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 buying intent puts revenue teams in a position to optimize their sales and marketing efforts and nurture leads who are likely to convert.