Transform Your B2B Tech Sales to Reveal Motivated Buyers with Purchase Intent Data

Uncovering Your Next Customers with Purchase Intent Data

Identifying prospects ready to buy our solutions at scale is imperative - yet also hugely challenging. With 60%+ of B2B research happening digitally before prospects ever talk to sales, tracking and acting on buyer intent signals online has become indispensable for bringing in the right customers at the right time. 

In this article, I’ll detail how purchase intent data reveals your hidden prospect market, illuminates the “buyer journey in the dark”, and lets you engage the right targets actively researching solutions like yours. With this intelligence, uncovering your next wave of customers with tailored outreach is shockingly straightforward. Let's dive into exactly how.

What is Purchase Intent Data and Why it's Critical

Put simply, purchase intent data is intelligence on the online research activity of companies and contacts before they become sales-qualified “leads”. Tracking searches, content engagement, page visits, and more across millions of data points, purchase intent captures companies and contacts already evaluating solutions like yours.

The power here is huge. No more guessing who may become buyers or spraying contacts with generic messaging. Purchase intent data tells you which companies have demonstrated early buying signals, letting you predictively identify the prospects on a path to purchase so you can get in front of them. Instead of waiting for inbound leads, this flips B2B customer acquisition on its head by proactively uncovering buyers early in their journey.

But beyond simply exposing hidden prospects, purchase intent also reveals insights like rising momentum on researching your solutions and where contacts are in their evaluation process that prove invaluable for sales. Let’s look at how to leverage it.

Leveraging Purchase Intent Data to Supercharge Growth

Here is a step-by-step playbook to harness these rich insights for customer acquisition:

1. Define your Target Market and Ideal Customer Profile

First, clearly map out your total addressable and served available markets based on your ideal buyer personas in terms of company size, industry, and titles. Lock down the buyer profiles that align to your solution sweet spot. This focuses who you want to uncover and engage.

2. Identify Prospects Already Evaluating Your Solutions 

Armed with your target profiles, purchase intent data platforms Aggregate clicks, searches, content downloads, and more to show you matching companies exhibiting research behaviour tied to solutions you sell. Monitoring week-over-week changes quickly reveals surging opportunities.

3. Engage High-Intent Prospects Across Multiple Channels

This is where business magic happens. Purchase intent propels orchestrating highly-personalised, surround sound outreach campaigns across multiple channels simultaneously - think LinkedIn, Facebook and programmatic ads, targeted emails, and more. Covering multiple touchpoints dramatically lifts engagement and pipeline conversion versus any single channel. Talk about results!

4. Make Every Interaction Count

Every ad, email, and content piece must speak directly to prospects’ demonstrated research interests and buying stage. Lead with insights from their online signals. Hyper-personalisation shows you get what matters most, building the resonance and relevance to drive action.

The Growth Impact for Ambitious Tech Companies 

Simply put, purchase intent intelligence hands tech companies an unprecedented advantage for customer acquisition thanks to its unique power to help you:

1. Uncover 2X more qualified prospects invisible through traditional demand gen 

2. Engage buyers at the optimal time when evaluating solutions like yours

3. Predictively prioritise resources on precise companies exhibiting buying signals 

4. Start revenue conversations armed with insights into prospects’ needs

This translates into game-changing lift - from expanding addressable pipeline, to increased sales productivity and accelerated deal velocity.

As customer acquisition sits at the heart of delivering ambitious tech company growth, the ability to predict and proactively engage buyers researching solutions like ours is unmatched. I highly encourage every tech CMO to embrace purchase intent data’s immense potential as an indispensable part of today’s tech stack. The results simply speak for themselves.

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