Sales Fracking™ B2B Buyer Intent Data 

That's what's known in the trade as our "secret sauce." And it took a data scientist to develop the algorithms. This isn't about some simple coding on top of your site - it's about a deep, deep dive into internet behaviors.

That depends on the size of your market, how many leads you want (competitors you track, target accounts you have, search terms to monitor, etc.). The annual investment is comparable to two to three trade shows for the data.

Need coaching and assistance in interpreting and acting on the data? We can do that too. From manipulation and prioritization, through developing marketing automation workflows and even call scripts, email templates and campaigns.

Please inquire about agency pricing for multiple clients.

That depends....on a number of factors.

The bottom line is we could absolutely bury you in leads, and vendors of IP based data will often pitch you on outrageous volumes. 

But we've actually marketed and sold - run sales teams and been responsible for revenue. And so we focus on providing the large number of leads that will actually likely convert.

We're generally comfortable assuring even suppliers of niche products and services that they'll receive >400/month. The exact number can be substantially higher.

Here's the thing - you don't want to know about all activity with competitors, key terms, etc. That would be overwhelming.

The data you need is the data on which you can and should act to drive leads, deals and sales. Some is early stage (TOFU/top of funnel), some MOFU and lots is BOFU.

We'll work with you to get the right blend, and the right contacts. If you're primary target persona is a corporate engineer, do you want to know if a plant level HR person is searching? The answer may be "yes" depending on what you sell. But it may be "no" in which case it would be a distraction.

Typical TOFU leads are interactions with industry news, certain searches and social media follows of industry influencers. Typical BOFU leads are competitive downloads, along with product/service search terms.

Generally we adjust the algorithm to deliver about 50% BOFU type leads.

It's a perfect analogy.

Fracking technology has enabled energy producers to find, access and extract vast new supplies of natural gas. It's also allowed them to return to previously depleted sources and efficiently extract more.

Some have concerns about the technology - but it's put US industry ahead of the world based on low-cost energy for manufacturing.

And it's put early adopters on track to industry dominance.

Many companies offer intent data and all make interesting claims about how their data reveals purchase intent.

But selecting the right third party B2B intent data vendor for your business requires an understanding of how intent data is collected, what the data provider actually provides in terms of accuracy for your sales team, and how marketing campaigns can be realistically improved for website visitors and by incorporating buying journey insights and company data into your marketing automation platform.

We deliver actual interactions - directly observed indicators of buyer intent. And while we can't tell you exactly what technology Mintigo, Multiview, The Big Willow, Bombora, and others are using, firms that claim to provide buyer intent data normally use IP address association and interpolate surges in activity they observe with lists of known contacts from that geography.

It's better than nothing, for sure. But it's not nearly as good as actually knowing who did what.

Short answer....there is no comparison!

Seriously? We're a bit offended at the implication, but understand the question. It's such an amazing and radical opportunity, that we all naturally ask ourselves why everyone's not doing it.

Yes, it's legal. You know you're tracked online. Perhaps you just didn't realize how extensively.

According to our research and understandings, this Sales Fracking Data service complies with all site and service Terms of Use, and further is ICO and GDPR compliant.

You are responsible for how you use the data, however, and should be aware of both explicit (e.g. CAN-SPAM) and buyer perception considerations in developing campaigns.

We provide the leads once/week in a .csv file. Sound archaic? Experience tells us that you're going to want to start with a list to review anyway, and then to segment into different drip campaigns, paid ad programs and workflows.

So we work with a format that supports that.

We also have learned that daily reporting becomes overwhelming. Our weekly batch format allows for consistent, attentive review and appropriate follow up.

Generally you'll get your first batch of leads about a week after you provide all the required set-up info. Then we'll work over the following several weeks to help you refine the algorithm to deliver what you really want.

As far as what to do, we'll make initial suggestions based on what you explain about your goals, sales process, etc. These can include paid ads (Twitter, Facebook & LinkedIn), marketing automation workflows, inside/field sales sequences, drip campaigns and more.

And if you want our ongoing assistance implementing any of these, we also provide that. So if you've got a lean marketing department and just want all this to "happen" in the background while you plan your next trade show - we can make that happen, with periodic checkins.

As industrial sales and manufacturing marketing get harder, adding intent data tools can help. This specialized type of information, gathered and analyzed by intent data providers, empowers sales and marketing teams with actionable insights. It's not just about having data; it's about having high quality data that is relevant and actionable.

Let's look at how intent data might help.

First Party B2B Intent Data

First party intent data, collected directly by a company, offers profound insights into the behavior and preferences of potential customers. By analyzing this data, companies can more effectively target their marketing efforts to the segments of their audience most likely to convert. This targeting is not just limited to the broad strokes of demographic information but dives deeper into the specific needs and interests of a target audience.

Customer Research & Buyer Understanding

The integration of B2B intent data into marketing strategies allows for a more nuanced understanding of the customer journey. From initial interest to final purchase, every touchpoint is an opportunity to gather valuable insights. Sales and marketing teams can use this information to tailor their approaches, ensuring that potential customers receive the most relevant and compelling messages at each stage of their journey.

Data Providers - Good & Bad

Data providers play a crucial role in this ecosystem. They not only collect and aggregate data but also provide the tools and expertise necessary to analyze and interpret it. This analysis helps in identifying patterns and trends that may not be immediately obvious, enabling sales teams to anticipate customer needs and preferences.

Making B2B Buyer Intent Data Actionable

The utilization of sales data in conjunction with intent data can improve lead management. Instead of relying on traditional metrics, lead scoring can now incorporate a multitude of behavioral indicators, making the process more accurate and efficient. This approach ensures that the sales team focuses their efforts on the leads most likely to convert, thereby increasing efficiency and effectiveness.

Lead Generation, Personalization, Marketing Effectiveness

For a particular company, the application of intent data can lead to more leads that are of higher quality. It's not just about increasing the quantity of leads but improving their quality. By understanding what a potential customer is looking for, companies can tailor their offerings to meet those specific needs, thereby increasing the chances of conversion.

Customer Lifecycle Benefits of Intent Data

In terms of customer loyalty, intent data provides insights that go beyond the initial sale. By continuously monitoring customer behavior and preferences, companies can anticipate needs and address them proactively, strengthening customer relationships and fostering loyalty.

Target Accounts and Account-Based Marketing

Target account strategies can also benefit significantly from the use of intent data. By understanding the specific interests and needs of key accounts, sales teams can provide personalized experiences that resonate with each account, thereby increasing the likelihood of long-term business relationships.

A Performance Edge for Manufacturing Marketing and Industrial Sales

Using intent data in industrial sales and manufacturing marketing represents a significant advancement in how companies approach their sales and marketing efforts. By leveraging the insights provided by first party intent data and the expertise of data vendors, companies can gain a deeper understanding of their target audience, improve their lead scoring mechanisms, generate more high-quality leads, enhance customer loyalty, and ultimately drive more effective sales and marketing strategies. Intent data is not just a tool; it's a roadmap to a more informed and strategic approach to business growth.