HomeNews10 Ways to Use Buyer Intent Data for B2B Sales Teams

10 Ways to Use Buyer Intent Data for B2B Sales Teams

Buyer intent data can be a powerful tool for B2B sales teams, helping to better understand prospects, develop targeted campaigns and close more deals. Here are 10 ways to use buyer intent data to help boost sales results.

Define your buyer persona

Understanding your target audience is critical for any B2B sales team. Knowing who your buyer persona is and their needs and wants will help you create the most effective strategies. To get started, look at who your customers currently are and what challenges they are facing.

Ask yourself questions like, “What industry are they in?” and “What are their job titles?”

Look for patterns in behavior

One of the best ways to understand buyer intent is to look for patterns in their behavior. By recognizing and tracking the actions a customer takes as they go through the purchase process, you can get valuable insights into their buying preferences and motivations.

For example, a customer who visits your website multiple times over a short period of time may be signaling that they are close to making a purchase decision. Alternatively, customers who spend a long time reading the same page or comparing different products are likely still in the research phase of the buying journey.

Identify where they are in the buyer’s journey

Knowing the stage of the buyer’s journey can help you tailor your messaging to their needs, helping to move them further along their path. Buyer intent data can be used to identify the stage your prospects are at and thus provide you with valuable insights.

For example, if your buyers are researching options online, they may be in the initial stages of their buyer’s journey, whereas if they are ready to make a purchase, they are likely to have already taken steps towards completing a purchase. Understanding the different stages of the buyer’s journey can help you determine which content will be most helpful and persuasive.

Understand their intent

When customers search for a product or service, they’re expressing their need or desire for that product or service. Buyer intent data can provide insights into why customers are searching, what they’re looking for, and how likely they are to buy.

By understanding buyer intent, you can tailor your message and offerings to meet the customer’s needs and increase the chances of conversion. Knowing the type of content customers are searching for can also help you develop content that resonates with them. You can use keyword research and analytics tools to gain insight into the types of keywords customers are searching for, as well as the language they’re using in their searches.

Knowing the intent behind customers’ searches can also help you better target them with ads. By understanding why customers are searching for a product or service, you can create more targeted ads that are more likely to result in a conversion.

Find out what type of information they are looking for

When looking for information, buyers usually have a specific question they need to be answered. As a B2B sales team, it is important to understand what type of information they are looking for in order to best serve them.

One way to uncover this is to pay attention to the questions buyers are asking in social media posts and other conversations. This will help you understand the type of questions they have, and then you can tailor your content to address those questions.

You can also use buyer intent data tools to help you understand what type of information buyers are searching for. These tools allow you to track the keywords that buyers are using so that you can create content that addresses those topics and provide helpful answers.

Use keywords they are searching for

Using keywords is a great way to capture the attention of potential buyers. By understanding what words and phrases they are searching for, you can tailor your content and offers to target their specific interests.

To do this, start by researching the types of keywords potential buyers might use to search for products and services like yours. Look at competitor websites, blogs, and social media posts for ideas.

You can also use keyword research tools like Google Keyword Planner or SEMrush to gain insights into the most popular terms related to your industry. This will help you identify the words and phrases that are most likely to bring visitors to your website.

Once you’ve identified relevant keywords, add them to your website content and use them in your social media posts. Try to incorporate them in a natural, organic way to ensure your content still reads well.

Look at the competition

Understanding what your competitors are doing and how they are reaching potential buyers can give you a better idea of the market. By looking at the competition, you can get insights into what is working and what isn’t. You may even find opportunities to differentiate your product or service from theirs.

To assess your competition, look into their marketing tactics and strategies. What channels are they using to target buyers? Are they using social media, emails, or traditional advertising? Are they providing content or webinars that address customer pain points? All of these activities can provide insights into how to shape your own marketing approach.

You can also compare your pricing and features to the competition. Consider offering more value in terms of features or service levels that make it easier for customers to choose your product. This may require some experimentation and monitoring of your competitors to ensure you stay ahead of the curve.

Analyze your website traffic

Analyzing your website traffic can be one of the most important ways to use buyer intent data for B2B sales teams. Understanding the behavior of your visitors can help you determine who your target audience is and what they are looking for on your website. By studying website traffic, you can uncover valuable information about potential buyers and their intentions.

When you look at the analytics of your website, pay attention to the pages that get the most views, how long people stay on those pages, and what links they click on. This will give you an indication of which content is engaging users and what they are looking for. You can then tailor your content and sales pitches to match these trends and make them more relevant to the buyer.

You can also use website traffic analytics to monitor competitors and stay up-to-date with their strategies. Additionally, this data can be used to track the progress of your campaigns and optimize them based on the performance of certain keywords or topics.

Check social media

When it comes to gathering data about buyer intent, social media can be a great source of insight. By taking a look at the conversations on various social media platforms, you can get a better understanding of your target audience’s interests, needs, and preferences.

For example, you may want to keep an eye out for topics that frequently appear in conversations, as well as any posts or hashtags that may be related to your product or service. You should also look for comments about customer experiences with competitors, which could provide useful information about what customers are looking for. Additionally, it’s important to take note of any new trends in your industry, as these could help you gain a better understanding of buyer intent.

Finally, you should monitor your own social media presence. This can help you see how your brand is being perceived by potential buyers, as well as any issues that may need to be addressed. Social media is also a great way to engage with potential customers and build relationships with them.

Consider using a tool like Google Analytics

Google Analytics is a powerful tool for any B2B sales team looking to use buyer intent data. It can provide you with a wealth of information about your buyers’ behavior, from their location and device type, to what pages they view and how long they stay on them. This data can be incredibly valuable in helping you understand your buyers and build out a comprehensive buyer persona.

Google Analytics also offers segmentation features that allow you to filter your data by specific criteria. This can help you focus your efforts on the buyers that are most likely to convert and lead to more sales. You can segment your data by age, gender, location, device type, or even the source of the traffic, such as organic search or paid ads.

You can also use Google Analytics to keep an eye on the competition. You can see which pages and keywords are bringing them the most visitors and adjust your strategy accordingly. By understanding how your competition is marketing itself, you can optimize your content and campaigns for maximum success.

In addition to offering insights into user behavior, Google Analytics can also help you better measure and track the performance of your campaigns. You can quickly identify which ones are driving the most conversions and adjust your strategy accordingly. This is especially useful for optimizing campaigns for ROI and improving overall efficiency.

By understanding their customer’s journey and their needs, sales teams can better target their customers and optimize the sales process. With the right data, sales teams can identify opportunities, create targeted content, and increase conversions. With the right strategies in place, buyer intent data can help B2B sales teams get the most out of their customer relationships.


  • Paul Mark

    Paul Mark, a digital marketing strategist at Healthcaremailing, has worked in the B2B healthcare industry for a decade.

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Paul Mark
Paul Markhttps://www.healthcaremailing.com/physicians-by-specialty-email-list.html
Paul Mark, a digital marketing strategist at Healthcaremailing, has worked in the B2B healthcare industry for a decade.

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