Generating high-quality leads for B2B companies can be challenging, especially with the rising costs of marketing campaigns and the difficulty of measuring returns. However, leveraging buyer intent data can provide critical insights into potential clients’ behaviors, enabling you to target them more effectively. Here are ten strategies to maximize the benefits of buyer intent data and generate high-quality leads from your website:
1. Spot High-Value Leads Ready to Purchase
Identify high-intent leads by tracking which companies visit critical pages like pricing or demo pages. Use tools to set up custom feeds that notify you when these companies visit, allowing you to move them through the funnel efficiently or pass them to sales.
2. See Companies Clicking on Your Google Ads
Track which companies are clicking on your Google Ads but not converting. This helps you determine if your campaigns reach the right audience and optimize your ads and keywords to attract more relevant companies.
3. Track Lead Quality from Organic Traffic
Analyze which companies engage with your content through organic traffic. This helps you understand what topics attract your target audience and allows you to adjust your content strategy to focus on generating leads rather than just traffic.
4. Identify Companies That Abandoned Signups
Track companies that start but don’t complete your forms. Understanding the journey and identifying where potential leads drop off can help you refine your forms and content, reducing abandonment rates and capturing more leads.
5. See Companies Downloading Your Un-Gated Content
Un-gated content can attract more leads without sacrificing lead tracking. With tools , you can track which companies download your content and their subsequent actions, helping you gauge the effectiveness of your content.
6. Track the Impact of ABM Campaigns
Upload your Account-Based Marketing (ABM) target list to see if those accounts visit your site. This method offers a clearer picture of your ABM campaigns’ effectiveness and helps tailor your outreach with relevant content based on their site interactions.
7. Spot Companies Watching Your Video Content
Track which companies are engaging with your video content. Video analytics can show how long they watched and what actions they took afterward, helping you understand the impact of your video marketing efforts.
8. Track Behavior of Form Fillers
Once a lead fills out a form, track their subsequent behavior to understand their journey better. For instance, knowing that a marketing manager from Meta visited specific pages can provide valuable insights for follow-up interactions.
9. See Individuals Engaging with Your Marketing Emails
Integrate your email marketing tools to track who visits your website from your email campaigns and what actions they take. This helps in identifying engaged prospects and tailoring retargeting campaigns.
10. Understand the B2B Buying Journey
Track the entire buying journey at a company level to understand all touchpoints and interactions leading to a purchase. Comparing successful and lost deals can highlight areas for improvement in your marketing strategy and buyer journey optimization.
By effectively utilizing these strategies and leveraging tools , you can enhance your lead generation efforts, focusing on high-quality leads and optimizing your marketing strategies to convert more visitors into clients.
