Buying Intent

Buying intent, also called purchase intent, estimates how close a prospect is to converting and becoming a customer based on their actions, behaviors, and level of engagement. 

If, for example, a prospect visits an online store and spends their time looking at a specific product, adds it to their cart, or frequently visits the same page, this signals a very high level of interest and a strong possibility that they will eventually buy. It’s not just about their browsing activity but the steps they’ve taken to indicate they’re considering a purchase. 

Understanding the customer’s intentions puts revenue teams in a position to optimize their sales and marketing efforts and nurture leads who are likely to convert. 

This data can be gathered from first-party sources. These can include your CRM systems or websites. Or, this could come from third-party providers that will help you track broader behavior across the entire internet. High buying intent usually correlates with deeper engagement. This could be downloading product guides, attending webinars, or requesting a demo. 

When used appropriately, these insights will help you drive segmentation, campaign timing, and conversion rates. 

Buying Intent in Sales: