Gaining the Full Value of Buyer Intent Data

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By matching this internal and external buyer intent data with firmographic information that represents your ideal account profile, you can laser-target your sales and marketing initiatives. Once you discover which companies, and sometimes individuals, are in the market and fit your profile, it takes a little sleuthing to engage on an individual level with buying decision-makers and influencers. Thus, you need to work with data tools, such as InsideView, to find the names, email addresses and telephone america cell phone number list numbers of key people. Alternatively, you conduct searches on LinkedIn.

With this personal information, you can gain a competitive edge by adding a human touch to your marketing. Reach out via a one-on-one phone call. Then continue to nurture the lead using a variety of mediums — emails, LinkedIn’s Sales Navigator platform and additional phone calls when appropriate. By doing so, you gain insights that enable you to customize messaging to increase its relevance and thereby boost prospect interest.



Score your leads and when they are hot, have your business development reps call them to schedule sales appointments. Thus, by marrying buyer intent data with firmographic data depicting your ideal account and drilling down to amass personal contact information, you’re empowered to focus your energy where it will yield the best results. If you put all these pieces together, you’ll enjoy shorter sales cycles and increased deal win-rates.