A transparent score
Prioritize the reason, not just the person
Buyer intent becomes useful when you can see what happened, how recently it happened, and whether the account matches the customers you can actually help. A single event is context for qualification, not permission to send an automatic pitch.
How this buyer intent score works
Signal strength
Direct problem and vendor-research signals carry more weight than broad company news.
Freshness
Recent activity is more actionable because the underlying priority may still be active.
ICP fit
A well-timed signal only matters when the account can realistically benefit from your offer.
Evidence
Specific, observable activity deserves more confidence than a chain of assumptions.
Frequently asked questions
What is buyer intent signal prioritization?
It is a way to rank possible sales opportunities using the strength and freshness of the signal, ICP fit, contact relevance, and evidence quality.
Which buyer intent signals should receive the highest priority?
Direct expressions of a relevant problem, active vendor research, and repeated high-intent product activity usually deserve more attention than broad company news alone.
Does a high score mean the person is ready to buy?
No. A high score means the available evidence deserves timely human review. It does not prove purchase intent or replace qualification.
Why does ICP fit affect the score?
A fresh signal from the wrong account is still a weak opportunity. Prioritization works best when account fit and timing are considered together.