Customer Obsessed GTM Strategist | ABM Leader | Value-Driven Relationship Builder | Passionately Curious
Do you love or hate intent data? It's one of those grey areas that I frequently struggle with getting buy-in from my sales partners. Why? Because intent signals typically exist in a mysterious black box that offer minimal insight into the real reason someone visited your site or clicked your ad. ❌ Long gone are the days you can get away with vague outreach like "Noticed someone at your org researching our solutions. Our company is the best and here's a bunch of info you didn't ask for ALL ABOUT US. Can we book a demo?" ❌ Instead, double-down on tracking & activating digital triggers that allow you to be more intentional with your outreach. Focus on key pain points you can directly solve and craft highly relevant, personalized comms to address those problems. *Bonus points if you share free resources (and maybe slow your roll on requesting a meeting touch 1 🤦♀️ ).
Barbara Kotlyar
8mo
Agreed. I’ve also been getting buy in from sales when I can show them what pain point the content the prospect interacted with is designed to address. By creating this cheat sheet for the sales team, they can have a more focused and value driven conversation.
BizOps @ Userled | Scale 1:1 ABM campaigns and content that engage and convert your key accounts
8moInteresting post. Honestly, 3rd party intent can be useful but needs to be married with 1st party intent data for maximum effect. For example how prospects/accounts interact with your content, where they're spending time to give context. 3rd party alone can be full of false positives.