The Point

JULY 27, 2021

Choosing the right target accounts is a blend of art and science: “Art” in the sense of sales goals, wish lists, or personal connections (the “rolodex factor”), “Science” in the sense of intent data, lookalike analysis, and proven engagement. Accounts with established contacts and demonstrated engagement may be the better choice.

Demand Generation 351

Demand Generation Ideal Customer Profiles Account Based Marketing ABM 351

Martech

JANUARY 29, 2024

Redefining ‘lead’ in modern marketing The term “lead” often gets thrown around loosely, but not every interested party qualifies as a lead. As I often say, a true lead demonstrates intent to discover or purchase your product — yes, it’s that simple.

Lead Ranking 119

Lead Ranking Lead Gen Ideal Customer Profiles Lead Scoring 119

Attendify

JUNE 10, 2021

Instead of starting and ending their event analysis using solely surface-level insights, such as registrations, or even attendance data for that matter, marketers and event organizers need to look deeper at more valuable forms of data: particularly those that center on attendee engagement, or each participant’s unique interactions.

Intent Signal 68

Intent Signal Trigger Marketing Lead Ranking Intent 68

Vision Edge Marketing

AUGUST 22, 2023

Creating models for both the MQL and buyer intent approaches involves a combination of technology, data analysis, and domain expertise. Define intent signals : This step requires you to identify key indicators of buyer intent, such as specific content consumption patterns, frequency of website visits, or specific search queries.

Lead Ranking 210

Lead Ranking Lead Scoring Marketing Qualified Leads MQL 210

Zoominfo

AUGUST 30, 2023

ZoomInfo Intent surfaces accounts that research topics relevant to your business through the online consumption of product reviews, infographics and blogs, product comparisons, message boards, case studies, and general news. You can set up triggers based on intent signals , such as a key account downloading relevant content on your website.

Intent Data 147

Intent Data Intent Intent Signal Lead Ranking 147

Anteriad

APRIL 25, 2023

Data-driven marketing The analysis of data about companies or consumers, to gain marketing insight and make better decisions. Intent marketing Intent marketing is an approach based on B2B buyers’ intent to adopt, purchase, or consume a particular service.

Paid Content 95

Paid Content Sales Management B2B Sales Top of Funnel 95

Anteriad

APRIL 25, 2023

Data-driven marketing The analysis of data about companies or consumers, to gain marketing insight and make better decisions. Intent marketing Intent marketing is an approach based on B2B buyers’ intent to adopt, purchase, or consume a particular service.

Paid Content 84

Paid Content Sales Management Top of Funnel B2B Sales 84