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Understanding and Using Intent Data 

Intent data can unlock the secret to finding buyers early and delivering a personalized experience. Learn more about intent data’s benefits and use cases.
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Chapters

Chapter 1

Understanding and Using Intent Data

Chapter 2

What is Intent Data?

Chapter 3

How Intent Data is Collected

Chapter 4

Intent Data for Marketing

Chapter 5

Intent Data for Sales

Chapter 6

Intent Data for Ops Teams

Chapter 7

6sense’s Unique Approach to Intent Data

Chapter 8

Combining Intent Data with Predictive Analytics

Chapter 9

Case Studies and Success Stories

Chapter 10

Intent Data Best Practices

Chapter 11

Conclusion

Table of Contents

Chapter 1

Understanding and Using Intent Data

Most of a B2B buyer’s journey happens anonymously, far from the ever-watchful eyes of your revenue team. In fact, before an account fills out a contact form, they’ve probably already made most of their decisions.

According to a report from 6sense Research:

  •  78% of buyers have already nailed down their specifications before they contact a seller.
  • 84% of the time, they buy from the first seller they contact — meaning they have almost always picked a winner before they start talking to sales reps.
  • What about the other vendors they contact? Buyers are mainly doing due diligence. The chances of those vendors winning the deal are minimal.

This is why intent data is crucial for sellers. If your revenue team isn’t aware of buyers until those buyers fill out a “Contact Us” form on your site, then they’re entering the conversation too late and losing deals.

Intent data unlocks the secret to finding buyers early and influencing their decision-making process so you become first in line to win the deal.

This guide will show you how to collect, understand, and leverage intent data to achieve higher ROI from all revenue-generating activities.

Chapter 2

What is Intent Data?

Intent Data Definition

Intent data is intelligence gathered from online activities that signal a user or business’s intention to make a purchase. Moreover, intent data is the key to understanding which accounts may be interested in your product, how likely they are to become customers, and when they’re most likely to convert.   

This guide will show you how to collect, understand, and leverage intent data to achieve higher ROI from all revenue generation and revenue marketing activities

Let’s begin!  

Imagine how many more deals could you close if you could:

  • Identify the core traits of your best customers and then target prospects who are similar
  • Spot which accounts are looking for the solutions you offer, and the specific topics they’re researching
  • Engage those accounts with highly personalized content tailored to their interests and pain points
  • Acquire contact info for every member of the buying committee
  • Reach out to those accounts way before your competitors

This is the power of intent data. It identifies online activities tied to specific accounts and looks for patterns that indicate purchase intent.

Intent data can help you solidify the foundation for data-driven decision-making in your marketing and sales strategies.

For example, intent data can help your business discern between companies that merely align with the Ideal Customer Profile (ICP) and those actively in-market — what we call your In-Market Ideal Customer Profile (IICP). According to our internal research, only 10% of your total addressable market (TAM) is in-market at any given time.

Why does this matter? GTM teams waste $2 trillion annually, and a lot of that waste results from allocating too many resources to targeting accounts that aren’t in-market. Intent-based marketing and sales helps to prevent such waste, allowing you to:

  • Focus your efforts on accounts that are likely to buy.
  • Deliver personalized and targeted messaging that resonates with your target audience, boosts engagement, and increases conversions.
  • Increase efficiency and relevance in sales outreach, resulting in shorter sales cycles and increased revenue.
  • Measure and track the ROI of marketing campaigns more effectively, enabling continuous optimization and refinement of strategies for maximum impact.

Types of Intent Data

There are three types of intent data: first-party, second-party, and third-party.

First-party intent data refers to information collected directly from your company’s own channels and platforms, such as website visits, content downloads, or email interactions.
You can use first-party data in various contexts, such as:

  • Tailoring marketing messages and content based on past interactions with the company’s website or email campaigns.
  • Segmenting leads and prospects based on their engagement level and behavior, allowing for targeted outreach and follow-up strategies.
  • Personalizing product recommendations or promotions based on customers’ past purchases or preferences.

One of the main strengths of first-party intent data is its reliability. However, the scope of first-party data is limited to the activities occurring within the company’s ecosystem.

Why is that a limitation? According to Forrester, 57% to 70% of the buyer’s journey occurs anonymously online without speaking to sales reps and a great deal of research happens on sites you don’t control. We refer to this anonymous part of the buyer journey as the Dark Funnel™ (more on this below). And it’s why second-party and third-party intent data is so valuable.

Second-party intent data uncovers companies that are researching you and competitors on review sites like G2 and TrustRadius. By partnering with these companies, you can capture information about more prospects.

Third-party intent data provides an even broader perspective on potential customers’ behaviors and interests by capturing insights from a wide range of B2B publishers.

Third-party intent data can help you:

  • Identify where a prospective customer is in the buying process, enabling more targeted and timely engagement.
  • Target prospects based on their interests and behaviors across various channels, including social media interactions, keyword research activity, and content consumption patterns.
  • Gain insights into industry trends and competitive activities, informing strategic decision-making and positioning.

The strength of third-party data lies in its ability to provide a comprehensive view of the market landscape beyond a company’s owned channels.

Assembling this information can help determine where a prospective customer is in the buying process, which competitors they’re interested in, and many more buyer insights.

Components of Intent Data

Intent data comprises various elements, including:

  • Demographic information: Insights into characteristics and attributes of your audience, such as location, industry, and title.
  • Behavioral signals: User actions and interactions revealing patterns of engagement, interests, and preferences.
  • Intent signals: Explicit or implicit indicators of buying intent, such as specific product searches, content consumption patterns, or engagement with promotional materials.

When analyzed together, these elements provide a comprehensive view of buyer intent. AI can quickly process intent signals and spotlight the best sales opportunities.

The Dark Funnel™ and Anonymous Data

Most buyers do a tremendous amount of online research before volunteering their information. We call this world of anonymous research The Dark Funnel™. 

Intent data help light up the Dark Funnel. We all leave “footprints in the snow” as we traverse the web, and there are clues that can tie anonymous signals to specific accounts.

For B2B revenue teams, matching traditionally unidentified Dark Funnel clues to known accounts is a transformative key that enables you to:

  • Spot accounts that have begun a buying journey
  • Understand their needs
  • Win their interest and engagement

Want to learn more about how AI turns these footprints in the snow into actionable data? Check out A Deep Dive Into the Dark Funnel to learn about the wealth of anonymized buyer intent data that wasn’t visible to revenue teams … until now.

Chapter 3

How Intent Data is Collected

The methods and technologies used to gather intent data vary depending on available sources and whether you’re collecting known or anonymized intent data.

You collect first-party intent data via sources within your business’s control. For example:

  • Cookies, tracking pixels, or code snippets capturing user interactions and transmitting data to analytics platforms
  • Lead capture forms to download gated content (which we don’t recommend)
  • Chatbots and AI email marketing tools
  • Direct communication with your sales team
  • Email and nurture campaign interactions
  • Event and webinar registrations
  • Social media interactions

You collect second- and third-party intent data via external sources and intent tools, like:

Please note the following: Ethical considerations and privacy compliance are essential in intent data collection, particularly for first-party data. You must obtain prior and explicit consent from the user, aligning with GDPR and CCPA statutory requirements.

Additional requirements may also apply depending on where and with whom you do business (e.g., European Union data collection requirements)

Chapter 4

Intent Data for Marketing

Marketing teams can use intent data to inform, optimize — and, in many cases, simplify — their activities. Intent data for marketing leads to:

  • More personalization
  • Better message timing
  • Warmer leads
  • Stronger engagement

Let’s look at specific ways intent data can take your marketing to the next level.

Uncover Top Topics and Keywords

By knowing the real-time topics and keywords your buyers are researching, you can:

  • Optimize PPC and SEO strategies to target the most effective and relevant keywords
  • Infuse specific keywords into your buyers’ digital experiences for more targeted personalization
  • Uncover trends around certain products, services, and even competitors that are seeing increased interest

Find In-Market Accounts

Roughly 10% of your Total Addressable Market (TAM) is in-market at any given time. Even the best campaigns can be ineffective if they’re mainly reaching accounts with no need or budget for your services.

Intent data helps you uncover the 10% that are in-market by revealing real-time interest in products like yours.

Understanding which accounts are in-market enables:

  • Prioritization of ABM activities
  • Optimization of marketing resources
  • Increased engagement with campaigns

Identify Low-Intent Accounts and Keep Them Warm


Part of marketing’s job is to keep leads warm and influence them.

Intent data makes it possible to understand where an account is in their journey, how much interest they’re showing, and what they’re interested in.

With intent data by your side for your low-intent accounts, you can:

  • Create “always-on” campaigns that consistently engage with them and move them along their journey, dynamically shifting messaging to match their evolving research
  • Use AI-powered writing tools like Conversational Email to reduce time-consuming manual tasks (that might not get done because of limited resources) while maintaining constant engagement with your accounts

Low-intent accounts might not have top priority, but it’d be wrong to cast them completely aside. Intent data makes it easier — and more profitable — to engage with these accounts.

Personalize Content

According to recent reports, 80% of consumers are most likely to purchase from businesses using personalized advertising or marketing.

By analyzing the digital footprint left by users, marketers can identify specific topics or solutions that resonate with prospects. This enables the creation of personalized content that speaks directly to their concerns, increasing engagement and driving conversions.

For example, suppose a prospect frequently visits your website to review pages on a particular feature of your product. In that case, you can tailor your email content and outreach to focus on the benefits of the feature.

Optimize Channel Strategies

Attributing a new lead to a single marketing channel can be time-consuming and nearly impossible, depending on the length of the buying cycle. But marketers can identify the most effective channels for reaching their audience by analyzing where prospects are most active and receptive.

For instance, if intent data analysis reveals that a significant portion of your target audience engages more frequently on LinkedIn than on other social media platforms, you can adjust your strategy to prioritize LinkedIn for content distribution and engagement.

Chapter 5

Intent Data for Sales

Intent data is an incredibly powerful tool in any seller’s toolkit. Whether you’re an AE, BDR or enterprise rep, intent data can help you:

  • Uplevel your selling with a more personalized approach
  • Build stronger relationships with buyers
  • Uncover opportunities for upsell and cross-sell
  • Beat the competition

Let’s look at some use cases for intent data with sales teams.

Prioritize Hot Accounts

Too many sellers are being set up for failure — stuck working on arbitrary account lists based on … geographic territories … static companies … specific products … and other criteria that miss the most important consideration: when and what buyers want to buy.

Remember, only 10% of accounts are in-market at any given time, which means if. You are blindly targeting your entire Total Addressable Market, 9-times-out-of-10 you’ll be targeting someone who is uninterested.

Intent data fixes that problem by surfacing accounts that are actively searching for a solution. This helps:

  • BDRs reduce time spent prospecting
  • Optimize selling resources around accounts likely to convert
  • Book more meetings from accounts that are actively interested in hearing from you

Intent data removes the idea that sellers are throwing darts when seeking out accounts. Take away the guesswork and focus on actively in-market companies.

Identify High-Potential Prospects

How much time do sales reps waste reaching out to prospects who are either a bad fit or not currently in-market? Too much.

Sales teams can use intent data to identify high-potential leads based on their in-market buying signals. This data allows sellers to focus their efforts on prospects most likely to convert.

For example, with intent data, sales can quickly narrow down a list of 10,000 leads to just the 1,000-or-so actively researching and looking to purchase a new solution soon. When you call or email, you’re much more likely to reach a buyer. Your path to ROI is immediately shortened.

Personalize Outreach

Today’s buyers expect a personalized experience. Receiving outreach that isn’t aligned to their stage of the buying journey or relevant to their actual interests is likely to dissuade them from engaging. 

Intent data arms sellers with the most relevant intelligence. With intent data, they can:

  • Use the actual keywords and topics buyers are researching to personalize outreach
    Prepare more detailed and personalized presentations for meetings
  • Establish stronger trust with buyers by speaking directly to their needs

A seller who can regularly personalize their communication and understand a buyer’s needs is well-positioned to win deals.

For example, imagine a prospect has been researching for a cybersecurity solution using specific keywords like “data encryption software” and “network security tools.” A sales rep could then tailor their outreach by highlighting the robust encryption features and advanced threat detection capabilities of their cybersecurity solution.

Uncover Upsell and Cross-Sell Opportunities

Generating more revenue from existing customers is easier and more efficient than landing a new customer. 

Intent data helps you uncover upsell and cross-sell opportunities by:

Revealing which of your customers are actively researching additional products and services
Uncovering additional departments or locations that could benefit from existing relationships
Reveal critical stakeholders on the buying team that you might have missed and can engage with

Upselling and cross-selling are critical endeavors to increase the efficiency and impact of your sales teams. 

Chapter 6

Intent Data for Ops Teams

Operations teams sit at the center of revenue activities and greatly benefit from the intelligence provided by intent data. 

Intent data for ops leads to:

  • Cleaner, more accurate data
  • Smarter workflows
  • Optimization of tech and resources
  • More in-depth and impactful reporting

Let’s look at some real ways intent data benefits ops teams.

Inject Intelligence into Other Systems

The beauty of intent data is its flexibility. Ops teams can use intent data to enrich critical tools like:

  • Drift: Identify anonymous and known visitors to provide a personalized chat experience
  • Clari: Accurately predict the value of deals in the pipeline, spot gaps, and recommend playbooks
  • Salesloft: Precisely target in-market accounts and curate personalized engagement
  • Mutiny: Deliver website personalization at scale

Layering intent data on top of the functionality of these systems helps improve the way revenue teams interact with your tech. Learn more about 6sense’s integrations with other martech tools.

Identify Potential Risk Factors for Renewal/Churn

Intent data can help ops teams flag potential problems for existing customers.

Ops teams leveraging intent data for existing customers can:

  • Identify customers most at risk of churn
  • Create more accurate models for renewals and churn
  • Understand market potential so they can set ambitious but attainable goals for marketing and sales

Support Sales and Marketing on In-Market Accounts

As mentioned, one of the biggest benefits of intent data is that it reveals in-market accounts.

Ops teams can leverage this strength by:

  • Optimizing the way account territories and lists are designed and routed
  • Maintain a healthy database that reflects the real-time activities and buying stage of accounts
  • Score and identify the most impactful buying team members at the right accounts
  • Prioritize the purchase of contact data for in-market accounts
  • Configure workflows and alerts to accelerate opportunities

Ops teams that can provide their GTM teams with accurate, insightful data are putting them in a position to succeed. 

Chapter 7

6sense’s Unique Approach to Intent Data

6sense Revenue AI™ captures and analyzes intent data to give your teams unparalleled insights into the buying journey. A proprietary blend of data and technology has led to industry-leading performance.

In 2022, Forrester Research found that companies who targeted accounts recognized as strong opportunities by 6sense generated:

  • 454% ROI
  • 2x increase in average contract value
  • 4x increase in win rate
  • 31% increase in opportunity

Let’s look at how 6sense delivers intent data and makes it actionable.

6signal Graph

6sense’s patented 6signal Graph provides best-in-class account identification. That means 6sense is able to match intent signals to the right company better than anyone else.

The 6signal Company Graph tracks over four billion IP addresses and 500 billion monthly signals to connect intent across devices, channels, and product categories. The graph is the backbone of 6sense’s capabilities, resulting in industry-leading match rates.

Proprietary B2B Intent Network

Through sophisticated tracking mechanisms and integrations with millions of B2B pages within our third-party intent network, 6sense taps into a wealth of online activities, including website visits, content consumption, social media interactions, and offline intent signals.

These signals are then processed using advanced algorithms and machine learning techniques to discern patterns and identify meaningful insights.

By analyzing the intensity, frequency, and recency of intent signals, 6sense can determine the level of intent exhibited by prospects, enabling businesses to prioritize and target the most promising opportunities.
Natural Language Processing
6sense’s natural language processing reads pages within our B2B network to understand topics and keywords so we can match visiting accounts to specific interests.

AI and machine learning is at the heart of 6sense’s Revenue AI platform (as the name implies). Using the capabilities of these technologies allows for increased scale and accuracy of intent data collection.

Keyword Recommendations

6sense users input keywords that are relevant to their business, competitors, and industry. This helps us capture ‌intent signals relevant to those keywords.

With 6sense’s help, you can uncover topics and keywords that you might have missed — or weren’t even aware were signifiers of intent. By adding those keywords, you can detect more prospect activity and expand your sales opportunities.

Chapter 8

Combining Intent Data with Predictive Analytics

On its own, intent data is incredibly powerful. But it becomes exponentially more so when used alongside AI and machine learning to predict behavioral trends and selling opportunities. 

What is Predictive?

Leveraging vast amounts of historical data and real-time insights, 6sense employs predictive models to forecast future behaviors and purchase intentions.

Through machine learning algorithms, 6sense continuously refines its models, incorporating new data points and adjusting predictions based on evolving market dynamics. This technology enables businesses to anticipate prospects’ needs and preferences and where they are in the buying journey so marketing and sales outreach can be tailored to deliver the right message at the right time.

There are three foundations to 6sense’s predictive models:

  • Fit: Know who your ideal customers are.
  • Reach: Know how well you are reaching buyers.
  • Intent: Know when buyers are in-market.

Predictive Analytics takes the billions of signals and matched to accounts and compares those signals to your historic data to spot the accounts that are behaving the most like past buyers. From there, you’re served up the accounts that are most likely to purchase, as well as details showing the best way to engage with them at any stage in their buying journey. 

6sense customers that use predictive capabilities have seen:

  • 39% more opportunities
  • 13% more wins
  • 45% larger deals
  • 38% shorter deal cycles

Let’s look at how predictive and intent data can win at every buying stage.

Target Stage

Accounts in the Target stage are often at the very beginning of their buying journey, potentially unaware of your products, services, or even your brand.

By integrating predictive analytics with intent data, you can anticipate the needs of these accounts before they actively begin their search. This proactive approach allows you to tailor top-of-funnel content more precisely.

For example: You may not have keyword research data yet, but you can use firmographics, technographics, and historical behavioral data to predict potential pain points and interests. Create personalized sections on your website that serve up high-level content about specific pain points your products solve.

Awareness Stage

In the Awareness stage, buyers have started their research journey and may be aware of your company. They’re starting to show signs of life. In this stage, you want to start lightly targeting these accounts with some buying stage campaigns. 

Analyzing intent data through predictive models enables you to determine the topics potential buyers are researching. Predictive analytics use AI-driven insights to forecast buyer behavior and identify when they are most likely to engage, allowing you to time your campaigns more effectively.

For example: Serve up targeted display ads that educate the buyer about the solutions they’re seeking. Steer them toward:

  • Helpful blog posts describing common problems and solutions
  • Downloadable checklists they can use to identify their needs
  • Links to third-party studies and analyst reports that deliver unbiased insights

Predictive analytics also enhance website personalization by enabling smarter chatbot interactions. Based on intent signals and predictive insights, chatbots can suggest the most relevant content to visitors, aligning with their current interests and buying journey stage.

Consideration Stage

Here, accounts are homing in on specific solutions and potential vendors — including your competitors. If they’re not considering your company at this point, you are behind the curve.

Predictive Analytics not only identifies what topics and solutions these buyers are looking for, but also anticipates their next moves. This empowers marketers to create highly personalized and timely campaigns that effectively address those buyers’ anticipated concerns and interests.

For example: Provide content that focuses on ways you can solve the specific challenges the buyer has identified — and how your solution stands out among vendors. Consider using:

  • Blog posts that discuss specific challenges in-depth, and detail how you can solve those issues
  • Downloadable guides that compare features and pricing, especially relative to competitors they may also be researching
  • Case studies, customer reviews, and testimonials that bolster your credibility and value

Decision Stage

You’re entering the late stages of the deal and a decision is coming soon. Accounts aren’t ready to negotiate a deal, but they are ready to engage with sellers directly. 

(Without intent data and predictive intelligence, this is often the first time sellers become aware of an opportunity! That’s way too late.)

Now is a great time to focus on multi-threading to make sure you are engaging with as many buying team members as you can.  Predictive analytics can guide your sales team on the optimal timing and messaging for outreach, ensuring that communications are timely and relevant.

For example: Armed with insights from both intent data and predictive analytics, sellers can schedule demos or meetings when intent data indicates interest levels are at their highest. Additionally, you can identify relevant members of the buying team to personalize engagement for every individual.

Purchase Stage

This is the final stage, where a buyer will select their vendor. All the chips are on the table. 

Predictive analytics enhances the use of intent data by providing foresight into potential objections and concerns that may arise just before the final decision is made. This allows salespeople to prepare and alleviate those issues proactively.

For example: Pay attention to intent signals mapped to different buying team personas. This can help you understand the unique priorities of every decision-maker and anticipate potential roadblocks.

Chapter 9

Case Studies and Success Stories

Let’s look at a couple of real-world use cases of intent data and how it transformed sales and marketing processes.

Ceros

Ceros, an interactive content platform, faced challenges in effectively prioritizing and engaging their target accounts (300 to 400 accounts for each Sales Development Representative!). This lack of prioritization led to inefficient use of time and resources across sales and marketing teams. To address this, the organization implemented 6sense because of its robust intent data and segmentation capabilities. 

With 6sense, Ceros SDRs identified and focused on accounts in the Decision and Purchase stages, streamlining their go-to-market efforts across North America and EMEA. 6sense also equipped team members with actionable insights and predictive analytics that helped refine account prioritization and engagement. 

As a result, Ceros reported a:

  • 72% increase in meeting-to-SQL rate
  • 22% increase in average deal size
  • 109% increase in win rates
  • 118% increase in opportunities

SailPoint

SailPoint, a cybersecurity software company, integrated 6sense’s intent data capabilities into its Account-Based Marketing (ABM) strategy. Initially, the company’s approach involved broadly targeting potential accounts, which failed to yield effective conversions despite high engagement levels. 

By adopting 6sense, SailPoint shifted to a more focused strategy, using intent data to identify and prioritize accounts that were actively in the market and fit their Ideal Customer Profile (ICP). Valuable insights into buyer intent at both the keyword and topic levels empowered the marketing team to move away from generic campaigns to highly tailored engagements.

The integration of intent and fit scores directly into the CRM system further streamlined processes, allowing for enhanced reporting and data-driven activities.

Chapter 10

Intent Data Best Practices

Integrating intent data into your marketing and sales strategies can dramatically improve your ability to engage with prospects and drive conversions. Here’s how to do it.

Establish Clear Objectives

By defining clear goals, you can tailor your strategies for using intent data to address specific pain points and drive meaningful outcomes.

For example, if your objective is to increase sales velocity, you can set a goal to shorten the average time it takes for leads to progress from initial contact to closed deal by 20%.
This clarity lets you focus on activities directly contributing to achieving your goals, such as using intent data to identify high-intent, in-market leads.

Choose the Right Intent Data Provider

Once you’ve identified your needs, the next step is to choose the right intent data provider and implement the necessary solutions.

After evaluating 14 intent data providers, Forrester Research found the following factors to be most important to consider:

  • Does the provider meet the distinct needs of your marketing and sales use cases?
  • Does it offer incremental insights with unique collection methodologies?
  • Does it align with your unique geographic requirements?

Forrester’s report also identified 6sense as one of the best overall providers, stating, “6sense is a market Leader with differentiated analytics and a combined data approach.”

Read the full report here.

Once you’ve selected a provider, work with them to integrate intent data into your CRM, marketing automation platform, or other relevant tools.

Train Teams on How to Use Data Effectively

Invest in training and education to ensure your teams are equipped with the skills and knowledge needed to leverage intent data effectively in their daily activities.

For example, your marketing team may need training on interpreting and analyzing intent data to identify patterns and trends in customer behavior. Similarly, sales and customer service reps may benefit from training on using intent data to personalize their interactions with prospects and customers to meet specific needs and preferences.

Use Intent Data Across Teams

Breaking down silos and cultivating collaboration between marketing, sales, and customer success teams is critical to maximizing the value of intent data.

For example, sales reps and marketers can collaborate using intent data insights to refine their targeting strategies and create more personalized campaigns tailored to high-intent leads.
Additionally, implementing systems to share data and encourage collaboration can enhance teamwork and streamline processes.

Maintain Data Quality

To ensure accuracy and relevance, you must implement strategies for maintaining data quality to identify and rectify inaccuracies or inconsistencies in the data.

It’s also important to establish data governance policies and protocols, such as data hygiene practices and compliance with privacy regulations. As mentioned earlier, it’s critical to align your policies with GDPR and CCPA statutory requirements when collecting first-party intent data.

Continuously Monitor and Evaluate

Implementing any new marketing strategy requires a commitment to ongoing monitoring and evaluation.

After beginning to collect and analyze intent signals, you may discover unexpected insights or encounter challenges. That’s perfectly normal. What’s important is to continuously evaluate results, using what you learn to iterate later and optimize your approach to ensure ongoing success.

You’ll also benefit most by cultivating a culture of continuous learning and experimentation. Encourage your GTM teams to explore new ways of leveraging intent data to drive business outcomes.

Chapter 11

Conclusion

Intent data opens up incredible opportunities across your entire revenue organization. 

By uncovering ‌hidden buying activity, you can:

  • Optimize marketing campaigns to influence buyers earlier in their journey
  • Prioritize selling activities to make the most impact and drive more revenue
  • Empower operations to provide cleaner, more accurate data for all your teams.

Combining intent data with predictive AI capabilities helps pinpoint exactly where buyers are in their journey. That knowledge enables you to deliver a more robust and personalized buying experience — and win more deals as a result.

Want to learn more about intent data? Check out our guides on buying intent and pre-intent data.

Ready to see 6sense in action?

Picture of The 6sense Team

The 6sense Team