Using Insights and Intent Signals in Outbound Sales

In outbound sales, timing and relevance is the key to conversion. Intent Signals, and Insights are indicators that show a prospect's potential readiness to buy. These are critical because:

- Timing: Reach out when the prospect is most likely to respond.
- Personalization: Draft your message to resonate with their current needs.
- Efficiency: Focus your efforts on high-probability leads, saving time and resources.

Insights add depth to your conversations with prospects.
- Customer Pain Points: Identify what problems your prospects are facing.
- Market Trends: Understand broader industry shifts.
- Competitive Landscape: Know who your competitors are and what they're doing.

By using insights, you can:
- Increase Conversion Rates: More relevant outreach means higher chances of success.
- Reduce Sales Cycle: Faster decision-making with well-timed engagements.
- Improve Customer Relationships: Personalized interactions build trust and loyalty.

The more informed you are, the better your results will be. Intent signals and Insights are the digital footprints and insights indicating a potential buyer’s interest in purchasing your products or services.

Intent Signals:

Intent signals are the actions that show a prospect's interest, helping sales teams engage with prospects effectively.
- Search Queries: Keywords prospects are searching for.
- Content Engagement: Articles, blogs, and whitepapers they interact with.
- Website Visits: Pages visited on your site.
- Social Media Interactions: Likes, shares, comments.
- Online Form Submissions: Inquiries or requests for more information.
- Clicks on Digital Ads: Ads they engage with.
- New Tech Stack Integrations: Recent software or tech adoptions.
- Recent Company Acquisitions: Organizational changes that might indicate readiness for new solutions.

First-Party Data
Data collected directly from your website and customer interactions:
- Website Visitor Behavior: Pages viewed, time spent, forms submitted.
- Content Downloads: Ebooks, whitepapers.
- Webinar Registrations: Events attended.
- Email Engagement: Opens and clicks.

Third-Party Data
- Website Audience Data: From providers like UserGems, Leadfeeder, ZoomInfo.

Pre-Intent Signals / Insights

These signals are qualitative and often derived from online sources, making them harder to identify:
- Financial Insights
- Strategic Insights
- Business Priorities
- Expansion Plans
- Current Focus
- Key Goals

Sources: 10K Reports, Earnings Calls, News, Social Media, Interviews
Use AI to scan these sources for relevant keywords and context, extracting actionable insights.
With intent signals and insights, you can be more targeted, timely, and effective with outreach efforts.

How do outbound teams use various types of Insights and Intent Signals?

Today, Outbound sales teams have lots of data at their fingertips. But how do they use them for enhanced outcomes:

Prioritize High-Scored Insights for Account Outreach

To effectively use insights, you need to start by identifying the most valuable ones. Here’s how:
- Score Insights: Use AI to analyze insights based on keywords, context, and strategic relevance.
- Prioritize Insights: Rank insights by relevance, considering business goals, timelines, and source credibility.
- Top 3 Insights: Focus on the top three insights for your outreach.

Steps for Effective Outreach:

1. Personalized Emails: Craft hyper-personalized emails using the top insights to grab the prospect’s attention.
2. Personalized Calls: Upload insights to call prep notes, ensuring you’re ready to discuss them as soon as the prospect picks up.

Prioritize High Relevance Accounts for Sales Outreach

Figuring out which accounts to prioritize can really make a big difference. Here's the approach:
- Identify High Priority Accounts: Use AI to score accounts based on the relevance of insights, considering timelines, recency, goals, and sources.
- Sort Accounts: Prioritize accounts with the highest scores for outreach.

Steps to Execute:
1. Plan Your Outreach List: Organize a list of target accounts sorted by priority.
2. Personalized Emails and Calls: Send hyper-personalized emails and make cold calls to the high-priority accounts, leveraging the specific insights.

Prioritize High-Intent Target Accounts for Sales Outreach

Here’s how to use them:
- Identify High-Intent Accounts: Use intent data to spot companies actively researching your industry, products, or competitors.
- Score Leads Based on Intent: Assign scores to leads based on their intent signals.

Website visits to product pages, content downloads, and demo requests are high-value actions.
- Personalize Outreach: Draft your communication based on intent data, focusing on solutions that address the specific challenges the prospect is researching.

Combining these strategies ensures your outbound sales efforts are both targeted and efficient. By focusing on the right insights, and intent signals, you can:

• Enhance Relevance: Make your outreach more relevant and timely.
• Increase Efficiency: Save time by targeting the most promising leads.
• Boost Engagement: Improve your chances of engaging and converting prospects.

How to implement insights and intent signals in Your Outbound Workflows

Using insights and intent signals can transform your outbound sales strategy. Let's explore how you can seamlessly integrate these elements into your workflows.

Pre-Intent Signals / Insights

Pre-intent signals provide early indicators of potential interest before actions are taken. Here’s how to leverage them:
- Use AI Tools: Platforms like Evabot scan publicly available sources such as 10K reports, earnings calls, news, social media, and interviews.
- Analyze Text and Transcripts: Evabot analyzes these sources for qualitative insights and scores them based on relevance.

Steps to Integrate Pre-Intent Signals:
1. Add Evabot Chrome Extension: Connect it with your tools like Outreach or Salesforce.
2. Trigger Account Insights: Automatically gather and prioritize account insights.
3. Sort and Integrate: Automatically sort the account list and integrate with power dialers like Nooks for efficient dialing.
4. Automated Outreach: Use Evabot to send hyper-personalized emails with relevant insights to high-priority accounts or import them into your outreach tool.

Intent Signals

Intent signals are the direct indicators of buying intent. These signals are invaluable for targeting prospects who are ready to be engaged.
Sources for Intent Signals:
- First-Party Data Platforms: Use tools like Factors.ai, RB2B, and 6sense to get information on website visitors.
- Social Listening Platforms: Track social media engagement data on your competition.
- CRM Data: Extract lists of people who have downloaded your content and are actively engaged.

Steps to Execute:
- Add Tools to Your Stack: Install the necessary Chrome extensions and link them with your CRM or outreach tools.
- Trigger Insights and Prioritization: Automate the process of gathering and sorting insights.
- Use them in outreach: Use intent across your outreach as a communication enhancers.

Decision Quadrant for using Intent Signals vs. Insights in outbound sales

1. Quadrant 1: Low Insights and Low Intent Signals - Basic Outreach
- Challenges: Limited data leads to generic and non targeted messaging.
- Solutions: Implement basic data collection tools to gather signals and AI tools to generate insights.
- Outcomes: Limited engagement and low conversion rates due to generic outreach.

2. Quadrant 2: High Insights and Low Intent Signals -  Insight Driven Outreach
- Challenges: Need to understand and utilize insights effectively.
- Solutions: Use AI tools to derive actionable insights from available data.
- Outcomes: More targeted messaging, resulting in moderate engagement and improved relevancy.

3. Quadrant 3: Low Insights and High Intent Signals – Signal Driven Outreach
- Challenges: Managing a high volume of data and prioritizing signals.
- Solutions: Deploy tools to score and prioritize signals based on relevance and intent.
- Outcomes: Increased engagement due to timely and relevant outreach, but still limited by the depth of insights.

4. Quadrant 4: High Insights and High Intent Signals – Data-Driven Personalization
- Challenges: Integrating multiple data sources and maintaining data quality.
- Solutions: Advanced AI solutions and CRM integration to automate data processing and personalization.  
- Outcomes: High engagement rates with highly personalized and efficient outreach, leading to better conversion rates.

Conclusion

It's clear that leveraging data-driven strategies is not optional. By effectively integrating intent signals and insights into your outbound workflows, you can significantly enhance your sales performance, engage more meaningfully with prospects, and drive higher conversion rates.

‍