RevOps teams today can unlock immense opportunities and drive revenue growth by leveraging a wide array of intent signals. Instead of cold outreach, these signals allow teams to precisely target prospects displaying behaviors that indicate readiness to engage or buy.Here is a list of 25 intents, some of the most effective intent signals teams can use.
- When a company recruits for key positions (e.g., VP of Sales).
- When your target changes jobs or companies.
- When a company’s employee growth is increasing or decreasing.
- When a satisfied current client changes companies.
- When a company raises money.
- When a company raises funds with your investor.
- When a bad review is published about a competitor.
- When companies raise funds with competitors’ investors.
- When a company enters a new market.
- When a company launches a new product (seen on Product Hunt, marketplaces, etc.).
- When your target asks a question in a professional community.
- When your target follows your company’s or a competitor’s LinkedIn page.
- When your target comments on posts from your company, competitors, or industry experts.
- When your target downloads one of your resources.
- When your target registers for an event.
- When your target registers for a relevant event on LinkedIn.
- When a company uses a complementary or competing tool.
- When a company is listed on a marketplace (Salesforce, HubSpot, etc.).
- When a company is using ads (analyze them for insights).
- When a new regulation is introduced (Europe, US, etc.).
- When a new industrial trend is identified.
- When a competitor of your customer shows signals.
- When your target’s company is growing or showing signs of expansion.
- When a current client engages with your competitors’ content.
- When a company’s key employees comment on industry-related posts.
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By acting on these signals, Sales &RevOps teams can create timely, personalized outreach strategies, ensuring they approach prospects when they are most likely to convert. This focus on intent data allows for higher conversions, better resource allocation, and a significant boost in sales effectiveness.
One company that exemplifies the power of intent-driven strategies is Aptivio. By integrating Captain Data in their own SaaS, they’ve achieved remarkable outcomes. Aptivio uses Captain Data’s LinkedIn integrations to extract LinkedIn connections for each of their users, mapping the entire user and buyer ecosystem, in addition to enriching everything. Additionally, they’re building a LinkedIn sequencing tool using Captain Data’s Messaging API to automate outreach in a highly personalized manner.
The impact of Captain Data for Aptivio has been profound:
- No maintenance: Aptivio doesn’t need to spend resources on maintaining their own intent signal infrastructure.
- Faster go-to-market: With Captain Data’s toolkit, they’ve drastically reduced the time it takes to bring their product to market.
- Reduced cost: Instead of building everything internally, Aptivio leveraged Captain Data at a fraction of the cost, allowing their team to focus on high-value tasks rather than engineering.
This combination of intent-driven data and automation tools gives companies like Aptivio the competitive edge they need to outpace the competition and deliver results faster.
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