How to use intent data and lead intelligence on Diginius Insight to supercharge your sales efforts
Picture this: while your competitors are still playing pin-the-tail-on-the-prospect, you’re already 3 steps ahead, knowing exactly which leads are ready to buy, what keeps them up at night, and precisely when to strike.
Welcome to the new era of sales intelligence, where gut feelings are cold calls are relics of the past. Today’s sales champions don’t just understand their prospects , they practically read their minds.
Intent data and lead intelligence have transformed from nice-to-have luxuries into the secret weapons that separate the sales legends from the also-rans. With Diginius Insight in your arsenal, you’re not just levelling the playing field, you’re tilting it dramatically in your favour.
Ready to discover how top performers are turning data into dollars and insights into unstoppable sales momentum? Buckle up, this comprehensive guide will show you exactly how to dominate your market while others are still figuring out the rules of the game.
Understanding intent data
Intent data is gathered through various metrics that indicate a company’s level of interest in specific topics. This data is collected from a vast network of high-quality research sites and uses statistics to create a picture of how ready a B2B company is to buy a new solution. This readiness is what we refer to as “intent.”
The quality of the data you use is paramount. Diginius Insight uses Bombora intent data, which pulls user behaviour from reputable research organisations such as CNN, Time, and Forbes. Users come to these websites to do deep, quality research into B2B solutions. Using these ultra high-quality sources ensures that the information you receive is both reliable and relevant. It is the industry gold-standard, already used by data science teams at companies like Adobe, Salesforce, and LinkedIn.
These metrics include scroll velocity, time spent on page, and webinar signups across leading industry publishers. It is much deeper than any insights you would get from search or keyword data alone, so it can provide deeper insights into what companies are researching than what traditional search data can offer alone.
How the intent data process works
We will now go through the process of how the software works. You can supercharge your sales in just a few easy steps.
Basic configuration: define your ICP
To get started, you need to select the topics and accounts you want to track. This is done through the Diginius Insight tool, which allows you to customize your focus areas. The configuration process only takes a few minutes and autogenerates weekly reports based on those filters every week thereafter. It is not a live database, so you need to plan your tracking accordingly.
Generating reports: get your leads
Once you have selected your topics and accounts, you can generate reports. If you are beginning on the trial plan, these reports will show the top 10 leads based on the selected criteria every week. Most companies will want more data to work with, though, so we have plans that scale the number of leads you will receive from 10, 50, 100, all the way up to unlimited. If you do not feel that your leads correctly fit in your ICP at this point, you can reconfigure your settings. Our team would be happy to help you do so.
Report details: everything you need to know
Many people who have never worked with intent data before naturally come up with lots of questions, like what does a good intent report look like, how does intent scoring work, or what do I have to do to ensure I am using intent data in a GDPR compliant manner?
Success metrics
The primary success metric in these reports is the number of topics matched. The more topics a company matches, the better prepared you are for your pitch. This metric indicates the level of interest and engagement a company has in the topics you are tracking. However, the number of topics matched could be artificially low if you do not select appropriate topics for your business. It sometimes requires a bit of trial and error.
Score explanation
Each company is given a score on a scale of 0-100, which reflects their relative interest in the topics. This score is calculated based on a curve, comparing the company’s interest to others in the dataset. A higher score indicates a higher level of engagement and interest.
These metrics work together to essentially created your sales funnel of companies in your ICP actively researching your solution.
GDPR compliance
One common question is about GDPR compliance. Bombora tracks research behaviour at the company level, not at the individual level (which would be a violation of GDPR). Thus, these reports are not subject to GDPR controls and usage is compliant with privacy regulations.
Downloading reports
You can download both summary and comprehensive reports from Diginius Insight. Summary reports list the companies that appeared in your tracking, while comprehensive reports rank all topics and provide detailed insights. This flexibility allows you to tailor your reporting to your clients’ needs.
Finding sales contacts: streamlining enrichment and outreach
In addition to providing intent data, the Diginius Insight software also eliminates hours of manual data collection by giving you contacts and contact information for relevant companies in an instant with Apollo contact data.
Using company explorer
To find sales contacts, use the Company Explorer feature. Enter the domains from your list to search Apollo’s contact data. This will pull up company profiles and available contacts. This tool streamlines the process of identifying key decision-makers within the companies you are targeting, so you can find exactly who you want to target in seconds based on their company and job title.
Custom Templates
Creating custom templates for target audience filters can save you time and ensure consistency in your outreach. Diginius Insight offers default filters that you can use with a single click, making it easy to apply your criteria and generate targeted lists.
Wrapping it all up
Using intent data and lead intelligence on Diginius Insight can significantly enhance your sales efforts. By understanding the depth of your potential clients’ research and engagement, you can tailor your pitches more effectively and close deals faster. Preparation and client trust are key, and demonstrating your knowledge and readiness through detailed reports and insights will set you apart from the competition.
By leveraging these tools, you can turn basic metrics into powerful insights, driving your sales strategy to new heights. So, are you ready to supercharge your sales efforts with Diginius Insight? Book a demo call or speak with a member of our team, email grow@diginius.com.
