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How do I identify my hottest prospects using buyer intent?

Alex used to feel like he was shooting in the dark. "As a sales leader, I knew there were companies out there actively looking for a solution like ours," he recalls. "But by the time we identified them, they were usually deep in conversations with our competitors."

The Power of Knowing Who's Ready to Buy

Today, Alex's team operates differently. Using HubSpot's Breeze Intelligence, they can see which companies are showing genuine buying signals before those companies even reach out. "It's like having a crystal ball," Alex smiles. "We now know not just who might be interested, but who's actively in the market."

Understanding Buyer Intent Signals

Breeze Intelligence tracks various signals that indicate genuine buying interest:

  • Research patterns across your website
  • Engagement with specific high-intent content
  • Time spent on pricing and feature comparison pages
  • Multiple stakeholders from the same company showing interest

"The real game-changer," Alex notes, "is that we're not just seeing who visited our website. We're understanding their entire buying journey."

From Signals to Conversations

Here's how Alex's team turned intent data into a major win: They noticed a medium-sized tech company showing strong buying signals - multiple team members had viewed pricing pages and case studies over two weeks. Instead of waiting for an inbound request, they:

  1. Used Breeze Intelligence to enrich their understanding of the company
  2. Identified the key decision-makers and their roles
  3. Crafted a personalized outreach based on the content they'd engaged with
  4. Reached out with relevant insights about their specific challenges

The result? "We were the first vendor they spoke to, and they were surprised by how well we understood their needs."

Making Intent Data Actionable

Alex's team developed a simple framework for acting on buyer intent:

High Intent Signals When multiple stakeholders are actively researching or spending significant time on high-value pages, immediate personalized outreach is warranted.

Medium Intent Signals Regular engagement from key decision-makers triggers a nurture campaign with targeted content and soft outreach.

Early Intent Signals Initial research activity prompts light-touch engagement and content sharing through social channels.

Setting Up Your Intent Monitoring

Start by configuring your Breeze Intelligence to focus on:

  1. Key pages that indicate serious buying interest
  2. Content engagement patterns that suggest active evaluation
  3. Multi-stakeholder engagement from target accounts
  4. Competitor comparison research

Turning Insights into Results

"The best part," Alex explains, "is that we're not just reaching out earlier - we're having better conversations because we understand what matters to each prospect."

His team now uses intent data to:

  • Prioritize outreach based on likelihood to buy
  • Personalize conversations around demonstrated interests
  • Time their engagement for maximum impact
  • Focus resources on the most promising opportunities

Need help setting up buyer intent monitoring in HubSpot? Your HubSpot representative can help you configure Breeze Intelligence to identify your hottest prospects effectively.