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The Latest Trends, Happenings & Insights About Intent Data

Feb 18, 2021

Using Intent Data to Support the MEDDIC Sales Process

Tl;dr - Intent data should be considered in the context of your sales process. Contact level™ intent data complements a MEDDIC sales approach in some...
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Feb 11, 2021

5 Sales Enablement Plays to Effectively Orchestrate Intent Data

Tl;dr - Intent data holds amazing promise for B2B sales as well as marketing. Too often it's wasted though, by resource constrained marketing teams...
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Feb 03, 2021

How to Use Visitor Identification Technology for B2B Sales & Marketing

Tl;dr - Visitor identification software is used to understand anonymous visitors to your site, and use IP addresses to identify the accounts for...
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Jan 29, 2021

Optimizing Technographics for Marketing and Sales

Tl;dr - Many marketing teams use technographic data as part of ABM and prospect profiling and prioritization. While helpful, the data may miss...
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Dec 10, 2020

Taking Marketing Data Back to First Principles

Tl;dr - Intent data can add enormous value to marketing and sales efforts. But if it's used in selfish ways by vendors, the benefit is only fleeting....
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Nov 19, 2020

What's the Role of Intent Data as Procurement Flexes Muscle

Tl;dr - Procurement teams have been emboldened by COVID driven changes. That adds more sales complexity to team buying situations. It's important to...
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Nov 15, 2020

The Problem with Swipe Files and Marketing Data Orchestration

Tl;dr - Our tools for knowledge management and ideation are constraining our thinking and success. That's true in business strategy, and it's...
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Nov 05, 2020

Fully Orchestrated Purchase Intent Data Requires 'Free Radicals'

Tl;dr - It's pretty easy to drop third-party purchase intent data into your outbound sales model, or to plug it into ABM account prioritization....
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Oct 27, 2020

Customer Success - Key First & Third Party Intent Data Intersections You May Be Missing

Tl;dr - Many companies are taking sophisticated approaches to using third-party intent data for demand generation and ABM - OR using first-party data...
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Oct 23, 2020

Using Intent Data for Product Marketing

Tl;dr - It's common for marketers to think of third party buyer intent data primarily as a demand gen tool. This leads to missed opportunities for...
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