Whether you’re a sales executive, marketing professional, or business owner, understanding how to use intent data can be pivotal for your success. According to industry studies, businesses leveraging intent data see up to 70% higher conversion rates.

This is an impressive statistic given the increasingly competitive nature of today’s digital marketplace. It suggests that using intent data effectively could significantly enhance your ability to connect with potential customers and drive conversions.

However, amidst the vast sea of big data and analytics tools available today, how do you harness this powerful resource? Let’s explore practical strategies on how to use intent data efficiently and turn it into actionable insights that fuel growth.

Incorporating these techniques into your operations could revolutionize not only your lead generation process but also transform how you engage with prospects throughout their buying journey. So let’s dive in!

Table of Contents:

Unveiling the Power of Intent Data

The digital age has revolutionized how businesses operate, with intent data emerging as a game-changer in B2B sales and marketing.

This powerful tool provides invaluable insights into customer behavior, helping to predict their purchasing decisions before they even engage with your brand.

Studies show that an average B2B prospect is already 67% into the buying journey before interacting with a salesperson. This highlights the importance of understanding and employing intent data in your business strategy.

Incorporating this type of information can give you an edge over competitors by providing detailed insights on user behavior recorded during their buying process. These behavioral signals are key indicators of potential interest or intention to purchase from prospective customers.

Numerous Aggregated Intent Signals: A Comprehensive View

The power behind aggregated intent signals lies within its ability to offer a comprehensive view of your prospect’s buying journey.

By analyzing these, companies can better understand where prospects stand in terms of readiness for conversion.

This level-headed approach towards utilizing buyer’s behavioral patterns helps organizations anticipate needs more accurately, leading them one step closer towards closing deals successfully.

In our next section, we will delve deeper into what makes buyer intent data superior compared to other types. Stay tuned.

The Superiority of Buyer Intent Data

Ever wondered what makes buyer intent data stand out from other types of data?

In the complex world of sales and marketing, understanding user behavior recorded during their buying journey can be a game-changer.

Understanding Intent Signals

A key aspect to consider when incorporating intent data is recognizing ‘intent signals’.

Behavioral signals that can provide us with insights into a prospect’s potential to buy are referred to as ‘intent signals’.

Numerous aggregated intent signals offer comprehensive B2B data about your prospect’s buying journey. They allow businesses like yours to predict customer actions with impressive accuracy. This predictive power is precisely why companies provide intent data services.

This invaluable information empowers you as marketers and sales reps by providing insight into where prospects are in their purchasing process – whether they’re just browsing casually or ready for conversion.

SalesIntel, one of the leading providers in this field, explains how employing such detailed insights can help businesses gain an edge over competitors who rely solely on traditional methods.

By using advanced tools like SalesIntel’s buyer intent data service, you’ll have access not only to basic demographic info but also real-time updates on changing preferences among your leads.

This will enable you not just reactively respond but proactively engage them at each stage.

Harnessing Intent Data for Business Growth

Intent data opens a new world of opportunities for businesses, providing critical insights that can fuel growth.

The power lies in understanding user behavior recorded during their buying journey and leveraging this information to refine your business strategies.

Lead Scoring with Buyer Intent Data

In the realm of sales, employing intent data is instrumental in lead scoring.

This process involves prioritizing leads based on their likelihood to convert – an aspect where buyer intent data shines brightly.

provides more insight into how you can use these techniques effectively.

Account-Based Marketing Strategy

Apart from refining content strategy, intent data helps enhance account-based marketing (ABM) efforts as well.

If you’re unfamiliar with ABM or need a refresher, HubSpot’s comprehensive guide on Account-Based Marketing, explains it beautifully.

Incorporating buyer intent data allows companies to target accounts showing high purchase intentions thereby maximizing ROI and driving conversions upwards.

As we delve deeper into the subject matter next up will be exploring how various companies provide such valuable datasets through different collection methods.

The Science Behind Intent Data Collection

Understanding the science behind intent data collection is crucial for any business looking to gain a competitive edge.

Gathering intel from multiple sources, both internal and external, is essential for constructing an overall understanding of potential customers’ desires and aims.

Different Types of Intent Data Sources

Firstly, let’s explore first-party data sources.

This type refers to information collected directly by your company through interactions with customers on your website or social media platforms.

In contrast, third-party intent data comes from external websites where potential buyers research products or services similar to yours.

Making Sense of Collected Information

An important aspect in understanding how employing intent data works is making sense out of all this gathered information.

Data points can range widely – from what pages prospects visited on your site, which emails they opened and clicked through; even their comments left during webinars can be valuable signals about their buying intention.

Balancing First-Party And Third-Party Data Sources For A Holistic View Of Prospects’ Interests And Intentions.

A balanced approach that leverages both types ensures you don’t miss out on critical insights into user behavior recorded at different stages along the buyer journey. This enables businesses not only understand but also anticipate customer needs better than ever before.

The Science Behind Intent Data Collection

Intent data collection is a fascinating science that revolves around capturing and interpreting online user behavior.

This process involves both first-party and third-party sources, each playing an integral role in painting a comprehensive picture of prospective buyers’ interests and intentions.

First-Party vs. Third-Party Sources

In the realm of intent data, first-party sources refer to the information collected directly from your own website or digital platforms.

This could include behavioral signals such as page views, content downloads, webinar registrations among others – all valuable indicators of buyer interest. ZoomInfo, for instance, offers some excellent insights on this topic.

Moving onto third-party intent data; it’s sourced from external platforms where potential customers interact but aren’t owned by you.

This includes various websites across the internet where users research solutions to their problems.

The Power of Combined Insights

When these two types are combined effectively within your sales strategy – magic happens. By combining observed behaviors and customer needs, you gain an in-depth understanding of why customers are interested in what you offer.

These invaluable pieces can help shape more targeted marketing campaigns which will likely yield higher conversion rates.

As we delve deeper into how simplified intent data search works in our next section (Heading 6), remember: The power lies at the intersection between understanding customer needs based on observed behaviors & tailoring responses accordingly.

Embracing Intent Marketing

In the realm of digital marketing, a new strategy is gaining momentum – ‘intent marketing’. This approach leverages the power of buyer intent data to create personalized outreach strategies.

The Power of Personalization in Outreach Strategies

‘Intent marketing’ focuses on engaging prospects at just the right time in their buying journey. It’s about understanding and responding to user behavior recorded during this process.

This method enables businesses to deliver content that resonates with potential buyers, thereby increasing conversion rates. By incorporating buyer intent data into your strategy, you can effectively target users showing high purchase intentions.

Making Use Of Buyer Intent Data In Your Strategy

To make full use of this innovative approach, it’s essential first to understand how buyer intent data works. From capturing online research conducted by leads through simplified intent data search methods,

You then interpret these behavioral signals for actionable insights which enable you not only respond timely but also accurately catered towards each lead’s specific needs or interests.

The Role Of SalesIntel’s Buyer Intent Data

SalesIntel’s buyer intent data plays a crucial role here. Their comprehensive B2B data provides invaluable information about prospective clients, helping refine your targeting efforts further.

So, why wait? Start embracing ‘intent marketing’ today and see how it revolutionizes your customer engagement and conversion rates.

Implementing Buyer Intent Data in Your Prospecting

Incorporating buyer intent data into your prospecting activities can revolutionize how you engage with potential customers.

The key is understanding and leveraging the power of behavioral signals that indicate a lead’s buying intentions.

Sharing Critical Information with Reps

To make this work, it’s crucial to start sharing specific content about leads’ online behavior recorded during their purchasing journey. This information should be shared almost instantly with sales reps for timely follow-up actions. Salesforce provides some excellent insights on this topic.

Tracking Previous Buyers’ Career Moves

A unique aspect of employing intent data is its ability to track previous buyers when they land new jobs. Leveraging platforms like LinkedIn, businesses can stay connected with these individuals who are already familiarized and possibly satisfied by your product or service offering, making them likely prospects again at their new roles.

Combining Intent and Product Usage Data

An often overlooked strategy involves combining product usage data along with buyer’s intent. By doing so, companies provide an opportunity not only for upselling but also cross-selling within existing accounts. A tool such as MixPanel would come handy here. This approach helps businesses maximize revenue from each client relationship while maintaining customer satisfaction levels high due to personalized outreach based on actual needs rather than mere assumptions.

FAQs in Relation to How to Use Intent Data

How do you collect intent data?

Intent data is collected through various methods such as tracking online behavior, analyzing search queries, monitoring social media interactions, and studying content consumption patterns.

How is intent data used?

Intent data is used to understand a potential buyer’s interest or intention to purchase. It aids in lead scoring, refining marketing strategies, and personalizing outreach efforts.

How do you use intent data to boost your marketing efforts?

You can leverage intent data by identifying high-intent prospects for targeted campaigns, creating personalized content based on their interests, and enhancing account-based marketing strategies.

What is an example of intent data?

An example of intent data could be a user searching for product reviews or comparing prices. These actions indicate the user’s buying intentions which can provide valuable insights for businesses.


Unlocking the power of intent data is like finding a secret key to your prospect’s mind. It’s all about understanding their behavior and predicting future actions.

The superiority of buyer intent data isn’t just a buzzword, it’s a game-changer in sales and marketing strategy.

With this guide, you’ve delved into the world of harnessing intent data for business growth. You’ve explored lead scoring with buyer intent data and how it can refine your account-based marketing approach.

You now understand the science behind collecting this valuable information, decoding its workings, and implementing it effectively in your prospecting activities.

Embracing ‘intent marketing’ is no longer an abstract concept but a tangible strategy that will help you engage prospects at just the right time on their buying journey.

If you’re ready to take full advantage of every opportunity by combining product usage with buyers’ intentions…

Your journey towards maximizing revenue potential from each client relationship has only just begun!

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

Or Find Specific Accounts or Leads

LeadFuze allows you to find contact information for specific individuals or even find contact information for all employees at a company. 

You can even upload an entire list of companies and find everyone within specific departments at those companies. Check out LeadFuze to see how you can automate your lead generation.

Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
This post was generated for LeadFuze and attributed to Justin McGill, the Founder of LeadFuze.