Engagement through traditional marketing strategies is not enough to keep up with the sophisticated B2B marketing techniques in today’s world. ABM Intent Data has brought a set of strategies intended for marketers to capture, interact, and create value around the given high-value account(s) at a pivotal moment in their purchasing journey.
Understanding ABM Intent Data
The characteristics of an individual or a company’s buying interest are referred to as intent data and is focused on the behavior of that entity. Qualitative and quantitative data sources capture behavioral indicators such as:
Unlike traditional lead generation techniques, intent data provides more value through actual measurement of time given to each account. Time used to try and find out whether the account is researching for solutions needed is extremely valuable for the campaign and for efficiency. For targets leaning towards abm systems that are granularly focused, intent data is most useful.
Benefits of Using ABM Intent Data
Why Intent Data is Transforming ABM
Through identifying the account’s activity and their level of response to campaigns, a marketer utilizing intent data is able to advance from the deciding phase all the way to the taking action phase and aim all their energy towards those who are actually looking for solutions to foster proactive spending towards aggressive buying.
Marketers are able to develop a message with specific callout logic targeting the exact pain points of the specific person or groups using the Intent Data Platform insights. If an account is looking for the “cloud security solutions”, your communication can immediately talk through those worries.
Signal intents afford advanced sales teams the opportunity to interact with prospects at the stages in which they are likely the most open towards engaging with alternate. This greatly minimizes the chances of marketing outreach not yielding the desired results being useful and maximizes streamlined engagement.