Inten-Based Prospecting
The goal of the intent-based approach in B2B is to identify and engage companies at the exact moment they show buying intent or problem awareness—before they ever reach out to your competitors.
🎯 Core Goals of the Intent-Based Approach
| Priority | Goal | Description |
|---|---|---|
| 1 | Maximize Timing | Engage buyers exactly when they show signals of need, research, or project initiation. |
| 2 | Increase Conversion Rates | High-intent leads are significantly more likely to respond, engage, and convert. |
| 3 | Focus Resources Efficiently | Align SDR/AE efforts to accounts with actual buying potential, not cold lists. |
| 4 | Beat the Competition Early | Enter the conversation before vendor lists are made—position early, win early. |
| 5 | Enable Hyper-Personalized Outreach | Use contextual triggers (job posts, tech stack, content views) for ultra-relevant messaging. |
| 6 | Build a Scalable GTM Engine | Leverage tools like Clay, 6sense, or Clearbit to automate intent detection and outreach at scale. |
🔥Top 15 Intent Signals
| Priority | Signal Description | Why High Intent? |
|---|---|---|
| 1 | Public RFPs, tenders, or budget documents | Direct, documented purchase activity → deal is live |
| 2 | Technology adoption or switch (CRM, ERP, AI, MarTech) | Vendor evaluation and budget confirmed → short buying cycle |
| 3 | Surge in traffic on specific product-related landing pages | Indicates active evaluation of solutions like yours |
| 4 | High content engagement (whitepapers, webinars, podcasts) | Signals deep research → prospect is in decision stage |
| 5 | New C-Level / VP hires (CRO, CMO, CTO) | Fresh executives typically evaluate/replace vendors |
| 6 | AI/Digital transformation mentioned in earnings calls | Confirms strategic priority at board level |
| 7 | Funding events (Seed to IPO) | New capital = immediate investment plans |
| 8 | Competitive movements (customer churn, partner switches) | Suggests openness to switching solutions/vendors |
| 9 | Buying committee network expansion (LinkedIn connects) | Active procurement process → committee formation |
| 10 | Website visits from company domains | Direct intent signal, especially if repeat visits |
| 11 | Job postings with relevant keywords | Implies budget + project scope in place |
| 12 | Mentions in press/news about growth, expansion, M&A | Publicly signaling growth → often followed by tool adoption |
| 13 | Employee growth (>20% YoY) | Scale-up stage → SaaS tools required for operations |
| 14 | New international offices or market entries | Expansion drives demand for scalable infrastructure |
| 15 | Participation in relevant trade shows or industry events | Early-stage research, intent not always immediate |
🎯 Core Goals of the Intent-Based Approach
| Priority | Goal | Description |
|---|---|---|
| 1 | Maximize Timing | Engage buyers exactly when they show signals of need, research, or project initiation. |
| 2 | Increase Conversion Rates | High-intent leads are significantly more likely to respond, engage, and convert. |
| 3 | Focus Resources Efficiently | Align SDR/AE efforts to accounts with actual buying potential, not cold lists. |
| 4 | Beat the Competition Early | Enter the conversation before vendor lists are made—position early, win early. |
| 5 | Enable Hyper-Personalized Outreach | Use contextual triggers (job posts, tech stack, content views) for ultra-relevant messaging. |
| 6 | Build a Scalable GTM Engine | Leverage tools like Clay, 6sense, or Clearbit to automate intent detection and outreach at scale. |
🔥Top 15 Realtime Intent Signals
| Priority | Signal Description | Why High Intent? |
|---|---|---|
| 1 | Public RFPs, tenders, or budget documents | Direct, documented purchase activity → deal is live |
| 2 | Technology adoption or switch (CRM, ERP, AI, MarTech) | Vendor evaluation and budget confirmed → short buying cycle |
| 3 | Surge in traffic on specific product-related landing pages | Indicates active evaluation of solutions like yours |
| 4 | High content engagement (whitepapers, webinars, podcasts) | Signals deep research → prospect is in decision stage |
| 5 | New C-Level / VP hires (CRO, CMO, CTO) | Fresh executives typically evaluate/replace vendors |
| 6 | AI/Digital transformation mentioned in earnings calls | Confirms strategic priority at board level |
| 7 | Funding events (Seed to IPO) | New capital = immediate investment plans |
| 8 | Competitive movements (customer churn, partner switches) | Suggests openness to switching solutions/vendors |
| 9 | Buying committee network expansion (LinkedIn connects) | Active procurement process → committee formation |
| 10 | Website visits from company domains | Direct intent signal, especially if repeat visits |
| 11 | Job postings with relevant keywords | Implies budget + project scope in place |
| 12 | Mentions in press/news about growth, expansion, M&A | Publicly signaling growth → often followed by tool adoption |
| 13 | Employee growth (>20% YoY) | Scale-up stage → SaaS tools required for operations |
| 14 | New international offices or market entries | Expansion drives demand for scalable infrastructure |
| 15 | Participation in relevant trade shows or industry events | Early-stage research, intent not always immediate |
🎯 Core Goals of the Intent-Based Approach
| Priority | Goal | Description |
|---|---|---|
| 1 | Maximize Timing | Engage buyers exactly when they show signals of need, research, or project initiation. |
| 2 | Increase Conversion Rates | High-intent leads are significantly more likely to respond, engage, and convert. |
| 3 | Focus Resources Efficiently | Align SDR/AE efforts to accounts with actual buying potential, not cold lists. |
| 4 | Beat the Competition Early | Enter the conversation before vendor lists are made—position early, win early. |
| 5 | Enable Hyper-Personalized Outreach | Use contextual triggers (job posts, tech stack, content views) for ultra-relevant messaging. |
| 6 | Build a Scalable GTM Engine | Leverage tools like Clay, 6sense, or Clearbit to automate intent detection and outreach at scale. |
🔥Top 15 Realtime Intent Signals
| Priority | Signal Description | Why High Intent? |
|---|---|---|
| 1 | Public RFPs, tenders, or budget documents | Direct, documented purchase activity → deal is live |
| 2 | Technology adoption or switch (CRM, ERP, AI, MarTech) | Vendor evaluation and budget confirmed → short buying cycle |
| 3 | Surge in traffic on specific product-related landing pages | Indicates active evaluation of solutions like yours |
| 4 | High content engagement (whitepapers, webinars, podcasts) | Signals deep research → prospect is in decision stage |
| 5 | New C-Level / VP hires (CRO, CMO, CTO) | Fresh executives typically evaluate/replace vendors |
| 6 | AI/Digital transformation mentioned in earnings calls | Confirms strategic priority at board level |
| 7 | Funding events (Seed to IPO) | New capital = immediate investment plans |
| 8 | Competitive movements (customer churn, partner switches) | Suggests openness to switching solutions/vendors |
| 9 | Buying committee network expansion (LinkedIn connects) | Active procurement process → committee formation |
| 10 | Website visits from company domains | Direct intent signal, especially if repeat visits |
| 11 | Job postings with relevant keywords | Implies budget + project scope in place |
| 12 | Mentions in press/news about growth, expansion, M&A | Publicly signaling growth → often followed by tool adoption |
| 13 | Employee growth (>20% YoY) | Scale-up stage → SaaS tools required for operations |
| 14 | New international offices or market entries | Expansion drives demand for scalable infrastructure |
| 15 | Participation in relevant trade shows or industry events | Early-stage research, intent not always immediate |
