“Intent Data helps us overcome one of the biggest challenges in B2B marketing: reaching anonymous buyers who are silently researching. By identifying these research behaviors, we can start relevant conversations .” – Matt Heinz, President of Heinz Marketing .
We have more and more technologies capable of offering valuable information for our commercial network, as well as to be more efficient in our marketing activity. But we can also become infotoxic. At Aeroplano we are aware of all this technological potential that is within reach of B2B companies and how we can take advantage of Intent data to get the most out of your commercial and marketing strategy.
We give you some clues:
Obtain data on interest or purchase uruguay phone number library intention from potential accounts that trigger a commercial action.
Monitor and evaluate the impact of campaigns in real time, allowing you to adjust or make changes if necessary.
Integrate accounts and contacts of interest with a CRM.
Define advertising campaigns targeting the IPs of the accounts that really interest us.
Where to start to make them profitable?
These tools are not exactly cheap. Therefore, it is necessary to integrate them carefully and be able to take advantage of the information they offer. If not, then the time has not come to integrate them. Here are some keys:
Purchase intent tools provide a wealth of quantitative and qualitative information for businesses that sell to other businesses, with relatively long sales cycles and where the buyer spends time researching vendor solutions via the Internet. Your business must be B2B .
Define your ideal client profile, that account prototype that includes the attributes of the client that can provide you with the most profitability value.
Define a list of potential accounts that you could reach and that meet the ideal account profile defined in the previous point.
Start tracking the activity of these accounts on your website. Which tool to choose?
The tool must facilitate correct compliance with data protection and privacy regulations.
Your website must have proper Cookie management, where the user can decide which Cookies to accept and which not, as well as correctly informing about all the technologies you are using on your website to track online activity.
Allow integration with your CRM (Customer Relationship Management). This way, the activity of the accounts that visit your website will be recorded in your CRM, offering you a history that will make it easier to understand and analyze their behavior.