SDRs can now be notified when their target accounts are in-market showing early stage buying signals. D&B Lattice's comprehensive Buyer Intent Email Alerts empower SDRs with insights into their target accounts which are showing intent for different products. This personalized email alert is triggered when an SDR's target account begins to show intent or is no longer showing intent and allows the SDR to easily access the Account 360 dashboard for more details.
What information is available in each alert?
The Buyer Intent Email alert allows SDRs to focus on their target accounts which are starting to show intent, continuing to show intent, and or no longer showing intent. Each account is supplemented with insightful metadata that enables SDRs to better prioritize accounts for outreach.
The account metadata consists of firmographic details such as industry, headquarter location, a label indicating the account's intent type (New, Continuing or Stopped), number of contacts who are actively engaging with marketing content, last seen activity by a contact associated to the account, and buyer fit rating for an identified product.
What is the Buyer Intent Product Fit Rating?
D&B Buyer Intent Product Fit Rating can be configured to measure an account's buyer fit and its intent for a given product. This enables SDRs to focus on accounts which have the budget, need, and intent for the right product/products at the right time. Buyer Intent Product Fit Model can be configured similar to a propensity model which looks at both an account's fit rating and its intent signals. This model will then output scores for a segment of accounts and measure which account has high fit/high intent, medium fit/medium intent, or low fit/low intent ratings for a given product. Parameters such as account buyer fit, firmographics, revenue, demand and others can be used to influence this models output.
Please work with your Customer Success Manager to enable this type of fit scoring in D&B Lattice. If ratings are not enabled for each intent model, they will not in the email.
How are the accounts in the email alert prioritized?
The accounts listed in the email alert are prioritized based on the following criteria:
- Intent Type: New, Continuing or Stopped
- Buyer Intent Product Fit Rating: A, B or C
- Number of Engaged Contacts
- Last Seen Activity Date
This system helps SDRs prioritize their accounts during outreach. If the SDR is curious about accounts outside of their target list, they can download the CSV file to review all accounts and what product they have intent for.
How often are Buyer Intent Email Alerts sent?
The intent signal data within this emails are refreshed weekly and a buyer intent email alert is sent to an SDR when an account is starting to show intent for a product or stopped showing intent for any products.
Buyer Intent Email Alerts for SDRs is currently available for beta testing. Contact your Customer Success Manager to see if you are eligible for early access!