Mastering Sales Intent The Secret Weapon for Closing More B2B Sales

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Mar 23 2023


In today's competitive business landscape, gaining a comprehensive understanding of your customers' buying process is essential for success. Fortunately, sales intent data offers a powerful solution for analyzing customer behaviour and purchasing patterns, ultimately enhancing sales efficiency and effectiveness. 

But what exactly is sales intent data, and how can it benefit your marketing efforts? Essentially, sales intent data refers to the collection and analysis of customer interactions with your brand, such as website visits, social media engagement, and email opens. By analyzing this data, marketing teams can gain valuable insights into their customers' needs and preferences, allowing them to craft personalized campaigns and messaging. 

It's important to note, however, that sales intent data should not be relied upon by sales teams. This is because this type of data is geared towards identifying potential customers who may not yet be ready to make a purchase. Instead, sales teams should focus on leveraging other data, such as past purchase history and customer demographics, to identify promising leads and tailor their sales approach accordingly. 

Looking to gain a deeper understanding of your customers' buying intentions? Our CEO Kapil Khangaonkar at Codura.AI provides an insightful explanation. 

By using sales intent data effectively, businesses can gain a competitive edge in today's rapidly evolving marketplace. So why not explore this powerful tool and see how it can enhance your marketing efforts?  

Let's start by understanding what Sales Intent is –  

Essentially, sales intent data involves tracking the actions of potential customers at various stages of the buying process. By analyzing the behaviour of prospects, businesses can gain valuable insights into their needs and intentions, which can then inform more personalized and effective communication strategies. 

This data is particularly useful for understanding how customers interact with a business online and can be leveraged to optimize lead generation and sales conversion.  

Once a business begins to leverage sales intent data, they can obtain a more in-depth comprehension of their target audience, thus allowing them to fine-tune their approach to cater better to the customers' needs. Now, let's delve into what Marketing Intent is. 


Have you ever heard of Marketing Intent?  

Today, we're going to dive into this concept and find out exactly what it means." 

Marketing Intent is a crucial concept that every business needs to understand to drive more effective marketing campaigns. In today's digital age, gaining insights into how potential customers interact with your brand online is more critical than ever before. 

Simply put, Marketing Intent is a type of data that provides businesses with valuable insights into how potential customers interact with their online presence. By analyzing this data, marketers can gain a better understanding of what resonates with their target audience and create campaigns that are more likely to convert leads into customers. 

This data can offer insights into which types of content and channels are most effective in driving engagement with the target audience. By leveraging Marketing Intent data, businesses can optimize their marketing strategies to reach their target customers and increase their chances of conversion. 

In essence, Marketing Intent is all about understanding what motivates potential customers to interact with a brand online and tailoring marketing campaigns to meet their needs. By doing so, businesses can drive more traffic to their website, generate more leads, and ultimately boost their bottom line. 

Now that we have a better understanding of Sales and Marketing Intent,  let's explore another concept that's making waves in the world of data-driven marketing - Bombora.   

Have you ever heard of Marketing Intent?

What exactly is Bombora, and how can it benefit your business? Let's find out! 

As a marketer, you know that understanding your audience is key to creating successful campaigns that drive conversions and boost revenue. That's where Bombora comes in. This powerful tool collects intent data from millions of sources across the web, providing valuable insights into customer behavior and interests. 

By analyzing which keywords customers are searching for online and which content they are engaging with most frequently, Bombora helps marketers identify trends and tailor their campaigns to specific audiences. This leads to higher conversion rates and a better return on investment for marketing efforts. 

Let's take a look at who can benefit from using Bombora. 

The tool is designed for marketing professionals who need real-time data about customer behaviour across various channels in order to make informed decisions about their campaigns and strategies. With data aggregated from over 500 million sources, including search engines like Google and Bing, Bombora offers a comprehensive view of what's trending among prospects, allowing users to create messaging that resonates with their target audience. 

Whether you're a small business owner or a marketing executive at a large corporation, Bombora can help you gain the insights you need to create effective campaigns and drive revenue growth. 

How is Clodura Intent different from Bombora ?  

In the world of marketing, tools like Bombora are a godsend for collecting and analyzing intent data to better understand customer behaviour. However, when it comes to sales, the use of intent data becomes a bit murky. While Bombora's insights can help sales teams gain a better understanding of their target audience, it should not be used as a means of directly targeting individual prospects or speeding up the sales cycle. 

Why is that the case? Well, for starters, relying solely on intent data to drive sales efforts can lead to a lack of personalization and engagement with potential customers. Sales teams should be focusing on building relationships with their prospects and nurturing them throughout the entire buying process, rather than just swooping in at the last minute armed with data. 

Additionally, intent data is not foolproof. Just because a potential customer is searching for a certain keyword or engaging with specific content doesn't necessarily mean they are ready to buy. Sales teams should take a more holistic approach to lead qualification, using a variety of methods to gauge a prospect's level of interest and readiness to purchase. 

Overall, while Bombora is an incredibly valuable tool for marketing teams, it's important to remember that sales require a more personal touch. Don't rely solely on intent data to drive your sales efforts - instead, use it as just one piece of the puzzle in your overall sales strategy. 


Sales intent data is a game-changer for marketing teams, sales teams should not solely rely on this tool to close deals faster or target individual prospects. Traditional lead qualification techniques such as calls and emails remain essential for the sales process. Utilizing intent data as part of an overall strategy is the best approach to ensure that the sales process is not entirely automated, and that the human touch is not lost in the pursuit of efficiency. 

While, sales intent data is an important component of modern marketing, it should be used in conjunction with traditional sales techniques. By combining the two, businesses can achieve the best of both worlds and maintain a competitive edge in today's fast-paced marketplace.  




Q.What is intent data in B2B? 

Intent data in B2B refers to information that is collected and analyzed to determine the interests, behaviors, and actions of potential buyers in order to better target and personalize marketing and sales efforts.  

Q.What is intent-based marketing? 

Intent-based marketing is a strategy that uses intent data to target and personalize marketing and sales efforts towards potential buyers based on their demonstrated interests, behaviors, and actions. 

Q.What is Bombora used for? 

Bombora is a platform that provides intent data and insights to help businesses better target and personalize their marketing and sales efforts. 

Q.How do you show intent in sales? 

Intent in sales is shown by demonstrating clear interest and commitment to the sales process, actively seeking information and engaging with sales representatives, and taking actions that indicate a desire to make a purchase, such as requesting a quote or scheduling a demo. 

Q.What is intent for B2B marketing? 

Intent in B2B marketing refers to the interests, behaviors, and actions demonstrated by potential buyers, which are used to better understand their needs and preferences, and to target and personalize marketing and sales efforts accordingly.