Stop the Sales Drop Podcast with Kristina Jaramillo and Eric Gruber

Activating Intent Data: Solving the #1 Challenge Sales and Marketing Teams Have with Intent Data

March 07, 2021 Kristina Jaramillo and Eric Gruber Season 1 Episode 35
Stop the Sales Drop Podcast with Kristina Jaramillo and Eric Gruber
Activating Intent Data: Solving the #1 Challenge Sales and Marketing Teams Have with Intent Data
Show Notes

Inside this Stop the Sales Drop Podcast episode, Eric Gruber (CEO of Personal ABM), David Crane (VP of Marketing at Intentsify), and Eric Belcher (Head of Sales at Intentsify) discuss the biggest challenge that 2/3 of organizations have after investing in Bombora, 6Sense, and other intent data platforms.   This challenge is...  how we can activate and leverage the data to connect with tier 1, in-market accounts -- and close them.

The conversation starts off with the data that you should be paying attention to. For example, the Intentsify platform gets 50+ billion intent signals per month and 4.2M identified in-market accounts per month. So there's lots of intent data for sales and marketing leaders to act on. You will learn how all intent data should not be treated equally, what we should be acting on and how we should be selecting in-market accounts to target.

The conversation then moves to... how, where, and why intent data falls short of expectations - and how intent data is your springboard. You'll learn how sales and marketing teams ineffectively using intent data and how we can make the data more actionable. 

After you listen to the podcast above, please sign up for our "Reboot Friday" panel series. David Crane and Eric Belcher will be participating in an upcoming panel that is focused on rebooting how sales and marketing teams use intent data.