Did you know that 79% of leads don't turn into actual sales?
The main culprit behind this is often inaccurate audience targeting!
With consumer behavior changing rapidly, relying solely on existing customer data is not enough.
It's crucial to identify customers ready to purchase to boost conversion rates.
This is where buyer intent data can help! It pinpoints potential buyers that are actively interested in your product or service.
If you want to use buyer intent data tools for your business, keep reading. In this guide, we are going to discuss the following:
- What is buyer intent data?
- Importance of buyer intent data
- What is a buyer intent data tool?
- How to use buyer intent data tools to enhance sales and marketing strategies?
- 5 Best buyer intent data tools
- Factors to consider when choosing a buyer intent data tool
What is buyer intent data?
Buyer intent data refers to information that indicates the likelihood of a potential customer making a purchase.
These customers are active in the buying cycle (they are sending signals that they are ready to buy).
Here are some buying signals:
- Consistent visits to your website
- Clicking on your social media advertisement
- Multiple people from a company visiting your website
- Subscribing to your email newsletter
- Spending more time on your website
This data is collected based on the online behavior and interactions of individuals. It gives you insights into their interests, preferences, and readiness to make a buying decision.
There are various sources of buyer intent data, including:
- Website analytics
- Search queries
- Social media engagement
- Email interactions
- Content consumption
- Ad clicks and conversions
Importance of buyer intent data
Understanding buyer intent data is essential for your business, providing strategic advantages and insights crucial for marketing and sales success.
1. Targeted marketing
Use buyer intent data to target your marketing efforts precisely, reaching individuals actively interested in your products or services.
2. Optimized sales strategies
Tailor your sales approaches by using insights into buyer behavior, focusing on leads more likely to convert.
3. Improved customer experience
Boost customer satisfaction by personalizing interactions based on buyer intent.
4. Higher conversion rates
Engage with prospects at the right time, increasing the likelihood of conversion.
5. Cost efficiency
Save on marketing spend by targeting individuals with an actual buying intent.
6. Competitive Advantage
Stay ahead in the market by promptly identifying and satisfying customer needs through valuable insights.
7. Improve sales pitches
Enhance your sales pitches with buyer intent data, providing powerful insights into prospects' interests.
What is a buyer intent data tool?
A buyer intent data tool is specialized software or a platform designed to collect and analyze online user behavior.
Its purpose is to provide valuable insights into potential buyers' interests and intentions. These tools collect data from various sources, such as website visits, search queries, and social media interactions.
By using advanced algorithms, they help you identify and prioritize leads based on their likelihood to make a purchase.
How to use buyer intent data tools to enhance your sales and marketing strategies?
Here’s how you can use buyer intent data tools to improve your sales and marketing strategies:
1. Identify hot leads
Use buyer intent data tools to pinpoint potential customers actively searching for products or services similar to yours.
2. Personalized messaging
Tailor your sales and marketing messages based on the specific needs and preferences revealed by buyer intent data.
3. Timely follow-ups
Leverage real-time insights from buyer intent signals to time your follow-ups strategically.
4. Segmentation for precision
Segment your audience based on their buying intent signals to create targeted campaigns.
5. Competitive analysis
Analyze buyer intent data not only for your product but also for competitors.
6. Optimized ad spend
Allocate your advertising budget more efficiently by focusing on channels and campaigns that align with the current buyer intent signals.
7. Continuous refinement
Regularly update and refine your sales and marketing strategies based on the evolving buyer intent data.
5 Best buyer intent data tools
We've explored various tools to help you find and connect with promising leads. After thorough research, we've selected these 5 best buyer intent data providers and tools.
Pricing: Available on request
Bombora is one of the best buyer intent data providers in the market. It uses a cooperative system to track prospects using signals from different online sources. Their unique dataset, comprising 70% exclusive data, observes a prospect’s usual content preferences. If there's a notable spike in content consumption, Bombora flags it as a potential intent signal.
- Over 2,000 intent topics are covered
- They collect data with consent from a group of 5,000 B2B sites
- Reveals the current popular topics actively researched by your target accounts
- Seamlessly integrates with a wide range of sales and marketing technology tools
- Filters through over 8,000 topics
Pricing: Available on request (25 free trial leads)
Cognism, a sales intelligence platform, teams up with Bombora’s intent data to find organizations that match your ideal customer profile. It goes a step further by adding key decision-makers and their contact info, making your prospecting highly targeted. This integrated intent data allows you to create buyer personas and craft lead lists. You can easily blend this platform with your existing sales tools like HubSpot, Pipedrive, or Zapier.
- Unrestricted access to both individual and company data
- Selection of over 12,000 B2B data topics for tracking
- 98% accurate cell phone numbers and validated B2B emails
- Monitor accounts in the market across EMEA, NAM, and APAC
- Ensure compliance with CCPA and GDPR
Pricing: Available on request (25 free trial leads)
KickFire is another buyer intent data tool that unlocks first-party intent data, revealing the identities of anonymous website visitors through their IP addresses. With a B2B database, KickFire accelerates outreach, enabling targeted communication with interested prospects. Customer support teams can also utilize KickFire to track customer visits, identifying signals that may indicate a need for additional support.
- Link up with your analytics platform through KickFire's native integrations or API
- Identify the key decision-makers who are actively engaging with your website
- Obtain contact details for these key decision-makers
- KickFire for Google integrates with Google Marketing
Pricing: Free version or a $139 per month paid option
Leadfeeder is a B2B buyer intent tool that shows you which companies are checking out your website and what they're up to there. It has several basic and customizable filters, letting you organize companies by location, behavior, demographics, and more. For marketing purposes, Leadfeeder helps track site visitors, measure campaign success, and discover more promising leads.
- Generate B2B data reports on visitors
- Integration with CRMs, Zapier, and email marketing tools
- Rank leads based on engagement
- Real-time data updates
5. G2 Intent
Pricing: Available on request
G2, known for its extensive B2B software directory, now goes beyond by using website visitor data to offer valuable intent insights. The segmented data is practical, alerting you when an existing customer is considering switching to a competitor.
Armed with this info, you can keep the customer by understanding their concerns and improving your relationship with them. G2’s directory also reveals common competitors your prospects are eyeing. This insight lets you tailor your sales pitches and address potential objections.
- Track visitor data on your G2 profile page
- Access technographic data through the G2 Stack
- Utilize ideal customer profile signal filters
- Benefit from 20+ buyer intent integrations
Factors to Consider When Choosing a Buyer Intent Data Tool
Here are some factors you need to consider when picking the best buyer intent data providers and tools:
1. Data accuracy
Make sure the tool provides reliable information by checking its track record for delivering accurate buyer intent insights.
2. Ease of use
Choose a tool with a user-friendly interface to simplify the process of accessing and interpreting buyer intent data.
3. Integration capabilities
Opt for a tool that seamlessly integrates with your existing systems, making data consolidation and analysis more efficient.
Evaluate the pricing structure to ensure it aligns with your budget and provides value for the features offered.
5. Real-time updates
Aim for tools that offer real-time data updates, allowing you to stay current with evolving buyer behaviors.
6. Customer support
Consider the availability and responsiveness of customer support to address any queries or issues promptly.
7. Trial period
Look for tools offering a free trial to check their effectiveness before committing.
Deepen your insight into buyer intent data with Fireflies.ai
Buyer intent data tools are invaluable for sales businesses, offering insights into prospects genuinely interested in your products or services. Once you've pinpointed these leads, the next crucial step is effective execution to close deals successfully.
This is where Fireflies comes in, an AI note-taker designed to record, summarize, and analyze meetings, including sales conversations. While not a direct buyer intent tool, Fireflies complements it by offering insights from customer interactions.
Integrated with your CRM and buyer intent tool, it provides a holistic view of customer behavior, refining strategies for success.
Here's how Fireflies enhances sales effectiveness:
- Logs calls, notes, and meetings directly into your CRM, eliminating manual data entry.
- Focuses on conversations and not manual note-taking.
- Reveals successful deal-closing strategies.
- Offers crucial insights from customer interactions.
- Seamless integration with Salesforce, Hubspot, Slack, Zapier, and more.
- Enables keyword and topic search for actionable insights.
- Identifies topics and insights around objections, pricing, competitors, etc.
- Provides shareable soundbite snippets, threaded discussions, and reactions for collaboration.
You can get started with Fireflies for free on its free forever plan. For advanced features and unlimited capabilities and integrations, explore paid plans starting at $10 per month.