points” to a lead’s score based on specific criteria, including returning visits, page views, and amount of time spent on a webpage. Thankfully, this intelligence can be substituted with intent data.
By harnessing intent data, you’ll uncover new paths that leads can take even when they’re not active on your website. The most common examples include the amount of time spent visiting competitor websites or tracking keywords. What’s more, marketing can help sales prioritize these leads by predicting their purchasing intent based on online engagement and research. From there, sales reps can prioritize which prospect they’re going to contact based on this new scoring methodology.
Improves Outbound Sales
On average, B2B buyers will view between 3-5 pieces of content prior to engaging with a sales representative. If sales reps utilize intent data, they can reach out to qualified leads that are searching for relevant content in the buying cycle. Additionally, they’ll have insight into what their potential buyers are engaging with, allowing them to speak to the solutions they’re seeking. By doing this, it eliminates manual outreach such as cold calling that’s included in outbound work.
Eliminates Unrealistic Expectations
As a sales professional, sometimes hitting your quota is unrealistic. For many, this is the result of misunderstanding their total addressable market (TAM). Planning around your TAM often results in wasted efforts for a handful of sales teams. With intent data, it’s easier for sales leaders to set quotas for reps based on their ability to close deals. Giving reps insight into a prospect’s intent to purchase will help them meet their goals and feel more confident in their roles as sellers.
Custom Intent
Though there are over 4,000 standard Intent signals tracked by ZoomInfo, most of our clients operate in niches or don’t find their most important keywords tracked. ZoomInfo can vet out custom Intent signals to determine if they are viable over a 2-4 week period. If they are viable, you can have exclusivity for tracking them in ZoomInfo for as long as you pay for them – there is a modest upgrade for each custom Intent signal. Learn more here >
Create a Bridge Between Sales, Marketing & Technology
Modern B2B marketing teams are becoming highly efficient in tracking intent data across channels. This information – as the result of marketing’s research – is extremely beneficial for sales teams. When marketing brings this information to sales reps, it helps them uncover deeper meaning into what a prospect is seeking.
At Innovaxis, our brand story process, market research skills, and general curiosity mean that we deeply understand the business of our clients and the needs of your prospects. We use this comprehensive understanding to leverage ZoomInfo and its Intent function to deliver the greatest value for your business.
If you’re looking to capture more qualified leads and save time with ZoomInfo intent data, contact an Innovaxis expert today.
