FAQ – Intent Data Marketing

Linkedin Sales Navigator FAQ’s

Is Buyer Intent available with all Sales Navigator editions?

• No. Buyer Intent is available for Sales Navigator Advanced and Advanced Plus edition users only.

Do I need CRM Sync to be enabled for Buyer Intent?

• No. You don’t need CRM Sync to be enabled for Buyer Intent.

How is account buyer intent determined?

• Aside from company page visits, InMail acceptance rate, and ads engagement, we analyse a plethora of other user behaviour on our platform to determine interest at an account.

How can I view the account buyer intent information?

You can find information on buyer intent in Sales Navigator in the following places:

• Buyer Intent Account Dashboard – From this dashboard, you can learn which of your saved accounts are showing intent and discover new accounts that are actively showing intent.
• Buyer Intent information on Account pages – From the Account page, you can get information on which contact or group of contacts in the account is showing intent and the specific activities that they performed that expresses intent.
• Highlights for you section on the homepage – As soon as you sign in, the Highlights for you section on the homepage helps you quickly identify top accounts that are showing intent. From here, you can access the Buyer Intent Account Dashboard to view more details.
• Buyer Intent search filter – Use this filter to search for accounts already showing intent while searching for new opportunities.

How are accounts populated on the Account dashboard on Sales Navigator?

• Accounts on the Account dashboard are either saved accounts or accounts that have been uploaded into Sales Navigator via a .CSV file or from your CRM, if Sync is enabled.

What are highlighted leads?

• Highlighted leads are leads identified as actively showing intent through a combination of buyer intent related activities such as a lead following your company, or a lead viewing your individual profile (depending on individual profile viewing settings enabled for your profile).

Can I filter or sort data that is displayed on the Buyer Intent Account Dashboard?

• No, not at this time.

Can I export data that is displayed on the Buyer Intent Account Dashboard?

• No, not at this time.

On the Buyer Intent Account Dashboard, why do I only see the Discover tab?

• If you don’t have any accounts saved, and if you don’t have any accounts showing buyer intent, then you will see only the Discover tab on the account dashboard.

How are accounts populated or generated in the Discover tab?

• The Discover tab displays accounts identified as showing high levels of buyer intent that you have not yet saved.

What does the Beta label on the buyer activity section on Account pages mean?

• The Buyer Activities section in the Interest tab in an Account page, is part of a release that is still in development. New data points and changes will be added in the subsequent quarters. The Beta label is an indication that this page will be improved in the future and that you should keep an eye on this page.

What activities are considered as those showing buyer intent?

• These are activities completed by users on Sales Navigator and Linkedin.com that show intent such as engaging with company or individual content on LinkedIn or interacting with ads.

How do I ensure I get more value from this Buyer Intent feature?

• To help build a foundation of intent, ensure that your company has an active company page on LinkedIn that has frequent activity and posts added on it that sellers are frequently posting and engaging with. Also ensure that you have an active ad account with LinkedIn. All of these activities help spread content that potential buyers can interact with to indicate intent.

What do high, moderate, neutral, and negative intent score mean?

• High – Implies that the account has a very active expression of buyer intent and that it is a good time to reach out on LinkedIn.
• Moderate – Implies that the account has an active expression of intent, so they’re likely to respond to an outreach on LinkedIn.
• Neutral – Implies that an account has no active intent. There is currently no clear direction of intent from this account.
• Negative – Implies that an account has an active expression of disinterest, so they’re unlikely to respond to a LinkedIn outreach.

Zoominfo FAQ’s

How is Buyer intent Determined?

• Map your ideal customer profile using Zoominfo’s Intent feature. Create and search custom intent topics and select your required date range. You can also choose to select the audience and signal strength within the Zoom info Intent feature.
  The Audience strength will help you determine how diverse the audience is within an Account, it measures where the signals come from and determines how many people and how many searches have been conducted.
• The signal strength will determine how strong the signal of intent is. Zoominfo intent determines any spikes in the frequency of searches relevant to the intent topics. It does this by measuring and comparing current searches to an historical baseline of searches relevant to the intent topics selected.

Zoominfo Data collection:

• The data sources driving ZoomInfo intent data do not rely on cookies, and customers are able to select the frequency of updated intent data that best matches their needs (weekly, daily or real-time Streaming Intent) Customers select the B2B topics most relevant to their business for surfacing intent signals, and for customers seeking to monitor concepts more uniquely tied to their business, Zoominfo offers the option to create Custom Topics.Our intent engine triggers signals tracked from a network of 300,000 publisher domains and more than a trillion new keyword-to-device pairings, all sourced monthly from over 90% of accessible devices across the U.S.

How can I view the account buyer intent information?

• Once the relevant search criteria is entered into the intent feature, Buyer intent can be viewed in the search results.

What is the buying Committee Function?

The Buying Committee experience enables you to specify contact job titles and roles that represent your key buyers. Once defined, you will be able to see indicators for Buying Committee contacts and filter on these contacts in advanced search and intent.

How to use Zoom Info Buying Committee Feature

1. Navigate to Settings > Buying Committee and select the “+” (Plus) icon to add a persona. Here, you can specify the Job Title, Department, or Management Level for contacts that represent your key buyers. Once you have added your personas, select Save.
2. Upon running an Advanced Search, you will now see contacts that match your criteria marked in the Buying Committee column of your results. Select Contacts > Buying Committee > Show Buying Committee Only to filter your Advanced Search results

If you are using Intent and have set up your Buying Committee, you can see your Buying Committee contact list on Intent company cards. This additional contact list lives alongside Recommended Contacts, further enhancing your ability to connect with roles and titles you’ve identified as key buyers for your organization’s products or services. When you click on an Intent Signal to view more company-specific details on the company card, select the Buying Committee tab to show a list of key buyers.

Things to keep in mind

• Recommended Contacts are displayed by default.
• If there are no Recommended Contacts to surface, the Buying Committee will become the default.
• If you have set up your Buying Committee but there are no contacts matching your criteria, a message will display indicating that there are no matching Buying Committee contacts.
• If you have not set up your Buying Committee, selecting the tab will provide a link that enables you to set it up.