With the three types of prospect intent data, you can prospect in a way that’s more productive and manage the sales cycle better. Data is also what separates success from failure.

This article will explore the three types of prospect intent data that you may not have considered in the past.


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. 😀

What is Prospect Intent Data

Prospect intent data is a collection of data about what people are doing, and it tells you how they behave.

This can include things like:

  • Website visits
  • Time spent on website pages
  • Webinar attendance
  • Content consumption
  • Product reviews
  • Online subscriptions

So, now that we’re all on the same page about common prospect intent data, let me show you some less-common ones.

Commercial Real Estate Data

What if you had a list of when your prospects are most likely to buy, and what they might be interested in?

The more sales professionals are using commercial real estate data to determine when they should reach out, the better their outreach is timed.

Your potential clients are probably leasing property, so they’re always in a building.

They are all different types of companies, such as service professionals and software firms.

If you sell a product or service to new tenants, their current office space renters, or those who are preparing for either one of these events, then this may be the perfect time for your business.

Commercial real estate data can tell you when a lease is going to expire and if there are any prospective tenants looking for space. That way, you get the jump on your competition.

Let’s talk about two specific examples.

Selling a phone or internet service.

Say, you need to reach new tenants at the right time with a special offer. Typically it is between when they sign their lease and move in.

If you have access to when products are released, it allows you to target the right prospects at the time of release for maximum conversion rate.

Selling moving services:

In the end, a company may stay in the same space even if their lease is up. They may also move to another part of that building or expand into new areas within it.

The ability to contact a company before they hire another provider is your primary concern. The best way to do that would be by tracking move-out dates.

CompStak Prospect is a company that collects prospect intent data on commercial real estate, including when leases begin and end.

Sales teams from a variety of industries can use this information. For example, telecoms, software-as-a service companies and insurance companies are all interested in improving their timing when prospecting.

New Construction Data

Spending on private construction reached $992 billion in the US alone last year. This is a very impressive number, but it’s not even close to how much money will be spent by 2022.

If you have access to new construction intent data, it will be a huge help in meeting your sales goals.

This kind of prospect intent data can include but is not limited to:

  • Construction projects are beginning to spring up all over the place.
  • Cities that are in the middle of a construction boom
  • The building process has a start and end date.
  • I would like to know when you are available for move in.
  • Intended use

For example, let’s say you sell office furniture. You know that companies are usually in the market for what you have when they move into new commercial construction buildings. But if your business is anything like mine and does not specialize in this type of thing, then it will be hard to make a sale.

When it comes to finding prospects, you can search for people who meet specific criteria. For example: *- They are actively looking for a new car *- Have recently bought or leased their last vehicle in the past 6 months

  • New York market
  • Companies with 500-1,000 employees
  • Companies in the tech industry
  • I am looking for a new place to live within the next six months.
  • Annual revenue of $1 million +

Would you rather spend your time cold calling companies or chasing warm leads? In order to ensure that you’re spending your time wisely, consider the choice.

New Homeowner Data

The National Association of Realtors says 5.34 million homes were sold in 2019, and 682,000 new ones.

This means that six million people found a new home last year and had to make some major changes in their lifestyle.

If you sell a local product or service, this type of prospect intent data will change the way that you market to customers.

Imagine how much more effective you would be with this type of prospect intent data:

  • Name of the homebuyer and their address.
  • Who else lives here?
  • The age of the homeowner and spouse is important.
  • Purchase price of the home
  • Lender name
  • Mortgage amount
  • Date of closing
  • Subdivision (if applicable)
  • I want to be able to contact you about your application. Please provide a telephone number and an email address.
  • Mortgage amount
  • Lender name
  • Occupation

If you run a cleaning service and want to target new homeowners, then look for people who just moved into the area. If you’re in digital marketing and need to find small business owners 50 miles around your office, that’s what we can do.

While you don’t need any prospect intent data to target homeowners or business owners in a specific area, there are some limitations. For example, you can’t target them by who just moved into the area.

If you’re trying to sell a product or service that’s best suited for new residents and business owners, then it’s unlikely. You can’t give yourself the best chance of success if your target market is so broad.

Prospect Intent Data Is on the Rise

The use of prospect intent data is on the rise, but there’s still plenty of room for growth.

I was surprised to learn that only 35% of B2B companies planned on using intent insight in 2019 (but it increased 10%).

Even though more companies are using prospect intent data, some competitors might be leaving it out of their hiring process. This is an excerpt from a blog post on how to get started with Salesforce: “Sales Cloud helps you manage opportunities and leads through your sales cycle while also providing access to powerful analytics that help you make better decisions.”

It gives you a competitive advantage because it allows to get in front of the hottest leads first.


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. 😀
Editors Note:

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

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Justin McGill
About Author: Justin McGill
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