Monthly Intel Report

Buyer intent is online behavioral signals that indicate that a prospect is actively researching particular topics and/or solutions.  There is first-party intent data which is data collected based on a prospect’s interactions and activity on your website directly and there is third-party intent data which is data collected on a prospect’s activities on external websites or platforms.

Buyer intent data allows you to maximize focus and resources on prospects who are actively engaged in the buying process which leads to increased sales efficiency and higher conversion rates.  The better your buyer intent data, the more quickly you can recognize a prospect who is actively interested in purchasing a solution like yours, enabling you to get in front of them before your competitor does.  In addition to surfacing ready-to-buy leads to your sales team, intent data can also be used to enhance lead scoring, personalize content and offers, and enhance targeting and segmentation to maximize ROI of paid efforts. Additionally, with a solution like SalesIntel, you are able to not only identify the companies who are interested in your solution but also the people within these organizations you should be talking to along with their human-verified contact information.

Intent data can and should be used by anyone who is part of your organization’s go-to-market motion.  For marketers, it can be used to power highly successful ABX campaigns, tighten campaign targeting/segmentaiton, and surface high quality leads to the sales team for outbounding.  For sales leaders, focusing on accounts that are ready-to-buy shortens sales cycles and increases win rates.  For RevOps leaders, intent data is a powerful input for account prioritization and lead scoring.

With SalesIntel you get not 1 but 2 different solutions to track buyer intent.  In addition to a proprietary solution called PredictiveIntent, SalesIntel partners with Bombora to ensure comprehensive coverage.  Bombora analyzes search data from over 4,000 different B2B research providers and content publishers, including the Wall St. Journal, Bloomberg, BusinessInsider, & Forbes, to surface accounts that are demonstrating an intent to buy based on research activity and are likely getting close to making a purchase decision.  PredictiveIntent, on the other hand, uses a similar network of partners to track intent while also leveraging insights gathered via AI-powered analysis of SalesIntel’s vast data sets.  This additional layer allows PredictiveIntent to surface buyers who are starting to show an interest to buy, a step that comes before intent.

SalesIntel establishes a baseline level of research activity for the [over xx million]. When research activity increases above the baseline for specific intent topics and terms, it means the company is “surging” (i.e. showing more interest and intent that usual).