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How ZoomInfo Uses Buyer Intent Data to Prioritize Accounts
Description
This episode of B2B Marketing with Fexingo examines how ZoomInfo leverages buyer intent data to help sales and marketing teams prioritize accounts showing genuine purchase signals. Lucas and Luna unpack a specific case: a mid-market cybersecurity firm that integrated intent signals from ZoomInfo and reduced its sales cycle by 22% over six months. They discuss the mechanics of intent scoring, the difference between first-party and third-party intent, common pitfalls like data noise, and why timing matters more than volume. The hosts also explore how intent data changes ABM account selection and how to layer it with firmographic and technographic data for better conversion. No fluff, just a concrete framework for B2B teams evaluating intent data vendors.