Understanding our Intent Spikes

With Intent Spikes, you can now identify accounts that are actively researching products like yours, in real-time. 

This feature detects behaviours that indicate when someone is in the market and ready to buy. By targeting these signals, your business can engage potential customers at the exact moment they are most likely to convert, giving you a competitive edge and driving sales success.

This guide will walk you through what Intent Spikes are, how they work, and how you can use it to accelerate your sales cycle and maximise your lead conversion rates.

What Are Intent Spikes?

At its core, Intent Spikes is a data-driven feature that identifies when accounts are showing a surge in research activity around products or services like yours. These spikes are the result of an increase in specific online behaviours such as:

• Researching relevant industry topics
• Visiting comparison websites
• Downloading whitepapers or case studies
• Engaging with competitors' or your own marketing content

When Intent Spikes are triggered, it indicates that the account is actively in the market and may be ready to make a purchase decision soon.

Getting started with Intent Spikes:

By navigating to the Intent > All Spikes area, you'll gain a comprehensive overview of all intent signals in one central location, helping you easily identify and prioritise your most promising leads.

This feature provides a unified view of intent signals across all your tracked accounts, allowing you to efficiently assess and act on each spike. (You can still view intent spikes by individual sources if needed.)

On the All Spikes page, you will see a full list of all companies that are showing intent. This provides a detailed overview of each account’s behaviour, enabling you to make informed decisions about your next steps.

At the top of the All Spikes page, you’ll find a filtering tool that allows you to quickly sort and prioritise companies based on the number of intent spikes they are showing. This feature helps you focus on the highest-intent companies with minimal effort.

Once you’ve filtered the companies displaying intent spikes, it’s time to take action. Our Quick Reveal and Search Tools make it easy to operationalise the data and engage with key decision-makers.

Quick Reveal

With the Quick Reveal feature, you can instantly access contact-level data for the companies that are showing intent. This allows you to quickly identify key decision-makers and add them to your sales cadences, pipeline, or contact lists for immediate outreach.

On any of the intent pages, you can choose one or more companies that are showing strong intent signals. These are the companies you want to target based on their readiness to engage or purchase.

• Use Quick Reveal: You can instantly reveal prospects from these selected companies. The revealed prospects are aligned with your predefined target persona settings, ensuring that you’re reaching the right contacts within each organisation.
• Set Direct Follow-Up Actions: Quick Reveal allows you to automatically set follow-up actions. Whether you want to add these prospects to a sales cadence, a specific list, or directly into your pipeline, you can do so with just a few clicks. This automation helps ensure that no opportunity slips through the cracks and that your sales process remains efficient and focused.

Adding / Creating Searching

If you want to expand your reach within an organisation, use the Search Tools feature. This function helps you uncover additional contacts within companies that are exhibiting intent signals, increasing your chances of engaging multiple decision-makers and influencers.

This feature enables you to drill down into specific companies and identify high-potential prospects within those organisations, ensuring your outreach is targeted and effective.

• Add Companies to Tailored Searches: In each of the intent areas, you can now select one or more companies that are showing strong intent signals. These companies can then be added to a new search or incorporated into an existing one, giving you the flexibility to manage and refine your prospecting efforts.
• Create Robust Searches: Once you’ve added the companies to your search, you can dive deeper into identifying key prospects within those organisations. This feature allows you to filter and segment your searches based on various criteria, helping you uncover the most relevant contacts to engage.
• Streamlined Follow-Up Actions: With Intent Searches, you can easily reveal prospects and create follow-up actions directly from your search results. This ensures that your sales team can move quickly and efficiently, turning intent data into actionable insights and driving conversions.

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Best Practices for Using Intent Spikes:

• Act Quickly: Intent Spikes are time-sensitive. When you receive an alert, it’s important to engage with the account as soon as possible to maximise your chances of converting them into a customer.
• Focus on High-Value Accounts: Use the ranking system to focus your efforts on the most promising accounts, ensuring that your team is spending time where it matters most.
• Tailor Your Messaging: Don’t use a one-size-fits-all approach. Use the data you gather from Intent Spikes to tailor your outreach for each account, addressing their specific needs and interests.

Conclusion:

Intent Spikes is a powerful tool for identifying and engaging with ready-to-buy accounts in real-time. By leveraging the insights from intent data, your sales and marketing teams can prioritise their efforts, engage more strategically, and ultimately close more deals.

Take advantage of Intent Spikes to enhance your sales strategy, accelerate your sales cycle, and drive more conversions.