I’m working as an SDR and I’m trying to understand how to effectively use the buyer intent information that Hubspot provides for my accounts. I can see the intent data but I’m not sure about the best practices for turning that into actual prospects.
The main challenge I’m facing is that when I look at companies showing buyer intent, there aren’t always enough existing contacts in our CRM to reach out to. I need to find new people at these target companies but I’m wondering if there are any proven workflows or strategies that others have used.
Has anyone built out a systematic approach for identifying and adding fresh contacts to these high-intent accounts? I want to make sure I’m maximizing the value of this buyer intent data rather than just letting it sit there unused.
totally agree! a good database is key. I also use ZoomInfo with HubSpot, it complements each other nicely. as soon as I see intent signals, I look for decision makers fast. def a proactive approach instead of waiting for leads.
Intent data is useless without the right contacts to reach out to. I’ve struggled with this for two years. Game changer was setting up HubSpot alerts that ping me when intent scores hit a certain threshold. I grab those company names and run them through Apollo to find contacts we’re missing. Here’s what I learned: don’t chase just one decision maker. When companies show intent, 3-4 people are usually researching. I target someone from procurement, the actual user, and whoever controls the budget. Each gets different messaging based on their role in buying decisions. My response rates shot up because I’m not betting everything on one contact.
I use a two-tier system based on how strong the intent signal is. High-intent accounts get immediate manual research - I’ll spend 15-20 minutes digging through their press releases, job postings, and LinkedIn activity to figure out what’s driving their buying behavior. This context makes my outreach way more relevant. For medium-intent signals, I’ve got a workflow that automatically creates research and prospect tasks within 48 hours. Here’s what I learned: buyer intent data usually lines up with organizational changes like new hires, funding rounds, or tech implementations. I started cross-referencing intent signals with company news and found that accounts going through transitions converted at nearly double the rate. My biggest mistake early on was treating all intent data the same way. Now I customize my approach based on what type of content or behavior triggered the signal.
for sure! timeliness is key, but i also enrich my accounts with tools like Clearbit. it’s all about being proactive and reaching out when they’re engaging with certain content. don’t wait for those stale scores to hit your desk!
Biggest lesson with intent data? It’s all about timing. When HubSpot flags a company for buying intent, you’ve got maybe 30-60 days before they decide. That’s it. I don’t add these to my regular pipeline anymore. Instead, I create dedicated prospecting sprints the moment I see intent signals. Then I jump into LinkedIn Sales Navigator to find people who just switched roles or got promoted at those companies - they’re way more open to talking. Here’s what really moved the needle: I build account-specific sequences that hint at the intent signals without being obvious about it. I’ll mention industry trends or pain points that match whatever triggered the data in the first place. This whole approach converted 40% more intent-flagged accounts than my standard prospecting. The difference is huge.