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10 Tough Questions to Evaluate Your Target Account List

The Point

Accounts with established contacts and demonstrated engagement may be the better choice. Are there intent signals that the account is a high-propensity opportunity? Does third-party intent data suggest that a specific domain is demonstrating interest in your category?

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Redefining ‘leads’ in B2B: Why data enrichment is key for lead gen


Redefining ‘lead’ in modern marketing The term “lead” often gets thrown around loosely, but not every interested party qualifies as a lead. As I often say, a true lead demonstrates intent to discover or purchase your product — yes, it’s that simple.


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Revenue Radar™: Finding the Right Company with Intent Scores


Each buyer profile within your TAM is assigned an intent score (High, Medium, Low, or No Intent), where a score of “High Intent” represents that people from that account have demonstrated intent by searching for terms relevant to your product that you’ve determined ahead of time.

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Layering exegraphics and intent data to up your game (and your returns)


How exegraphics differ from intent Exegraphics and intent data offer essentially a macro- and a micro-view of a potential customer. Intent signals reflect individual actions that indicate some amount of willingness to engage with your company’s offerings. These prospects are often false positives.

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Content + Intent Data: The Rise of First-Party Data


How are B2B companies using intent data to inform the content they’re creating in terms of topics and formats? Intent helps define that granularity. Intent signals emanate from buyers’ interactions with content. Marketers can learn where buyers seek content, what topics interest them and what formats are popular.

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How to Leverage Intent Data to Drive More Business


Intent data is a collection of behavioral data points that help identify prospects at the account- or buyer-level with a high propensity to convert based on their level of interest in a product or service. Nothing worse than spoiling a strong intent signal because you were overeager.

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Intent Data: How to Generate Quality Sales and Marketing Leads


Intent data allows you to identify and target these specific folks, almost in real time. For example, when online users browse the internet, they leave a trail of intent signals in their path—page clicks, time spent on a page, and more. B2B intent data is a collected set of those signals.