B2B Marketing Directions

SEPTEMBER 13, 2020

Intent data and predictive analytics have been hot topics in B2B marketing circles for the past few years. Simply put, intent data is information collected about the online activities of a person with the goal of using that data to identify or predict purchase intent.

In-market Prospects 92

In-market Prospects Marketing Prospects Marketing Management Ideal Customer Profiles 92

Aberdeen

SEPTEMBER 27, 2019

Nearly half of the average turnover rate in sales is attributed to voluntary departures. Resolving the issues that drive salespeople to leave your company can improve retention and lead to better business results. In the following three cases, equipping sales reps with intent data can help improve your retention rates.

Intent Data 66

Intent Data Intent Purchase Intent Intent Signal 66

SalesIntel

JUNE 28, 2022

Typically the first person to make contact with a lead, sales development representatives (SDRs) are key members of any sales team. . An SDR is tasked with prospecting, outreach, moving leads through the sales pipeline, and lead qualification. This is not new, but in fact a growing trend.

Ideal Customer Profiles 52

Ideal Customer Profiles Psychographics B2B Lead Scoring 52

Aberdeen

JANUARY 16, 2019

And that’s a maxim he applies to personalization throughout marketing and the sales funnel. Even when handed a bunch of “random leads,” he said, a good salesperson succeeds because they ask questions to try to understand the customer and to obtain information that can improve the customer’s journey – by personalizing it.

Intent Data 40

Intent Data Intent Lead Ranking Personalization 40

Aberdeen

JANUARY 16, 2019

Even when handed a bunch of “random leads,” a great salesperson succeeds because they try to understand the customer and obtain information that can improve the customer’s journey. From there, he predicted users’ value by using lead-scoring models. Depending on your lead-scoring model, you can map out 120 traits of each user.

Intent Data 40

Intent Data Intent Lead Ranking Personalization 40