Good INTENTions: How to Use Intent Data in your B2B Sales Strategy


Scott SuttonVP of Revenue Operations at DiscoverOrg+ZoomInfo

Mike BurtonCo-Founder and SVP of Data Sales at Bombora

Moderator: Scott Barker – Head of Partnerships at Sales Hacker

According to ZoomInfo, the average B2B buyer is 67% of the way through the buyer’s journey before they ever speak with a salesperson.

That means your prospects are out there searching online for solutions to their pain points all the time. Intent data can help you ensure their research doesn’t go unnoticed.

But how do you actually use that information without being… creepy? And how should “intent” influence how you qualify and score leads?

Our panel of sales experts will answer both these questions and more as they give you practical, how-to-style advice on how to use intent data in your sales process. 

Make it your new intention to take your sales strategy from good to great.

What You’ll Learn:

  • How to effectively identify early buyer interest before the competition
  • Using intent data to improve your lead scoring methodology
  • Gaining visibility into keeping (and upselling) old customers

Watch it here

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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Insider access to the GTM network and the best minds in tech.

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Insider access to the GTM network and the best minds in tech.

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