Intent data is the new black in marketing and sales.
Buyers are less receptive than ever to random outreach—81% of buyers ignore irrelevant messages.
Skipping intent signals isn’t an option. You need an intent marketing tool.
What’s less clear is which type of tool to choose, how to set the right criteria for your search, and how to make it fit into your workflow.
Let’s figure it out.
What Are Intent Marketing Tools?
Intent marketing tools help you spot buyers who are actively researching solutions like yours.
Here’s what intent marketing tools do:
Track engagement: Capture actions like page visits, downloads, demo requests, and email clicks
Map accounts: Use IP addresses and other identifiers to connect online activity to companies
Score leads: Weigh activity by type, frequency, and recency to highlight the hottest prospects
Trigger outreach: Push prioritized accounts into your CRM or automation platform, ready for personalized sequences.
Often, intent marketing tools are part of larger sales automation systems that can also handle the broader outreach workflow. AI-powered platforms like Artisan source, score, and enrich leads and then craft personalized outreach and connect directly with high-intent prospects.
How Intent Data Works (Types & Sources)
You need to understand what kind of data is under the hood of your intent marketing tool. Different systems use different approaches, and the type, precision, and freshness of the data vary widely.
First vs. Third-Party Intent
Some intent marketing tools track only first-party signals from your own website, product, or emails. Others focus exclusively on third-party sources, monitoring activity across publisher networks, review sites, and keyword trends.
In addition, comprehensive systems, like Artisan, use a hybrid approach, combining both first-party engagement and third-party intent to give a full picture of account behavior.
Here’s the difference between the two types of intent data:
First-party data is captured directly from your assets. It includes website visits, content downloads, trial activity, email clicks, etc. Marketing tools and CRM platforms provide tracking code you can embed on your website, product, or emails to capture first-party intent directly.
Third-party data is collected outside your properties: social engagement, review sites, ad exchanges, etc. It’s useful for spotting accounts showing intent outside your owned channels. Tools like Bombora and 6sense capture third-party intent by tracking topic-level research across publisher networks and review sites.
A good intent marketing tool tracks first-party data while also incorporating third-party signals purchased from dedicated providers.
Behavioral, Technographic, and Firmographic Data
Now, let’s break down the kinds of data these sources provide.
Some systems track only behavioral data, while others uncover technographic and firmographic signals. The most powerful tools combine all three for a fuller picture.
These are the key types of data intent marketing tools track:
Behavioral data: Actions people take, like page views, downloads, webinar registrations, trial activity, or email clicks
Technographic data: The software and tools a company uses, often inferred from integrations, job postings, or public tags
Firmographic data: Company attributes like size, industry, hiring spikes, or funding events
Real-Time vs. Historical Intent
Lastly, intent marketing tools can capture either real-time signals, historical signals, or both.
Here’s a breakdown of the difference between real-time and historical intent:
Real-time intent tracks immediate actions, such as interacting with a chatbot, visiting your pricing page, or registering for a webinar. For example, a prospect might ask your chatbot several detailed questions—that’s your cue for a human agent to jump in while their interest is hot (ideally immediately or the same day).
Historical intent looks at behaviors over a longer period, like repeated content views, keyword searches, or competitor research. For example, a prospect could visit your pricing page several times over a week. This might signal pricing sensitivity, which you could address with a limited-time discount.
Both real-time and historical intent offer valuable insights in different scenarios, so don’t overlook either.
The Benefits of Using Intent Data in Sales
Intent data makes your sales process sharper and more effective through a mix of targeting, lead scoring, contextual personalization, and stronger alignment with existing campaigns.
Higher Engagement and Conversion Rates
It’s not rocket science—when you reach out while someone’s actively researching your category, they’re far more likely to engage.
A Foundry case study showed that intent-based ads drove 220% higher click-through rates. And they weren’t just empty clicks—those campaigns also cut the average cost per conversion by nearly 60%, proving intent data improves both engagement and encourages desired actions.
Better Targeting and Lead Scoring
One of the biggest drains on sales teams is chasing the wrong accounts. Intent data helps avoid this by highlighting the most promising ones.
Most modern systems take this even further with predictive lead scoring models—weighting signals like pricing page visits, hiring trends, or competitor research to rank accounts by likelihood of converting.
Instead of throwing your effort at 100 accounts, you can zero in on the 20 that your intent-driven system has flagged.
Contextual Personalization at Scale
Intent-based marketing takes personalization a step further. It lets you shape both your message and timing around what prospects are actually doing.
Say an account is spending time on your pricing page. You don’t jump in with a hard sales pitch. Instead, intent data tells you it’s the right moment to lean on ROI—maybe share a calculator or drop in a case study—because that’s what’s top of mind for them.
The best platforms automate this process. Artisan, for example, automatically uses intent signals to create outreach so every message feels personal—no manual work needed.
More Efficient Use of Team Resources
For smaller or mid-market teams, intent data increases bandwidth.
With fewer wasted dials, fewer “just checking in” emails, and more time spent where momentum already exists, they can move faster than larger teams stuck with legacy processes.
Stronger Alignment with ABM Campaigns
Account-based marketing works best when sales and marketing are chasing the same opportunities in sync. Intent data makes that alignment possible.
Say your ABM platform flags a surge of research activity from a target account. Marketing can ramp up ads and tailored content around that signal. At the same time, sales sends outreach to reinforce the same message. Together, this creates a surround-sound effect—prospects see consistent messaging across ads, emails, and direct conversations.
The Most Valuable Intent Signals to Track
Behavior-Based Signals
Behavior-based signals are actions prospects take on your site or content—often the earliest signs of purchase intent.
Here’s how to respond to behavior-based intent signals:
Pricing page visits: If an account repeatedly visits your pricing page, send them to a quick outbound sequence with messaging around ROI.
Email clicks: Use click-level data to segment prospects into interest categories (e.g., prospects that clicked on an “integration” blog should be shown integrations in follow-up messages).
Repeat visits or long time on page: Flag for an SDR follow-up since high time-on-page might mean deep evaluation.
Webinar signups: Route registrants directly into post-event nurture flows with case studies on the webinar’s theme.
Whitepaper downloads: Trigger a drip sequence that educates further on the specific problem area covered in the asset.
Account-Level Triggers
These signals capture what’s happening across an organization. They rely primarily on IP tracking to match visitors to company accounts.
Here’s how to respond to account-level triggers:
New funding round: Target accounts that just raised capital with messaging around scaling faster or operational efficiency.
Hiring surges: If a company posts multiple job ads for sales reps, pitch solutions that help onboard and ramp teams.
Changes in tech stack: When Bombora or BuiltWith show a competitor tool being added or removed, run competitive displacement campaigns.
Geographic or team expansion: If a company opens a new office, frame your product as a way to standardize processes across locations.
Contact-Level Triggers
These are individual signals from people inside a target account. They are usually decision-makers or senior buyers.
Here’s how to respond to contact-level triggers:
Job changes or promotions: When a past champion moves to a new company, reach out early before they start evaluating vendors.
Newly created roles (e.g., first RevOps hire): Position your solution as the system that will help them “make their mark” quickly.
LinkedIn activity: If a prospect likes, comments, or posts on specific industry-related topics, connect with them and launch a LinkedIn outreach sequence.
Sales engagement signals (replying, clicking email CTAs, watching demo videos): Mark as high-priority and move forward to securing a meeting.
What to Look for in an Intent Marketing Tool
Intent marketing tools vary widely. It’s important to map out your needs and then evaluate tools through these filters.
Clean, Enriched Data
High-quality intent signals rely on clean, enriched data—ideally, you should see a company match rate (percentage of visitors identified) above 80%.
Here are the features that ensure clean data:
Auto de-duplication
Domain name (email address) verification
Role and title checks for contacts
Confidence scores
Weekly data refreshes
Firmographic and technographic enrichment
Ask vendors these questions:
Which enrichment providers do you use?
How often do you refresh?
Do you sync enriched fields with Salesforce and HubSpot?
Real-Time Signals
Signals are only useful if you can act on them immediately. Look for tools that process events in real time (or near) and push alerts directly to your CRM or collaboration tools.
Here are features that support real-time signals:
Event processing in less than 5 minutes
Alerts via Slack, MS Teams, or webhooks
CRM tasks created automatically
Thresholds (e.g., “2+ pricing views in 7 days” leads to a CRM alert)
Suppression rules for customers or open opps
Ask vendors these questions:
What’s your latency SLA?
Can we tune triggers by page, topic, and recency?
AI Prioritization
Many intent tools are AI-powered, with capabilities that pinpoint accounts likely to convert and recommend next steps for reps.
Look for these AI prioritization features:
Account scoring that combines behavioral activity, firmographic and technographic data, and past win/loss analysis
Recommended rep actions (call, email, sequence)
Models retrained regularly on new materials
Ask vendors these questions:
How is your scoring model trained (and retrained)?
Can we see transparently into the weighting factors?
Do you provide suggested next actions or just scores?
Works Across Channels
The right tool should connect directly to email, LinkedIn, and CRM workflows so teams can act in one place.
Look for these multi-channel features:
Multi-channel sequences across email and LinkedIn
Bi-directional sync with your CRM
Signals mapped directly to outreach steps
API access and Zapier and Make integrations
Ask vendors these questions:
Which channels do you natively support?
How do you sync signals with CRMs, email, and LinkedIn?
Is API access included or extra?
Artisan, for example, natively links signals to outreach across email, LinkedIn, and CRM, so reps act in one place and see context inline.
Built-In Privacy & Compliance
Intent data often includes sensitive information, so you don’t want to overlook privacy and compliance features. Look for tools that support global regulations and give you control over how data is stored and accessed.
Look for these privacy and compliance features:
GDPR and CCPA compliance
Adherence to the IAB Transparency & Consent Framework (TCF)
CMP (consent management platform) integration
IP anonymization
Encryption at rest and in transit
Regional data residency options
Role-based access controls
Audit logs and DSAR (data subject access request) handling
Retention controls
Ask vendors these questions:
Do you sign a DPA (Data Processing Agreement)?
Can we choose a data region?
How are opt-outs enforced across channels?
Easy Filtering
With large datasets, your team needs to slice and dice intent signals to focus on relevant accounts. As such, tools should allow for straightforward, granular searches and auto-updating filters (which refresh when the underlying data changes).
Look for these filters:
Topic and surge score
Recency windows
Industry, employee band, geography
Seniority-based contact filtering
Tech stack includes/excludes
Suppression (open opps, customers, competitors)
Auto-refreshing filters
Ask vendors these questions:
How granular can filters get?
Can we save and auto-refresh filters?
Transparent Pricing
It goes without saying you should know exactly what you’re paying for and how the pricing model scales. Just be careful to pay extra close attention to the fine print.
Look for these pricing features:
Clear unit economics (by seats, accounts tracked, or topics)
Plain pricing for API access
Clear data credit overage rates
Flexible terms (month-to-month or annual)
No hidden “integration” fees
Ask vendors these questions:
What counts as an “account tracked”?
Are third-party intent feeds included or billed separately?
Any mandatory implementation costs?
How to Use Intent Data in Outbound Sales (5-Step Framework)
Using intent data in outbound sales begins with identifying high-impact signals and integrating them into your workflow. You can then align personalized sequences and monitor and optimize going forward.
Let’s look at each of these steps in depth.
Step 1: Identify High-Impact Signals
Start by figuring out which signals actually predict a deal. Avoid hypothesising—if possible, use historical closed-won data to spot patterns.
Here’s how to identify signals:
Analyze past wins to see which behaviors or triggers appeared most frequently (pricing page visits, competitor comparisons, interaction with a chatbot, etc.).
Focus on 3–5 high-impact signals first—add too many, and reps get overwhelmed.
Layer in account-level context (firmographics, technographics).
As you run your research, ask yourself the following questions:
Which signals consistently appear before a closed-won deal?
Are there early-stage vs. late-stage signals we should treat differently?
Step 2: Integrate Signals Into Your Workflow
Intent signals should flow seamlessly into your sales process. The goal is to eliminate manual hunting for context so reps can act immediately.
Here’s how to integrate signals:
Push signals automatically to CRM tasks or email and LinkedIn sequences.
Set up notifications for high-intent activity (Slack, MS Teams, dashboards).
Step 3: Align Sequences with Intent
Your outreach should reflect the type and intensity of the intent. When building sequences, this should always be kept in mind.
Here’s how to align sequences with intent:
Create separate campaigns for different signals.
Match cadence to behavior intensity (high activity equals faster follow-up).
Align product messaging with intent (such as talking more about features to a late-stage buyer).
Step 4: Personalize Using Context
To make your outreach sound relevant, reference real signal details in your messages.
Here’s how to personalize with relevant context:
Pull signal details into emails, LinkedIn messages, or ad targeting copy.
Use multi-touch campaigns aimed at small groups of individuals: combine email, LinkedIn, and retargeting ads.
Tie examples to account-specific situations (e.g., “Noticed your team explored X solution—here’s how we help with Y”).
Step 5: Monitor and Optimize
No framework is complete without a feedback loop. Track what works and adjust.
Here’s how to monitor and adjust:
Measure engagement and conversion by signal type and sequence.
Identify underperforming triggers and refine or drop them.
Gradually add (and test) more signals (other behaviors, account-level or contact-level triggers) that seem promising.
Update your predictive lead scoring based on which signals indicate sales success most accurately.
A campaign performing poorly doesn’t automatically mean its associated signals are weak. The messaging could be the issue. Use an intent marketing tool that supports A/B testing. This way, you can test variations and rule out ineffective options with greater certainty.
Choosing the Right Intent Marketing Tool
There’s no shortage of intent marketing tools. With your feature checklist in hand, the next step is figuring out the types of apps that will best meet your needs.
Types of Tools: A Quick Overview
Sales intelligence platforms focus on surfacing leads and accounts showing high intent, often with enrichment and scoring. Great for teams that want detailed insight without building sequences.
ABM systems are designed for account-based campaigns, combining intent tracking with personalization across ads, email, and content.
Third-party data providers offer feeds of intent signals drawn from across the web. Useful if you want to supplement your internal data.
All-in-one tools like Artisan capture first- and third-party signals, enrich accounts, score leads, and automate outreach across email, LinkedIn, and CRMs. Startups and lean teams especially benefit from this kind of system.
What to Prioritize
Data accuracy: Contacts and accounts must be clean, enriched, and reliable.
Integration: Native syncing with CRM, email, and LinkedIn makes multi-touch outreach seamless.
Real-time alerts: Reps should know immediately when accounts show high-intent behavior.
Compliance: GDPR, CCPA, and consent should be built in.
The following features are also “nice to haves”:
AI-driven insights that prioritize accounts and suggest next actions
Intuitive user experience (UX) so reps actually use the tool
The ability to test before you commit—run a pilot on a small set of accounts to see signal quality and workflow fit
Why Teams Use Artisan for Intent-Driven Outbound
At the end of the day, intent data is only useful if your team can act on it quickly.
Artisan empowers sales teams to do just that. It combines first- and third-party intent signals with enrichment, AI-driven prioritization, and automated outreach, so reps don’t have to juggle multiple tools to reach high-intent accounts.
