7 Reasons Behavioral Intent Data Is Your Sales Team’s Competitive Advantage in 2020Posted on 19 Feb
It is no secret that it is getting harder and harder to reach new prospects in the digital age. There are so many stats out there that back this statement. Whether it is cold calling or cold outreach through email, the world of sales is getting harder by the day. That is why it is imperative sales teams stay ahead of the curve and look for any type of competitive advantage available to drive more sales conversations in 2020.
In this article, we are going to break down seven reasons behavioral intent data is your sales team’s competitive advantage! Let’s get started!
#1 Optimize Your Dialing Time
Did you know it takes an average of 18 calls to actually connect with a buyer? That means you have to spend the majority of your day dialing and crossing your fingers that you get lucky to connect with someone to start a conversation.
If you’re spending your time calling on static data from a cold list, you are going to be wasting a lot of time. Sales teams using behavioral intent data are able to turn static data into behavioral data to maximize the success of the phone conversations that you are able to connect with.
You don’t want to get stuck talking to a bunch of people who aren’t interested. Behavioral intent data will allow you to speak to those who are interested!
#2 Personalize Your Talk Tracks
Let’s say you have been dialing a list of cold static leads throughout the day. What happens when you get someone on the phone?
I don’t know about you but there is nothing worse than that awkward pause in the beginning. What do I say? How do I find a common interest to keep the prospect on the phone?
Don’t worry, if this is you, you are not alone!
This is where behavioral intent data comes in to save the day. Start to dial lists based on real-time actions that your prospects are taking online. Example: did they follow one of your competitors? If so, that is a great way to start some conversation.
Did your prospect download an eBook on a certain business subject that could be a possible pain point? If so, there is your personalized talk track to get started.
Behavioral intent data will arm you with talk tracks based on the prospect’s online behaviors. It doesn’t get any easier than that!
#3 Using Real-Time Buying Signals
Most likely you are building static lists for prospecting. Now, let’s say the static list you built is a total of five hundred prospects. Each one of those prospects is building a digital footprint daily. They are googling certain search terms, tweeting to other people, engaging online in various chats, and leaving reviews on sites.
Imagine if you could be alerted when any of these behaviors were happening. Imagine your target prospect follows your competitor on Twitter and then downloads an eBook from another competitor on the exact topic your product solves a business problem for, and you got an alert real-time.
Behavioral intent data is your real-time alert for monitoring your target list of prospects!
#4 Identify Multiple Decision Makers
Have you done any account mapping around your key target accounts? If not, you might be in trouble.
Did you know, the typical buying group for a complex B2B solution involves six to 10 decision-makers?
Behavioral intent data will allow you to monitor multiple decision-makers at one time. Imagine if three top executives inside your account followed one of your competitors on Twitter in one day and then simultaneously left a bad review for another competitor? Then you got a real-time alert as this was happening! Now, that is a competitive advantage!
#5 Identify Competitive Deals
Do you ever feel like you are late to the party when it comes to sales? You are cold calling a static list and finally, someone on the other end picks up the phone. They say, “I wish we would’ve connected a few weeks back, but we are already moving forward with one of your competitors!”
This is the worst thing ever, but it happens to the best of us in sales.
Behavioral intent data will help mitigate your risk from this happening again.
Don’t believe us, sign up here to test FREE behavioral intent account insights!!
#6 Content Engagement
The digital age has really turned sales and marketing upside down. Content is the new gold rush and salespeople are trying to figure out how to capitalize on this new way of selling!
This is where behavioral intent signals come in. Start monitoring and building lists based on how your prospects are engaging with certain types of content based on keyword research.
Do you sell a niche product? This is where your competitive advantage comes in. Start monitoring your prospect’s content engagement on the web and social sphere in real-time!
#7 Monitor Reviews Real-Time
The 2nd new gold rush on the web is online reviews for B2B. Now, with sites like G2, Capterra, and TrustRadius to name a few, there is a goldmine of data straight from your prospect’s mouth!
Imagine being able to set up real-time alerts as these reviews are happening and being able to be the first competitor to reach out. Now, this is a real competitive advantage that you need to start taking advantage of in 2020!
Most likely, you are already spending thousands of dollars inside your sales organization on data every year. And the question you need to ask yourself, is that data actually giving you a competitive advantage in 2020? If the answer is NO, go ahead and start here!