Best Ways to Use Intent Data to Drive Revenue

Intent data is a highly advanced tool that B2B organizations use to precisely find and pursue accounts or prospects that are currently in an active buying journey. It offers in-depth, valuable insights into a person or company’s intention to buy a product or service. It also provides a deeper view of their online activities, behavior, and research.

This enables B2B organizations to step up their sales and marketing game and drive increased revenue. Statistics show that intent data delivers up to 300% marketing ROI and 4X pipeline expansion.

Let’s look at some top ways in which intent data drives revenue growth:

Understanding prospects

Sales and marketing teams can use intent data to know what their target audience is searching online or what topics they’re mostly researching. Furthermore, intent data can help you know the main interests, pain points or challenges, and needs of your targeted prospects.

Using all of these insights, you can understand your target audience better and stay ahead of the competition. Most importantly, this will open up a wealth of revenue generation opportunities for your B2B company.

Hyper-personalization

With hyper-personalization being the future of B2B sales and marketing, it makes total sense to leverage intent data to improve in this area. Some B2B organizations don’t personalize their sales and marketing efforts enough, which leads to a loss of revenue generation opportunities.

However, intent data can prove to be a game-changer by providing you a closer view of your target audience. It enables you to increase relevance, timeliness, and targeting abilities when running sales and marketing campaigns.

Hyper-targeting

Targeted ads play a significant role in driving business and revenue. Be it the ad content, CTA, or messaging, every element needs to be on point, well-resonating, and tailored to the accounts or contacts you’re targeting. This is where intent data can really make a difference by helping you create hyper-targeted ads.

With intent data, you can easily identify prospects showing high purchase intent or buying intent signals. This will not only allow you to create well-targeted ads, but also customized landing pages and personalized content.

Account-based marketing (ABM)

ABM mainly focuses on finding best-fit, high-value accounts and targeting them with highly personalized, relevant content and messaging. Intent data can prove to be very effective in creating successful ABM campaigns promising high revenue growth. Furthermore, it can help you build a meaningful relationship with ABM-focused accounts, which adds to your revenue growth in the long term.

Audience prioritization

Intent data helps save your time and resources by enabling you to only go after prospects that are likely to make a purchase or looking for products similar to yours. Instead of targeting accounts that may not be interested in your product or not in an active buying journey, use intent data to prioritize the right ones at the right time. This will help you generate revenue faster.

Not to forget, intent data also helps score leads and identify which ones best fit your buyer persona or ideal customer profile. Moreover, it allows you to reach high-intent prospects earlier, giving you a chance to win more business.

A Final Word

First-party or second-party intent data may not be sufficient to tap into all of the benefits of intent data to drive revenue. Third-party intent data also plays a key role in increasing revenue generation opportunities, especially for B2B organizations. It allows you to know your prospects’ purchase intent and online behavior expressed across the web, even on sites you don’t own.

Before you start using intent data to increase revenue, here’s a final tip for you: combine intent data with B2B data to know who’s most interested in you and also identify and contact their decision-makers faster.