What is intent sales? explaining a new sales method that utilizes intent data
Posted: Wed Dec 04, 2024 5:13 am
In the fields of B2B marketing and sales, the use of intent data, a collective term for behavioral data based on search behavior and interests, has become a hot topic.
Among these, "intent sales" has been attracting attention as a new method for efficiently responding to customer needs.
In this article, we will explain in detail the intent sales strategy that uses intent data, its specific methods, the benefits of introducing it, and supporting tools.
What is Intent Data?
Intent data is data that indicates a customer's search intent or purchasing intention on the web regarding a specific service.
This data is collected from various activities that customers perform on the Internet.
Specifically, it is based on the customer's maldives b2b leads online behavior, such as search data such as "What is this service?", website visit data, content browsing data, and document download data.
The main purpose of intent data is to understand what potential customers are interested in and what their needs are.
With this information, marketing and sales professionals can better target their outreach, at the right time, and with the right content, which can lead to higher sales and conversion rates.
As shown in the diagram below, sales activities can now be carried out armed with an overwhelming amount of information compared to before.
What is Intent Sales using Intent Data?
Intent sales is a sales strategy that approaches customers at the optimal timing based on intent data that indicates their online search intent and purchasing intention collected from their online behavior.
This sales strategy makes it possible to propose products and services that match the interests and needs of customers, which is expected to improve the efficiency of the sales process, the acquisition of business opportunities, and the rate of orders.
Background of the need for intent sales
The purchasing process in the B2B market is becoming more complex, making it difficult to grasp customer needs using traditional sales methods alone.
According to Dentsu B2B Initiative's "Survey on Purchasing Decision-Making for B2B Products," many purchasing decisions tend to be made before negotiations begin, with approximately 40% of purchasing-related parties narrowing down their candidates to one or two companies before contacting a sales representative.
Reference) Dentsu News " Survey on B2B product purchasing decision-making "
By using intent data that shows what information customers are interested in, you can detect their needs before competing services or products.
Intent sales utilizes this data to accurately understand customers' purchasing intentions and approach customers with the right information at the right time, resulting in more effective sales activities.
Three benefits of implementing Intent Sales
1. Deep customer understanding:
By analyzing intent data, you can gain a detailed understanding of your customers' interests and needs, enabling you to provide them with information that is valuable to them.
2. Improve lead and sales opportunities:
By reaching out to customers at the time they are most interested, you can increase the chances of generating leads and sales opportunities.
3. Strengthening collaboration with marketing:
Intent data also provides valuable insights for marketing activities. Strengthening collaboration between sales and marketing, and acquiring leads through advertisement delivery and message appeal using intent data. This allows you to approach customers at the right time, leading to business opportunities and orders.
Implementing intent sales requires the right strategy and tools, but it can be an effective way for B2B companies to increase their competitive advantage and improve customer satisfaction.
Among these, "intent sales" has been attracting attention as a new method for efficiently responding to customer needs.
In this article, we will explain in detail the intent sales strategy that uses intent data, its specific methods, the benefits of introducing it, and supporting tools.
What is Intent Data?
Intent data is data that indicates a customer's search intent or purchasing intention on the web regarding a specific service.
This data is collected from various activities that customers perform on the Internet.
Specifically, it is based on the customer's maldives b2b leads online behavior, such as search data such as "What is this service?", website visit data, content browsing data, and document download data.
The main purpose of intent data is to understand what potential customers are interested in and what their needs are.
With this information, marketing and sales professionals can better target their outreach, at the right time, and with the right content, which can lead to higher sales and conversion rates.
As shown in the diagram below, sales activities can now be carried out armed with an overwhelming amount of information compared to before.
What is Intent Sales using Intent Data?
Intent sales is a sales strategy that approaches customers at the optimal timing based on intent data that indicates their online search intent and purchasing intention collected from their online behavior.
This sales strategy makes it possible to propose products and services that match the interests and needs of customers, which is expected to improve the efficiency of the sales process, the acquisition of business opportunities, and the rate of orders.
Background of the need for intent sales
The purchasing process in the B2B market is becoming more complex, making it difficult to grasp customer needs using traditional sales methods alone.
According to Dentsu B2B Initiative's "Survey on Purchasing Decision-Making for B2B Products," many purchasing decisions tend to be made before negotiations begin, with approximately 40% of purchasing-related parties narrowing down their candidates to one or two companies before contacting a sales representative.
Reference) Dentsu News " Survey on B2B product purchasing decision-making "
By using intent data that shows what information customers are interested in, you can detect their needs before competing services or products.
Intent sales utilizes this data to accurately understand customers' purchasing intentions and approach customers with the right information at the right time, resulting in more effective sales activities.
Three benefits of implementing Intent Sales
1. Deep customer understanding:
By analyzing intent data, you can gain a detailed understanding of your customers' interests and needs, enabling you to provide them with information that is valuable to them.
2. Improve lead and sales opportunities:
By reaching out to customers at the time they are most interested, you can increase the chances of generating leads and sales opportunities.
3. Strengthening collaboration with marketing:
Intent data also provides valuable insights for marketing activities. Strengthening collaboration between sales and marketing, and acquiring leads through advertisement delivery and message appeal using intent data. This allows you to approach customers at the right time, leading to business opportunities and orders.
Implementing intent sales requires the right strategy and tools, but it can be an effective way for B2B companies to increase their competitive advantage and improve customer satisfaction.