Concept
Intent Signals
Also known as: buying signals
Observable signals indicating an account is actively considering a purchase: from pricing-page visits to third-party research.
Intent signals are observable behavior patterns indicating buying interest. First-party signals: pricing-page visits, demo requests, content downloads. Third-party signals: research on review sites (G2, TrustRadius) or intent platforms (Bombora).
Stacked signals convert 5-10x better than single signals. A new VP Sales hire + recent funding at the same account, for example, lifts reply rates 4-6x baseline.