Four Intent Data Mistakes ABM Newbies Make

We've all been the newbie at some point, but what if we could share tips to help jumpstart an ABM journey? Here are four tips to help avoid mistakes that ABM rookies make: 1) Not including context in your sales activations, 2) Not treating different intent data signals differently, 3) Failing to remember the humans behind the signals, and 4) Ignoring your customers.

Providing context with your sales activations and equipping reps with who, what, and when will allow reps to engage with hot accounts. Treat signals differently depending on type to identify which accounts are ready to move on. Remember that behind every intent signal is a human and provide value to help them demonstrate ROI.

Finally, don't forget about current customers - use signals to identify intent for new services and run ads and campaigns that explain how current offerings can address pain points. Stop the guesswork and start targeting the real people behind intent data signals.