#Japan #Tokyo #intent data #SALESFORWARD #DXO

Mixed Impressions on Intent Data Sales Approaches

A recent survey conducted by DXO Inc., a Tokyo-based company that specializes in sales support services using intent data, reveals intriguing insights about the perceptions of B2B professionals regarding sales approaches leveraging this innovative data type. Conducted among full-time employees holding significant positions such as executives and directors, the survey highlighted how intent data is being utilized in sales efforts today.

Findings from the Survey

The survey, which examined the impressions of B2B company representatives who had experienced sales communications based on intent data, yielded compelling results. Approximately 46.3% of respondents expressed positive impressions, stating that the themes were of interest, prompting them to engage with the information quickly. In contrast, a substantial 53.4% reported negative feelings, indicating a sense of discomfort, feeling as though their individual actions were being monitored.

Background on Intent Data in Sales

The use of intent data in sales strategies has gained significant attention. This approach offers notable advantages such as delivering relevant information at optimal times for the recipient. However, alongside these benefits, concerns have emerged, with many stating they feel they are being surveilled or that the timing of the messages can often feel unnatural. Thus, understanding the actual impressions and experiences of individuals who have received these sales communications becomes essential to evaluate the effectiveness and reception of such tactics.

Survey Details

Conducted over a period from June 30 to July 3, 2025, the survey aimed to understand the realities of sales activities leveraging intent data. Among the 243 participants, who were all B2B professionals, over 30% acknowledged having received sales communications, stating they recognized these approaches as timely, often occurring while they were actively searching for information.

Perception of Sales Approaches

Among those who received sales communications, 46.7% felt positively impacted, attributing their favorable views to the relevance of the themes presented and a sense that their needs were sufficiently picked up on. Meanwhile, the 53.4% who felt discomfort indicated that they found the outreach intrusive or irrelevant to their interests, highlighting ongoing challenges relating to the methodology of the approach and the predictive accuracy of the data used.

Conclusion and Further Information

This mixed reception points to the need for improved strategies in utilizing intent data for sales purposes, emphasizing the importance of correctly interpreting and applying this information to meet the expectations and comfort levels of potential clients. To explore the complete findings of this survey and gain deeper insights into trends related to the incorporation of intent data into sales strategies, download the full report through the provided links.

Additional Resources

For a more comprehensive overview of DXO’s intent data utilization in sales efforts, including its automated sales tools like SALESFORWARD, check out their official website. SALESFORWARD automates everything from compiling prospect lists to initial outreach, leveraging a massive database of over five million companies and their web-based behavior.

Company Overview
Company Name: DXO Inc.
Founder: Hiroki Katakai
Location: Nakano, Tokyo
Established: February 2015
Website: DXO