Boost SaaS Growth: Trigger vs. Intent Data

As a SaaS sales leader, your primary goal is to generate growth and increase revenue for your company. One way to achieve this is by leveraging data-driven approaches to identify qualified leads and prioritize your sales efforts.

Two popular types of data used in Account-Based Marketing (ABM) are trigger data and intent data. In this blog post, we'll discuss how SaaS sales leaders can use both trigger and intent data to drive growth and gain a competitive advantage in 2023.

Understanding Intent Data

Intent data has been around for a few years and is especially popular in the ABM world. Intent data providers use internet browsing activity to identify which companies are searching for specific types of products and spending time on websites related to that product category.

By analyzing this data, intent data providers can tell you which companies are actively looking for a solution like yours. This can be valuable information for your sales and marketing teams, as it allows them to prioritize their outreach efforts on companies that are already searching for a solution.

Leveraging Trigger Data

Trigger data, on the other hand, contains information that signals a company's need for your product or service. Triggers can be anything from a company's use of a specific software to a recent hire of a new CMO or plans to expand to a new market.

The advantage of trigger data is that it allows you to identify companies that need your solution before they start actively searching for it. This gives you an edge over your competitors, as you can be the first to reach out and provide a solution to their problem.

Combining Trigger and Intent Data for Maximum Results

To get the most out of your data-driven approach, it's essential to leverage both trigger and intent data. By using intent data to identify companies that are actively searching for a solution like yours, you can prioritize your sales and marketing efforts on those companies.

But by also using trigger data, you can identify companies that have a need for your solution but are not yet actively searching for it. This gives you the opportunity to reach out and provide a solution before your competitors do, giving you a competitive advantage.

Using trigger and intent data together can help your sales team identify which leads are the hottest and most likely to convert, allowing them to focus their efforts on those leads.

In today's competitive market, leveraging data-driven approaches like trigger and intent data can give SaaS sales leaders a significant advantage. By using both types of data, you can identify qualified leads that are actively searching for a solution like yours and those that have a need for your solution but are not yet searching for it. By prioritizing your sales and marketing efforts on these qualified leads, you can generate growth and increase revenue for your company in 2023.