Buyer Intent is becoming a recognized concept that’s invaluable in tracking the buyer’s journey, but what exactly do you get when buyer intent identifies an opportunity?
This is an “Intent Qualified Opportunity” (IQO) and should include:
  • Full firmographic information about the account showing buyer intent – even if that account is hiding behind an ISP’s IP address.
  • A proper scoring of buyer intent levels that accounts for every stage in the buyers journey and normalizes for company size.
  • The basic metrics of intent – number of devices, pageviews, publications, and buying location, and next best action recommendation.
  • Persona-based contacts that make the opportunity actionable.
When delivered in this form, IQO’s become understandable, digestible by your sales and marketing stack, and attributable to your Buyer Intent campaign.
Do you know which specific companies are currently in-market to buy your product? Wouldn’t it be easier to sell to them if you already knew who they were, what they thought of you, and what they thought of your competitors? Good news – It is now possible to know this, with up to 91% accuracy. Check out Aberdeen’s comprehensive report Demystifying B2B Purchase Intent Data to learn more.