The Prioritisation with Intent Data Playbook

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Jon Ilett

VP Global Sales

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So, you’re struggling to strike when the time is right and make an impact with your target accounts. You’re hearing a lot of ‘Sorry, this isn’t in our budget this quarter’ or ‘Call back in the new year, I’ll know more then’ or ‘We’re in a late stage with *COMPETITOR NAME* unfortunately’… it sucks right?
What if you were able to predict the exact time you needed to initiate conversation, introduce your solution to their problem, and be the first to the finish line? Well, you can be.
First, however, you need to define what is important to you, and how you rank things such as purchase intent, industry relevance, company size, and other parameters that align with your target ICP.

If you’re already a Diamond Cognism customer - we’re so glad you’re on board. Open Cognism Prospector. Our Bombora integration lives under our Intent tab but is now visible in multiple handy areas of the platform.
The easiest route is to remain in Prospector, and head to the ‘Company’ tab.
From here, you can apply your saved companies to an intent search and it will display the companies that are showing Company Surges against those topics.
For example, in our case, we’d be interested in tracking companies who are trending against topics such as ‘B2B Data’ or ‘Sales Intelligence’ - this makes it clear who is in the market for a solution like ours.

Developing personalised communications for each of your audience types maintains relevancy across the board. Leverage intent data to understand the pain points of your IC and tailor your outreach in a way that provides them with the solution.
Tailor your messaging to address these specific aspects, demonstrating a genuine understanding of their needs. Utilise dynamic content in emails and other communication channels to ensure that your outreach remains relevant and resonates with each lead.
For example, imagine you are an intent data provider that’s noticed a company saved under the ‘My Companies’ area of prospector is showing an increased signal for ‘Intent Data’.
You know that they are looking to find a solution to their current problems with operationalising and actioning intent data, or their lack of, and can tailor your pitch to solve their issue.

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