NetLine

MARCH 6, 2024

Intent data is a powerful tool that can transform the way we approach B2B marketing strategies. Over the past two years, we delved into what marketers need to make the most of B2B intent data. The first step to identifying your target accounts using intent data is to define your Ideal Customer Profile (ICP).

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Ideal Customer Profiles Intent Data Buyer Need Intent 52

Content4Demand

JANUARY 7, 2021

Marketers are looking for ways to optimize their strategies and content so their company can always stay top-of-mind as buyers move through the funnel and make purchasing decisions. One tactic receiving attention in this quest is intent data. What Is Intent Data? Image courtesy of Gartner.

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Intent Data Top of Funnel Intent Webinar Metrics 86

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. It’s important to realize that although intent data has played a major role in discovering and nurturing leads before being handed over to sales, its job isn’t finished at that handover.

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Intent Data Intent Top of Funnel Outreach 52

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. By monitoring key search terms using cookies, you can pinpoint specific online behaviors that signal an intent to make these purchases. This could be you!)

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Madison Logic

OCTOBER 11, 2022

According to FocusVision, the average B2B customer journey involves the buying committee consuming an average of 13 pieces of content, takes an average of two to six weeks, and involves 3 to 4 decision-makers. . Look at the graphic below from Gartner: most of the time spent by a B2B buying committee is away from solution providers.

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Intent Data Intent Marketing Budget Buyer Intent 52

Valasys

APRIL 3, 2023

” Most organizations are centered around better comprehension their client experience across the purchaser’s excursion. It can be overwhelming to decide what to focus on with the first-party data you’ve collected when confronted with an overwhelming amount of information about prospects and customers.

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Intent Data Intent Marketing AI Marketing Analytics Tools 52

Marketing Insider Group

FEBRUARY 1, 2021

You’re familiar with the B2B buyer’s journey : moving prospects through the awareness, consideration, and decision stages of the buying process. Similarly, your business can benefit from understanding the age-old yet somehow underutilized buyer intent concept. What is B2B Buyer Intent Data? Source: G2. your website, CRM).

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Buyer Intent Intent Work Management Marketing Management 359

SalesIntel

FEBRUARY 26, 2024

Gartner reports upwards of 70% of B2B decision-makers are willing to purchase without speaking to a representative. This massive disruption to traditional buying behaviors also impacts the effectiveness of go-to-market and selling tactics. This new path has quickly become the preferred journey.

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Buy Marketing Analytics Tools B2B Barriers 52

SalesIntel

FEBRUARY 26, 2024

Gartner reports upwards of 70% of B2B decision-makers are willing to purchase without speaking to a representative. This massive disruption to traditional buying behaviors also impacts the effectiveness of go-to-market and selling tactics. This new path has quickly become the preferred journey.

Buy 52

Buy Marketing Analytics Tools B2B Barriers 52

6sense

DECEMBER 9, 2021

Gartner found prospects spend 50% of their time getting information from third-party sources, and sales teams can use buyer intent signals to learn about that activity and act on it. Since then, buyer intent has helped B2B marketers become more customer-centric and less about the company they work for.

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Buyer Intent Intent Data Digital Asset Management Privacy 62

TrustRadius Marketing

OCTOBER 3, 2022

But as B2B marketers face a seemingly endless supply of vendors and solutions, many struggle to understand the intent data trend or its importance. Consumer behavior continues to shift toward digital-first buying. As the industry moves toward a cookieless future, intent data adoption is growing—and it’s not a fad.

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Intent Data Top of Funnel Intent Work Management 52

Albacross

NOVEMBER 4, 2021

And 62% of B2B buyers can make their purchase selection solely based on digital content. Intent data helps to tackle these 3 problems all at once – from the acquisition of first-time customers to retention of existing customers, and further to obtain cross-sell and upsell opportunities. The Fundamentals: What is Intent Data?

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

Madison Logic

DECEMBER 9, 2022

NEW YORK, NY — December 9, 2022 — Madison Logic , the leading global digital Account-Based Marketing (ABM) platform, today announced that it has been positioned by Gartner as a Challenger in the 2022 Magic Quadrant for Account-Based Marketing Platforms. Intent helps us further tighten our target accounts. Gartner Disclaimer.

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Account Based Marketing Enterprise Management Gartner Marketing Management 52

Adobe Experience Cloud Blog

JUNE 9, 2017

Now, savvy marketers are turning to intent data to listen to their target audience. What is Intent Data? Intent data is time-based, information collected about a person’s activities which tell you the topics they are showing interest in or researching. How do I use intent data in practice?

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Intent Data Lead Ranking Intent Relevance 134

Madison Logic

JULY 20, 2023

B2B buying is a team effort that marketers cannot afford to overlook. According to Gartner, a typical buying committee for a complex B2B solution consists of six to ten decision-makers , each armed with their own set of four or five independently gathered pieces of information.

Buy 52

Buy Top of Funnel Account Based Marketing Multi-Channel 52

SalesIntel

APRIL 15, 2024

Instead, B2B transactions often involve entire teams or groups, each member potentially influencing the purchase decision-making process. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Zoominfo

OCTOBER 15, 2020

The intersection of our ideas resulted in a renewed focus on delivering massive value to our customers through the best B2B intent data the market has to offer. And over the course of those calls it’s easy to see intent data taking a seat right alongside the two most important pieces of business information—account and contact data.

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Zoominfo Intent Signal Work Management Intent Data 246

Directive Agency

APRIL 21, 2023

In fact, 86% of software buyers use peer review sites when buying software. Directories are a high-intent channel that can help sellers find and convert more buyers. Directories offer 2 main growth solutions: Buyer intent data subscriptions : vendors get account-level intelligence on category, product profile, and comparison views.

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Peer-to-peer Work Management Marketing Management Cost Per Click 59

Binary Demand

FEBRUARY 23, 2024

In addition, the latest demand generation in the B2B approach centers on leveraging data and technology to gain insights into potential customers, ascertain their needs and preferences, and establish meaningful engagement strategies. Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc.

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Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

Martech

MARCH 6, 2024

Purchasing lead lists was a common pitfall I noticed among businesses, often leading to disappointing results. Intent data. The companies that dig into their ICPs and harness intent data see their outbound efforts pay off twofold. Deep intent data can boost conversion rates from 6% to 10% , per Gartner.

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Outreach Effectiveness CAN-SPAM Domain 113

LeanData

OCTOBER 6, 2022

Trust is the most important element when making a software purchase. There is a huge professional cost to making a bad tech purchase. . One Revenue Director shared in confidence, “When I make a bad tech purchase, I feel like I’ve let my company down.” Build Trust into the Buying Journey. You know who you are. .

Peer-to-peer 98

Peer-to-peer Buyer's Journey Blast Campaigns Gartner 98

Madison Logic

JULY 6, 2023

This surge indicates a probable increase in purchases and implementations later this year. Identify and Prioritize In-Market Accounts and Buying Committee Members SMBs are increasingly researching how AI can impact their businesses, despite historically being considered a game for large organizations.

Advertising Mediums 52

Advertising Mediums Research Account Based Marketing SMB 52

Zoominfo

MARCH 9, 2021

Rather, successful demand generation connects a brand’s value proposition to potential customers from the beginning of the buyer’s journey when they first start looking for your product, to the point of purchase and beyond. Behavioral scoring can include a combination of third party and first party data. pricing page, case studies).

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Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Marketing Interactions

OCTOBER 15, 2021

Buyer-to-seller engagement hangs at 16% and will drop 2 – 3% further in the next few years (Gartner). 83% of a typical B2B purchase decision happens before a buyer engages with a vendor – therefore, marketing now owns impact across most of the buying process. Edelman/LinkedIn ). Each of the core revenue teams has a role to play.

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B2B Marketing Lead Ranking B2B Paid Search Agency 131

SalesIntel

NOVEMBER 24, 2021

Buyer intent data is becoming an increasingly effective and powerful analytical tool for B2B marketing leaders. B2B buyer intent data uncovers actionable analytics used to find potential buyers interested in a company’s products/services, and determine what products or services buyers may be interested in.

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Buyer Intent Intent Stats Enterprise Management 52

Binary Demand

FEBRUARY 23, 2024

In addition, the latest demand generation in the B2B approach centers on leveraging data and technology to gain insights into potential customers, ascertain their needs and preferences, and establish meaningful engagement strategies. Below are the few insights gathered from diverse surveys and research on B2B buyer behavior: Gartner, Inc.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Engagio

OCTOBER 18, 2023

Looking at individual leads misses out on valuable indicators of buying intent at the account and buying group level. Account intelligence gives you a comprehensive view of an organization, including key decision-makers and influencers and the “buying groups” within these accounts.

DemandBase 71

DemandBase Sales Qualified Leads Account Based Marketing CAN-SPAM 71

FunnelEnvy

SEPTEMBER 18, 2023

Buying Behavior: Is this a B2B or B2C customer? How do they make purchasing decisions? A well-defined buyer persona can improve demand gen by filtering traffic for top-quality leads exhibiting strong buyer intent. Analyze data for visitor browsing behavior patterns, content consumption, engagement levels, and purchasing history.

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Buyer Personas Marketing AI Account Based Marketing B2B 67

Madison Logic

MARCH 23, 2023

In our ML Insights Data Series, we examine the data on organizations and decision makers within the buying committee who purchase leading B2B technologies today. Lock up your data! To do so, you need to know who these accounts are, who the decision-makers are, and what they care about. billion in 2023.

Enterprise Management 52

Enterprise Management Marketing Management Account Based Marketing Lead Scoring 52

Televerde

OCTOBER 19, 2020

It’s no surprise that 70% of business buyers say they expect an Amazon-like buying experience from your B2B company. Using behavioral data and intent data, you can create a personalized content experience with AI. Data Maintenance. Poor data integrity is a massive problem plaguing B2B databases.

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Marketing AI Trends Account Based Marketing Buyer's Journey 145

Zoominfo

OCTOBER 5, 2021

Rather, successful demand generation connects a brand’s value proposition to potential customers from the beginning of the buyer’s journey when they first start looking for your product, to the point of purchase and beyond. ZoomInfo MarketingOS Finally, ABM with data you can trust. pricing page, case studies).

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Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Zoominfo

SEPTEMBER 14, 2020

Much of the buyer journey happens without help from a sales rep: According to Gartner, B2B buyers are spending nearly 70% of the buying journey finding and analyzing information without the help of a sales rep. What decision makers are typically involved in making a purchase? How can you build trust and credibility with them?

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Top of Funnel Ideal Customer Profiles Process Optimization 162

PathFactory

JULY 18, 2022

In the days of B2B marketing yore, the only way you’d know if someone was interested in your product was when they said so, either by attending meetings and demos or, quite simply, by purchasing it. All this information results in intent signals, or data points that reveal a known or unknown buyer’s interest in your product or brand.

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Intent Signal Intent B2B Buyer's Journey 52

Madison Logic

AUGUST 2, 2023

B2B buyers need more attention and information to make a purchase decision, ideally, a personalized buying experience. Personalize the campaign strategy at every stage of the sales cycle Increase conversion rates by choosing content and messaging that uniquely meets each member of the buying committee with the information they need.

Account Based Marketing 52

Account Based Marketing Personalization Multi-Channel Top of Funnel 52

Content4Demand

MAY 21, 2020

Adopting ABM To Better Engage Key Stakeholders In Buying Committees According to research cited during Dun & Bradstreet’s session , 80% of pipeline is impacted by canceled in-person meetings. According to a Gartner study quoted in the webinar, 80% of future profits come from 20% of customers. Specificity is important.”

Marketing Budget 98

Marketing Budget Sales Management Webinar Metrics Top of Funnel 98

SalesIntel

JUNE 28, 2022

Everything that an SDR does needs the backing of accurate, verified B2B data. According to research by Gartner , an estimated 60% of B2B sales organizations will transition from intuition-based and experience-based selling to data-driven selling by 2025. . Without B2B data, SDRs may struggle to reach their goals and targets.

Ideal Customer Profiles 52

Ideal Customer Profiles Psychographics B2B Lead Scoring 52

Madison Logic

FEBRUARY 14, 2024

According to Gartner, 86% of B2B customers expect companies to be well-informed about their personal information during interactions. Moreover, the intricate nature of B2B buying decisions necessitates personalization. Most buying decisions involve an average of six stakeholders , each with distinct needs, concerns, and priorities.

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Personalization B2B Top of Funnel Multi-Channel 52