Prospecting With Intent: B2B Sales’ Most Intelligent Era Yet
Sales has dramatically changed over the past months and we’re here for it.
With intelligent tools uncovering buying signals (and threatening to take over parts of salespeople's jobs), B2B sales shifted towards more personalized, relationship-based approaches.?
This has gifted salespeople the power to know which targetted leads are warm enough for a pitch—a win-win outcome for both buyers and salespeople.?
If you’re still not using intent data to hit and beat your sales quota, you’re kind of missing out.
This post will help you catch up.?
But first, what is intent data?
Intent data are digital signals that tell you about your prospects’ intention of taking an action (like buying a product or searching for a service).?
This data is generated from various sources, like search engines, social media, website analytics, and third-party providers.?
And the best part is this.
When you use this intel to identify your hottest potential customers, you’ll get to focus on leads that’ll turn into solid deals. ??
How intent data works (and where to get it)
You all have probably worked with first-party intent data.?
They’re the data your marketing team collects from your website, email campaigns, and social media accounts to handpick marketing-qualified leads to your SDRs.?
Third-party intent data is kinda the same. But it’s collected from external sources, like publishers, data providers, and other companies that capture data from multiple places.?
Now where can you get this??
Scraping the web is an option, but it’s totally unpractical.?
Through B2B prospecting tools (like UpLead which uses Bombora for intent data), you can instantly get sales intel in minutes.?
Think of it as handing your SDRs a metal detector, but instead of metals, it detects sales-ready prospects for you.
If you think about it, intent data kinda digs up gold for you. ??
Okay, so you get “highly-qualified leads”. Now what?
Glad you asked.
It doesn’t stop there. Once you identify these high-profile leads (we’re talking about leads that could score you your next promotion. Or 5-figure commission. Or both.), here’s the next step.
You have to master the art of piquing their interest, getting 30 seconds of their time on the phone, and grabbing their FULL attention so they’ll listen to your pitch.?
And guess what… it is still through cold calling and/or emailing.?
Before I hear an objection, get this.
Cold calling still works and we’ll prove it to you.?
Actually, we’ll let Jeremy and the UpLead team prove it to you.?
We used the cold call + email combo to land a $200k sales opportunity with a multinational tech company worth billions.?
领英推荐
Or dive straight into the scripts in the Twitter thread here.?
As Trish Bertuzzi said,?
“It is the cold that is dead – not the calling…?
I agree that no one should be “cold” calling anymore –
meaning having a name & number, but lacking a compelling reason
to call.”
So make that reason so good prospects will have a hard time saying NO.?
Great closers use intent-based prospecting.
The UpLead Bulletin
The Outbound Sales Insider is powered by UpLead, the #1 Ranked Lead Intelligence Software.
And while you’re here, here are 3 UpLead product updates that will make you want to grab 5 free leads today:
?? Database update: From 80+ million contacts, we’re now up at 130+ million contacts.
?? Improved search: Major job function update and added sub-categories for more granular search by job functions.
?? And finally, UpLead is officially trademarked! We’re an established brand in the sales industry.
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