Consider a situation in which you can extract data from your prospective clients who are searching for a product that is comparable to (or identical to) what you provide. What if we claim it’s conceivable? If you utilize intent data correctly, it will provide you with such capacity.
According to Retail Dive, 87 percent of buyers use the internet and search online to study a product before purchasing it. They search for and compare equivalent goods, browse relevant material, and watch videos that best suit their needs or problems.
What’s more alarming is that they aren’t seeking assistance from their sales staff. The majority of clients complete their buying process without ever interacting with a salesman.
How are marketers using intent data to increase revenue?
According to Trust Radius, Intent monitoring is used for prospecting by 70% of the 40% of businesses who employ it. This is an apparent use case because the bulk of buyer research occurs online before a prospect talks with a salesperson.
Image Source: TrustRadius
6 Questions to Ask When Selecting a B2B Intent Data Provider
You’re probably aware that intent monitoring allows you to gain a more in-depth and comprehensive insight into your leads, targets, and clients.
When it comes to improving the customer experience, the majority of B2B firms believe that leveraging data is the most challenging task. The last thing you need is data that is deceptive or inaccurate.
The good news is that a slew of businesses has come up to give you the greatest intent monitoring data imaginable. All it takes is asking the proper questions.
1. Where Do You Get Your Data For B2B Intent Monitoring?
A few B2B data providers may only provide you with information obtained via their own websites. Several, on the other hand, may only operate with a limited number of B2B blogging platforms. Any trustworthy business should be able to provide you with at least a few referrals to support up their claims. Always remember to investigate each of these sources independently.
2. How Do You Ensure That Your Data Is Accurate?
If your data is incorrect, it is useless. Your business needs a reliable data vendor. As a result, inquire as to how they ensure the accuracy of their data. Make a list of questions to ask, such as:
- Do you evaluate your data with the publicly available information?
- Do you have any filters in place to keep free email domains out?
- Is it necessary to make the purchase even if the information isn’t helpful or accurate?
3. What Kinds Of Intent Signals Do You Monitor?
While executing your research, your prospects will most likely utilize a variety of platforms. In other words, the more actions you track, the more probable it is that you will discover profiles who are excited about your goods or brand.
As a result, you must inquire with your vendors about the platforms they monitor. You should seek the following answers:
- Inquiries from search engines
- Downloads (e-books, guides, whitepapers, case studies, datasheets, etc.)
- Registrations for webinars
- Participation on social media
- Visits to websites and blogs
- RSVPs for events
- Buttons on advertisements
4. When Was The Last Time The Data Was Mined?
Let’s admit it: data is always evolving, and the battle may be over in the time it takes an alert to go from your team to your marketing team.
As a result, even if the intent monitoring vendor claims to utilize data from reputable resources, if it is older than six months, it is of very little use to your business. By that time, your competitors may have already snatched up your target.
5. Do You Obey Privacy Regulations?
There are a lot of gray areas when it comes to data collecting. While tracking first-party data is simple, tracking third-party data is more difficult.
In many situations, rather than tracking individuals, intent monitoring data is monitored anonymously by visitor account.
As a result, don’t permit a possible infringement to derail your company objectives. Select B2B data supplier that is not just GDPR compliant but also maintains your legality.
6. How Will Your Data And Marketing Technology Work Together?
Start by giving your sales staff the information they require at the time they require it. The more promptly your sales staff can take benefit of developments in purchase behavior, the higher probability you have of closing more transactions.
Commence your initial interaction with a data provider, it helps to identify the elements of your sales staff who need to acquire buyer intent data and the objectives for which they’ll utilize it.
Ask each data vendor how their orientation program can satisfy your demands once you’ve made a database.
To Wrap Up:
The future of B2B marketing and sales is intent monitoring. And finding the proper data vendor may completely transform your business. Each vendor’s skills, areas of specialization, and mindset are unique.
Because the industry is always changing, accessing the network of data suppliers and grasping the various alternatives may be challenging. These questions will assist you in choosing the ideal marketing vendor for your company.