bobushka

SDR

Is an Intent Data tool worth it?

I'm an outbound SDR building out our team here, for a sales org that's relied primarily on inbound. We're having a tough time generating outbound pipeline for a few reasons. One of them being we're not fully sure which accounts to prioritize.

We're mainly prospecting into F1000 companies and there's too many to choose from for 3 outbound SDR's. We're in trial for an intent data tool and the companies we're prospecting through it are not replying at any higher rate than before we had the intent data trial

Starting to wonder if it's a waste of money or if we need to be patient. Anyone else here using intent data and want to share their thoughts?

🔎 Prospecting

👑 Sales Strategy

☁️ Software Tech

15 comments

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CuriousFox

WR Officer

🦊

I can speak for ZoomInfo since that's what we use.

I think it's a great tool. However, the contacts they give under each intent are not necessarily the ones that searched for the specific product. They are only "suggested" contacts.

SADNES5

Politicker

down voters are marketing spies

Zooms pricing was just so high for our team with little returns... Just an opinion from an industry outlier.

PhlipOut

Politicker

Account Executive

Yep, we use it and their Intents tool is a bit too generic. It'll tell you company X is looking at "Enterprise Collaboration" or whatever keyword you use.
You need to be very specific, but then you still have to find the right contacts.
I have got nothing out of it

IanJ

Executive

Enterprise Business Development

I like Zoominfo for this. It worked very well for me.
I prefer 6Sense, if you've got the budget for it.

Diablo

Politicker

Sr. AE

What we started to do was used 2 tools and that gave us some level of success + we also understood the type of companies we must chase.

You can try to use tools like Leadfeeder (that can tell you who visited you web and which page/how many pagees/how many time spent and all) and you can use another tools like ZoomInfo to scrape data for those companies and start outreach.

It might/might not work and remember all visitors will not be prospects.

Wellss

Tycoon

Channel sales

We use Leadfeeder as well! We've been using it mostly with Sales Nav but I like the idea of using ZoomInfo along with it as well

UrAssIsSaaS

Arsonist

SaaS Eater

Do you have your ICP nailed? Saying we sell into F1000 companies gives an enormous variety of buyer profiles so that may lead to your lack of success. Before brining on a new tool i'd make sure you guys have that part nailed first.

sellingsellssold

Politicker

SDR

I have all the different tools at my company. I have found that Intent Data can be helpful and have seen some good success from there, but it also do not update with new companies that often.

LordBusiness

Politicker

Chief Revenue Officer

What tool are your trialing? I “know a guy” who works directly on this space. I can tell you that yes it does work, but the tool you use and the definition of “works” can be pretty important. 70% of my teams new opportunity generation has an intent score of 75+

CuriousFox

WR Officer

🦊

This is good to know. 🤔

bravochromatic

Opinionated

Sales Manager

not worth it, find your ICP and use sales nav, you can get all the info you need to prospect correctly.

Especially using intent data for F1000, those companies evaluate everything all the time so the insight really does not help much.

quinoa

Contributor

order taker

When you say "use sales nav" do you extract prospects emails from sales nav?

Beans

Big Shot

Enterprise Account Executive

Who are your best/leading customers?

Sell to their competition - there's a reason they chose you.

goose

Politicker

Sales Executive

I think it's a waste of money but what do I know?

Corpslovechild

Politicker

Inbound Sales Manager

Only if you like to set meetings and close companies.

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bobushka

Is an Intent Data tool worth it?

15 comments

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