Only B2B

FEBRUARY 21, 2024

Let’s delve deep into Intent Data in Personalized B2B Marketing. Must Read: First-Party, Second-Party, Third-Party Intent Data: Diving into Notable Differences Diving Deeper: Types of Intent Signals in B2B Now, intent data isn’t a one-size-fits-all solution. There are two main types to understand: 1.

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Intent Data Intent B2B Sales B2B Marketing 71

Martech

JANUARY 29, 2024

Instead, modern strategies for a cohesive passing over of leads to the sales team should focus on engagement tracking and interaction analysis within your CRM systems, tailoring outreach and content to these behaviors authentically. This ensures both sales and marketing teams work in unison toward a cohesive communication strategy.

Lead Ranking 113

Lead Ranking Lead Gen Ideal Customer Profiles Lead Scoring 113

Zoominfo

MAY 27, 2021

Erwin van der Vlist, CEO and founder of Speakap , experienced the power of Streaming Intent firsthand: “We recently closed three opportunities in half the time of our typical sales cycle. Access to ZoomInfo Streaming Intent is like having a superpower.”.

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Intent Data Intent Zoominfo Top of Funnel 246

SalesIntel

APRIL 15, 2024

Lengthy Sales Cycles Unlike B2C purchases, which often involve smaller transactions with fewer decision makers, B2B transactions typically entail longer and more complex sales cycles. Closing substantial deals with large decision-making teams results in protracted sales cycles.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Oktopost

OCTOBER 8, 2023

In fact, statistics reveal that 63% of leads who inquire about your company won’t make a purchase for at least three months, and another 20% will take more than a year to complete the sales cycle. In this article, we’ll explore four strategies to effectively nurture prospects through the sales cycle so you can close more deals.

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Top of Funnel Marketing Management Buyer's Journey Sales Cycle 131

Martech

JUNE 3, 2022

Sales engagement and outreach. Britt’s presentation also highlighted the necessity of sharing data between marketing and sales teams. When accounts start to visit your web properties, click on your ads, or attend your event, marketers must get sales teams involved with their marketing campaigns. Source: Auseh Britt.

Account Based Marketing 106

Account Based Marketing Ideal Customer Profiles ABM Top of Funnel 106

Only B2B

FEBRUARY 6, 2024

Content Personalization: Develop targeted content campaigns and nurture sequences based on specific buyer personas and their intent signals. Account-Based Marketing (ABM): Leverage intent data to prioritize high-value accounts and tailor personalized outreach efforts.

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Intent Data Intent B2B Sales ROI 62

NetLine

DECEMBER 18, 2023

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. This data enables sales teams to focus marketing spend on prospects who are actively ready to buy.

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Intent Data Intent Top of Funnel Ideal Customer Profiles 64

Zoominfo

MAY 16, 2022

For example, at ZoomInfo we have a tool called Workflows that automates marketing activities based on real-time data, which allows marketers to launch personalized outreach that captures target accounts based on website traffic and prospects’ buying signals. ZoomInfo MarketingOS Finally, ABM with data you can trust.

Marketing Automation Services 130

Marketing Automation Services Budget Programs Zoominfo Work Management 130

Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6-18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal.

Enterprise Management 189

Enterprise Management Lead Generation Lead Scoring Lead Ranking 189

SalesIntel

OCTOBER 20, 2021

While advertisements and cold outreach are common strategies for generating leads, buyer intent data is the future of lead and revenue generation. What is Buyer Intent Data, and Why Should It Be in Your Database? You must choose the appropriate messaging for nurturing based on the lead’s intent.

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Buyer Intent Intent Data Intent Ideal Customer Profiles 93

SalesIntel

JULY 10, 2023

Understanding buyer intent has become crucial to marketing, sales, and revenue operations (RevOps) strategies in the current competitive business climate. Businesses can streamline their lead generation and nurturing processes by focusing on prospects exhibiting strong buying signals, ultimately accelerating the sales cycle.

Top of Funnel 71

Top of Funnel Intent Data Marketing Funnels Ideal Customer Profiles 71

DealSignal

APRIL 10, 2024

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.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Zoominfo

AUGUST 16, 2021

Erwin van der Vlist, CEO and founder of Speakap , experienced the power of Streaming Intent firsthand: “We recently closed three opportunities in half the time of our typical sales cycle. Access to ZoomInfo Streaming Intent is like having a superpower.”

Intent Data 130

Intent Data Intent Zoominfo Buyer Intent 130

DemandBase

MAY 26, 2020

Now more than ever, sales and marketing alignment is imperative to an organization’s success. We will be diving into topics important to sales teams, such as humanizing the selling process, outreach strategies with buying committees, and ways you can use Demandbase daily to power your selling. With ABM, intent signals run deep.

Account Based Marketing 133

Account Based Marketing ABM DemandBase Peer-to-peer 133

Zoominfo

JANUARY 26, 2021

Long Sales Cycles: Enterprise companies are big and they want to make sure they are getting best-in-class solutions. For that reason, they usually have longer sales cycles (6–18 months is typical), meaning you have to be on your game for an extended period of time in order to actually close the deal.

Enterprise Management 130

Enterprise Management Lead Generation Lead Scoring Lead Ranking 130

PathFactory

MAY 2, 2022

Revenue teams can now scale how they connect content to buyers by combining PathFactory Content Intelligence with intent signals and segments from our ABM partners, 6sense and Demandbase, to serve up personalized content experiences. These insights are essential to accelerating opportunities and are clearly impacting our deals.”.

Enterprise Management 52

Enterprise Management Marketing Management Marketing Qualified Leads Buy 52

SalesIntel

OCTOBER 23, 2023

SalesIntel and ZoomInfo are prominent players in intent data solutions, offering unique approaches to harnessing buyer intent. The Importance of Intent Data in Modern Sales Intent data refers to the information derived from various indicators that signify a potential buyer’s interest or intention to purchase.

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Intent Signal Zoominfo Intent Bombora 40

SmartBug Media

MAY 13, 2022

Being notified in real time when prospects are engaging with content relevant to your business improves your targeted nurture outreach and lead scoring. Let’s take a closer look at different ways your marketing team can leverage intent data to help sales close more deals—and close them faster.

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Intent Data Work Management Intent Marketing Management 98

NetLine

OCTOBER 30, 2023

Misalignment between sales and marketing. Strong intent signals that identify quality targets and generative AI that personalizes outreach will change the way you reach and convert customers.” Siloed teams face multiple problems, like inaccurate lead scoring and missed opportunities on target accounts.

Intent Data 93

Intent Data Ideal Customer Profiles Lead Scoring Lead Ranking 93

Zoominfo

AUGUST 3, 2022

With a solution like ZoomInfo Workflows , your sales reps can automatically feed contacts into their nurture campaigns, based on triggers they determine, including intent signals, news alerts, and page visits. Workflows can prompt that outreach once the proper trigger is set.

Enterprise Management 130

Enterprise Management Work Management Marketing Management Webinar Metrics 130

Content4Demand

SEPTEMBER 17, 2021

Justin has helped shape best practices for ABM, multichannel marketing and the application of intent data. And he warns against viewing intent signal data as a “silver bullet,” recommending instead that B2B marketers view it as a compass for content strategy.

Intent Data 82

Intent Data Intent Marketing & Strategy Psychographics 82

TrustRadius Marketing

OCTOBER 3, 2022

Intent data gives all parties actionable insights into which prospects and/or customers to prioritize in their outreach. Brands can build a more powerful go-to-market strategy by aligning marketing and sales teams to target specific accounts. Lead scoring is useful for leveraging intent data in an ABM program.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

6sense

DECEMBER 17, 2021

Most importantly, you’ve finally leveled-up your sales team so that your reps — with an almost balletic grace — always leverage content, outreach, and engagement in ways that expertly usher buyers through the sales cycle. Personnel changes to a buying team. Timely news reports.

Account Based Marketing 62

Account Based Marketing Relevance ABM Conversion 62

PathFactory

MAY 3, 2022

Companies can shorten sales cycles by having prospects onboard and educate themselves. Revenue teams can now scale how they connect content to buyers by combining PathFactory’s Content Intelligence with intent signals and segments from our ABM partners, 6sense and Demandbase, to easily serve up personalized content experiences.

Ideal Customer Profiles 59

Ideal Customer Profiles B2B Sales Top of Funnel Account Based Marketing 59

Valasys

AUGUST 29, 2023

By processing historical customer data, intent signals, and other relevant information, AI can automatically categorize and prioritize accounts based on their potential for conversion and revenue generation. It’s effective for businesses with long sales cycles and complex decision-making, optimizing resources for better outcomes.

Marketing AI 52

Marketing AI Account Based Marketing Segmentation ABM 52

Madison Logic

AUGUST 26, 2020

Forrester Research Principal Analyst Mary Shea predicts that because of COVID-19 and social distancing, face-to-face interactions in a sales cycle will decrease to 5-15% of the total engagement a seller has. The use of insights to adapt outreach is what sets account-based strategies apart from traditional demand approaches.

Budget Programs 52

Budget Programs Paid Search Agency Tools Top of Funnel 52

SalesIntel

JULY 12, 2021

Outbound sales reps are generally equipped with a tech stack to enable their outreach like sequencing tools, dialing platforms, prospecting platforms, gifting/rewards tools, etc. Outbound sales cycles tend to be longer since by necessity there is more warming and education involved compared to inbound leads. A Final Word.

Sales Management 52

Sales Management Paid Search Agency Webinar Metrics Companies 52

SalesIntel

APRIL 20, 2022

The ICP is essential to sales-marketing success, especially in an account-based structure where sales and marketing collaborate closely. A strong ICP lays the path for “compelling business outcomes,” such as shorter sales cycles, higher conversion rates, and higher annual and lifetime contract values.

Ideal Customer Profiles 52

Ideal Customer Profiles Contact Marketing Contacts Top of Funnel 52

SalesIntel

APRIL 20, 2022

The ICP is essential to sales-marketing success, especially in an account-based structure where sales and marketing collaborate closely. A strong ICP lays the path for “compelling business outcomes,” such as shorter sales cycles, higher conversion rates, and higher annual and lifetime contract values.

Ideal Customer Profiles 52

Ideal Customer Profiles Contact Marketing Contacts Top of Funnel 52

6sense

DECEMBER 9, 2021

And by leveraging 6sense’s capabilities to radically improve the customer experience (via perfectly timed personalized outreach, for instance), customers are poised to experience other lifts, including: . As a company, 6sense benefits from more stickiness and sales adoption when customers have both 6sense and a companion SEP.

Sales Management 62

Sales Management Conference Lead Ranking Ideal Customer Profiles 62

SalesIntel

SEPTEMBER 8, 2021

Data science can make your sales approach strategic by helping you interpret your data, create sales messages tailored to target accounts, identify key market segments, select the right prices, and predict sales opportunities. Catch intent signals or analyze the online behavior of prospects to boost sales.

Effectiveness 52

Effectiveness Best Practices Domain Intent Data 52

DealSignal

NOVEMBER 1, 2022

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. Sales outreach cadences.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Engagio

AUGUST 30, 2017

But the question remains, “How do marketing and sales teams actually do ABM?”. At the end of the day, the answer is orchestrating engagement through account-based interactions , or coordinated promotion and outreach, to your ideal customers. Either way, adopt a data-driven approach to determining your tiers.

Planning 91

Planning Account Based Marketing ABM Top of Funnel 91

Terminus

OCTOBER 29, 2021

Put simply, account-based marketing (ABM) is a focused approach to generate sales opportunities with specific accounts instead of marketing to the entire market. This type of sales is usually characterized by long and complex sales cycles involving multiple buyers in target accounts. Creative Direct Mail Outreach.

Ideal Customer Profiles 58

Ideal Customer Profiles Account Based Marketing ABM Campaigns 58

DealSignal

MAY 3, 2021

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. Sales outreach cadences.

Intent Data 52

Intent Data Ideal Customer Profiles Intent B2B Sales 52

Zoominfo

NOVEMBER 6, 2023

Once you define your ICP and set up your plays, an individual play is then triggered based on high-value signals surfaced by your marketing platform. Importantly, that outreach is then personalized based on data, to make sure that they feel relevant and maximize conversion. What’s the difference?

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Marketing Analytics Tools 147