Demand Generation Purchase Intent Spikes During COVID-19

TrueInfluence

Intent by industry (manufacturing, professional services, technology, transportation) is also up, as is purchasing in certain other industries. Basic intent data alone isn’t enough. That’s great for getting buzz about intent; bad for helping people understand how to use it. Intent data comes in a variety of forms, and to just see how 10 topics are spiking oversimplifies what it can do. Any number of providers offer different levels of intent data.

What is B2B Purchase Intent Data?

Aberdeen HCM Essentials

The B2B marketing world is abuzz with “purchase intent data.”. I write about it often enough, so to make sure my proselytizing is accurate, I often reference a super-handy guide Aberdeen produced, “Demystifying B2B Purchase Intent Data: Understanding the Basics.”. Demystifying B2B Purchase Intent Data. Okay, first off, what is intent data? Intent data comes in two flavors: First-party and third-party. How Intent Data is Captured.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

DealSignal & Bombora Partner to Deliver B2B Leads Showing Purchase Intent

DealSignal

Accounts don’t make purchase decisions, people do, so our team is excited to be able to reach the right people in any account that’s showing purchase intent. The post DealSignal & Bombora Partner to Deliver B2B Leads Showing Purchase Intent appeared first on DealSignal.

Are Advertisers Getting Purchase Intent All Wrong?

Martech Advisor

Purchase intent is when a consumer expresses an actual desire to buy a product through their behavior, yet confusing “interest” with “intent” can be a stumbling block, shares, Daniel Heer, Founder & CEO at zeotap. Of course, online shopping takes place every day — millennials, for example, are making 60% of their purchases online in 2019, up from 47% in 2017 according to a CouponFollow survey. B2B vs. B2C Intent.

Combining Purchase Intent & Technographics for Better Targeting

HG Data

HG Data and TechTarget have teamed up to provide sales and marketing teams with a way to seamlessly access both tech install and real purchase intent data in one platform. With both intent and technology install data, organizations can be more strategic in their marketing and sales outreach, enabling better targeting, prioritization, and message creation. Competitive conquesting – knowing what is installed and when specific buying teams are considering a change.

How Purchase Intent Can Help You Scale-Up Your ABM Campaigns

Unbound B2B

Sales and Purchase are traditional market-related concepts that often occur in tandem. Marketing spans across many facets, but our interest in this subject is on accounts based marketing and how purchase intent can improve it. What is Purchase Intent? Purchase intent is the business term that refers to a customer’s likelihood to buy your product or seek your service. Here is where purchase intent comes in. Introduction.

Lisa’s App of the Week: 6sense

Heinz Marketing

6sense is one of the best in the biz—their Account Engagement platform has the power to elevate any sales team, showing them exactly which companies are in the consideration and decision phases of their buying cycle. . By Lisa Heay , Marketing Planning Manager at Heinz Marketing.

AI vs. Intent Data: Only One Knows Your Intentions

Aberdeen HCM Essentials

Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They simply hope that some of their marketing campaigns will reach potential buyers who are in the market and ready to purchase. The key is the marriage of artificial intelligence and intent data. AI vs. Intent Data. AI and intent data are often confused, but they are not the same. Intent Data. Using AI and Intent Data Together.

AI vs. Intent Data: Only One Knows Your Intentions

Aberdeen HCM Essentials

Somehow, out of all this, they have to find trusted vendors who can help them make the right purchase decisions. They simply hope that some of their marketing campaigns will reach potential buyers who are in the market and ready to purchase. The key is the marriage of artificial intelligence and intent data. AI vs. Intent Data. AI and intent data are often confused, but they are not the same. Intent Data. Using AI and Intent Data Together.

Building campaigns that connect with Buying Group members

TrueInfluence

The emergence of buying groups is changing everything for B2B marketers. Even in the buying group dynamic – where marketers engage and persuade the whole team that ultimately makes the purchase decision – you must still connect one-on-one with each individual member of the group. The key to effectively marketing to buying groups is to clearly understand the role each group member plays at every stage of the account’s collective purchase journey.

Buy 57

Using Buyer Intent Data to Inform Content Marketing

Aberdeen HCM Essentials

This success story tells an age-old tale, one of a marketing team adrift in a morass of content, who found their way to solid ground by following buyer intent signals emitted by their perfect audience. In other words, this video tells the story of how a tech firm transformed their fast and loose content marketing initiatives into an intelligent, targeted strategy informed by intent data. Do you know which specific companies are currently in-market to buy your product?

How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. How to spot buying signals.

Buy 76

What Do B2B Buyers Want: The New Buying Process

TrueInfluence

This article focuses on these questions in particular: How does intent data help sales power through disruption? Overcome disruption through intent intelligence. These conditions, in turn, have accelerated the role of intent data in the B2B marketing scene.

Set your Account Intelligence on FIRE

HG Data

When this is the case, it is crucial for your teams to focus only on the accounts that best match your Ideal Customer Profile (ICP) and thus have the highest propensity to buy. FIRE (Fit, Intent, Recency, Engagement) consists of four parts which, when applied together, enable your teams to build powerful ABM campaigns that target the right accounts at the right time. INTENT — Even if the account is a good fit for your solution, do they want to buy your product right now ?

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation

The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. I define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.” The goal of lead nurturing is to help progress leads from initial interest toward purchase intent.

Video Review: How to Use Purchase and Intent Data

Aberdeen HCM Essentials

In the video, “Leveraging Purchase and Intent Data: A Fireside Chat With Stefanie Jay ,” two experts in the marketing space discuss how Walmart Media Group uses purchase intent data and purchase history data to connect marketing activities to buyer journeys. Using Purchase Intent Data. Build, Partner, Buy. Check out the 20-minute video below to hear more about Stefanie Jay’s purchase and intent data strategy for Walmart Media Group.

Video Review: How to Use Purchase and Intent Data

Aberdeen HCM Essentials

In the video, “Leveraging Purchase and Intent Data: A Fireside Chat With Stefanie Jay ,” two experts in the marketing space discuss how Walmart Media Group uses purchase intent data and purchase history data to connect marketing activities to buyer journeys. Using Purchase Intent Data. Build, Partner, Buy. Check out the 20-minute video below to hear more about Stefanie Jay’s purchase and intent data strategy for Walmart Media Group.

Video Review: How to Use Purchase and Intent Data

Aberdeen HCM Essentials

In the video, “Leveraging Purchase and Intent Data: A Fireside Chat With Stefanie Jay ,” two experts in the marketing space discuss how Walmart Media Group uses purchase intent data and purchase history data to connect marketing activities to buyer journeys. Using Purchase Intent Data. Build, Partner, Buy. Check out the 20-minute video below to hear more about Stefanie Jay’s purchase and intent data strategy for Walmart Media Group.

Predict Your Success with Buyer Intent Signals

Aberdeen HCM Essentials

Since the dawn of big data, marketers have struggled to accurately detect true buyer intent out of the abundance of data available to them. That outcome requires the right data, and the right data is all in your buyer intent signals. Predict Success by Measuring Buyer Intent. Prospective buyers emit signals of their purchase intent. All our products and solutions actually drive results from qualified buyer intent signals.

Building Intent Data into Your Sales Enablement Process

Aberdeen HCM Essentials

Companies that are in-market to buy your products aren’t considering your brand. Target account lists remain static and ignore lookalike companies that might show intent. Company intent can’t be tracked to specific contacts for sales to engage. Working with a third-party intent data provider might seem like a magic bullet solution to these problems. Improving sales enablement and contributing to your company’s pipeline starts with a set plan for intent signal scoring.

Buyer Intent Data Headline Roundup

Aberdeen HCM Essentials

Welcome to this week’s roundup of intent data news and features. Read on for the latest industry research reports, tips for using intent data, and expert projections of what 2019 might bring to the intent data space. Fit, Intent, Opportunity. This article explores targeting prospects with the right fit and the right purchase intent. Some may be familiar – we know how hot intent data and personalization are, and podcasts have been hot for a while.

Why Intent Data Context Means Everything When Marketing to Buying Groups

TrueInfluence

Buying groups are becoming a primary focus for B2B marketing and sales organizations. More than 60 percent of B2B purchases are made by these multi-functional teams within buying organizations, according to Sirius Decisions, and that number seemingly grows with each new market research report. In this post, I’ll discuss how to structure your purchase intent keyword monitoring strategy to align with customer journey stages. The Basics of Buying Groups.

Differentiate Buyer Intent Analysis with Advanced Analytics

Aberdeen HCM Essentials

Advanced statistical analysis enables market research organizations to derive meaningful insights into key market trends, demystifying buyer intent. Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Demystifying Buyer Intent with Advanced Analytics.

Differentiate Intent Data Analysis with Advanced Analytics

Aberdeen HCM Essentials

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Demystifying Buyer Intent with Advanced Analytics. Do the outcomes of Minkara’s research also apply to buyer intent data? Demystified” buyer intent data is not a commodity that teams can share via zipped folder sent over Slack.

Differentiate Intent Data Analysis with Advanced Analytics

Aberdeen HCM Essentials

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Demystifying Buyer Intent with Advanced Analytics. Do the outcomes of Minkara’s research also apply to buyer intent data? Demystified” buyer intent data is not a commodity that teams can share via zipped folder sent over Slack.

Four Dimensions of Good Data Decisions

Aberdeen HCM Essentials

Your organization has made an investment in a third-party intent data provider, or is considering one. And if you are fueling your marketing and sales operations with first- and / or third-party purchase intent data captured from the web, you need to treat that investment as the strategic asset it is. How recently have you updated your enterprise data governance capabilities and rules?

Comparing News Consumption and Active Research

Aberdeen HCM Essentials

The visualizations reminded me of my days in SEO when I tracked the performance of stories in Google Analytics, and the term “ attention economy ” also made me think about the data science and methodology of tracking buyer intent signals, content consumption , and active research being conducted on the web. This visualization depicts the average weekly research activity by topic and maps it against the number of companies in-market for a purchase.

Intent Data Limitations: Context is Key

Aberdeen HCM Essentials

A cornerstone of Aberdeen’s methods is something you’ve been hearing about: Buyer intent data. This refers to information we capture about online research conducted by actual buyers who emit a discernible purchase intent signal. In a post on Leadspace’s blog , Ari Soffer explores the limits of intent data that you should be aware of. Cut The Hype: When Intent Data Shines — And When it Doesn’t. But with the right context, intent data is immensely valuable.

Reasonably Enable Your BDRs with Buyer Intelligence

Aberdeen HCM Essentials

In this video, taken at TechTarget’s 2018 ROI Summit in London, panelists discussed how intent data enables alignment between Marketing and Sales organizations, which leads to more wins in the pipeline. Campbell said the company has roughly 120 seats globally, so Yellowfin relies on the insights gleaned from intent data to differentiate their marketing tactics from those of the massive enterprises. Do you know which specific companies are currently in-market to buy your product?

Don’t Overlook Intent Data for Data Governance

Aberdeen HCM Essentials

For an example, pretend you are tasked with purchasing a cake for an event your company is hosting, but you don’t know: the number of attendees, how many folks have food allergies, if it’s only gluten allergies, or if there are also egg allergies, what the cake is specifically celebrating, or. Buyer Intent Data Governance. Buyer intent data is, for some Marketing and Sales organizations, uncharted territory. brink enterprise data intent data purchase intent

Don’t Overlook Intent Data for Data Governance

Aberdeen HCM Essentials

For an example, pretend you are tasked with purchasing a cake for an event your company is hosting, but you don’t know: the number of attendees, how many folks have food allergies, if it’s only gluten allergies, or if there are also egg allergies, what the cake is specifically celebrating, or. Buyer Intent Data Governance. Buyer intent data is, for some Marketing and Sales organizations, uncharted territory. brink enterprise data intent data purchase intent

Using Buying Group Intent to Prioritize Your ABM Targets

TrueInfluence

Most B2B sales teams have heard about the advantages of identifying buying groups within your account-based marketing (ABM) target accounts. You’ve also heard about the power of monitoring buyer intent to identify in-market prospects and accounts that are actively researching a purchase. The basics of buying groups. In short, a buying group is a collection of people within an organization that researches, recommends and ultimately makes purchase decisions.

Buyer Intent May Be There, But is it the Right Fit?

Aberdeen HCM Essentials

Confirming buyer intent matters. Even if the lead you’re handing to Sales has high intent to purchase, they won’t be a viable lead if you don’t serve their industry or can’t meet their needs. However, if Marketing can ascertain the prospect has intent to purchase and expressed that their needs and goals fit what your organization provides, you have a qualified lead to give to Sales. Buyer Intent Data Must be a Good Fit.

Who’s Who in the Intent Data Business?

Aberdeen HCM Essentials

Buyer intent data is gold, and like the eponymous rush of 1848, data-driven organizations are scrambling to make the most strategic and lucrative use of this digital resource, particularly for account-based marketing (ABM). We’ve compiled some big names in the intent data space. A leading provider of B2B intent data, Bombora relies on a data co-op to track content consumption behavior of B2B buyers. ” Leadspace also partners with Bombora for their intent data.

Upcoming Webinar: Level Up Your ABM Program with Buying Signals and Predictive Orchestration

Triblio

In doing so, next Tuesday, November 10th, we’ll be hosting the webinar, “ Level Up Your ABM Program with Buying Signals and Predictive Orchestration ” at 2pm ET. Triblio’s CEO, Andre Yee, and Malachi Threadgill, Forrester’s Principal Analyst of Demand and ABM will be addressing the growing gap between the buying signals marketers collect and those used to further pipeline growth. Why You Should Attend: In the past couple of years, B2B marketers have really embraced intent data.

81% of Digital Retailers Rank Customer Acquisition as Highest Marketing Priority

V12 Data

More than half of consumers (54 percent) report using social media as part of their path to purchase in some capacity, whether it’s to browse, research, gain inspiration or purchase. According to recent data by Avionos,40 percent of consumers have made a purchase via Facebook, 13 percent have made a purchase through Instagram and 12 percent have made Pinterest purchases. 3) Purchase Intent Marketing.

To Build or Buy with Embedded BI

Aberdeen HCM Essentials

Build or Buy: Is There a Right Approach to Embedded BI? In fact, recent Aberdeen research shows that ISVs are more likely than general enterprises to buy, or plan to buy, embedded analytics functionality from third-party vendors (Figure 1, below). Figure 1 shows that ISVs are 60% more likely than general enterprises to buy (or plan to buy) embedded analytics capabilities from a third-party vendor to embed within their solutions (75% vs. 47%).

Buy 43