Buyer Intent Signals
Quick definition
Measurable actions or behaviors that indicate a prospect is actively looking for a solution and possibly ready to buy.
Detailed explanation
Buyer intent signals are digital traces that prospects leave when researching a solution. Think: visiting pricing pages, googling "best [product category]", reading comparison reviews, or watching demo videos. These signals are gold because they perfect timing. Instead of approaching random people, you focus on prospects who are actively searching now. Intent signals divide into first party (on your website), second party (via partners) and third party (via data providers like Bombora or 6sense). First party: "Prospect visited 5 pages on your site, including pricing." Second party: "Prospect downloaded partner whitepaper about [your category]." Third party: "Prospect Googled 12 times for [your product category] this month." Companies that use intent signals have 2-3x higher conversion rates because they reach out at the right moment. The art is not being too pushy – seeing someone visited your site doesn't mean you should call immediately.
Synonyms
Examples
A marketing automation company uses 6sense intent data. They see that Company X did 47 searches around "email automation software" in the past 2 weeks and visited their pricing page. SDR calls within 24 hours with "Saw you're doing some research on email automation. Can I help?" Win rate: 52%.
A consultancy installs Leadinfo on their site. They see that 4 different people from a prospect's sales team visited their site last week. Signal: buying committee is researching. They send a personalized video to the CEO. Result: demo within 3 days.
When to use this?
Use intent signals to improve your outbound targeting (focus on companies actively searching), perfect your timing (reach them at the right moment), and improve your personalization (reference their search behavior in your outreach).
Match-day approach
We help you set up an intent monitoring system: first party tracking via your website (HubSpot/Google Analytics), possibly extended with third party data if your budget allows. We define which signals are "hot" and build triggers that automatically alert your sales team. Then we train your SDRs in approaching intent-based leads.
Related terms
Intent Data
Signals indicating that a company or person is actively looking for a solution in your category.
Lead Generation
The process of attracting and identifying potential customers who have interest in your product or service.
Marketing Qualified Lead (MQL)(MQL)
A prospect who has shown interest in your marketing but is not yet ready for a sales conversation.
Learn more
Wil je weten hoe je buyer intent signals effectief inzet in jouw organisatie? Neem contact op met Match-day.
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