Intent signal freshness measures how recently a buyer intent signal was detected relative to today. Fresh signals (7 days old) indicate active, current buying interest. Stale signals (90+ days old) suggest a buying cycle may have concluded or stalled. ABM teams that prioritize fresh intent signals dramatically improve sales productivity and conversion rates by reaching prospects at peak receptiveness.
An intent spike is a sudden, significant increase in buying signal activity from a prospect account over a short period (days to weeks). Where an account might normally show one or two intent signals per month, a spike shows five to ten signals concentrated in one week. Intent spikes are the most reliable predictor of imminent purchase, signaling that a buying committee has mobilized and is actively evaluating solutions. ABM teams that detect and act on intent spikes can intercept deals in the critical evaluation window.
Buying stage signals are behavioral and engagement indicators that reveal where a prospect account sits in their buying journey: are they in early awareness, mid-evaluation, or final negotiation? By recognizing stage signals, ABM teams align content and outreach to where the prospect actually is, rather than pushing them forward prematurely or delaying support when they’re ready to move.
Account scoring is the answer to a question that keeps your sales leader awake at night: “Out of our 2,000 accounts in the pipeline, which ones should my team actually focus on?”
Intent signals show when a prospect is actively evaluating solutions. A buyer researching your product category, attending industry events, or hiring for relevant roles signals active buying intent. Scoring these signals systematically helps sales teams prioritize outreach and increases connection rates by reaching prospects at the right moment in their buying journey.
Buyer intent signals are specific, observable indicators that a prospect or account is in active evaluation mode. They answer the question: “Is this person actually considering a purchase?” Intent signals range from obvious (downloading your comparison guide) to subtle (visiting your competitor’s pricing page) to structural (your technology appearing in their tech stack for the first time).
Intent data captures real-world signals that a prospect or account is actively evaluating solutions in your space. These signals reveal when someone is in the market to buy, what problems they’re investigating, and which vendors they’re comparing. Intent data transforms cold targeting into warm outreach.
Intent data is the foundation of modern account-based marketing. As B2B buying committees conduct research online before engaging vendors, tracking this research provides real-time signals about buying readiness. The best B2B sales and marketing teams use intent data to identify opportunities early and accelerate deal cycles.
B2B account scoring is a methodology for ranking companies based on their likelihood and value as customers. Rather than scoring individual leads based on engagement with your marketing (the traditional lead scoring approach), account scoring evaluates entire accounts across multiple dimensions: fit for your solution, engagement level, buying signals, and strategic value.
Purchase intent signals are everywhere. A company is hiring a VP of Sales (intent signal: they’re scaling revenue). A company is suing a competitor (intent signal: they’re dissatisfied). A company downloaded your competitor’s pricing page (intent signal: they’re evaluating solutions).
Account-based marketing (ABM) starts with a simple problem: your GTM team has infinite targets and finite resources. You can’t execute a personalized, multi-threaded, account-orchestrated motion on 10,000 accounts. You have to pick.
G2 has become a fixture in software buying journeys. Buyers research solutions on G2, compare reviews, and make informed purchasing decisions. For vendors, G2 intent data signals that accounts are actively researching your category. However, G2 is only one source of buyer intelligence, and relying solely on G2 data can create blind spots.