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Buyer Intent Data

Buyer Intent Data 101: How It Works, What It Is & Why You Need It

  • Buyers invest around 12 hours in research before contacting sales necessitating sales teams to approach them when they’re seeking solutions.
  • Intent Data helps sales teams prioritise prospects, broaden targeting and develop hyper-personalised solutions for unique prospects.
  • Intent Data is of four types; Search Intent data, Engagement data, Firmographic data and Technographic data
  • Sources of Intent Data include Ads/Bidstreams, Search Engines, Marketing Content, Internet Scraping, Sales Intelligence, Third-Party Sources.
  • In new-age B2B marketing, intent data is necessary to empower sales teams in making informed decisions.
  • In B2B marketing, adeptly navigating the intricate paths of buyer intent isn’t just beneficial—it’s a prerequisite for success. 

    Reports indicate that potential buyers invest about 12 hours in researching a product or service before reaching out to a sales representative. In this timeframe, they actively seek information, peruse reviews, and meticulously compare various options available to them. 

    Within this investigative process, intent data serves as the guiding light, shedding light on the nuanced behaviors and actions of prospects seeking solutions similar to yours. 

    This encompasses a spectrum of activities such as content consumption, competitor analysis, event participation, and social media engagement, all aimed at ensuring that your marketing and sales efforts are directed at the most promising prospects. 

    The Role of Intent Data in B2B Sales 

    Comprehending the pivotal role of intent data in the B2B landscape is imperative for maximizing its potential. Here’s how Intent Data helps: 

    1. Finding Active B2B Prospects: Prioritizing prospects demonstrating heightened interest in B2B solutions becomes a central focus. Elevating B2B conversion rates is attainable by directing efforts towards active prospects nearing a purchasing decision. 

     2. Identifying B2B Leads with Interests: Broadening the targeting scope to encompass B2B leads expressing even the slightest interest in your products captures potential clients who might not have initially fallen within your purview. 

     3. Gaining B2B Audience Insights: Intent data facilitates a deeper understanding of the unique needs of your B2B audience. Tailoring your B2B solution to address specific industry requirements and company sizes ensures resonance and effectiveness. 

     4. Account-Based Marketing: Intent data serves as the linchpin in Account-Based Marketing (ABM) strategies, seamlessly aligning with inbound marketing efforts to ensure that interactions are not only timely but also highly relevant to prospect needs. 

    Types of Intent Data for B2B: 

    1. Search Intent Data:  

    Delving into keywords relevant to your software, search intent data is crucial. Utilizing tools such as Google AdWords and Google Trends becomes pivotal for optimizing content and ensuring visibility on search engine results pages. Regularly monitoring SEO efforts is integral to maintaining a strategic presence for essential B2B keywords. 

    2. Engagement Data:  

    Identifying platforms where your B2B audience is most active is key for targeted engagement. Customizing content based on metrics from email campaigns and running ads on platforms frequented by engaged users forms the crux of leveraging engagement data effectively. 

    3. Firmographic Data:  

    Researching companies in your B2B target market allows for the collection of firmographic data. This data, including details like size, industry, and location, becomes instrumental in segmenting marketing and sales efforts and Account Intelligence helps with that. Crafting industry-specific content further ensures resonance with the diverse needs of various sectors. 

    4. Technographic Data:  

    Unveiling the tech infrastructure of potential B2B clients through surveys and questionnaires is the essence of technographic data, which can be achieved with Draup’s Rolodex feature. This information helps tailor marketing efforts to align with the technical capabilities and needs of target companies. 

    Common Sources of Intent Data 

    1. Ads/Bidstreams: Understanding the keywords employed by B2B clients before engaging with ads is crucial. This data forms the foundation for crafting targeted content, aligning marketing and sales efforts with the specific interests of B2B decision-makers. 

    2. Search Engines: Optimizing your website for keywords central to B2B software solutions is imperative for search engine visibility. Strategic search engine optimization strategies are essential for targeting B2B buyers and ensuring a prominent online presence. 

    3. Marketing Content: Segmenting B2B buyers based on their content consumption allows for the delivery of targeted information about your software. This approach enhances B2B engagement and maximizes the effectiveness of marketing campaigns. 

    4. Internet Scraping: Using bots to identify B2B prospects with a high intent to purchase is a strategic approach. Gathering information on B2B prospects interested in your software enables targeted outreach, ultimately increasing the efficiency of sales efforts. 

    5. Sales Intelligence: AI-driven sales intelligence platforms, such as Draup, empower your sales efforts by facilitating micro-targeted campaigns, pinpointing prospects, and optimizing sales for increased ROI and revenue growth. 

    6. Third-Party Sources: Leveraging reputable software directories proves instrumental in gaining insights into B2B intent. These platforms offer comprehensive product profiles, reviews, and educational material, contributing meaningful intent signals. 

    Key Considerations When Choosing Intent Data 

    • Opt for precise, up-to-date information for effective B2B decision-making, enhancing targeting accuracy. 
    • Gather sufficient data to segment the B2B audience, enabling targeted marketing across different sectors. 
    • Select intent data tailored to the B2B software industry to align with unique client needs. 
    • Opt for easy-to-use platforms with provider support for effective data utilization. 
    • Maximize budget by choosing providers with competitive pricing and significant value for B2B marketing. 

    The Bottomline 

    In new-age B2B marketing, intent data emerges as an indispensable asset. It’s not just about data; it’s about empowering B2B sales teams to make informed decisions, engage the right businesses, and secure lasting success in the B2B arena.  

    Draup sales intelligence offers an AI-driven platform that combines intent data with other B2B data sources, such as industry, account, and buyer intelligence. This enables businesses to develop targeted campaigns, identify high-value prospects, and optimize sales and marketing efforts for increased ROI and revenue growth.