How do you know the best time to contact prospects that fit your Ideal Customer Profile (ICP)? Turns out, it’s all about buyer intent signals. Think of intent data like clues you can use to know what your potential customer is thinking about: their pain points, the solutions they’re considering, and, most importantly, if they’re […]
How do you know the best time to contact prospects that fit your Ideal Customer Profile (ICP)? Turns out, it’s all about buyer intent signals. Think of intent data like clues you can use to know what your potential customer is thinking about: their pain points, the solutions they’re considering, and, most importantly, if they’re looking right now. You can use those clues to build the perfect case for why they should buy your product or service.
Here’s how it works:
The cold hard facts about warm outbound with intent
In a crowded world of sales techniques and solutions, you have to consider the evidence carefully before deciding which ones are worth the time and effort. Well, the verdict is in: buyer intent data leads to more wins.
B2B companies saw a 232% increase in ROI after implementing intent signals.
ROI is one of the most important metrics to measure the effectiveness of your sales tools. A tool is only worth the onboarding, upkeep, and price if it brings in solid results. The value of intent for closing more sales (and thus getting more money and achieving a higher ROI) is pretty clear. And it makes sense — if you can use intent signals to reach the prospects who are actively looking for a solution instead of blindly throwing out a net, you’re more likely to see a return on those efforts.
Only 15% of your buyers are in-market at any time.
Here’s why spray and pray can be so discouraging: most of your prospects aren’t really looking to buy when you’re looking to sell. You might be an amazing salesperson who can convince someone to make a purchase when they’re not in-market, but it’s still a needle-in-the-haystack situation. The return on that effort is pretty small, and time is short. Really, the ideal situation for every salesperson is to sell to people who are actively buying.
If you want reliable, predictable sales, you need to be able to find those 15%. Intent signals are basically a big flare lit up saying, “here they are!”
Only 50% of sales leaders use intent data to improve account prioritization.
Right now, half of sales leaders don’t use intent for prioritization. And they’re missing out. Out of a whole sea of prospects who fit your ICP, you need to figure out where to go first. Prioritizing all those potential accounts can be one of the biggest headaches for a sales rep, but it doesn’t need to be. Intent signals sort through all the noise to point you to where you should start.
Intent signals show where their needs meet your solution.
Ultimately, the value of intent data is simple: it shows which customers currently need what you offer. Think of intent signals as the matchmaker introducing you to each other. When you know who’s ready to buy, you can simply open the door and get ready to make a sale.
Key takeaways
- Buyer intent data tells you which companies are actively looking to solve a problem you offer a solution for.
- Traditional cold outbound (“spray and pray”) gives discouraging results; intent data warms up your outbound so you reach out when it’s most relevant.
- B2B companies see an increase in ROI after using intent due to its prioritization power and ability to enable quick sales.
