Inbound has been the name of the game for years. But with marketing budgets getting cut, the focus has begun to shift from attracting leads to going out and finding them. Outbound is in. Typical outbound strategies where you attempt to engage with cold leads can be discouraging. Results trickle in so slowly you find […]
Inbound has been the name of the game for years. But with marketing budgets getting cut, the focus has begun to shift from attracting leads to going out and finding them. Outbound is in.
Typical outbound strategies where you attempt to engage with cold leads can be discouraging. Results trickle in so slowly you find yourself going for quantity, not quality – a strategy often referred to as “spray and pray.” It’s about luck, not personalization, and it turns a lot of potential buyers off. Not to mention, when you pick prospects at random, you risk offering a product or service that’s not relevant to their needs or that they’re not currently looking to purchase.
But that’s outbound, right? Ramming up against a bunch of doors until one of them cracks open for you?
But does it have to be that way?
What if you could warm up that cold outbound and talk to prospects who want to hear from you? If you reach out when it’s relevant to them, not only are they more open to talking to you– it could also speed up the buying process.
Sounds like a pipe dream, but it’s actually possible using Lusha’s Intent Signals. Here’s what intent data is, and how it finds the doors that are already opened.
What is Lusha’s Intent?
Let’s say you sell CRM software to small businesses. While many SMBs could be your customer, how many are actually looking for a new CRM? Many prospects who fit your ideal customer profile might not be in the market for this kind of software purchase just yet. Reaching out to them at the wrong time is at best a waste of everyone’s time. At worst, it can leave them with a bad impression of your company.
The key to successful outbound selling is to find and get in touch with those prospects who are already looking to buy what you sell.
In B2B, only 15% of your buyers are in-market at any given time. Intent helps you identify who those 15% are so you can reach out to prospects when they are ready to buy.
But how does Intent identify customers who are in-market?
Intent data comes from a collection of behavioral signals that can be interpreted as “Likelihood to Buy.” Here’s how it works: when companies search for a particular product or service, they leave a breadcrumb trail of “buying signals.” AI and machine learning algorithms analyze these signals to make actionable intent data. Lusha’s Warm Outbound signals come from a variety of sources, including an integration with leading intent data provider Bombora.
So if you’re tracking terms like “CRM software” through Lusha, you can see which companies in your ICP are currently showing the strongest buying signals. Combine that with accurate contact data, and you have the beginning of a great sales conversation. That’s Warm Outbound.
How Intent can upgrade your outbound
Intent helps you reach out when the time is right, making a sale more likely– not to mention faster. It also creates an opportunity for more personalized messaging, ensuring your first contact with a prospect is engaging and relevant. You might even be able to reach your prospects and create new business opportunities before your competition gets there.
Lusha’s Warm Outbound Suite gives you everything you need to warm up those cold leads. In addition to Intent signals, Warm Outbound adds two new features to the Lusha platform. With the Job Change Filter, you can identify prospects who are new to their positions and ready to explore new opportunities. You can also set up alerts to get notified when key contacts switch roles or companies. The Technology Filter gives you data on your prospects’ tech stacks, helping you pinpoint their needs and tailor your outreach. These Warm Outbound features combined with our platform’s high-quality contact data enable your teams to bring in high-value opportunities through prioritized, targeted outreach that will accelerate your revenue.
You don’t have to take our word for it: your peers can vouch for the power of intent too. In fact, B2B companies report an average increase in ROI of 232% after adding intent data to their outbound strategy.
It makes sense: your solution meets your prospects’ needs, and Intent allows you to swoop in at the right time to offer them exactly what they’re looking for. Intent finds those open doors so you can walk right in and close more deals. Get ready to sell with Intent.
Key takeaways:
- Lusha’s intent data – part of the new Warm Outbound Suite – combined with our powerful prospecting tool helps you connect with decision makers who are ready to buy.
- Intent data identifies who has an active need for your solution so you can prioritize and capture the 15% of prospects who are currently in-market.
- Intent offers powerful ROI to B2B companies who can use it for more efficient and effective outbound strategies.
We'll help you understand if Lusha can solve your business needs.
