Using Intent Data: How to Spot Buying Signals Like a Pro 

Buying signals are the digital cookie crumbs that prospective and potential customers leave behind as they move through the buyer’s journey. These signals may encompass website interactions, content engagement, online searches, and social media involvement. These signals serve as subtle hints that indicate consumer intentions. When amplified, these hints help marketers gain insights into consumer habits and preferences.

Recognizing and responding to buying signals is crucial and should not be an option in today’s B2B landscape. With buyers conducting extensive research before engaging with a sales representative, understanding their intent can give your business a significant advantage. Spotting buying signals allows you to anticipate customer needs and a room to deliver a more personalized offering. 

The impact of buying signals 

In the absence of buying signals, B2B marketing would be a much more challenging and less effective endeavor. Without the ability to identify and respond to the digital clues left by potential customers, businesses would struggle to be effective. Without insights into a prospect’s interests and pain points, it becomes incredibly difficult to craft meaningful and relevant communication that resonates with them. Additionally, businesses may miss crucial opportunities to engage at the right moment in the buyer’s journey if they lack the ability to detect when a prospect is actively researching solutions. 

Buying signals vs. online cookies 

Buying signals are indicators or actions that suggest a person’s interest or intention to make a purchase. On the other hand, cookies are small text files that are placed on a user’s device when they visit a website. Cookies are primarily used for tracking and storing information about a user’s online behavior. They enable websites to remember user preferences, track user sessions, and provide a more personalized browsing experience. 

While both buying signals and cookies are related to tracking user behavior, they serve different purposes. Buying signals focus specifically on identifying potential customers’ intent to purchase, while cookies are more general in nature and track overall user activity for various purposes. 

Suppose a user visits an online stock broker and browses through different IPOs. These actions, such as browsing specific blue chip news, registering an account, and initiating a portfolio investment, are strong buying signals. They indicate a high level of interest and intention to invest. In this case, blue chip companies under the same radar could send out targeted information that showcases fundamental progress, further pressing the investor to make a bolder investment decision. 

At the same time, cookies will be used to track the user’s behavior throughout their website visit. The cookies may store information such as the user’s browsing history, information pages viewed, and any preferences selected. 

How different are B2C buying signals from B2B buying signals? 

B2C (business-to-consumer) and B2B (business-to-business) buying signals differ in several ways due to the fundamental differences between these two types of markets. 

B2C buying signals are generally simpler and more straightforward compared to B2B signals. In the B2C market, the buying decision is typically made by an individual consumer for personal use. The buying signals in this scenario are often driven by emotions, personal preferences, and immediate needs or desires. 

On the other hand, B2B buying signals are more complex due to the involvement of multiple decision-makers and a longer and more structured buying process. In a B2B environment, the buying decision is made by a group of individuals representing different departments or functions within an organization. These decision-makers often have different priorities, objectives, and evaluation criteria. 

B2B buying signals are influenced by various factors such as business needs, budget constraints, industry trends, competitive analysis, and ROI considerations. The buying process in B2B transactions is typically lengthier and involves multiple stages, including problem identification, solution exploration, vendor evaluation, negotiation, and final decision-making.  

Read more about what BANT leads are and how they shorten the sales cycles here.

B2C Buying Signals: 

• Website Browsing Behavior: Tracking page views, time spent on pages, and product/service interactions can provide insights into a consumer’s interests and purchase intent. 

• Online Searches: Monitoring the keywords and phrases used by consumers to search for products or services can reveal their specific needs and pain points. 

• Social Media Activity: Analyzing a consumer’s social media engagement, such as likes, shares, and comments, can offer clues about their preferences and buying intentions. 

• Cart Abandonment: Understanding why consumers abandon their online shopping carts can help businesses address potential barriers to purchase and improve the customer experience. 

B2B Buying Signals: 

• Content Engagement: Tracking how potential business customers interact with your website, blog posts, webinars, and other content can indicate their areas of interest and level of engagement. 

• Account-Based Insights: Monitoring the digital footprint of specific target accounts, including the activities of key decision-makers and influencers, can provide valuable insights into their buying intent. 

• Competitor Research: Observing when a prospect begins researching your competitors can signal that they are actively evaluating solutions in your industry. 

• Organizational Changes: Significant events within a prospect’s organization, such as leadership changes or new initiatives, may indicate a shift in their priorities and buying needs. 

The role of intent data in identifying buying signals 

Intent data is the fuel that powers the identification and analysis of buying signals. This data, which can be gathered from a variety of online sources, provides insights into the specific interests, behaviors, and intent of your target audience. 

Since intent data can also be derived from a user’s engagement with content such as whitepapers, case studies, or product demos, businesses can identify high-value leads that are more likely to convert. 

Intent data refers to the online behavior and activities of individuals that indicate their interest or intent to purchase a particular product or service. On the other hand, buying signals are specific actions or indicators that suggest a prospect is ready to make a purchase. These signals can be both explicit and implicit. Explicit signals are direct indications of purchase intent, such as adding items to a shopping cart, requesting a quote, or filling out a contact form. Implicit signals, on the other hand, are more subtle and include actions like repeatedly visiting pricing pages, spending a significant amount of time on specific product pages, or engaging with customer reviews and testimonials. 

The overlap between intent data and buying signals lies in the fact that intent data can help identify and interpret buying signals more accurately.  

When leveraged together, you can respond to buying signals with a significant competitive advantage. 

• Improved Lead Qualification: By understanding the specific interests and behaviors of your target audience, you can more accurately identify the most promising leads and focus your sales efforts on those who are most likely to convert. 

• Personalized Engagement: With insights into a prospect’s pain points, challenges, and buying preferences, you can craft personalized messaging and content that resonates with them, leading to higher engagement and conversion rates. 

• Accelerated Sales Cycle: By recognizing and responding to buying signals in real time, you can engage with prospects at the optimal moment in their buyer’s journey, shortening the sales cycle and driving faster revenue growth. 

• Enhanced Customer Experience: By aligning your marketing and sales efforts with the needs and expectations of your target audience, you can create a more seamless and positive customer experience, leading to increased loyalty and advocacy. 

• Improved Marketing Efficiency: With the ability to measure the performance of your marketing campaigns and optimize them based on buying signal data, you can ensure that your resources are being allocated to the most effective strategies. 

• Competitive Advantage: By leveraging intent data to identify and respond to buying signals more effectively than your competitors, you can position your business as a trusted and valuable partner, setting you apart in the crowded B2B landscape. 

Types of intent data and how they can be used to spot buying signals 

Intent data is the compass that guides marketers in the right direction, helping them navigate through the noise and focus their efforts on the most promising leads. Leveraging intent data provides insights into the types of searches or actions taken by users. This allows marketers to determine whether a user is in the awareness, consideration, or decision stage. Moreover, intent data can assist in spotting buying signals. 

Website Behavioral Data: 

• Page Views: Tracking the pages visited by potential customers can reveal their areas of interest and research. 

• Content Engagement: Monitoring how users interact with your website content, such as downloads, video views, and form submissions, can provide insights into their specific needs and pain points. 

• Search Queries: Analyzing the keywords and phrases used by visitors to find your website can offer clues about their buying intent. 

Third-Party Intent Data: 

• Programmatic Advertising Data: Information gathered from targeted online advertising campaigns can reveal the specific topics, products, or services that potential customers are researching. 

• Syndicated Intent Data: Aggregated data from across the web, provided by third-party data vendors, can offer a broader view of industry-wide trends and buyer behaviors. 

• Social Media Monitoring: Tracking discussions, comments, and engagement on social platforms can uncover valuable insights about your target audience’s interests and pain points. 

Account-Based Intelligence: 

• Firmographic Data: Information about a prospect’s company, such as industry, size, and location, can help you better understand their specific needs and buying considerations. 

• Technographic Data: Insights into the technologies and tools used by a prospect’s organization can inform your approach to engaging with them. 

• Buyer Persona Insights: Detailed profiles of your ideal customers, including their roles, responsibilities, and decision-making processes, can guide your targeting and outreach efforts. 

Buying signals is a game changer to shorten the B2B sales cycle 

Buying signals and intent data go hand in hand, allowing businesses to anticipate customer needs and deliver accurate and personalized targeting. When you can recognize the digital breadcrumbs that potential customers leave behind, you can engage with them at the optimal moment, providing the right information and solutions to meet their needs. This not only helps to shorten the sales cycle but also enhances the overall customer experience, leading to increased loyalty and advocacy. 

Moreover, by aligning your marketing and sales efforts with the buyer’s journey, you can ensure that your resources are allocated to the most effective strategies, ultimately driving better results and a higher return on investment. Using the DemandScience Account intelligence you can facilitate effective communication and collaboration between your sales and marketing teams. With the data-powered platform, both teams can work on standardized data to align their goals, strategies, and tactics.  
 

The power of the DemandScience data ecosystem lies in its vastness and enriched quality. These elements enable our client partners to analyze and interpret intent data effectively. Moreover, our proprietary multi-factor intent engine leverages advanced predictive analytics to 

precisely tune the timing of engagements. We analyze numerous signals and multiple data points, allowing us to forecast optimal engagement times accurately compared to traditional models. Thereby increasing the likelihood of conversion and enhancing the overall efficiency of marketing campaigns. 

Learn more about how you can leverage intent data and buying signals to power your B2B marketing and sales strategies.