Skip to content
B2B buyers are taking longer to make decisions. According to Forrester’s Marketing Survey, 2024, 75% of B2B marketers say buyers are delaying purchases—up from 67% the year before. This slowdown makes it harder to predict and close deals.
Intent data tools give your team an edge by identifying leads actively researching solutions. With these tools, you can focus on the most promising prospects and increase your chances of closing deals.
What are intent data tools & how do they work?
B2B intent data tools track digital behavior to identify potential buyers. They monitor actions like search queries, content downloads, and website visits. These insights show which companies are in the market for your solutions.
For example, if a prospect reads several whitepapers on a specific solution, intent data tools capture that interest. This allows your team to reach out while the lead is still evaluating options.
Many B2B intent data tools rely on a few main types of intent data:
- First-party intent data: Information from your own channels, such as website visits and email interactions.
- Second-party intent data: Data shared by a trusted partner, gathered from their audience’s activity.
- Third-party intent data: Collected from external sources, tracking behavior across multiple platforms.
ViB goes further by delivering verified zero-party intent signals from its ViB Community. These insights are provided directly by real, active buyers so you can engage with confidence.
Benefits of using intent data for lead generation
Using intent data gives your team better insights and a stronger approach to lead generation. Here are the main advantages:
- Understand buyer behavior: Intent data shows you what potential buyers are searching for and how they interact with your content. This helps you create better messages and improve your timing.
- More accurate targeting: Instead of guessing who to contact, you can focus on real buyers and deliver personalized messaging based on real-time buyer intent.
- Shorter sales cycles: Engage prospects at the right time—while they’re still evaluating solutions. This data shortens the sales cycle and increases conversion rates 💰.
- Better sales and marketing alignment: Both teams use the same data to focus on the most promising leads. This alignment ensures more accurate targeting and a smoother lead handoff process.
- Smarter ad spend and outreach: Invest resources in active, interested buyers, reducing wasted ad spending on unqualified leads.
- Better lead prioritization: With intent data, you can rank leads by how likely they are to buy. This helps your team focus on the best opportunities first.
- Better forecasting and pipeline accuracy: Access to real-time intent data helps you predict future sales and improve pipeline accuracy. This means better planning, resource allocation, and more reliable growth forecasts 📈.
Unlike basic third-party intent data, ViB Deal Intent delivers verified, high-quality intent signals from active buyers in your market—helping you shorten sales cycles and increase conversions.
❌ Common mistakes to avoid when choosing an intent data provider
Choosing the right intent data provider is key to finding real, active buyers. Avoid these mistakes to get better results:
Using unverified data
Some providers share data without confirming if buyers are actually interested. This leads to wasted time and missed opportunities. Always choose a provider that verifies data directly from the source.
Using outdated data
Contacting leads with old or stale data (decayed data) wastes your time. Ensure your provider delivers fresh, up-to-date information so you connect with buyers when they are ready to engage.
Ignoring data transparency
If you don’t know how the data is collected, you can’t trust it. Pick a provider that clearly explains where their data comes from. ViB is open about how we gather and verify every data point.
Trusting inaccurate buyer signals
Not all online activity means someone is ready to buy. Make sure your provider tracks real decision-makers who are actively searching for solutions.
Overlooking compliance and privacy
Using data that doesn’t follow privacy laws can cause legal trouble. Choose a provider that collects data with clear consent and follows privacy regulations.
Prioritizing quantity over quality
Low-quality leads waste your time. ViB focuses on delivering verified, high-intent leads so your team connects with buyers who are ready to act.
🏆 Why ViB Deal Intent works
ViB Deal Intent provides actionable leads that are ready for outreach. Here’s what makes it different:
- Verified buyer signals: Every lead is double-checked for accuracy and engagement.
- Timely data: Get access to buyers while they’re still researching and making decisions.
- Proven results: ViB customers consistently report faster conversions and improved sales outcomes.
IBM achieves 10x ROI with ViB
When IBM acquired SevOne, it needed more qualified leads to support its growing sales team. Internal SDR turnover made it challenging to maintain consistent results.
By using zero-party deal intent data, IBM gained a steady flow of verified, high-intent leads. This reduced their reliance on internal SDRs and improved lead quality.
Results:
- 10x ROI for each closed opportunity
- $935,000 pipeline from ViB sales appointments
- 20% lead-to-opportunity conversion rate
- 110% increase in webinar registrations
ViB’s model helped IBM scale faster while improving collaboration between marketing and sales.
Start converting high-intent leads today 💲
Intent data tools are essential for modern B2B lead generation. With ViB Deal Intent, you can identify active buyers, engage decision-makers, and speed up sales.
Contact our team to find your next customer today!
