I would love to hear how SDR's are leveraging intent data for successful prospecting. What are your best practices?

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      Profile picture of Carsen Boyle
      @carsenb
      ( 340 POINTS )
      7 months, 1 week ago

      I use intent data to help me understand what the company is currently trying to accomplish. I use the “take with a grain of salt” approach because you never know if it is an executive, rep, or someone who just loves tech. I will do independent research and see if they have any initiatives that align with their surging topics. I will use the phrases they are searching for in my outreach. I use intent data as a jumping-off spot, and with a little independent research, it can be an effective method.

      • 1
        Profile picture of Katie Ray
        @katie_ray
        ( 14.4k POINTS )
        7 months, 1 week ago

        great insight! taking it with a grain of salt is so important because you really dont know the background- but having that information could be helpful!

    • 0
      Profile picture of Daniel Bolden
      @danielbolden
      ( 310 POINTS )
      7 months, 1 week ago

      This is a pretty loaded question. Tons of possibilities based on who your ideal buyer is.

      For SDRs specifically, at ZoomInfo our SDRs work reallllllly close with marketing to call behind targeted campaigns. Messaging is specific based on title/industry.

      The key is “personalization at scale” – where you can have a relevant email because they’re researching your topic (or someone is)- but you can relate that topic to the specific challenge that persona faces.

      • 0
        Profile picture of Katie Ray
        @katie_ray
        ( 14.4k POINTS )
        7 months, 1 week ago

        I agree with personalization at scale- adjacent! Being able to send some “semi-custom” emails based on current trends, etc. can be so important!

    • 0
      Profile picture of Katie Ray
      @katie_ray
      ( 14.4k POINTS )
      7 months, 1 week ago

      Im a really big fan of intent data. I think the most important part of it is teaching reps how to use it. I really like to look at the organization or prospect in the news and what’s happening. For instance- when I sold into education, it was super important for me to look at data around if they received grants, or extra funding-which was a buying sign for ,me.

    • 0
      Profile picture of Graeme Gilovitz
      @aussieg
      ( 3.3k POINTS )
      7 months, 1 week ago

      Hey @melissam

      We subscribe to various intent data and like @carsenb said – you must take this with a grain of salt.

      We don’t go too strong with messaging but more like ” I understand that your company might be currently investigating XYZ and so thought you might like to read ABC to ensure that you don’t suffer from buyer-remorse” – no pushing our product but acting as an independent expert

      Depending on the responses you get then you can determine how strong you go on your response pushing your value

    • 0
      Profile picture of Joe Latchaw
      @jlatchaw85
      ( 5.8k POINTS )
      7 months, 1 week ago

      How we leverage intent data is through Zoominfo and we look at the score, as well as the audience strength. From there, our team will look at our asset library and determine the best to send to prospects. During the calls, we will generally reference “it appears someone from your company is looking at “x”. How important of a priority is that for you now?”

      Then we just take the convo from there.

      Hopefully, this helps!

    • 1
      Profile picture of Brooke Bachesta
      @bbachesta
      ( 770 POINTS )
      7 months, 1 week ago

      Hey Melissa! We use Bombora and create smart views for any surging topics. Marketing helped us set a threshold for what counts as a “relevant” number of topics to be surging, and then that fuels the smart view. In addition to that, Demand Gen set up some triggers in Outreach to queue up urgent tasks for anytime an account is surging. This prompts the rep to prospect that account and put any relevant prospects in a cold outbound sequence. We don’t typically mention that we saw something on bombora….more so use it as a clue.

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